2009 BSD Regional Sales Conference. Presenter Name BSD Contract Sales 2009 Deployment

2009 BSD Regional Sales Conference


Presenter Name

BSD Contract Sales 2009 Deployment

Confidential

Strategy Statement & Redeployment OverviewStrategy Statement• Provide our customers with a differentiated value proposition that improves loyalty and drives profitable growth across all customer segments.• To achieve project 10x12, we will improve our presence in the SMB segment and create a better balance of customers by utilizing improved market research, competitive intelligence and financial analytics.” Redeployment Action Items

SMB- Deployment is Critical for Success in 2009– The Small customer segment yields over 23 percentage points greater operating profit contribution, vs. Global

customers– “Growing the file” in SMB, via a dramatic increase in new accounts/customers buying is critical for 2009

Improved Productivity of the Sales Force will be vital for 2009– Accelerated new account acquisition via the Territory Manager model (more reps selling new business) & TAM

support– Reduced cost of sales and the need for efficiency

• Public Sector, Large Accounts & Global teams will be focused on more selective acquisition & driving improved profitability & segment expertise

– Simplified deployment structure is intended to drive new SMB business & improve retention • Moving from 48 distinct compensation plans & job descriptions to 16

Increased “Customer Touches” and Engagement (via Better Field Coverage Combined with Multi-Channel Contact Strategy) is Key

– A well-defined and executed multi-mode contact strategy coverage model is being developed for every customer segment

There Is A Need to Understand Our Competition More Effectively– Value Proposition by customer segment needs will be clearly defined, differentiated and executed

2009 Compensation and Goaling Considerations– Adjustments to the plans relative to the balancing of acquisition & retention will be important – Plans will emphasize the criticality of new business, file growth, and include a team component

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– Driving a dramatic number of new Small & Medium Business accounts (30,000+) will be critical to our success in 2009

– Redeployment enables significantly more resources to be focused on selling new business and growing the base

File QUANTITYFile QUANTITY

File QUALITYFile QUALITY

Cost to ServeCost to Serve

– Increase average spend per ship-to, through utilization of Contact Strategy initiatives & customer lifecycle model

– Increase IMU% in large segments by:• Improving the product mix to higher margin items• Improving pass-through rate of cost increases

– Maximize efficiency and effectiveness of current sales team

– Leverage lower cost channels (e.g., TAM, Catalog) with the right customers and right contact approach

– Multi-channel approach – not just shifting between channels, but managing the customer experience across channels

Criteria for evaluating 2009 plan

2009 Deployment Plan Must Meet Certain Criteria to Ensure Success

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2009 Deployment & Market Coverage

Resources• Feet-on-the-Street Reps

•Deployed in select markets•Prospect to 10-100 WCE’s•Immediate transition to TAM

•TAM (Inside Sales)•Manage $3K-$15K current and new customers•10-50 WCE Prospecting & New Accts (pilot)•Appointment setting for TM’s

• Territory Development Mgr.•Manage $15K-$150K customers (private & public)•Prospects for new business (20-500 WCE’s)•Geographically-based

Resources•Major Account Manager

• Manages $150K+ private sector accounts. No formal teaming• Responsible for partnering with BDMs, once accounts “graduate”

•Major Account BDM•Develops new business in the $150K+ range•Teaming is not in place in ’09

•Global Accounts Manager•Manages $1M+, multi-CSC private sector accounts

•Global Accounts BDM•Develops new business in the $1M+ range (multi-CSC)

Market/Customer ProfileAccount Size: Small = $3K-75K; Med=$76K-150K Prospects: 20 WCE’s-500 WCE’s

Market/Customer ProfileAccount Size: $151K-Multi $MMProspects & Customers:500 WCE’s+

Convert Grow Retain

Market/Customer Profile Account Size: $150K+ Prospects: 500 WCE’s+

Resources• Vertical Mkt. Manager

•Manages $150K public sector accounts & sells new >$150K+ public sector accts •Specialist/Trusted Business Advisor in the Public Sector segment

•NAM- US Communities•Deployed in regions

•NAM- Federal Gov’t.•Deployed in regions

• Director, Public Sector • Deployed in geographic regions• US Comm. Dir.• Federal/GSA Director• State Govt. Director

Small & Med. Business

Large & Global (Private Sector) Public Sector

Convert Grow Retain Convert Grow Retain

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Resources.•Solutions Development Mgr.-Furniture

• Approximately one per RSD Market, where required• Serves as a customer- facing resource and as a training resource

• Furniture TAM and TAM Manager

•Focused on supporting SMB customers & simple coded orders

•District Sales Manager •2-3 for the U.S.

• National Director•Intended to serve as a field and corporate interface for the category

•Support Structure•Focused on supporting profitable “in-stock” furniture business, as well as “simple” Non-codes

ResourcesSolutions Development Mgr.-DPS

•Consolidation of all roles within DPS to one sales position, to align with the other solutions category positions• Reports into the Reg. Sales Manager, DPS

•National Accounts Manager-DPS

•Responsible for partnering with the Global Accounts teams on high value DPS opportunities

•Regional Sales Manager-DPS

•Focuses on managing DPS reps in a larger geography.

•Director, DPS Sales •Accountable for division-level sales in the DPS category•Partners with Field RVPs and RSDs

Convert Grow Retain

Resources

• While there won’t have any dedicated resources to Break Room & Coffee, we will continue to aggressively introduce all of our existing and new customers to our Break Room and coffee solutions

•Break Room and Coffee growth expectations will be included in the ’09 compensation plans

Furniture DPSBreak Room &

Coffee

Solutions & Overlay Organization

Convert Grow RetainConvert Grow Retain

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Deployment Guidelines

* Note: Pertaining to the TDM position, the “60 New Accounts Billing at least 500 per month” pertains to the Team goal aspect and is a guideline.

Feet-on-the-Street (FOS)

Will be focused on high prospecting opportunities in high density areas

New accounts 10-29WCW – sign up and migrate to TAM Contract

New Accounts with 30-500 WCW – sign up and transfer to Territory Development Managers

Revenue counts against base business, rather than the new business goal– Target of 4 accounts/ week/ person at 10+WCW

Territory Development Manager

Manage accounts between $15K and $150K annualized spend (excluding Parented Large, Global, and Public)

Base territory size is ~$2.0M (Range from $1.8–2.4M).

Territories do not vary based on prospecting opportunity/ time focused on acquisition at market specific level? (Ideally, there will be different territory sizes (i.e. primary and secondary markets – different ranges)

New Business - $160K* in annual business , 60 accounts billing at least $500/month (guidance)– FOS Acquired accounts with 30+ WCW will be assigned to the Territory Development Manager– Accounts 10-30 WCW – co-managed by Teritory Manager & TAM “Inside Sales Partner” – TDMs will focus on 30+ WCW accounts – sign up and keep – New Accounts with less than 30 WCEs will be jointly supported by a TAM “Inside Sales Partner” – Expectations:

• 1 buying account/ week ($6K/yr)• 6 appointments/ week/ rep• Base Business: uphold contact strategy expectations• Targets-- Base $2.0M ($1.8 to $2.4); flat growth for ‘09; new business $160K, 28% blended IMU

expectation

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Deployment GuidelinesMajor Accounts Manager, Major Accounts BDM, GAM, Global BDM – Large/Global Accounts above $150K annualized spend (excluding Global/Public)

– Rule: In-Market - no multiple CSC– MABDMs revenue applies to in-market and out-of-market sales– Optimize field assignments @ ship-to level – Global Accounts Manager -- Accounts $1M+ in annualized spend (Multiple CSC)– TAM; or local – potentially SC, 1-2 Specialists that just manage Global Accounts

Vertical Market Manager (Public) TAM will manage $3-15K (non-parented) Public accounts. TAM will have a group that is dedicated to Public accounts. Territory Size for VMM ~$6M Goals will be focused on growth (higher than Territory Manager base growth). VMM reports into DSMs in the RSD markets VMM targets Public Sector prospects above 500 WCE’s

Furniture 1 FAM per RSD market reporting to RSD (~20 when necessary). Keep 1 Furn TAM Manager with 7 TAM Inside People – focused on SMB growth (Point Person w/ Merchandising) Maintain Furniture Sales Director and potentially one DSM for Furniture in the East & one in the West Very limited support office staff (designer, 3-4 support)

Design, Print & Ship (DPS) Similar to ’08 Deployment, with exception of DPS pilots

Tech Depot Tech Depot sales integrated into baseline goals & Tech Depot becomes a category similar to DPS, Furniture & Coffee

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Deployment GuidelinesTAM

TAM base will include accounts active in the last 90 days with annualized spend between $3 and $15K.

Accounts between $3 and $15K that have NOT had activity in the last 90 days but with purchases in 90-180 days, will be added to TAM Win-Back/ Prospecting Programs and targeted to Territory Development Managers.

Accounts between $3 and $15K that have NOT had activity in more than 180days will be added to Mail Stream and potentially TAM/Territory Development Manager Prospecting Lists.

TAM Goals will align to the TAM goals of the field/District Sales Managers.

New accounts with 1-30 WCW (from Mail/FOS/TM) will immediately be dually-assigned to TAM

Besides TAM Contract, TAM will also run Win-Back, Mail Stream Inbound (after Customer Service), Welcome, and Prospecting Programs

TAM base will be pre-assigned before TOPS.

– The Field will have the ability to pull but not push existing accounts into TAM, based on current customer knowledge/ relationship. However, business rules will apply for new customers.

Mail Stream

Base of Mail Stream will be defined as accounts (rather than ship-tos) with annualized spend between $0 and $3K and

active in the last 90-120 days. Mail Stream predominately excludes Global, Public, and parented accounts.– Accounts in Mail Stream will be potentially be attached to a TAM-Inbound group and Inbound calls to will be routed initially to

customer service with the option to be escalated to TAM Accounts between $0 and $3K that have NOT had activity in the last 90-120 days, may potentially be added to Win-

Back/ Prospecting Programs or will be re-targeted to Territory Development Managers.

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Go-to-Market Deployment & Segmentation Details Acquisition- New Accounts- ”New to File”

Share of Wallet Growth & Retention

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Existing Customer File will be Covered with Clear Growth and Retention Accountability

Source: OD Data, Teradata; Excludes Recency considerations

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Global Acct AM

BDM III

AM I

AM II

AM III

BDM I

BDM II

Global Acct BDM

BSD Contract Sales Proposed Positions-“From & To”

Current Positions New PositionNEW Positions

Territory Dev. Mgr.

Major Acct. Mgr.

Major Acct. BDM

Global Acct. Mgr.

Global Acct. BDM

Nat’l Acct Mgr

DSM

RSD

Nat’l Acct. Mgr (Public)

Nat’l Acct. Mgr (Private)

DSM

RSD

Vertical Mkt. Mgr.


2009 Incentive Compensation PlansPresenter Name

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BSD 2009 Incentive Plans

Objectives:

Easy to understand for all associates

Motivating

Simple to implement and administer

Aligned to business objectives & results (SMB Growth, Customer Retention & SOW Growth)

Objectives and targets clear and communicated timely

Consistent over a longer period

Affordable

Plans are effective & market competitive

Effective at driving desired business results.

Objectives:

Easy to understand for all associates

Motivating

Simple to implement and administer

Aligned to business objectives & results (SMB Growth, Customer Retention & SOW Growth)

Objectives and targets clear and communicated timely

Consistent over a longer period

Affordable

Plans are effective & market competitive

Effective at driving desired business results.

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Key Messages - 2009 Compensation Plans

1. The 2009 BSD Incentive Compensation & Goaling plans are straightforward, with a increased focus on top line growth via new account commission incentives.

2. Top-line growth and share of wallet expansion are key components, based on the continued strong mix of sales & IMU.

2. The 2009 plans re-establish a focus on our key solutions components, inclusive of DPS, Technology, Furniture and Break room.

3. The plans remain market competitive and are designed to motivate, inspire and reward job proficiency and sales excellence.

4. The plans incorporate team components that help drive overall business performance, rather than simply individual performance.

5. The plans are affordable and will help us drive towards our objectives of driving new business in the SMB segment, improving profitability in all customer segments and reducing our cost to serve.

1. The 2009 BSD Incentive Compensation & Goaling plans are straightforward, with a increased focus on top line growth via new account commission incentives.

2. Top-line growth and share of wallet expansion are key components, based on the continued strong mix of sales & IMU.

2. The 2009 plans re-establish a focus on our key solutions components, inclusive of DPS, Technology, Furniture and Break room.

3. The plans remain market competitive and are designed to motivate, inspire and reward job proficiency and sales excellence.

4. The plans incorporate team components that help drive overall business performance, rather than simply individual performance.

5. The plans are affordable and will help us drive towards our objectives of driving new business in the SMB segment, improving profitability in all customer segments and reducing our cost to serve.

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Territory Development Manager - TDMTerritory Development Manager - TDM

• Both Sales and IMU% YTD attainment must be at least 90% to earn sales, IMU% or New Accounts incentives/ commission.

• YTD IMU% on new accounts must be above 23% to earn commission.

• Team Sales of 95% must to met to be eligible for the team sales component.

• Team number of new accounts goal must be met to be eligible for Team Sales and Team Solutions. This only includes TDM new accounts.

• Team Sales and Team Solutions will be paid regardless of individual performance.

Component Weight Target Incentive $ Paid

Sales 16.67% $4,000 Quarterly YTDIMU% 16.67% $4,000 Quarterly YTDNew Accounts 41.67% $10,000 Quarterly YTDTeam Sales 12.50% $3,000 Quarterly YTDTeam Solutions 12.50% $3,000 Quarterly as EarnedTotal 100.00% $24,000

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Territory Development Manager - TDMTerritory Development Manager - TDM

• Both Sales and IMU% YTD attainment must be at least

90% to earn New Accounts incentive/commission.

IMU% RangeCommission

Rate

0%-22.99% 0%

23%-25.49% 5.5%

25.5%-27.99% 11.0%

28%-32.99% 22.0%

33%+ 27.5%

New Account Incentive(Paid on IMU$)

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New Account Criteria - TDMNew Account Criteria - TDM

What is our definition of a “TDM New Account”?• Inactive accounts in Q4’08 at the account level• New Account Set-Ups (never ordered before) – starting with new

accounts from December, 2008• Exclude TAM and FOS as new account; revenue credit applies to

account base only• Reactivation Bucket – TAM pushes to Field, in which case it would

count, total account ownership transfers• For Major Accounts, we will continue the rolling 12 months

When do we start counting a “TDM New Account”?• Dollar one > $1 on account

How long do we “track” a “ TDM New Account”?• For fiscal 2009 beginning with new wins December, 2008

What are Team New Accounts?• Total number the new accounts opened by TDMs in the District• Team Goal = 5 new accounts per TDM per month


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Territory Development Manager Examples

TDM90% attainment on base, $500k new accounts

Revenue IMU% New Accounts Team TotalGoal 2,160,000 28%

Actuals 2,300,000 28% 500,000

Attainment 106.48% 100.00%

Incentive 4,960 4,000 30,800 6,000 45,760

TDMGrew base 12%, only 60k new accounts

Revenue IMU% New Accounts Team TotalGoal 2,160,000 28%

Actuals 2,300,000 28% 60,000

Attainment 106.48% 100.00%

Incentive 4,960 4,000 3,696 6,000 18,656

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Major Accounts Manager - MAMMajor Accounts Manager - MAM

• Both Sales and IMU% YTD attainment must be at least 90% to earn either component.

• Team Sales of 95% must be met to be eligible for the team sales component.

• Team number of new accounts goal must be met to be eligible for Team Sales and Team Solutions.



Sales 37.50% $11,250 Quarterly YTDIMU% 37.50% $11,250 Quarterly YTD

Team Sales 12.50% $3,750 Quarterly YTDTeam Solutions 12.50% $3,750 Quarterly as EarnedTotal 100.00% $30,000

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Major Accounts Business Development Manager - Major Accounts Business Development Manager - MABDMMABDM

• YTD Sales attainment must be at least 90% to earn commission. YTD IMU% must be above 17% to earn commission.

• Team Sales of 95% must be met to be eligible for the team sales component.




New Accounts 75.00% $30,000 Quarterly YTDTeam Sales 12.50% $5,000 Quarterly YTDTeam Solutions 12.50% $5,000 Quarterly as EarnedTotal 100.00% $40,000

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Major Accounts Business Development Manager - Major Accounts Business Development Manager - MABDMMABDM

IMU% Range Commission Rate Commission Rate

0%-16.99% 0.00% 0.00%

17%-18.49% 2.50% 3.00%

18.5%-19.99% 4.75% 6.00%

20%-24.99% 9.50% 12.00%

25%+ 12.00% 15.00%Sales Attainment 90%-124.99% 125% +

New Account Incentive (Paid on IMU$)IMU% Range Commission Rate Commission Rate

0%-16.99% 0.00% 0.00%

17%-18.49% 2.50% 3.00%

18.5%-19.99% 4.75% 6.00%

20%-24.99% 9.50% 12.00%

25%+ 12.00% 15.00%Sales Attainment 90%-124.99% 125% +

New Account Incentive (Paid on IMU$)

• YTD Sales attainment must be at least 90% to earn commission.• YTD Sales attainment must be at least 90% to earn commission.

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New Account Criteria- Major AccountsNew Account Criteria- Major Accounts

What is our definition of a “ Major New Account”?• Inactive accounts in Q4’08 at the account level• New Account Set-Ups (never ordered before) – starting with new

accounts from December, 2008

When do we start counting a “ Major New Account”?• Dollar one > $1 on account

How long do we “track” a “Major New Account”?• For the first 12 months after first order• Accounts opened in 2008 that have not graduated will continue to be included until

12 the months have passed.



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Vertical Market Manager - VMMVertical Market Manager - VMM





Component Weight

Target Incentive $ Paid

Sales 37.50% $11,250 Quarterly YTD

IMU% 37.50% $11,250 Quarterly YTD

Team Sales 12.50% $3,750 Quarterly YTD

Team Solutions 12.50% $3,750 Quarterly as Earned

Total 100.00% $30,000

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Service ConsultantsService Consultants

• Sales YTD attainment must be at least 90% to earn the incentive.

Component Weight



Total 100.00% $3,500

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District Sales Manager - DSMDistrict Sales Manager - DSM





Component WeightTarget

Incentive $ Paid




Team District Solutions 12.50% $5,750 Quarterly as Earned

Total 100.00% $46,000

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Director of SalesDirector of Sales




Component Weight




Team Sales 10.00% $5,200


Total 100.00% $52,000

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Global Accounts Manager - GAMGlobal Accounts Manager - GAM

• Both Sales and Pocket Margin % YTD attainment must be at least 90% to earn either component.

• Team Pocket Margin % and Team Solutions will be paid regardless of individual performance.

** Dependent on ability to track


Incentive $ Paid


Pocket Margin% ** 40.00% $14,000 Quarterly YTD

Team Solutions 10.00% $3,500 Quarterly YTDTeam Pocket Margin% ** 10.00% $3,500 Quarterly YTD

Total 100.00% $35,000

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Global Business Development Manager - GBDMGlobal Business Development Manager - GBDM





Incentive $ Paid


Pocket Margin$ ** 40.00% $18,400 Quarterly YTD


Team Pocket Margin% ** 10.00% $4,600 Quarterly YTD

Total 100.00% $46,000

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National Account Manager – Private - NAMNational Account Manager – Private - NAM





Incentive $ Paid



Team Solutions 10.00% $4,200 Quarterly YTDTeam Pocket Margin% ** 10.00% $4,200 Quarterly YTD

Total 100.00% $42,000

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National Accounts Manager – Public - NAMNational Accounts Manager – Public - NAM



• Team: Region


Sales 40.00% $16,800 Quarterly YTDIMU% 40.00% $16,800 Quarterly YTDTeam Solutions 10.00% $4,200 Quarterly YTDTeam Sales 10.00% $4,200 Quarterly YTD

Total 100.00% $42,000

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District Sales Manager – Global - DSMDistrict Sales Manager – Global - DSM


• Team Sales and Team Pocket Margin % will be paid regardless of individual performance.

**Dependent on ability to track.


Incentive $ Paid



Team Pocket Margin% 10.00% $4,600 Quarterly


Total 100.00% $46,000

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Director of Sales - GlobalDirector of Sales - Global




Incentive $ Paid



Team Pocket Margin% 10.00% $5,200 Quarterly


Total 100.00% $52,000

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Solutions Development Manager – SDMSolutions Development Manager – SDM(Furniture, DPS, Tech Depot, HP Liaison)(Furniture, DPS, Tech Depot, HP Liaison)


• IMU$ for Tech Depot instead of IMU%


Incentive $ Paid



Total 100.00% $30,000

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National Account Manager – DPS - NAMNational Account Manager – DPS - NAM



Incentive $ Paid



Total 100.00% $42,000

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Regional Sales Manager – RSM – Furn – DPS - TDRegional Sales Manager – RSM – Furn – DPS - TD



Incentive $ Paid




Total 100.00% $46,000

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Director of Sales – Promo-Global-DPSDirector of Sales – Promo-Global-DPS



Incentive $ Paid



Total 100.00% $52,000

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Director of Sales - DPSDirector of Sales - DPS



Incentive $ Paid



Total 100.00% $52,000

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Furniture TAMFurniture TAM


• Goal based on assigned RSDs


Incentive $ Paid



Total 100.00% $7,500

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Furniture TAM ManagerFurniture TAM Manager


• Goal based on assigned RSDs


Incentive $ Paid



Total 100.00% $15,000


2009 Business Guidelines

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2009 Goaling Targets- Preliminary

Position (partial listing) ’09 Year-over-Year Growth Expectation

TAM (applies to DSMs) -6%

Territory Development Mgr. 0% on base, $160K New Business

Vertical Market Manager 4% growth on base, inclusive of New Business

Major Accounts Manager 2%

Major Accounts BDM $1.6 MM in new business

Global Accounts Mgr. 4%

Global BDM $2.5MM in new business

Position (partial listing) ’09 Year-over-Year Growth Expectation

TAM (applies to DSMs) -6%

Territory Development Mgr. 0% on base, $160K New Business

Vertical Market Manager 4% growth on base, inclusive of New Business

Major Accounts Manager 2%

Major Accounts BDM $1.6 MM in new business

Global Accounts Mgr. 4%

Global BDM $2.5MM in new business

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Goal Adjustments - Revenue

Revenue Adjustment and Calculations ( Beginning of Year and Mid-Year Adjustment requests will be reviewed and approved by SCRB)

A single account, group of parented accounts, regional, national affiliates, lost national accounts, one time orders, or projects must be equal to or greater than 5% of proposed territory base goal.

– Example: $2,000,000*.05=$100,000100% relief to the Rep and DSM

IMU Adjustment and Calculations (Beginning of Year and Mid-Year Adjustment requests will be reviewed and approved by SCRB)

A single account, group of parented accounts, regional, national affiliates, or lost national accounts must be equal to or greater than 5% of proposed territory base goal and the IMU run rate is lower than the IMU goal by at least 300 basis points

– Example: $2,000,000*.05=$100,000 & IMU Goal is 30.00%/IMU Actual is 22.00%2008 Conversion to US Communities goal recalculated and adjusted based on Sept, Oct, and Nov 2008 run rate when it is lower than the IMU goal by at least 150 basis points. There is no revenue threshold for this adjustment.

2008 Contract Renegotiations impacting the IMU by more than 300 basis pointsThe IMU Trend will be evaluated (minimum of prior 3 months). The goal adjustment will be calculated to bring the IMU attainment at the account level to 95%.

Revenue Adjustment and Calculations ( Beginning of Year and Mid-Year Adjustment requests will be reviewed and approved by SCRB)

A single account, group of parented accounts, regional, national affiliates, lost national accounts, one time orders, or projects must be equal to or greater than 5% of proposed territory base goal.

– Example: $2,000,000*.05=$100,000100% relief to the Rep and DSM

IMU Adjustment and Calculations (Beginning of Year and Mid-Year Adjustment requests will be reviewed and approved by SCRB)

A single account, group of parented accounts, regional, national affiliates, or lost national accounts must be equal to or greater than 5% of proposed territory base goal and the IMU run rate is lower than the IMU goal by at least 300 basis points

– Example: $2,000,000*.05=$100,000 & IMU Goal is 30.00%/IMU Actual is 22.00%2008 Conversion to US Communities goal recalculated and adjusted based on Sept, Oct, and Nov 2008 run rate when it is lower than the IMU goal by at least 150 basis points. There is no revenue threshold for this adjustment.

2008 Contract Renegotiations impacting the IMU by more than 300 basis pointsThe IMU Trend will be evaluated (minimum of prior 3 months). The goal adjustment will be calculated to bring the IMU attainment at the account level to 95%.

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Goal Adjustments

New Hires Establish base goal on the most recent 12 month sales history. Apply beginning of year TOPS Goaling Guidelines. Any adjustments within the

guidelines will not roll to the DSM. No guarantees unless in writing with prior approval by RVP. Bonus eligible first day of fiscal month following 2 full fiscal months of employmentWindfalls

Criteria: Revenue$ & IMU$ Trade for customers, one-time orders, or projects with

actual revenue exceeding 5% of goal. Adjustment:

Adjustment applied to rep and DSM. Adjust the customer, project, or one-time revenue based on actual IMU%

attainment. Requires SVP and RVP approval

Windfall Example Sales IMU% IMU$Actuals 2,000,000$ 28.00% 560,000$ Order 100,000$ 10.00% 10,000$ Adj Order 35,714$ 28.00% 10,000$ Rev Attainment 2,035,714$ 28.00% 570,000$

Documents

2009 BSD Regional Sales Conference. Presenter Name BSD Contract Sales 2009 Deployment