TECHNOLOGY

CENTERS

Talk on the Street

April 2006

Nohab
Gone in 60 Seconds. Some Times, Timing is Everything. Located in Montgomery, Alabama, Deanco is one of the largest auto auction houses in the southeast U.S., employing approximately120 people throughout the region. When Mike Focia, Sales Manager for the Nohab Montgomery location, cold called the prospect, Mike McCurley Deancos owner, he wasnt happy with his existing copier vendor relationship nor the performance of the equipment. At the time Deanco had an analog copier, an un-connected digital copier (which they just purchased) and a number of OKI Printing Solutions impact printers. In particular, the new copier, purchased in March 2005, had several service issues. It was constantly jamming and the service department was non-responsive. Deanco was just looking for a more reliable copier and better service. Or so they thought. Mike Focia got permission to do a document discovery and workflow analysis. What he un-covered was way beyond your typical copier application. One of Mikes first discoveries was that the account was printing all of their AS400 reports using older OKI dot matrix printers. They were also using various color printers and a stand alone fax to correspond with clients and auto companies. One of the more labor and paper intensive applications Mike discovered was the paper trail initiated by the auto companies when a vehicle was sold. Take for example Honda. Deanco was auctioning off 300 Honda Motor vehicles a week. At Hondas request they had to generate a 10-20 page report for each vehicle sold... place the documents in a clear protector... put them in a binder and overnight to Honda Motors. Additionally, they would have to retrieve information in these books at later times which involved sneaker net trips to the attic, pulling the specific car out of the binder and faxing or emailing pages on demand to the client. In addition, auction books, which are printed for each auction held, were being outsourced which placed significant time constraints and added to the cost of each event. Mike had a better plan. First, Mike received an agreement from the owner that, if Nohab could save Deanco 35% in their document costs, Nohab would earn their business. Second, Mike spent time with users to understand the current workflow process before making any product recommendations. The time spent was well spent... for the customer, Nohab and Mike. Based on his assessment of the situation, Mike proposed a fully enabled KM-3035, KM-5035, KM-C2230 and FS-C5030N along with two FS-1020Ds to replace the OKI printers. The new workflow calls for all documents to be scanned to the server using KM Document Flow then burned to a disc and electronically sent to Honda Motor Corporation. The result is a much more fluid workflow, improved turnaround times, elimination of overnight courier expenses, sneaker net and a reduction in headcount. Furthermore, ledger and letter size saddle stitched booklets are created in-house thereby eliminating outsourcing costs. Archived files can now be accessed electronically and emailed or faxed from a Kyocera device. 30 days after the initial call, Deanco Auto Auction is a happy new Nohab customer generating in excess of 50,000 pages per month. Owner Mike McCurley said that they could handle another 1200 cars every two weeks without adding any additional staff and this was a successful breakthrough in the way business can now be done. Mike McCurley stated: You dont know what you are missing that which you never had. Thanks to Kyocera we have a much more profitable business model that we can now role out to other auction houses.
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April 2007

Talk on the Street

FY07 Sales Rep. Stack Ranking Closing the Books on FY2007.

Although not the best of years in relative terms, FY07 is best remembered by what was accomplished by our best sales reps nationwide. 21 sales reps from our 5 Branches achieved their annual FY07 Master Plan, the same number of reps as FY06. However, as a percentage of the total sales force, these 21 reps represent approximately 37% of our feet on the street, a 10% increase versus FY06. Whats more, the 21 individuals shown in the chart to the right collectively grew their sales 12% versus the prior year, a testament to the professionalism of our President Club winners. Revenue increases were achieved by the following individuals: Discovery: Ned Bressler (194%), Mark Nagel (140%), Bob Stubenrauch (113%) Nohab: Andy Schwab (306%), Peggy Hicks (117%), Dave Khoury (110%) One Source: Diana Palena (137%), James Ruley (105%) Irvine: Steve Jaffee (127%) NY Metro: Deanna Maka (114%) Also contributing to the increases were Rookies Tom Garant, Johnny Osuna and Randy Wright. All of our President Club winners were honored at a special recognition event on May 3 & 4, 2007 in Las Vegas. Congratulations to all FY07 President Club inductees. We look forward to your continued support throughout FY08.
Note: Due to his hire date, Irvines Rookie Johnny Osuna could not be listed in the above stack ranking. He did, however, overachieve Plan, ending his first 5 months on the job at 159% of Plan.

FY07 Sales Managers Stack Ranking

FY07 Technology Centers Stack Ranking

Nohab Wins Technology Center of the Year

Nohabs Mike Focia ended FY07 at 216% of his Master Plan and is the top performing Sales Manager for the year. Key to Mikes success were his solutions sales which totaled over $1 Million. Irvines Max Razaqui also over achieved Plan and was the top producing Manager for 5 of the 12 months.

FY2007 was a real challenge. Overall group revenue was just under 90% Vs. the prior year. While Service and Supply revenue posted a slight increase, Equipment revenue declined. Nohab achieved Master Plan with the help of solution sales and associated equipment in the Montgomery and Birmingham markets.

After winning the Presidents Cup in Q1 and Q3, Nohab has captured the Cup for all of FY2007, achieving 100% of Master Plan. Despite a tough market, John Rogers and his team grew total revenue 113% Vs. last year spurred by a 118% increase in equipment sales. Congratulations to the entire organization!
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