Hoosit Manufacturing Company. Management System

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1 Management System

2 Summary of Hoosit Management System and KPI s for Key Performance Indicators Profit & Loss KPIs Cash Flow Revenue Gross Margin Op Inc Sales Performance KPI s Cold Calls Made Appointments per week OpportunitiesPipeline Must Win Deals Production and Installation KPI s Production Capacity Project Performance (P/L) Fitting Time Actual vs Planned Management System Weekly Individual Sales Weekly Production & Fitters Board Weekly Sales & Production Meeting Weekly Cash Flow Monthly Action Plan Monthly KPI Meeting Quarterly Operating Team Meeting Quarterly Management Team Meeting

3 Weekly Individual Sales Opportunities / Pipeline review Status of Cold Calls and Business Development Must win deals Identify shortfalls and establish action plan to resolve Key Opportunities Appointments Planned & Actual Cash Projection Sales Manager / Sales Operations / Sales Designers or Sales Agents Timing Weekly Monday or Tuesday

4 Weekly Production & Fitters Board Structured of Delivery Performance Specific Deliverables Analysis Customer Files Delivery vs. Capacity Model 5 Best 5 Worst Projects Identify problems / shortfalls and establish action plan to resolve Capacity Target vs Actuals, compliance of Installation Team Project Performance Evaluation of 5 best / worst Managing Director / Production Manager Monday Mornings Managing Director / Production Manager Thursday Afternoon Timing Weekly Monday & Thursday

5 Weekly Sales & Production Opportunities / Pipeline review Must win deals Cash-In Production and Fitters Board Identify shortfalls and establish action plan to resolve Following this meeting a weekly review of actual vs budget spend Key Opportunities Pipeline Cash-in Projection Production & Fitters Board Managing Director / Sales Manager / Production Manager / Sales Operations / Finance Timing Weekly - Wednesday

6 Weekly Cash Flow Weekly Cash Flow Identify shortfalls and establish action plan to resolve Measure cash flow and profitability improvement Cash Flow Production Board Managing Director / Finance Timing Weekly - Friday 6

7 Monthly Action Plan Progress vs Quarterly s and Action Plan Identify shortfalls and establish action plan to resolve Action Plan Managing Director / Sales Manager / Finance Timing Week 3 of each month Week 1 Week 2 Week 3 Week 4 7

8 Monthly KPI Cash Flow Sales Pipeline & Cash Projection Production and Installation Boards Identify shortfalls and establish action plan to resolve Cash Flow, Overall Revenue, Gross Margin Sales Projection & KPI Production Capacity Target vs Actuals Managing Director / Sales Manager / Finance Timing First week of month to review prior month(week 1 of each month) Week 1 Week 2 Week 3 Week 4 8

9 Quarterly Operating TeamMeeting Share Progress against Plan Share Top Line Financials Choose a Topic to Present and Discuss Alignment of Operating Team Team Motivation Action Plan Top Line Financials Managing Director / Sales Manager / Production Manager / Sales Operations / Finance Timing Second week of second month in the quarter Week 2 Week 1 Week 2 Week 3 Week 4 9

10 Quarterly Sales TeamMeeting Share Progress against Plan Share Top Line Financials Choose a Topic to Present and Discuss Drive a greater sense of team work within the SalesTeam Team Motivation Action Plan Top Line Financials Sales Manager / Sales Operations / Sales Designers or Sales Agents Timing Second week of second month in the quarter Week 2 Week 1 Week 2 Week 3 Week 4 10

11 Quarterly Management TeamMeeting Cash Flow and P/L performance Revenue Actual vs Budget / PF Pipeline Discuss & Share Management Issues Current Quarter Agree on directions and measures in order to optimize Pipeline Note: Replaces KPI meeting in the month of this meeting Key opportunities Pipeline Cash and Revenue in Hand Managing Director / Sales Manager / Production Manager / Finance Timing First month following the end of the quarter -Week 3 Week 1 Week 2 Week 3 Week 4 11

12 Management System Timing Schedule Week 1 Week 2 Week 3 Week 4 Weekly Frequency Weekly Individual Sales Weekly Production & Fitters Board Weekly Sales & Production Meeting Weekly Cash Flow Monthly Frequency Monthly Action Plan Monthly KPI Meeting Quarterly Frequency Quarterly Sales Meeting Quarterly Operating Team Meeting Quarterly Management Team Meeting

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