MIKE TERZICH SENIOR VICE PRESIDENT, GLOBAL SALES AND MARKETING GLOBAL SALES AND MARKETING
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MIKE TERZICH
SENIOR VICE PRESIDENT,
GLOBAL SALES AND MARKETING
GLOBAL SALES AND MARKETING
Zebra’s Strategic Pillars
2
Intensify
Innovation
Expand
Into New
Markets
Inspire Our
People and
Culture
Further
Penetrate
Existing
Markets
Delight Customers
Maximize
Operational
Effectiveness
Business Trend: Rising Global Costs
$0
$10
$20
$30
$40
$50
$60
$70
$80
$90
$100
02 03 04 05 06 07 08 09 10 11 12
Price - Barrel of Crude Oil in US$ Feb 2002 – Feb 2012
Source: US Energy Information Agency
3
Business Trend: Increasing Productivity
Make More Deliveries
Serve More Patients
More Efficient
Check-In
4
Market Trend: Rising Middle Class
Hi
Jane!
5
Technology Trends: The Mobile Worker and Consumer
6
In The Beginning… There Was the Box
7
The Box Can Get Around…
Tokyo Baltimore
The Box Has Much To Say…
Tokyo Baltimore
Status:
Box en route
from Tokyo to
Baltimore, MD
ETA: 3:30 PM
Eastern Time
on Wednesday
Condition:
Excellent
9
Zebra’s Growth Strategy
1. Increase our share in strategic accounts
2. Geographic expansion
3. Vertical market expansion
4. Annuity attach
10
Increase Our Share in Strategic Accounts
Circa 2000: 2 Applications $X in Revenue
Circa 2011: 40 Applications $4X in Revenue
11
Initial North America Strategic Account Focus
12
12
Geographic Expansion Emphasis in BRIC Nations
Continued Vertical Market Expansion
Government Transport &
Logistics Healthcare
Retail Manufacturing Mobile
Workforce
14
Zebra Confidential
Grow Global Label & Ribbon Attach
2011 Label & Ribbon Sales
• Annuity business
• Good margin
• Complements
Strategic
Sales efforts
• Keep us close
to end user
NA
EMEA
LA
AP
15
Grow Global Repair Services Revenue Attach
• Biggest market
opportunity is
servicing
large mobile
installs
• Rise of global
middle class
= greater mobile
sales
• Keep us close
to end user
2011 Repair Services Revenue
NA
EMEA
LA
AP
16
The Zebra Attraction
• Efficiency & productivity technology
delivers hard ROI
• Right solutions for today’s business
improvement challenges
• Global expansion creates exciting
growth opportunities
• Delivers exceptional channel and
customer loyalty
17
Intensify
Innovation
Expand
Into New
Markets
Inspire Our
People and
Culture
Further
Penetrate
Existing
Markets
Delight
Customers
Maximize
Operational
Effectiveness
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