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January 2008Karla Rentería

ScanSource MX – 2008Yearly Business Review

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ScanSource México 2007 Recap

Key Highlights

• Biggest Distributor with 59% of EMB share• Closing with Top 10 partners• Total SO 2007 (NET REV): USD$8,821.-

– Q1 USD$1,675.-

– Q2 USD$2,266.-

– Q3 USD$2,502.-

– Q4 USD$2,378.-

Areas of Opportunity• Support Services Delivery• Follow up with Events• New Marketing Strategies

Corrective Action Plans• Follow up DB.• Work with new ARs • One to One: Chihuahua, Baja

California, Monterrey, Queretaro, SLP, Puebla, México, Edo Mex

• Event metrics and Focus on closing.

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Balanced Portafolio and Incentives• Q4 Available Fund and Total Incentive:111%

• Q4 Target based on AR/OR SO: 131%

• Q4 Targer Based on Customer Service Rev: 193%

• Q4 Target Based on ADC AR/OR SO: 111%

• Annual 2007 ADC AR/OR RunRate: 104%

Managed Partner?

Qtr Y N Total

2005Qtr 1 $1,344 $484 $1,828

2005Qtr 2 $743 $1,171 $1,914

2005Qtr 3 $467 $1,025 $1,492

2005Qtr 4 $808 $1,340 $2,147

2006Qtr 1 $1,057 $1,930 $2,987

2006Qtr 2 $4,863 $1,296 $6,159

2006Qtr 3 $2,078 $1,975 $4,053

2006Qtr 4 $1,753 $3,516 $5,269

2007Qtr 1 $638 $1,257 $1,895

2007Qtr 2 $1,387 $1,455 $2,842

2007Qtr 3 $1,274 $1,320 $2,594

2007Qtr 4 $1,382 $1,341 $2,723

Total $17,795 $18,108 $35,903

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SALES OUT ADC & AR/OR ADC

Q Target Q Real % Attained Q target % Quote GrowthQ1 314,033.00 369,424.00 118% 450,900 18%Q2 628,066.00 440,959.00 70% 550,000 20%Q3 628,066.00 473,837.00 75% 575,000 18%Q4 523,389.00 581,501.00 111% 600,000 3%

2,093,554.00 1,865,721.00 89% $2,175,900 14%

Q Target Q Real % Attained Q Target % Quote GrowthQ1 264,570.00 169,399.00 64% 321,509Q2 264,570.00 289,316.00 109% 321,508Q3 264,570.00 274,834.00 104% 321,508Q4 264,570.00 365,801.00 138% 321,508

1,058,280.00 1,099,350.00 103.88% 1,286,034 15%

ADC SALES OUT2007 2008

AR/OR SALES OUT2007 2008

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SS Revenue by Partner Level (D1)PARTNER_LEVEL

Qtr AR BP PBP SP PSP OR Total

2007Qtr 1 $512 $611 $38 $318 $320 $96 $1,895

2007Qtr 2 $661 $441 $265 $130 $1,257 $85 $2,838

2007Qtr 3 $862 $272 $133 $134 $1,131 $62 $2,593

2007Qtr 4 $1,215 $217 $126 $159 $779 $227 $2,723

Grand Total $3,250 $1,540 $562 $741 $3,486 $471 $10,050

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SS Revenue by Partner Level (D1)

Customer Type 2007 % Sales # ClientesAR - Authorized Reseller $3,732,403 37.59% 204PSP - Premier Solution Providers $3,101,098 31.23% 8BP - Business Partner $1,553,002 15.64% 7SP - Solution Provider $789,276 7.95% 4OP- Open Reseller $492,494 4.96% 163PBP - Premier Business Partner $257,479 2.59% 1ISV - Independent Software Vendor $4,763 0.05% 2Total general $9,930,515 100.00% 389

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New Partner Adds – Scansource MX

5

New Partners: 150 AR / OR

Follow up and training

State Total % Sales # ClientesDF $4,080,253 41.09% 124NL $3,692,310 37.18% 45BC $437,684 4.41% 3EDO MEX $421,709 4.25% 39JAL $204,274 2.06% 16GTO $178,906 1.80% 9CHIH $162,907 1.64% 12QRO $159,698 1.61% 5PUE $126,811 1.28% 19YUC $99,765 1.00% 5VER $58,200 0.59% 8AGS $49,932 0.50% 6COAH $39,484 0.40% 12BCS $35,915 0.36% 1SLP $32,631 0.33% 6SON $29,528 0.30% 4TAM $24,354 0.25% 7SIN $22,025 0.22% 6TLAX $5,488 0.06% 3QROO $2,451 0.02% 6CHIS $1,937 0.02% 2MICH $1,060 0.01% 1NAY $1,046 0.01% 1TAB $878 0.01% 1OAX $767 0.01% 2HGO $561 0.01% 2DGO $478 0.00% 1GRO $228 0.00% 1TOTAL $9,930,515 100.00% 389

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SS – Product Balance (D1)

Qtr ADC WI MC RF Total

2005Qtr 1 $301 $31 $1,494   $1,826

2005Qtr 2 $442 $140 $1,288 $13 $1,883

2005Qtr 3 $390 $73 $1,016 $2 $1,482

2005Qtr 4 $386 $122 $1,545 $6 $2,058

  $1,519 $366 $5,343 $22 $7,250

2006Qtr 1 $511 $154 $2,268 $13 $2,947

2006Qtr 2 $404 $90 $5,639 $14 $6,147

2006Qtr 3 $437 $75 $3,508 $3 $4,022

2006Qtr 4 $469 $168 $4,338 $5 $4,980

  $1,821 $487 $15,753 $35 $18,096

2007Qtr 1 $369 $107 $1,280 $69 $1,825

2007Qtr 2 $441 $48 $2,185 $103 $2,777

2007Qtr 3 $474 $49 $1,981 $40 $2,544

2007Qtr 4 $582 $143 $1,822 $21 $2,568

  $1,866 $346 $7,269 $233 $9,714

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QUOTAS & RESULTS

SM MX Targeted Annual Revenue 2008 $ 10’200 K Net Revenue

Q (%) Quota Q1 (15%) $ 2,050 Q2 (30 %) $ 2,350 Q3 (30 %) $ 2,650 Q4 (25 %) $ 3,150

TOTAL 2008 $10,200 13.6% Growth

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MARKETING ACTIVITIES 2008

Marketing Costs

1.6% Co-ops

Net Revenue: $ 10,200 K

Co-ops 2008: $ 163 K

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Experiencia, Consultoria, RealidadScanSource Mexico 2008

BRANDING

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Kick off Motorola 15 – 17 February 2008 Sales Team

Objectives, Strategies, Quotes, Spiffs, Launch New Products,Begining Value Selling Training.

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ONE TO ONEFeb - June 2008Customer Training, 1 per month

Chihuahua, Baja California, Monterrey, Querétaro, San Luis Potosí, Puebla,D.F., Edo de México

Objectives: Review Business Plan, Marketing Plan, Forecast, Specifics Customer Requeriments.

After Webcast Training:Technical tools training to improve our partners knowledge – Solution Builder, Symbol University, Edu, Gateway, and certifications.Specific technology Training: Wireless, MC advanced, ADC.

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Media & AdvertisingNews Paper to position SS MX as the best distributor in the market – experience, solutions, market share

Infochannel: Case Studies Vertical Markets, Solutions with Partners

March, June, September 2008, 1 Advertisement per month

Infopage: Branding, campaing, promotions, launch products

Feb – Dec 2008 , 1 Avertisement per month

10,000 copies per week

Boletín de la computación: ADCJan – Dec 2008 , 1 Avertisement per month

25, 000 copies per MonthEmail blastColor

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Floor Day: One Day per Quarter

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Events 2008

Scanteach 2008, Mexico, D.F. Jun 2008•Recruitment event•Training before ScanTeach: Retail

Partner Conference May 2008VIP Customers

Impact Now , Oct 2008Update Strategies

ANADIC CONGRESS•To Reinforce our presence•To extend our coverage•Recruitmen Event New partners South-east of México

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SPIFFS Q1 & Q2 2008

2.- Viste tu casa con Motorola durante Q3: la adquisición será a través de una tienda departamental, por cuestión de espacio no habrá exhibición en el área de ventas solo en la tienda

Spiffs to sales

Goal: Increase 14% Net Rev ADC: 1,125 K

Spiff: Objectives per sales rep, per product line, per quota

Acelerators

The spiff was winning if and only if it(he,she) comes to the goal

“La Tiendita Motorola”

“ Viste tu Casa “

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“La Tiendita Motorola” “ Viste tu Casa ”

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ISSUES

− Grid Model PE to BP and AR level partners

− Service contracts for large projects should not exclude the distributor

− SSINC invoice to price exception cost

− Rules of program Partner : Sales without SAP

− Scanmex

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Gracias

Thank you