3.4.2 Share of wallet analysis

Referring to the figure 9 the average share of wallet with [A] customers at MT-CIS is nowadays as follows;

• A3 accounts: 5k USD out of 105k USD equals is about 5 % share of wallet
• A2 accounts: 18k USD out of 105 USD equals about 17 % share of wallet, which is rounded up to 20%.

The A1 revenue of 105k USD is estimated to be around 60-70% with the two customers. That means if the share of wallet of the A3 and A2 accounts would be measured on the 100% revenue potential the share of wallet percentage figures would be even lower than stated further above. Since two A1 customers are not very representative as a basis for a precise share of wallet calculation the above-mentioned percentage figures (5% and 20%) are taken for the further calculation below.

Chapter 5.1.3, page 35 -36 explicitly points out that the strategy is to develop A3 and A2 customers into A1 customers with a share of wallet as high as possible. The assumption of the mix of [A] customers, which are selected for our KA concept, is considered to be as follows:

• 10 key accounts belong to the A3 customer group
• 5 key accounts belong to A2 customer group

The estimated current share of wallet with the selected A2 and A3 key accounts is 10%. The calculation for this outcome is [(10 x 5% + 5 x 20%)/100].