Michael Hua Northern China Sales Manager

Distributor Evaluation

2013 Sales Outlook

2012 Sales Achievement Review

Team work Achievement

Proposal for Business Increase

Page 1

Page 2

Why customer choose

• Excellent Clean

• Good Consistency

• Product B can solve customer problem

• Special wiping function

• Professional Consultant

• Customization Service

Customer

Choose

X*******

Page 3

Sales Analysis On Product

0.4% 1.2%

65.6%

32.8%

Product A

Product B

Product C Product D

Page 4

Micro-Electronics Industry

Micro- Electronics

Semiconductor

Cell phone

Panel Display

Industrial Printing

Page 5

Life Science Analysis

Vaccines Proteins

Biologics

Implants Drug-device Delivery products

Medical Device

API Tableting Injection

Pharmaceuticals

Saliva Sampling

Body Sampling

Page 6

1. 2013 Sales Forecast

Factors Drive Sales Increase

What actions we should take to reach goal

2.

3.

2013 Sales Outlook

Page 7

Factors Drive 2013 Sales Increase

New customers add

New distributors development

Regain the lost share in previous

customer

New product that can meet local customer need

Customer choose China

product

Continue traditional product

$

Page 8

1. Customer Choice-

2. Distributor Stimulation Policy

3. New distributor-Brother company

4. Account Manager- Communicate with

key account without region limit.

5. Marketing Activity- Chinese website S A

L E

Proposal for Business Increase

Page 9

Target Customer Classification

High quality requirement Without price issues like transfer customer

Medium price, Good relationship with distributor

T.C

Target Customer

Target customer

Target customer

Unobtainable Customer

Focus on product suitability, Reasonable price

Special spec requirement, Special relationship with distributor U

S $

Worst commercial term special relationship Mass purchase

P

ositi

on c

hang

e

Page 10

How we access to life science customer

What kind of life science is our potential customer? No problem What are their location? Also no problem The point is how we can access to them efficiently, Positive Strategy

Certainly, Seminar is another efficient way that we can use to access to target customers

Potential Customer list

Distinguish target customer

Visit customer through the bridge of distributor or self

Contact customer key person follow up business

Page 11

The Problem and Risk for Incorrect Choice & Usage Product A without process of contamination reduction, the contamination level can be many times than clean room wiper.

Colored product is not for life science cleaning

Contamination can be worse with the wiper recycled.

Incorrect wiper choice & usage

Contamination Risk

For the product with sewed process, in the position of sewed, contamination can accumulate there. And thread maybe drop during using.

These are what I educate customer

in each customer visit

Page 12

Economic comparison for customer

Besides Risk reminder, make a economic comparison for customer

Cost Cost

Towel

Cotton sewed with cloth

Product A

Page 13

Distributor Comparison

Organization

Structure

Knowledge

& Skill Attitude