11052015 global team meeting

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May 2015

Global Team meeting

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Questions

‘’If everyone would communicate like Alan, communication would be outstanding’’

Who do we call when we require information on a Global opportunity

How important is the Global business to us

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Agenda Topics

2015 Regional Objectives

Global Program - Regional Importance

Survey– Regional findings

What do you do well

What can be improved

How can we be even better

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Key 2015 Objectives

Profitability

Margin Improvement Plan

Sales Productivity- each person is accountable

Business Balance– Increase local market share– Vendor diversification

SCS – cornerstone of our business

Velocity- execution on our core initiatives– Global Programs– Security- step 2: Video +– One Anixter

2015 Budget- UK

Excellence in Execution

04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.

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Security

29,2MGLOBAL

Accounts

SMB

73M

20,3M 52,2M ECS

7MData CenterSolutions

6MGLOBALIntegrator

6M GLOBALSecurity

Security Budget Region ECS

6M SMB

2015 Budget- Region North

Excellence in Execution

04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.

6

Security

10,7MGLOBAL

Accounts

SMB

41,3M

12,5M 32M ECS

5,5MData CenterSolutions

3,8MGLOBALIntegrator

7M GLOBALSecurity

Security Budget Region ECS

3M SMB

2015 Budget- Region ME

Excellence in Execution

04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.

7

Security

5,3MGLOBAL

Accounts

3SMB

62M

36,5M 25,5M

ECS

1,8MData CenterSolutions

3M

SMB

7,4M

GLOBALIntegrator

4,2M GLOBALSecurity

Security Budget Region ECS

2015 Budget- Region Central

Excellence in Execution

04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.

8

Security

6,9MGLOBAL

Accounts

SMB

64,3M

27M 37,3M ECS

3,5MData CenterSolutions

9MGLOBALIntegrator

4M GLOBALSecurity

Security Budget Region ECS

2015 Budget- Region West

Excellence in Execution

04/15/2023 – Proprietary and Confidential. © 2015 Anixter Inc.

9

Security

13MGLOBAL

Accounts

SMB

53M

22,5M 31M

ECS

4MData CenterSolutions

2,5M

SMB3M

GLOBALIntegrator

4M GLOBALSecurity

Security Budget Region ECS

2015 Budget- Region South

Excellence in Execution

Security

6MGLOBAL

Accounts

3SMB

50M

23M 27M

ECS

2MData CenterSolutions

4,4M

SMB

4M

GLOBALIntegrator

4M GLOBALSecurity

Security Budget Region ECS

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General Questions

What is your personal expectation from the Global team

Today- which Global initiatives are important to you and your region - please provide % for each initiative against your total regional number

Do you have a clear understanding of the 2015 objectives and strategy for all our Global initiatives – yes/ no. If not , which one is not clear

Are you or your team spending a lot of time in supporting the initiatives/ central people in- country– if yes/ % of time

What is the impact if the Global initiatives objectives are not met in your countries/ region

What do you think the Global initiative growth area’s are in your region in 1 to 3 years time

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Communication

Do you feel you’re informed in a pro-active manner about an opportunity- Rate 1 to 3 ( never, sometimes, always)

How often do you communicate with the initiative owners – please rate from 1 to 3 ( never- sometimes – always)

Who’s your GO TO person when you need information

What type of communication do they provide you when working on an opportunity – If you feel you want to break it down per initiative , please do

What type of communication do you prefer, how often and in which format

Are you aware of the following information related to their target accounts : (including security and services)

How would you rate the quality of service they provide you and your teams- Rate 1 to 3 ( poor- good – excellent) + any comment

Are there any other communication improvement areas

How does the central support team inform you of their activities

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Collaboration

Do you feel if the different teams are communicating/ collaborating among them in the best interest of winning a deal- yes / no + communication

How would you rate the service and speed of reply/respond of the Global team when a question/request comes from your local sales related to a project/account linked to the Global team? 1-3 ( poor- good-excellent)

Do you feel our initiatives owners understand your in country needs – yes / no + comment

Do you feel they understand the impact if in- country objectives are not met.—yes/no + comment

Are all the projects you’re aware of in CORE- yes/ some/ no

To which extend are you involved when decisions need to be taken on any opportunity – comment

Is there any area you feel we’re being unproductive and needs to be changed--comment

Do you find the initiative owners plan their in- country visits in a professional way- rate from 1 to 3.

Does the central support team share their activities on their target accounts ( #quotes, #opportunities, win- losses etc )Yes/ no

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Tools

Do you feel the initiatives owners are using CORE in the way your people do. Yes/ no + comment

Do the initiative owner share the following information with you or LMAccount strategy – yes/ noAccount Plan- Yes / noAccount actions – Yes/noPlaybook if any- Yes/ no

If you would be an initiative owner what would you do different- comment

Does the information on the monthly initiative report meet your expectation- yes / no + comment

Are you or your people usingWIRE to get information on theGlobal initiatives ( who does what, play book etc..)

What is the quality of information on WIRE – Rate 1 to 3 ( poor- good- excellent) + comment

Is there anything else you feel is important to mention- comment

1515

Findings

• We all have a clear understanding of the 2015 Global initiatives strategy

• Business opportunities are different in each region• GA - DC are key in UK, North,

West• GI- are key in Central, South,

ME

• The ‘value add’ of the central team is perceived differently in each region

• There’s a large impact if we don’t meet our in-country Global targets and objectives

• 20 to 35% of our people times is supporting the Global initiatives in country

• We all believe we can double our Global numbers in 3 years time

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What do you do well

• Consistent messaging• Monthly update calls

• Dedicated people on major account opportunities • making it easy to do business with

• Information on ‘real’ opportunities is done in a correct way

• Strong TEAM effort to win deals on ‘Priority Accounts’

•Monthly reports are relevant and clear

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Improvement area’s

• Communication• Mapping an opportunity• Sharing Account strategy, ADP, action

register• Outcome visits• Pipeline ( CORE)

• Blending into the country organisations

• Understanding the local needs/ challenges / financial implications

• Need to simplify the process for non ‘priority accounts’• Increase efficiency

• Interaction between the ‘central support team’ and local teams• response time• Activity overview on dedicated

accounts

• Monthly estimates/ issues • Need to be more efficient

• Vertical Market Account Strategy/ development plan

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How can you help

• Need for a linkage strategy when working on an opportunity• Builder/ main contractor/ channels• MTDC/ Incumbant installers

• ADP plans- agree on same format• Local / Global

• Build financial matrix for quoting purposes• Incl Line charge, distribution charge,

freight

• Build database with AXE friendly installers

• Security / ECS

• Receive Monthly overview sheet #quotes/ wins/ losses

estimates

• Flow chart for local International opportunities• cheat sheet

• Identify 1 to 3 focus vertical markets ( ie Retail)• Create cheat sheet• Value proposition

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Q&A