q2 fy15 tsr quarterly business review - merlin hahn
TRANSCRIPT
Outbound Telesales- MSC Confidential
Quarterly Business ReviewQuarterly Business Review
TSR REP
Supervisor
Scott Koszewski
MERLIN HAHN (TSR)
FY15 Q2
Outbound Telesales- MSC Confidential
FY15 Margin Trend by Month
Q1 Sep Oct Nov Q1 Totals Q2 Dec Jan Feb Q2 Totals Q3 Mar Apr May Q3 Totals YTD
Goal $92,628 $81,860 $64,750 $239,238 Goal $73,600 $83,385 $80,214 $237,199 Goal $0 $0 $0 $0 $476,436
Actual $77,907 $69,499 $64,482 $211,888 Actual $65,259 $80,065 $67,255 $212,578 Actual $0 $0 $0 $0 $424,467
Variance -$14,721 -$12,360 -$268 -$27,349 Variance -$8,341 -$3,321 -$12,959 -$24,620 Variance $0 $0 $0 $0 -$51,969
% to Goal 84.11% 84.90% 99.59% 88.57% % to Goal 88.67% 96.02% 83.84% 89.62% % to Goal 0.00% 0.00% 0.00% 0.00% 89.09%
$30,000
$40,000
$50,000
$60,000
$70,000
$80,000
$90,000
$100,000
Sep Oct Nov Dec Jan Feb Mar Apr May
Goal MarginActual Margin
Outbound Telesales- MSC Confidential
Top 20 Customers / Bottom 10 Customers
Customer Number
CustName Prev FYTD Sales Prev FYTD GMCurr FYTD
SalesCurr FYTD GM Sales Growth Margin Growth
0000180796 THIELSCH ENG ASSOC $7,229.69 $5,064.28 $26,957.86 $18,050.07 $19,728.17 $12,985.790000050554 JORDAN MANUFACTURING INC $17,790.58 $9,032.55 $40,275.18 $21,543.15 $22,484.60 $12,510.600000156047 MICHIGAN SPRINGS & STAMPING $2,440.63 $1,516.95 $7,518.30 $5,208.36 $5,077.67 $3,691.410002773343 CENTRAL INDUSTRIAL MFG $2,677.35 $1,479.65 $8,613.22 $4,711.30 $5,935.87 $3,231.650002663156 BENTEK INC $2,880.44 $1,817.44 $13,289.52 $4,905.10 $10,409.08 $3,087.660000196867 DORR INDUSTRIES INC $3,349.21 $2,013.71 $8,287.60 $4,889.34 $4,938.39 $2,875.630000992604 J&J MACHINE $2,454.65 $1,578.23 $7,881.58 $4,421.66 $5,426.93 $2,843.430000529274 STARLINE INC $4,374.67 $2,376.33 $8,023.22 $5,112.25 $3,648.55 $2,735.920000957673 PRODUCTION FABRICATORS $5,076.58 $2,515.16 $8,839.05 $5,045.56 $3,762.47 $2,530.400000277122 OTTAWA CORP $2,392.91 $1,669.33 $6,027.65 $4,078.10 $3,634.74 $2,408.770002396119 RED STAMP INC $6,071.46 $3,838.50 $9,667.52 $6,175.11 $3,596.06 $2,336.610000245240 DIVERSE MACHINING TECH INC $4,048.02 $1,513.33 $7,569.89 $3,759.10 $3,521.87 $2,245.770000802581 PREMIER GEAR & MACHINING,INC $15,644.90 $8,146.99 $20,030.80 $10,351.13 $4,385.90 $2,204.140002741360 MAGNALOY COUPLING CO $4,952.90 $1,644.31 $9,732.48 $3,728.72 $4,779.58 $2,084.410002742138 QUALITY MODEL & PATTERN $4,925.29 $2,808.18 $9,482.64 $4,734.56 $4,557.35 $1,926.380000576386 MID-WAY MACHINING CO INC $5,036.28 $2,531.83 $8,742.96 $4,431.99 $3,706.68 $1,900.160000330890 MISSOURI FABRICATORS $6,017.95 $3,040.47 $8,857.94 $4,681.67 $2,839.99 $1,641.200000799886 G.A. RICHARDS $5,442.35 $3,342.95 $8,581.72 $4,836.05 $3,139.37 $1,493.100000576018 SONS TOOL INC $5,051.09 $3,032.03 $7,666.61 $4,511.65 $2,615.52 $1,479.620002275144 DAF ENTERPRISES, LLC $5,442.11 $3,398.75 $8,307.80 $4,795.55 $2,865.69 $1,396.80
$113,299 $62,361 $234,354 $129,970 $121,054 $67,609
Customer Number
CustName Prev FYTD Sales Prev FYTD GMCurr FYTD
SalesCurr FYTD GM Sales Growth Margin Growth
0000903204 INTEGRATED INSPECTION SYSTEMS $32,436.13 $15,960.29 $12,830.43 $7,803.30 -$19,605.70 -$8,156.990000562775 SCHOITZ ENGINEERING INC $38,945.32 $18,792.51 $21,317.20 $13,556.27 -$17,628.12 -$5,236.240000452370 METAL FABRICATION CO $20,840.16 $9,021.84 $12,265.63 $4,066.78 -$8,574.53 -$4,955.060002653461 CARNEY-ECHELBARGER MACHINING $23,048.07 $10,996.72 $11,632.83 $6,255.90 -$11,415.24 -$4,740.820002750312 CRAFT INDUSTRIAL INC $21,559.22 $10,429.03 $11,126.90 $6,132.57 -$10,432.32 -$4,296.460005134760 KATCON USA INC. $5,809.36 $3,320.36 $214.99 $135.94 -$5,594.37 -$3,184.420002308920 STEEL CRAFT TECHNOLOGIES $8,571.66 $4,471.19 $2,454.77 $1,560.28 -$6,116.89 -$2,910.910000767784 MERCURY PRODUCTS CORP $19,800.14 $9,112.72 $11,558.12 $6,492.70 -$8,242.02 -$2,620.020005083395 PORTLAND GENERAL ELECTRIC $11,818.43 $2,538.18 $1,146.03 $197.28 -$10,672.40 -$2,340.900002611550 POSITECH INCORPORATED $10,788.07 $3,629.33 $3,157.20 $1,620.53 -$7,630.87 -$2,008.80
$193,617 $88,272 $87,704 $47,822 -$105,912 -$40,451
Outbound Telesales- MSC Confidential
Web Goal and Web Targets
Account Number Customer E-mail Y/N1 515775 Sparks Belting Y2 1685779 Extruded Aluminum Y3 2627728 Able Manufacturing Y4 2770369 Rippa Products Y5 2396119 Red Stamp Y6 103411 Mound City Screw Y7 196867 Dorr Industries Y8 21139 Distinctive Machine Y9 323830 Alexander Doods Y10 1954961 Semcor Y
Total
Adjusted Fiscal MTD YTD MTD MTD YTD YTD
Rep Id# Rep Name Baseline Year Goal Web % Web % Web Sales Sales Web Sales Sales
5913 MERLIN HAHN (TSR) 57.0 58.0 59.4 57.8 $73,753.34 $124,262.69 $453,954.99 $785,982.33
Outbound Telesales- MSC Confidential
Daily KPI’s
Rep ID#
5913
KPI'S September October November December January February March April May June July August
Contacts 21 21 8 14 13 19
Talk Time 1:48 1:51 2:00 1:53 2:10 1:49
Running Talk Time Avg
1:55
Contact Avg
16.21
Outbound Telesales- MSC Confidential
“C” Customers
Account Number Customer Name # Of Calls last 90 days
1 2015564 CASTINO CORP 22 330890 MISSOURI FABRICATORS103 5388306 WORKHORSE IRONS 54 274262 WIT-SON CARBIDE 25 116167 GOODWIN BRADLEY 4
Total
Current Year YTD Sales Prev. Year YTD Sales Variance YTD % YTD Growth Previous Year Sales
$348,954.62 $370,851.10 -5.90 -$21,896.48 $731,131.46
"C" Customers
Outbound Telesales- MSC Confidential
Target Adoption and Target Customers
Account Number Customer Name E-mail Y/N1 2626206 Lightening Machine Y2 2626986 Lester Dieterbeck Y3 134716 Triple R Y
Rep Id# Associate NameYTD # of Trans At or Above Target
YTD Total # of Trans with Manual
Discount
YTD Sales Adoption %
5913 MERLIN HAHN (TSR) #N/A #N/A #N/A
Outbound Telesales- MSC Confidential
Metalworking - MRO Sales
Rep
5913Curr FYTD
Prev FYTD
% Change
Curr FYTD
Prev FYTD
% Change
Curr FYTD
Prev FYTD
Metalworking $601,005 $634,944 -5.35% $320,212 $325,392 -1.59% 53.28% 51.25%
MRO $184,392 $186,816 -1.30% $101,079 $91,811 10.10% 54.82% 49.15%
Metalworking %MRO %
GM$ GM%Sales
77%23%
Outbound Telesales- MSC Confidential
Strategic Supplier Sales
ID# SupplierCurrent FYTD
SalesPrevious FYTD
Sales% Growth
5913 3M Abrasive $18,923.26 $17,388.25 8.80%5913 Accupro $44,668.18 $41,424.79 7.80%5913 Hertel $46,611.65 $36,007.69 29.40%5913 Kennametal $59,670.34 $60,183.29 -0.90%5913 Kimberly Clark $886.29 $935.85 -5.30%5913 Lenox $12,066.67 $12,654.42 -4.60%5913 Niagara $6,192.73 $10,992.82 -43.70%5913 OSG $21,217.67 $19,610.61 8.20%5913 Saint Gobain $18,230.32 $20,049.59 -9.10%5913 Seco $15,058.33 $11,539.23 30.50%5913 Stanley $5,378.12 $3,962.65 35.70%
$248,904 $234,749 6.03%
ID# SupplierCurrent FYTD
SalesPrevious FYTD
Sales% Growth
5913 Exclusive Brands $60,767.00 $55,451.00 9.59%
Total
Outbound Telesales- MSC Confidential
Top Kennametal Targets
Current BrandCustomer Number
Customer Name
Current Supplier
Potential Dollars
(90 Days)
Potential Dollars
(12 Months)
Time to Close
(In Days)
1 137414 BRIDESBURG FOUNDARY 2,000.00$ 20,000.00$ 60
2 245240 DIVERSE MACHINING 1,500.00$ 20,000.00$ 60
3 5292774 STARLINE 2,400.00$ 34,000.00$ 90
4 565096 MC MOLDS 1,200.00$ 22,000.00$ 90
5 812558 LARSON 2,000.00$ 54,000.00$ 60
6 520125 ABLE 1,500.00$ 22,000.00$ 90
7 4125925 HAVEN 1,000.00$ 10,000.00$ 90
8 4125925 AMERICAN PRIDE 1,200.00$ 8,000.00$ 90
9 56277 SCHOITZ 5,000.00$ 80,000.00$ 90
10 5564 CASTINO 3,000.00$ 20,000.00$ 60
Total 20,800.00$ 290,000.00$
Kennametal
ID# SupplierCurrent FYTD
SalesPrevious FYTD
Sales% Growth
5913 Kennametal $59,670.34 $60,183.29 -0.90%
Outbound Telesales- MSC Confidential
Top Strategic Supplier Targeted Customers
Current BrandCustomer Number
Customer Name
Current Supplier
Potential Dollars
(90 Days)
Potential Dollars
(12 Months)
Time to Close
(In Days)
1 5388306 WORKHORSE 1,000.00$ 3,000.00$ 90
2
3
1 274262 WIT-SON 2,500.00$ 60,000.00$ 90
2 410334 BEIRMAN WELDING 1,200.00$ 2,500.00$ 90
3 5388306 WORKHORSE 1,500.00$ 10,000.00$ 90
1 520125 PRIME PRODUCTS 5,000.00$ 50,000.00$ 90
2 2673175 Wayne Wire 4,000.00$ 30,000.00$ 90
3 239961 CONCEPT TOOL MCMASTER/BUTTERFIELD 2,000.00$ 22,000.00$ 90
1 452370 METAL FABRICATORS 3,000.00$ 70,000.00$ 90
2 CUBRITRON 2
3
1 452370 METAL FABRICATORS 3,500.00$ 55,000.00$ 90
2
3
Total 23,700.00$ 302,500.00$
Lenox
Norton
OSG
3M
Seco
Outbound Telesales- MSC Confidential
Top EB Targeted Customers
Customer Number
Customer Name CompetitorsPotential Dollars
(90 Days)
Potential Dollars (12 Months)
Time to Close (In Days)
1 330890 MISSOURI FABRICATORS 2,000.00$ 20,000.00$ 90
1 330890 MISSOURI FABRICATORS 3,000.00$ 150,000.00$ 90
1
1
1 611446 WORLD MAGNETICS 1,000.00$ 5,000.00$ 90
1
1 2649951 Baker Perkins 1,500.00$ 10,000.00$ 30
1
1
1
1 2650245 Mol Belting 2,580.00$ 30
10,080.00$ 185,000.00$
SPI
WorkSmart
Fastenal
McMaster Carr
Totals:
Accupro
Grainger
Hertel
Jupiter
Paramount
Pro-Safe
Pro-Source
Outbound Telesales- MSC Confidential
Q2 Capital Projects Expected
15 Customers min w/ min $3500.00 Ea
Account Number
Account Name Project Description90 Days Close
PercentageClose in Days (30, 60 or 90)
Expected Revenue
4125925 AMRICAN PRIDE MACHINES 10 90 $8,000.00
5083395 ELECTRICAL SERVICES LIGHTING/SAFETY 10 90 $3,500.00
903204 INTEGRATED INSPECTION MACHINES 25 90 $7,000.00
2653461 CARNEY ECKLEBERGERMACHINES 75 90 $10,000.00
2626553 ECONOMY TOOL CNC MACHINES 10 90 $10,000.00
181779 PARKER TOOLING HAAS CNC TOOL UP 25 90 $7,000.00
2650189 R&D BC 2 BOLT FLENGE BLOCK 10 90 $8,774.00
BOLT FLAN BEAR 10 90 $4,372.00
2739440 TRELAN MACHINES 75 90 $10,000.00
116167 GOODWIN BRADLEY BR 60 TOOL UP 80 90 $6,000.00
520125 PRIME PRODUCTS CNC TOOL UP 100 1 $6,500.00
330890 Missouri fab KINETIC CNC 75 90 $6,000.00
53883006 WORKHORSE IRONS MACHINE SHOP 75 30 $7,000.00
94,146.00$ Total
Outbound Telesales- MSC Confidential
Q3 Sales Forecast
Forecast Revenue2nd Quarter Total Margin(input Margin $ from Slide 1) 212,578$ 2nd Quarter Daily Avg RR 3,429$ 3rd Quarter Forecasted Run Rate 219,435$ Funnel of Opportunity Margin Forecasted for Q3 148,500$ Close Rate 25%Final Forecasted Margin Revenue $37,125Total Q3 Margin Forecast 256,560$ Q3 Goal(From your supervisor) 257,983$ GAP (1,423)$
Outbound Telesales- MSC Confidential
GAP Plan
SMART-KPI’S Uncover decision makers. Keep updated with Machine Profile and contacts. Discover more product categories not with MSC. Concentrate on C Accounts. Convert more web sales less handholding. Discover competition how much they spend?
Exclusive Brands Offer EB when it pertains Ask for if any application support is needed through RAL. Keep funnel full of opportunities.
Personal Continue to think outside the box in order to drive more business.