【正文】 e you sell to who sell to SME customers. – Measure Vol of fulfillment vs own distribution . – If Vol of fulfillment over the last 3 months is more than 50% of your total business, them bother, you maybe in trouble. – On these volume that you fulfill, what value do you add? Do you do simple hardware solution configurations? Do you do software optimization? Do you offer attractive bundles? If you do not, you are indeed in trouble. Are you really in the distribution business? ? Where are you selling in? – understand who are their 2ndtie by types and the volume and where they are in. – take of resellers that you have. – How many are repeat customers? – Take the volume of number of repeat customers. – Distribute them into number of cities. – If more than 50% or more are in only 3 major cities, are these cities your homeground? – If not, you do not have enough geographic coverage. – How many cities do you cover consistently every month. – Do you have the right resources and systems to maintain these geo business? ? Geographic coverage is vital in any battle Are you really in the distribution business? ? Do you do deals or do you put in programs? – Understand who are their 2ndtie by types, the volume, where they are in and the business relationship you have with them. – Take of resellers that you have. – How many are repeat customer? – How many of them have a business agreement/program with you? – How many are on a dealbydeal basis? – If more than 50% of your business are on a deal by deal basis, you maybe not profitable. – You need be petitive but working on a deal by deal basis do not make good business sense. ? Structure your relationship ? Reward them because they make you profitable and you provide them good support and reasonable pricing by NOT because they “buy” from you. Are you really in the distribution business? Understanding supply amp。 Ac c , Bim t h w BU m gr {m is s 1 m t h} [ no R ev iew ]E . Ma r k e t / C h a n n e l D e vS t a t u s : I t e mSh i p m e n t T o ta lO r d e rF s ct A ccu ra cyC . Sa l e s Ma n a g e m e n tD . C o m m u n i c a ti o n sPr i n t A r e a a l r e a d y Pr e Se t B e l o w . D o N O T m o v e M a r g i n sJo i n t W h o l esa l er B u si n ess F u n d am en tal T ab l eB F T f o r :MMJoint Wholesaler Business Fundamental Table G o a l / Ac t i o n L i m i t ( _ W a r n i n g l i m i t s )1 O v e ra l l G ro s s M a rg i n 3 % 5 % { 2 %} [ L e s s t h a n 2 %] 2 A / R o v e rd u e N o Ov e rd u e { 7 d a y s } [ 7 d a y s ]3 P e rc e n t C a s h R e b a t e 5 0 % 3 o r 4 % { 2 %} [ 2 %]I t e mA . F i n a n c i a l M a n a g e m e n tJoint Wholesaler Business Fundamental Table 4 T o t a l S h i p m e n t l a s t m o n t h 5 S h i p m e n t R e v / F re q (P C s o n l y ) 6 T u rn s p e r y e a r 1 5 f o r P C s , 1 2 f o r o t h e r s T i m e l y R S I R e p o rt Be f o re d a t e lin e { m is s 2 x } [ 3 x ]B . I n v e n to r y M a n a g e m e n tJoint Wholesaler Business Fundamental Table 7 M o n t h l y Sh i p m e n t Pe rf o rm a n ce S h i p m e n t b y o f c i t i e s r e s e l l e r s f o r 8 0 % s a l e s o f c i t i e s f o r 8 0 % s a l e s8 M o n t h l y F s ct A ccu ra cy Ship m en t w it hi n 90 % of F s c t ?9 Y T D G ro w t hM T D / Y T D P C G r o w t h M T D % / Y T D %M T D / Y T D L a s e r j e t G r o w t h M T D % / Y T D %M T D / Y T D N e t s e r v e r G r o w t h M T D % / Y T D %C . Sa l e s Ma n a g e m e n tJoint Wholesaler Business Fundamental Table 10 B u s i n e s s R e v i e w11 B r a n ch O f f i ce V i s i t s 3 B r c h e s / Q t r w A c M g r { 1 } [ 0 ]12 P M M e e t i n g w i t h M D M s 2 M e e t in g / Q t r { 1 } [ 0 ]D . C o m m u n i c a t i o n s M t h ly w / D M a