Close Rate: Cause & EffectCustomer Segment

Operations People IssuesBox vs Retail Relationships

Price-only Quality contractorCommerical Contractors # of Staff lumberyard

High end residential Design/Delivery Estimator experienceLow end track builders Ease of Business quality

Yark Markup Lead time creativityLow Volume Inventory quantityTruss Knowledge Misses

dependent shipping errors Customer Integrityvery knowledgeable

Geography Sales Rep Negotiatingdistance from WSI# of truss builders

Close RateSize of Job Brand Aware

Consumer confidence Quickquote Job Site VisitsCommerical Starts Design-build solution Tech SupportHousing Starts Eng Wood Prod EWP RebatesSeasonality Bidwork 2 Step Process Product presentationLumber Price Crane Service Quote follow-upCompetitors Standards Resolving problems Yard visits / facetime

direct contractor Seals Bid completenessretail yard with truss plant Commodity Truss Repairs Price

Negotiating $ Sales tools

Market Conditions Products Sales Method

Sales Rep, Sales $ Pareto

$0

$1,000,000

$2,000,000

$3,000,000

$4,000,000

$5,000,000

$6,000,000

$7,000,000

$8,000,000

$9,000,000

KT DH BC RT DM CC JB DB

0.0%

20.0%

40.0%

60.0%

80.0%

100.0%

120.0%

Sales Rep GroupingNet Profit per Customer Comparison

-$4,000

-$3,000

-$2,000

-$1,000

$0

$1,000

$2,000

$3,000

KT DH BC RT DM CC JB DB

Sales Reps

Net

Allo

cate

d P

rofi

t p

er

Cu

sto

mer

Max (outlier) $57,736 $13,334 $18,903 $22,300 $45,394 $36,116 $8,814 $10,270Max $1,519 $2,260 $2,047 $1,470 $834 $1,204 $1,825 $2,355Q3 $479 $924 $833 $427 $320 -$53 $110 $1Median -$30 $186 $119 -$91 $51 -$269 -$237 -$416Q1 -$271 -$41 -$105 -$319 -$76 -$1,157 -$1,034 -$1,597Min -$1,377 -$1,237 -$1,363 -$1,434 -$480 -$2,687 -$2,751 -$3,589

Average Net Profit per Customer