The presentation I gave for my 2011 annual review to the key stakeholders in the division. I put a good amount of time into working on the composition, structure & delivery of this presentation, and was very happy with how it went. If you're looking for ideas on how to present yourself in the best possible way to your managers, here's the ticket!

1. "Ask not what your country can do for
you; ask what you can do for your
country.“
-John F. Kennedy at his inaugural address, 1961

2. 2011 in Review
Conor Curtis

3. Who are you?
What do you do?
Why does it matter?
Great, now what?

6. Key Responsibilities
• Generate high-quality leads for the Business
Development team
• Compile reports on asset classes based on
multiple sources, delivering relevant data &
recommendations to assist strategic decision-
making
• Be responsible for all major reporting initiatives
within B2B

7. 5022 leads generated
(That’s 30.5 leads a day since June 1st!)
81 reports compiled
11 new reports created

9. Day Settled Percentage Day Percentage EXP1 EXP2 EXP3 EXP4 EXP Change Rate
1 1/07/2011 $5,781 2.31% July 2011 $250,323 1 1.64% 0.01415 0.022459 2.25% 0.015521 1.55% 0.017024 1.70% 1.587209302
2
3
4/07/2011
5/07/2011
$2,800
$0
1.12%
0.00%
August 2011
September 2011
$481,671
$773,745
35.00% 2
3
1.44%
1.82%
0.015522
0.017026
0.024636
0.027023
2.46%
2.70%
0.017026
0.018676
1.70%
1.87%
0.018674
0.020484
1.87%
2.05%
1.096899225
1.203100775
iBDM Weekly Calls Report
4 6/07/2011 $3,757 1.50% October 2011 $983,422 30.00% 4 2.21% 0.018676 0.029642 2.96% 0.020485 2.05% 0.022469 2.25%
5 7/07/2011 $0 0.00% November 2011 $1,398,112 5 3.33% 0.020486 0.032515 3.25% 0.022471 2.25% 0.024646 2.46%
25.00%
6 8/07/2011 $4,000 1.60% December 2011 6 2.42% 0.022471 0.035666 3.57% 0.024648 2.46% 0.027035 2.70%
7 11/07/2011 $14,975 5.98% 20.00% 7 3.79% 0.024649 0.039123 3.91% 0.027037 2.70% 0.029655 2.97%
8 12/07/2011 $0 0.00% 8 2.81% 0.027038 0.042914 4.29% 0.029657 2.97% 0.032529 3.25%
15.00%
9
10
11
13/07/2011
14/07/2011
15/07/2011
$7,674
$0
$5,045
3.07%
0.00%
2.02%
10.00%
9
10
11
2.70%
3.37%
4.25%
0.029658
0.032532
0.035685
0.047073
0.051635
0.056639
4.71%
5.16%
5.66%
0.032532
0.035684
0.039143
3.25%
3.57%
3.91%
0.035681
0.039139
0.042933
3.57%
3.91%
4.29%
# Calls AHT Calls/day
12 18/07/2011 $21,912 8.75% 5.00% 12 4.38% 0.039143 0.062128 6.21% 0.042936 4.29% 0.047093 4.71%
13 19/07/2011 $15,236 6.09% 13 5.54% 0.042937 0.06815 6.81% 0.047097 4.71% 0.051657 5.17%
14
15
20/07/2011
21/07/2011
$0
$12,063
0.00%
4.82%
0.00%
0 5 10 15 20 25
14
15
2.97%
5.84%
0.047098
0.051662
0.074754
0.081999
7.48%
8.20%
0.051662
0.056668
5.17%
5.67%
0.056663
0.062155
5.67%
6.22%
Ben Lai 273 132.6 22.8
16 22/07/2011 $13,070 5.22% 16 5.43% 0.056669 0.089946 8.99% 0.06216 6.22% 0.068179 6.82%
17 25/07/2011 $7,715 3.08% 10.00% y = 0.0157e0.0803x 17 6.71% 0.062161 0.098662 9.87% 0.068184 6.82% 0.074786 7.48%
18
19
20
26/07/2011
27/07/2011
28/07/2011
$0
$0
$74,122
0.00%
0.00%
29.61%
9.00%
8.00%
R² = 0.8836 18
19
20
7.94%
5.90%
7.90%
0.068185
0.074793
0.082042
0.074792
0.082041
0.089991
7.48%
8.20%
9.00%
0.082034
0.089984
0.098704
8.20%
9.00%
9.87%
Michael Poulton 149 116.8 12.4
7.00%
21 29/07/2011 $62,175 24.84% 21 9.40% 0.089993 0.098713 9.87%
1 1/08/2011 $4,700 0.98% 6.00% 22 8.23% 0.098714
2
3
2/08/2011
3/08/2011
$2,398
$1,299
0.50%
0.27%
5.00%
4.00%
Stephan Chundoo 249 105.2 20.8
4 4/08/2011 $7,423 1.54% 3.00%
5 5/08/2011 $37,800 7.85% 2.00%
6 8/08/2011 $6,500 1.35%
1.00%
7 9/08/2011 $8,028 1.67%
0.00%
8 10/08/2011 $48,168 10.00%
9 11/08/2011 $5,368 1.11% 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 National Field Days Run Sheet
10 12/08/2011 $0 0.00% Name Ben Lyons Chris Gorgis Jean-Paul du Toit Oliver Tindell
11 15/08/2011 $7,200 1.49%
EXP1 EXP2 EXP3 EXP4 Internal Business Development
12 16/08/2011 $9,845 2.04% Role Team Leader Internal Area Manager Sales Support Officer
Manager
13 17/08/2011 $26,982 5.60% 0.12
14 18/08/2011 $33,929 7.04%
0.1 Tuesday 18/10 Legend:
15 19/08/2011 $2,140 0.44%
16 22/08/2011 $44,774 9.30% 0.08 Stand coverage
17 23/08/2011 $0 0.00% 13:00
0.06 Internal dealer meet & greet
18 24/08/2011 $13,942 2.89%
19 25/08/2011 $20,000 4.15% 0.04 Stand setup
20 26/08/2011 $3,800 0.79% 13:30
Prospecting
21 29/08/2011 $106,262 22.06% 0.02
22 30/08/2011 $13,000 2.70%
0 14:00
23 31/08/2011 $78,113 16.22%
1 1/09/2011 $18,975 2.45% 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22
2 2/09/2011 $5,720 0.74%
14:30
15:00
15:30
16:00
16:30
Wednesday 19/10
9:00
9:30
10:00
10:30
11:00
11:30
12:00
12:30
13:00
13:30
14:00
14:30
15:00
15:30
16:00
16:30
Thursday 20/10
9:00
9:30
10:00
10:30
11:00

11. More chance to shine
Breaking down barriers

12. Commercial cleaning equipment Breakdown by state:
Executive summary:
Number of businesses, Number of businesses,
Commercial cleaning equipment (CCE) represents a diverse asset class that consists of a variety of individual asset national average cleaning industry
types. There is a significant market for CCE, as evinced by the diverse customer base and optimistic forecasts for
relevant tertiary industries, e.g. laundries & dry-cleaners. This report will provide some additional detail & context
surrounding the asset class, with the hope of increasing understanding about the industry and its particular
QLD, QLD,
idiosyncrasies.
20.5% NT, 19.4%
NT, NSW, 0.5% NSW,
Revenue (estimated): $60 million 0.7% 33.2% 34.3%
Profit (estimated): $5 million
WA,
Financed revenue (estimated): $3 million WA,
9.7%
Average deal size: $17,500 commercial 10.4%
$6,000 retail/B2B
Deals up to $30,000 ACT, SA, 6.3%
SA, 7.0% VIC, VIC, ACT,
Current finance providers: The Leasing Centre, Stratton Finance, Auscom Equipment (Richard Jay Laundry only), 1.2% TAS,
25.2% 27.5% 0.9%
Income share/equipment rental options (coin-op laundrettes). I believe there are no major financial players within TAS, 1.6%
1.9%
the CCE industry.
Target customer:
Cleaning contractors, small businesses (dry cleaners, laundrettes, etc.), aged care facilities/hospitals, industrial Variance as percentage of national average
laundries.
9.0%
Industry outlook, based on demand determinants:
3.5%
The outlook for CCE is good, as the population ages (and aged care facilities continue to grow), as government &
corporate entities outsource their cleaning services, and as dual-income, time-poor households begin to grow in NSW ACT VIC TAS SA WA NT QLD
number, the demand for cleaning services is anticipated to rise considerably. This is compounded by an expectation -5.4%
that the Australian dollar will remain strong, cheapening import pricing in an industry with very few domestic -7.3%
manufacturers. This should lead to increased profitability for CCE wholesalers. -11.3%
-14.9%
Major players:
-22.1%
Name Revenue ($000s) Estimated market share -27.0%
Karcher $50,962 8.8%
Nilfisk-Advance $40,536 7.0%
NOTE: National average taken from Australian Bureau of Statistics, Jun 2009. Cleaning industry figures weighted
Lux Distributors $13,906 2.4%
Kerrick Distributors $10,556 1.8% average taken from IBISWorld, Jun 2010.
Blastech $10,000 1.7%
Asset breakdown by business type:
Hanley Industrial Enterprises $9,691 1.7%
Kannegiesser Australia $7,646 1.3%
Laundry-based General cleaning-based
International Cleaning Solutions Holdings* $141,500 N/A
Industrial washers Vacuum cleaners
Diversey Australia* $55,676 N/A
Industrial dryers Scrubbers/dryers (Standing & ride-on)
Barrier washers (hospitals only) Street sweepers
NOTE: Companies marked with an asterisk (*) primarily offer products outside this asset class (chiefly detergents & Automatic presses Burnishers
other cleaning products), and no reasonable estimate can be derived from their financials. All other listed companies Irons Spray extraction cleaners
feature products in any combination of the consumer, commercial & industrial sectors, and as such their reported Dry-cleaning machinery High-pressure cleaners
revenues take these into account. Shampoo machines

13. $800k
$700k
74%
$600k
$500k
$400,621
$400k
$300k
$200k
$100k
$k
F2011 F2012 Projected

14. Great,
now
what?

15. Point-of-Sale Equipment Fitness Equipment
$900k $900k
$800k $800k
$700k $700k
109%
414%
$600k $600k
$500k $500k
$400k $368,113 $400k
$300k $300k
$200k $200k
$136,587
$100k $100k
$k $k
F2011 F2012 Projected F2011 F2012 Projected

16. 23rd-24th March
– Franchising 27th – 29th April
Expo (POS – Australian
Equipment) Fitness Expo
17th-19th April –
Melbourne
Materials
Handling