A presentation focusing on business results and market conditions.

1. 2020
Vision
2004-2011
Othon Leon

2. Our Performance
Achievements
Revenues
Costs
Profits
Results
Share
Group income share
Group share
The right path...
Business performance
Othon Leon

3. Revenues
USD MM (2008 = Ceteris Paribus)
$13
$13.0
$10
$9.6
$8.9
$8
$6.5
$5
$5.2
$3 $3.2
$0
2003 2004 2005 2006 2007 2008
Othon Leon

4. Costs
USD MM (2008 = Ceteris Paribus)
$12
$12.2
$9
$9.0
$8.5
$6
$6.2
$5.3
$3
$2.9
$0
2003 2004 2005 2006 2007 2008
Othon Leon

5. Profits
USD 000’s (2008 = Ceteris Paribus)
$800
$800
$641
$591
$482
$323 $357
$164 $222
$185
$5
-$154
-$154
2003 2004 2005 2006 2007 2008
Othon Leon

6. Sales Costs Marginal Contribution
Results $13
$10
$9.60
$13.00
$12.20
$8.90 $9.00
$8.50
$8
$6.50
$6.20
$5 $5.20$5.30
$3.20
$2.90
$2
$0.80
$0.59
$0.22 $0.36
$0.19
-$0 -$0.15
2003 2004 2005 2006 2007 2008
Othon Leon

7. ACME Share
ABC 5.6 HIJ 4.3 NOP 6.7
EFG 4.4 KLM 3.1 Other Distributors
Pounds MM
2 1%
12%
9%
50%
14%
9%
6%
Othon Leon

8. ACME Inc. Acme QC
Income Net Total Revenues USD $MM
$9,605,457.00 $9,816,516.00
Othon Leon

9. Group Share
ACME Inc. ACME QC
ACME Products Net Sales USD $MM
$9,221,238.72
$7,562,995.00
Othon Leon

10. ACME GDP Business Mean
Economy 110
84
100.0
104.0
72.0
58
32
15.0
6 8.0
4.2 4.5 4.8 6.0 3.3 4.2 3.5 5.0
1.4 2.4 2.8 3.0
-20.0
-20
2003 2004 2005 2006 2007 2008
Source: The Economist.
Othon Leon

11. The Market
Sales growth
Pruducts mix
Sales mix by market
Products mix by market
Market value
Competitors by market
Pounds share
Market share
The terrain...
Wallet share
Othon Leon

12. ACME Inc. ACME QC ACME World
Growth 70.0
Pounds MM
65.4
52.5
53.0
48.3
40.0
35.0
30.0
22.4
17.5
7.4 7.0
5.3 4.5 5.7 4.5
3.6 4.3 3.5 3.6
0 1.6 2.7
2003 2004 2005 2006 2007 2008
Othon Leon

13. Mix
4” 6” 8” 10” 12”
15” 18” 24” 30” 36”
42” 48” 60” 32” Accesories
7.4% 0.2%5.1%
0.4% 2.7%
0.8%
6.2%
5.0%
19.5%
6.2%
6.3%
6.5%
9.6%
9.3%
14.8%
Othon Leon

14. Home Car Boat Bike Special Other
Sales Mix
7% 3%
15%
40%
20%
16%
Othon Leon

15. Product Mix Market
4” 6” 8” 10” 12” 15” 18”
24” 30” 36” 42” 48” 60”
100%
75%
50%
25%
0%
Home Car Boat Bike Special Other Othon Leon

16. ACME Participation Market Potential
100%
Value 75%
50%
25%
0%
Home Car Boat Bike Special Other
Othon Leon

17. ACME Wolves PTI Quality Sadstory
100%
75%
50%
25%
0%
Home Car Boat Bike Special Other
Othon Leon Competition

18. Accessories Market Share
ACME MME Wolves
ACME territories CSTE
Sadstory
PTI Plaster
8%
11%
2%
4% 46%
8%
20%
Othon Leon

19. Accessories Wallet Share
Top 5 customers ACME Actual
100%
75%
50%
25%
0%
PTI Sadstory AyC Alpha Ahead
Othon Leon

20. The Company
S.W.O.T.
Products mix
Cash flow
Operation
Core business
Compensation
Internal equity
Talent competition
The conditions...
Financial alingment
Othon Leon

21. Threats
S.W.O.T. 1.Economic
Slowdown
2.External
&
Internal
Incompetence
3.Competition
Strenghts Weaknesses
1.Market Positioning 1.R.O.I. Inequity
2.Functional Structure 2.No Market Information
3.Black Numbers 3.Lack of Diversification
1.Consolidate
Growth
2.Ensure
Continuity
3.Develop
New Business
Unit
Opportunities Othon Leon

22. Accessories Other ACME Accesories Flytrap PTI
ea k!
& W
ro ng
St
96.3%
Products
Mix
Othon Leon

23. Operation Growth
1st. 3 Months Growth
30M
27M
23M 24M
20M
15M
8M
0M
2006 2007 2008
Othon Leon

24. The Heart
Of
the Matter!
Customers
e
Va
lu
lue
Va
Competition Company
Differentiation Costs
Othon Leon

25. The future’s for us to see...
Process to be controlled
Takes the time that it takes
Competition conditions
Business conditions
Strategic plan
Balanced scorecard
Formal education
Meritocracy
The direction...
Othon Leon

26. Sales Costs Marginal Contribution
$15
Results
$15.00
$14.00
$13.00
$12 $12.20
$9.60
$9
$8.90 $9.00
$8.50
$6.50
$6 $6.20
$5.30
$5.20
$3 $3.20
$2.90
$1.00
$0.80
$0.59
$0.22 $0.36 $0.19
-$0 -$0.15
2003 2004 2005 2006 2007 2008 2009
Othon Leon

27. Turning our company upside down
Conditions: ¿Change?
Market analysis.
New objectives.
Reengineer business.
Diversify products.
Marketing strategy.
Marketing budget.
Marketing dashboard.
Bimonthly evaluation.
Othon Leon

28. 2020
Vision
2004-2011
Othon Leon