1. Philp Industries Weekly Summary October 8th - October 14th
KL Outdoors
Prepared on October 18th 2017
Private and Confidential | Philp Industries

2. A Data-Driven Approach
ACTIVITY
AMAZON ORDERS
AMAZON SALES
FAST TRACK
AMS
CHARGEBACKS
CATEGORY PERFORMANCE
BRAND PERFORMANCE
INDIVIDUAL PRODUCT PERFORMANCE
Private and Confidential | Philp Industries

3. Activity Summary Ongoing Projects (Pending Amazon)
-Working on getting OR ASINs out of Dropship inventory- AMZ reports they have done this and it will show in 1 week
-Dropship project: Audit completed of all ASIN replen codes, cost spreadsheet fulfillment codes and direct inventory report. Lots of issues and numerous tickets filed to try to resolve (see Trello for details)
-Inquiry made about 3 ASINs missing detail pages/buy boxes - still waiting on AMZ answer
-Working of fixing/getting clarification on NIS template since Vendor Codes have now been mixed up
Ongoing Projects Pending Vendor
-Additional images and video content requested
-Decision as to whether to add Ahala SUPs
Ongoing Projects Pending Dan
-Hazardous ASIN inquiry made: 11 ASINs currently classified as Hazmat- Dan sending to Ryan
Ongoing Projects Pending RDP team
-Updating Bullet and description content for all ASINs
Projects Completed this Week
-Subject and Generic Keywords updated for All ASINs showing blank (9 for subject keywords, 73 for generic keywords)
-1 Merge completed
-Model Number/UPC/Vendor SKU updated for Avalon 100
-Cross-Browse request submitted for all ASINs
-45 New additional/lifesyle images live on the site - now have all images that KL is in possession of on AMZ
-Maintenance
New Item Set-ups
-Terrain Hunting Blinds (3 SKUs): Set-up complete, but ASINs showing in Dropship inventory under Dropship only (Asked Ryan to fix and filed ticket to fix- still waiting)
-Swiss Cargo (9 SKUs): All assigned ASINs now assigned correctly (previously incorrectly assigned). Images and updates live; ASINs not showing in VC or Cost spreadsheet, ticket filed
Private and Confidential | Philp Industries

4. Catalog Maintenance Updates
Activity #
POs not accepted
Partial Case Purchase Orders 2
Missing Images
Unowned ASINs 8
Replen Codes Mismatched 29
ASINs Missing from Cost Spreadsheet
Vendor Code Missing from Cost Spreadsheet 48
UPCs Missing from Cost Spreadsheet
Model #s Missing from Cost Spreadsheet
Name Mismatches 23
UPC Mismatches
Brand Name Mismatches
Brand Code Mismatches 1
Mfg Model/Catalog # Mismatches
GL Mismatches
Category Mismatches
Subcategory Mismatches
ITK Mismatches
Mismatched Parent ASINs
Merging Submissions
Manufacturer Mismatches
Missing Product Detail
Cost Spreadsheet Vendor Codes-It's looking like KLIAA is the new dropship Vendor Code, trying to get clarification about what the regular fulfillment Vendor Code is now then.
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5. Amazon Orders Amazon PO Dollars SKUs Ordered Confirmation Rate
Fulfillment Rate
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6. Amazon Sales Shipped COGS Shipped SKUs Average Sales Price
Inventory Weeks of Cover
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7. Fast Track Fast Track Replenishable Out of Stock
Non-Replenishable Out of Stock
Lost Buy Box
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8. AMS Sales Spend Average Cost of Sale Conversion Rate
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9. Chargebacks
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10. Category Activity Category Shipped COGS October 8th - October 14th
Change over last week
2000 Outdoors Hardshell Kayaks
$7,791.00
$-3,625.00
2000 Outdoors Kayaking and Canoeing Accessories
$5,164.00
$934.00
2000 Outdoors Canoes
$2,605.00 $
1500 Hunting- Airsoft and Paintball Hunting Accessories
$1,227.00 $
9500 Street- Surf -amp- Snow Plastic Snow Sleds
$1,006.00
$359.00
9500 Street- Surf -amp- Snow Beach Stand Up Paddleboards
$837.00 $
2000 Outdoors Inflatable Kayaks
$395.00
$-1,185.00
9000 Cycling Automobile Bike Racks
$240.00
2000 Outdoors Canopies
$0.00 $
9100 Janitorial -amp- Sanitation Cleaners -amp- Deodorizers
Private and Confidential | Philp Industries

11. Brand Activity Brand Shipped COGS October 8th - October 14th
Change over last week
Sun Dolphin (SUNQW)
$16,832.00
$-5,357.20
Terrain (TES46)
$2,193.00
$80.00
Swiss Cargo (H5KFM)
$240.00
Extent (EXTG1)
$0.00
KL Industries (KLIAA)
STOER
Third Coast (THJ10)
Private and Confidential | Philp Industries

12. Top Products Parent Products Individual Products Product Shipped COGS
Change over last week
Sun Dolphin Aruba 10-Foot Sit-in Kayak (B0757NS39P)
$3,417.00
$1,261.00
Sun Dolphin Excursion 10-Foot Sit-in Fishing Kayak (B0186UY9GQ)
$1,856.00 $
Sun Dolphin Mackinaw 15.6-Foot Canoe (B0186UXTW6)
$1,390.00
$325.00
Sun Dolphin Mackinaw SS Foot Canoe (B01C6K3X96)
$1,215.00
$405.00
Sun Dolphin Seaquest 10-Foot Stand Up Paddleboard (B0088B5DSW)
$837.00 $
Sun Dolphin Aruba SS 12-Foot Sit-in Kayak (B00HLB2TKK)
$662.00
$331.00
Terrain Sport Sled (B003Z76J3W)
$660.00
$600.00
Sun Dolphin Aruba SS 10-Foot Sit-in Kayak (B075HXD1W7)
$432.00
Sun Dolphin Journey 12-Foot Sit-on-top Fishing Kayak (B0186UY4BG)
$400.00
Sun Dolphin 5 Seat Pedal Boat with Canopy (B0186V1JWM)
$394.00 $
Individual Products
Product
COGS
Change
Out of Stock
Sun Dolphin Aruba Sit-in Kayak (Ocean, 10-Feet) (B00H8P196Y / 51370)
$2,196.00
$732.00
0.23 %
Sun Dolphin Excursion Sit-in Fishing Kayak (Sand, 10-Feet) (B00H35ZT2E / 51390)
$1,856.00 $
2.16 %
Sun Dolphin Water Wheeler Electric ASL 5 Person Pedal Boat with Canopy (Blu... (B002GNYS2U / WWLELBL04)
$1,802.00
0.00 %
KL Industries 5 Person Sun Slider Pedal Boat Mooring Cover (B003Z734NK / AWWCV)
$1,311.00
$690.00
Sun Dolphin Mackinaw SS Canoe (Navy, 15'6-quot-) (B00W4RBJUC / 51127)
$1,215.00
$810.00
56.91 %
Sun Dolphin Mackinaw Canoe (Green, 15.6-Feet) (B002GO0KNA / 51120)
$1,035.00
16.75 %
Sun Dolphin Seaquest Stand Up Paddleboard (Tangerine, 10-Feet) (B00H35ZXY8 / 52100)
$837.00 $
Terrain The Edge 4 Sided Hunting Blind, Green (B075JWB39P / 80021)
$758.00 $
Sun Dolphin Aruba SS Sit-in Kayak (Lime, 12-Feet) (B00H35ZVV8 / 51865)
$662.00
$331.00
Viking Sport Sled, Black (B000ZKPHDU / 90040)
$660.00
$600.00
Private and Confidential | Philp Industries

13. Increasing Products Increasing Parent Products
Shipped COGS
Change over last week
Sun Dolphin Aruba 10-Foot Sit-in Kayak (B0757NS39P)
$3,417.00
$1,261.00
Terrain Sport Sled (B003Z76J3W)
$660.00
$600.00
Sun Dolphin Aruba SS 10-Foot Sit-in Kayak (B075HXD1W7)
$432.00
Sun Dolphin Mackinaw SS Foot Canoe (B01C6K3X96)
$1,215.00
$405.00
Sun Dolphin Journey 12-Foot Sit-on-top Fishing Kayak (B0186UY4BG)
$400.00
Sun Dolphin Bali SS 12-Foot Sit-on top Kayak (B0186UYYUW)
$331.00
Sun Dolphin Aruba SS 12-Foot Sit-in Kayak (B00HLB2TKK)
$662.00
Sun Dolphin Mackinaw 15.6-Foot Canoe (B0186UXTW6)
$1,390.00
$325.00
Sun Dolphin 2-Pole Pedal Boat Canopy Replacement (B003Z6Z0RO)
$345.00
$69.00
Increasing Individual Products
Product
COGS
Change
Out of Stock
Sun Dolphin Water Wheeler Electric ASL 5 Person Pedal Boat with Canopy (Blu... (B002GNYS2U / WWLELBL04)
$1,802.00
0.00 %
Sun Dolphin Mackinaw Canoe (Green, 15.6-Feet) (B002GO0KNA / 51120)
$1,035.00
16.75 %
Sun Dolphin Mackinaw SS Canoe (Navy, 15'6-quot-) (B00W4RBJUC / 51127)
$1,215.00
$810.00
56.91 %
Sun Dolphin Aruba Sit-in Kayak (Ocean, 10-Feet) (B00H8P196Y / 51370)
$2,196.00
$732.00
0.23 %
KL Industries 5 Person Sun Slider Pedal Boat Mooring Cover (B003Z734NK / AWWCV)
$1,311.00
$690.00
Viking Sport Sled, Black (B000ZKPHDU / 90040)
$660.00
$600.00
Sun Dolphin Aruba Sit-in Kayak (Pink, 10-Feet) (B00H8P194G / 51380)
$519.00
Sun Dolphin Aruba SS Sit-in Kayak (Ocean, 10-Feet) (B00UKQQUIU / 51475)
$432.00
Sun Dolphin Journey Sit-on-top Fishing Kayak (Olive, 12-Feet) (B0088B5170 / 51745)
$400.00
0.58 %
Sun Dolphin Bali SS Sit-on top Kayak (Red, 12-Feet) (B0088B4TEG / 51715)
$331.00
Private and Confidential | Philp Industries

14. Decreasing Products Decreasing Parent Products
Shipped COGS
Change over last week
Sun Dolphin Bali 13.5-Foot Tandem Kayak (B0186UYKGK)
$372.00
$-2,976.00
Sun Dolphin Sun Slider 5 Seat Pedal Boat with Canopy (B0186UXKSE)
$385.00
$-1,155.00
Sun Dolphin Camino SS 8-Foot Sit-on-top Kayak (B018NXSUCK)
$142.00
$-1,136.00
Sun Dolphin Excursion 10-Foot Sit-in Fishing Kayak (B0186UY9GQ)
$1,856.00 $
Sun Dolphin Seaquest 10-Foot Stand Up Paddleboard (B0088B5DSW)
$837.00 $
Sun Dolphin Scout Elite SS Canoe (B01N1UORSI)
$0.00 $
Sun Dolphin Bali SS 10-Foot Sit-on top Kayak (B0186UZADM)
$179.00 $
Sun Dolphin 5 Seat Pedal Boat with Canopy (B0186V1JWM)
$394.00 $
Sun Dolphin Excursion 12-Foot Sit-in Fishing Kayak (B0186UYF4M) $
Sun Dolphin Excursion SS 10-Foot Sit-in Fishing Kayak (B01AW1F87G) $
Decreasing Individual Products
Product
COGS
Change
Out of Stock
Sun Dolphin Bali Tandem Kayak (Lime, 13.5-Feet) (B017KNJFNM / 52365)
$372.00
$-2,976.00
0.13 %
Sun Dolphin American 12 Jon Fishing Boat (Beige/Green, 12-Feet) (B0001FV1R0 / 11010)
$395.00
$-1,185.00
0.00 %
Sun Dolphin Sun Slider 5 Seat Pedal Boat with Canopy (Blue) (B002GNYS1Q / 72141)
$385.00
$-1,155.00
Sun Dolphin Camino SS Sit-on-top Kayak (Ocean, 8-Feet) (B00W4RA4WG / 51571)
$142.00
$-1,136.00
64.92 %
Sun Dolphin Excursion Sit-in Fishing Kayak (Sand, 10-Feet) (B00H35ZT2E / 51390)
$1,856.00 $
2.16 %
Sun Dolphin Scout Elite SS Square Back Canoe (Hazelnut, 14-Feet) (B00ODJQIJG / 51165)
$0.00 $
Sun Dolphin Bali SS Sit-on top Kayak (Tangerine, 10-Feet) (B00H35ZSWK / 51905)
$179.00 $
1.28 %
Sun Dolphin Mackinaw Canoe (Navy, 15'6-quot-) (B00W4RBHTA / 51126) $
57.75 %
Sun Dolphin Seaquest Stand Up Paddleboard (Lime, 10-Feet) (B00H35ZXZW / 52160) $
Sun Dolphin Mackinaw SS Canoe (Hazelnut, 15'6-quot-) (B00W4RBF1K / 51125) $
62.67 %
Private and Confidential | Philp Industries

15. Appendix
Private and Confidential | Philp Industries

16. Services Review Using a Data-Driven Strategy
Catalog Data Quality
Compare Amazon data sources and purchase orders to identify and set up missing catalog items
Continuously compare replenishment codes to all available data sources to maintain fidelity
Create new listings for missing items and set up new products in advance of line changes
Scrape Amazon content to detect and correct changes in variations or suppressed products
Detect and consolidate duplicate listings
Forecasting
Provide digestible format of Amazon forecasts and supplementary planning recommendations
Analyze historical recommendations for accuracy and improve forward forecast
Operations
Monitor fulfillment to proactively spot data issues
Update catalog data to ease fulfillment problems
Educate your team on fulfillment practices to improve fulfillment rates
International Expansion: Sell on Amazon Globally
Promotions/Marketing
Update Amazon content to improve search relevance and conversion to sale
Execute comprehensive marketing strategy across Amazon promotional tools
“Own” critical keywords in search results
Add premium content to qualified listings
Monitor and update targeting, balance of promotions to maximize ROI
Profitability
Negotiate with Amazon on COOP terms
Improve Amazon pricing strategy over time
Analyze metrics to find opportunities for margin improvement or increase sales volume through margin reduction
Monitoring
Continuously compare Amazon data to consolidated vendor “Reference Data”
Correct data issues on a weekly basis
Analyze key metrics to provide high-level feedback
Flexibility: What does your company need?
Private and Confidential | Philp Industries

17. Contacts Dan Philp Sage King Managing Partner dan@philpindustries.com
Sage King
Vendor Support
Private and Confidential | Philp Industries