q2 fy15 tsr quarterly business review - merlin hahn

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Outbound Telesales- MSC Confidential Quarterly Business Quarterly Business Review Review TSR REP S upervisor ScottK oszew ski M E R LIN H A H N (TS R ) Q2

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Page 1: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

Outbound Telesales- MSC Confidential

Quarterly Business ReviewQuarterly Business Review

TSR REP

Supervisor

Scott Koszewski

MERLIN HAHN (TSR)

FY15 Q2

Page 2: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 3: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 4: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 5: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 6: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 7: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 8: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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%

Page 9: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 10: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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%

Page 11: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 12: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 13: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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

Page 14: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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)$

Page 15: Q2 FY15 TSR Quarterly Business Review - Merlin Hahn

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.