-Group2

F,M & Contribution CRM

(CRM)

How to find our most important customers?

?1) CRM2) y2008CRM

Company overview

6 2008

: 100_GaAs MMICIDMTSMC

* GaAsSi1.WLAN&--102.(Handset)-93. : -10

SubstrateDeviceEpi waferProcess_

_

_X 1.4X 1.3X 1.6X 2X 3NT$ MX 1.51,448US$2.5MUS$8MUS$16MUS$25MUS$32MUS$44MUS$44.5MUS$65M( 20%/, 1/4)

_

&

_ : Tier-1,2,3Tier-1 : Top5 + IDM Comp.Tier-2 : Top6~15Tier-3 : Others

: Tier-1Hot Run & Priority (, ) : , or ,

CRM

CRMCRMA.Tiwana2000 CRM

CRMCRM (1)CRM (2)CRM (3)CRMCRM CRM

CRM1999,Don peppers & Martha Rogers 25%

6

CRM

RFM (RFM Analysis Model)

Hughes(1996)RFM30 RFM1990

RFM (Recency)(Frequency)(Monetary)RFM

(C)

(2001)(Customer Profitability)

C = M * NP% (by Technology)

CRM

: Y2006 Q1,Q2,Q3,Q4 Y2007 Q1,Q2,Q3 :

:

NT$M(Q106~Q307)Sales by RegionAsiaNA,

(Q106~Q307)Sales Mix by Region, ,

(Q106~Q307)Sales by ApplicationOverall NP%

1. 80/20 Management (Ranking by M) 80/20

Top25 Customers(Q106~Q307)Sample Size for Analysis

Recency Analysis R90~92,

RM Ranking : M, R, RNP%

Frequency AnalysisFM Ranking : M, F

FM

Monetary AnalysisTime SegmentM

Contribution AnalysisC = M * NP% (by Technology)NP% by Technology NP% by ApplicationNP% : Net Profit Rate

1/3 M / F :

M / T# :

Adjusted RankingWeighting Ranking = Ri *Ci%Adj. Ranking()(Ri), * : M, C, M/F, M/T#* : 25%, 100%, 10%, 33%

: Adjusted Ranking( MCM/FM/T# )

Tier-A,B,CTier-A : Adjusted Ranking Top10 Customers (M:62%, C:72%)Tier-B : Adjusted Ranking 11~25 Customers (M:26%, C:15%)Tier-C : M Ranking 26~104 Customers (M:12%, C:13%)Top25C80/20

CRM(Tier-A,B,C)C%%Adjusted RankingPriorityRegion

CRM , () , M & C

Epi wafer = substract+ epi layer

Normal run hot run(priority)