Re-Emphasizing - Key Areas to Manage for Growth and Profit

Revenue Enhancement New Value Propositions New Customer Penetrations Individualized Customers Lifecycle Value

Cost Reduction Lower Opex Lower COS Variablize M&S Variablize Cost Platform

Asset Intensity Reduction Reduce Capex Reduce Physical Infrastructure Redeploy Capital To Growth

Business Development

• Revenue targets met or exceeded
• Balance of revenue generated from new customers and existing customers
• Depth and breadth of relationships across customer organization
• Frequency/extent of collaboration between sales, finance, manufacturing and marketing Teams
• Adherence to key responsibilities to key customer bid development

Operational Management

• Profitability targets met or exceeded
• Production and output targets met or exceeded
• Resource utilization and optimization targets met or exceeded
• Operational expenses contained within budgets
• Legal and regulatory obligations managed within the principles of sound corporate governance
• Equipment and assets maintained as per schedule

People Management

• Minimization of Staff turnover
• Performance issues addressed/ exit non performers promptly and professionally
• Staff morale as measured by upward feedback processes
• Individual and Team effectiveness
• Learning and personal growth initiatives
• Collaboration and communication effectiveness

After Sales Customer Care

• Clear process documentation regarding ongoing service and customer support
• Customer satisfaction levels
• Number of problems/customer complaints received
• Accurate, timely billing
• Service level agreements determined with customers