our clear commitment:

Our Clear Commitment:

NextLeap

Agenda

• PLP discussion

• The customer pyramid & our objective

• UTi’s Sales Challenge

Primary Logistics Partner

Partner – We cherish intimate, long-term relationships that drive mutual benefit.

Logistics – While we deliver customized supply chain solutions, services and information through our worldwide network, our core transaction business remains freight forwarding, customs brokerage, order management, and value-added warehousing.

Primary – We aim to be the customer’s first choice and largest source of logistics services in a direct relationship.

http://www.eyewire.com/cgi-bin/WebObjects/View.woa/wa/viewProduct?product=43759



1 6 11 16

2 7 12 17

3 8 13 18

4 9 14 19

5 10 15 20

NextLeap Target

20 Strategic Customers

Dow Corning

How Many Potential PLPs Could UTi have?

Branch 5,000 Local PLPs = 250 branches X 20 PLPs

Country 980 Country PLPs = 49 Countries X 20 PLPs

Region 80 Regional PLPs = 4 Regions X 20 PLPs

Global 20 Global PLPs

6,080 PLPs Worldwide

Agenda

• PLP discussion



Customer Pyramid

Dollars

TimeQuality

PLP Customers

Quantifi

ed V

alue

Solutions

Relationships

• Local• Global

(Built On Trust)

OurCustomer

You(UTi)

Reachfor yourAdvice

Brings“you”

in earlyShares“more”

Info(Coach)

Helps“you”helpthem

Helps“you”

improvequality

(Must be ableTo create solutions)

Treats“you” as

“you” want(Must have

an “O” focus)

MutualRespect

(Must be ableto create intimacy)

Trusts“your”

instincts &judgment

Gives“you”

the benefitof doubt

Lower stresslevel

(Must Perform& Do What

Is Promised)

“you” arecomfortable

in interactions(Must be Consistently

Creating Value)

Protects

Warns

ProvidesCover

LessBureaucracy

in gettingnext job

Repeatbusiness

Refers“You”

PaysBills

Outputs

MakesTime for “you”

Availability

What is a “Trusted Advisor”?

Agenda

• PLP discussion



Q 1-4 Q 5-8 Q 9-12 Q 13-16 Q 17-20Q 0

UTi NextLeap Operating Profit Growth

We Must Grow GREATER THAN 20% per year

360

433

520

625750

680

825

1000

300

560

404

UTi NextLeap Net Revenue Growth

44 62

84113

150

33

20%

Q 1-4 Actual

Q 5-8 Budget

Q 9-20 Projected

NextLeap Goal

TheMind

Set

Possible Reactions

Here we goAGAIN ! ! !

How do theyexpect me to

Grow MORE than 20% each year?

This is out ofmy control ! ! !

They EXPECTme to do too

much ! ! !Too manypriorities

We don’t havethe resources & no

one will approvemore ! ! !

SCARY! How do

I do it???

What’sin it forme ?

This costsMoney ! ! !

SCARY! How do I

do it???

• Do nothing, hope no one notices !

• Keep doing what I do and let others generate the revenue for me

• Be an active participant

Possible Actions

Be An Active Participant

RIGHT People on the Bus…. In the RIGHT Seats

Active Management(Governance)

UTi Sales Model: No more resources….work smarter

Resource Plan:

Sell 20%More

MoreProductivity

HireMore Sales

Pay for themselves

DCSOrganization

IncentiveProgram

Measurement

ImplementationResources

ReallocateResources

SalesProcess

KnowledgeSharing

SalesTraining

CommunicatingExpectations

Accountability