Ma Labs APM Department Introduction What do you

Ma Labs APM Department Introduction

�What do you know about our company? �What role does APM department play in the whole company? �What’s our job responsibilities ? �What’s your routine task ? �What kinds of difficulties will you meet during your work?

Company Overview Ma Labs history: §A story started from San Francisco Ox Palace… §A system workshop started from garage… Miles stones: §Garage to memory reseller business §Memory, CPU to peripherals §Broker type transit to real distribution §One location to six branches in USA §Globalization: Hong. Kong, Taiwan, Guangzhou, Shenzhen, Europe, Wuhan § 2004: Miles stone of a one-billion-dollar company § 2007: Become the first Microsoft over $100 million disty §Expanded customer base: 8000 -10000 active customers

Corporate Culture: § Team work vs. Leadership § Aggressive vs. Humble § Diligent and work smart § Professional vs. Flexible § “POPPY” : Proactive +Open+Positive+Productive = Yes we can § Loyalty: Confidentiality and trade secret

PM Team Structure and levels • PM Director • Senior PM • Associate PM • PM Assistant (APM)

General PM Responsibilities: §Supply chain management §Product Management: know your product line §Market Share and Profit & Loss; quota achievement §Vendor Relationship; sales support; Strive for the best interest of Ma. Labs §Inventory Control; logistics; Ad Hoc projects § “ 4 P”: Product, Pricing, Promotion, Positioning §Risk management: best bet. §Sales function and house account

General PM Qualifications: §Market Sense §Negotiation and Communication skill §Aggressive yet flexible personality §Team work and Leadership §Being professional and efficient (priorities) *Do not use capital letters and ! §Detail-Oriented yet not losing the big picture §Business Ethics

Most Common Issues SJ PM most concerned issues: § Carelessness and repeating mistakes; § Not organized; § Taking short-cut or ignore minor issues like file name and format; § Passive and reactive; § Didn’t follow up on request till it’s done; § Lack of Professionalism: please minimize use of “!”; § Chinese style English.

Report and Claims Report � Inventory; POS (sell-thru); 1. Overseas issue; 2. Price changing; 3. Special programs like floorday rebates; SPA or Meet comp Claims § All claims are based on the POS we send to vendors, not the actual POS run from system; § Claim type: Price Protection, Rebate, Spiff, Free sample credit, Shipping credit, PO credit � Aging CM follow up; Payment deduction � Intranet MDF logging and spiff distribution * Important!! Always save your documentations!

Vendor Relationship and Sales Support Vendor Relationship § Relationship is the key § Vendor support: best price, hot item allocation, price protection, stock rotation, customer leads, marketing sponsorship, technical support, sales traning § Soft and Tough(how to deal channel conflicts? ) Noise and fights § Long term and strategic partnership with key vendors *There is no forever friend or forever enemy Sales Support § Sales inquiries: price quotation and quotation follow-up; product availability; product Search, product suggestion; ETA, Lead-Time, SPA, RMA. Answer their phone, epop, and emails; Special order and confirmation; § Recommend new replacement of EOL items; § Special offers and ad hoc pricelist for targeted customers or regions; § Problem solving: wrong shipment; cancelled order; Qty discrepancy; delayed shipping; delayed order; missing accessories; emotional conflicts –how to deal with it? *Treat sales team like customers and friends

Communication Issues § Culture and Background difference Discussion: 1. How much do you know about American culture? 2. You really know the culture? 3. Do you understand Malabs’ corporate culture? § Miscommunication and Misunderstanding; § No feedbacks on PM’s request. Example, check sales on reserved qty; check vendor on ETA; check warehouse for shipments etc. How to handle if sales or vendor or warehouse have no response? § Lack habit of follow up;

Negotiation Skills � Know yourself and Know your competitors. � Price and Inventory Check: Price is closely related to supply and demand. § Communication with your vendor on their competition information. § Understand the product and market situation & trend. � Thinking Win-Win. § Volume deal: How do you make the judgment? § Try to get exclusive or close out deals. § Make good judgment on customer’s information. Sales would always say, “my customer tells me ASI sells at…”. How do you deal with it?

IBiiz(Superbiiz) and Branch Support IBiiz § Special offer, stock availability, ETA, Leadtime § Weekly promotion § MIR and marketing fund support from vendor § New product allocation § Ibiiz price conflict § Price watch; Map price violation. *What should we do if we see an items selling well at other e-tailers but not at Newbiiz? Internal transfer § Criteria: Run-rate; New item; Sales or customers’ request; Confirmed order; Local market situation etc. Better confirm with PM *Minimize internal transfer is necessary to avoid wasting shipping fee � Shipping Cost Control (have vendor drop-ship to branches)

Business Analysis and Decision Making � Price Search: What should you do when you see competitors prices lower or higher than Ma Labs’ Standard price? � Run rate: � What’s Runrate? How to calculate the RR? � What will you do if you see some items with very good run rate or with low inventory but there are no in-coming orders? � Aging Inventory: How do you work with your PM to deal with it? � Get information out of data: customer analysis and customer base analysis; top sales; most popular items etc. � Actively getting market info from vendors or customers: How do we do compare to our competitors? Why? How to improve? � Slowness: demand issue or price issue? � New brands: Carry or Ignore? � How to judge if an Item is HOT in market? Or a brand? � Noises: what’s behind it?

Logistics and Inventory Control Logistics � Shipment arrangement to Malabs’ 6 locations; � Drop ship arrangement for customers; � Recommend sales to ship items from locations with aging inventory to their customers; � Branch/Internal transfer; � RMA: box damage, DOA, wrong shipment, stock rotation, warranty issue etc. Aging Inventory § Notify your SJ PM and provide solutions (price deduction; rebate; PP; stock rotation; special promotion etc) § Analyze the cause of aging (price issue? Not on website? Model issue? Demand issue? ) § Deal with Vendors (prevent aging issue from the very beginning) § Ask help from sales and customers § Utilize New. Biiz’s website and e. Bay (Ewiz team, do not be indifferent with Ma. Labs aging inventory. Give a hand when you can. )

Marketing programs �Floorday �Sales Training �Spiff, sales contest, reseller contest �SPA, Meet. Comp �Rebate, Bundle, Seeding, VIR, Quota Achievement Bonus �MIR: Mail-In-Rebate �Promotion Flyers, E-blast, Shipping slip �Funding for New. Biiz, (MIR) �Ram Magazine, Web Ads, Web Banner, Front Page * Be Creative