【正文】 K 4 Business Forecast WB DA amp。 WB (price performance ratio is critical). ESEC has a good long term history but has recently been displaced by ASM in many instances. If ESEC can secure at least a tertiary supplier position at Amkor we can build from there. ESEC needs to form a tighter personnel and professional relationship with Amkor (petitors go to each factory with factory reps once a month). Current Installed Base Total 700 5000 28% 10% % ESEC 1/2 Suppliers Sourcing Strategy amp。S % ESEC 00 10% 12% % Shinkawa DA WB ESEC/ ASM/ Alpha DA CHF 12 60% 70 55% 31 50% 22% 130 M M 60 0% 900 35% 400 25% 6% 335 Kamp。 Company solely for the use of our account。s prior written consent. BEJ 7 030301BL9LELAM_EN Target can be prioritized by value and account relationship High growth prospects Low potential Key accounts Loyal accounts Large Small weak Strong account relationship vs. petition (share of wallet) Account value This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 9 030301BL9LELAM_EN Implied revenue to justify a dedicated team is high Cost to serve with dedicated team Margin target ~15% Breakeven Meet margin target Expected revenue RBM Xxx RBM Xxx WIP with Legend This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 11 030301BL9LELAM_EN Targeting: criteria and process to determine serving mode Account Huge account value or potential Small account value or potential Centralized decision making Decentralized decision making Strong/Can be stronger Little improvement Potential in near terms account value/ potential Purchasing behavior Competitive position Can justify a dedicated team Better use a shared account team or channel Serving mode Branch level This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 13 030301BL9LELAM_EN Purchasing behavior can impact account value Centralized purchasing Decentralized purchasing HQ Branch Account value = Company purchasing value HQ Branch Account value = purchasing value that is determined by HQ Account value = Branch purchasing value that is determined by branch Decision made by HQ Decision made by branch This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 leveraging relationship with customer Share of wallet analysis is a diagnostic tool which provides an evaluation of a pany’s optimal value proposition to customers. This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 16 030301BL9LELAM_EN Account profitability example (Huawei) Account value/ potential value X Legend petitive position = Expected revenue Expected revenue Legend cost to serve with dedicated account = Expected account profit Expected account profit = Account profit target Large Account = xxxx xxxx xxxx xxxx xxxx xxxx xxxx xxxx Yes May other examples such as rejected,etc. This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 18 030301BL9LELAM_EN Targeting: level III process – develop account priority list Large account department Product team Strategic marketing Customer service Segment needs and behavior and trends Estimate service cost Estimate expected account revenue Estimate product cost Channel team Estimate account value Account profile database Estimate Legend petitive position Supply product mix Collect channel feedback Collect and research market data Conduct customer interviews Collect account service data Product quality/ performance Collect petitor information Collect petitor information in segment Estimate channel cost Estimate account profit Compare with profit target Priority account list Estimate Legend cost to serve This information is confidential and was prepared by Bain amp。 it is not to be relied on by any 3rd party without Bain39。 Company solely for the use of our account。s prior written consent. BEJ 20 030301BL9LELAM_EN Targeting: Data gathering BDP Practices ? Think beyond typical information sources when seeking data purchase data other internal data formal surveys other similar customers ? Unless you have a great relationship with the customer, don’t simply pick up the phone and grill him/her with questions ? Explain your objectives and schedule a formal time to discuss the data needs ? Fully understand the data you have and the data you need prior to the meeting ? Prepare an agenda to municate your objectives and to respect the customer’s time ? Clearly state your objectives during your initial call and repeat them at the beginning of the meeting ? Communicate a desire to better understand the customer’s needs and to build a stronger relationship ? Make sure the customer does not feel that you