1. Philp Industries Weekly Summary September 24th - September 30th
KL Outdoors
Prepared on October 4th 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
-New ASINs showing as KLIAA but Dropship ONLY
-Dropship project: ASINs have correct replens, offers and correctly showing in Dropship inventory
-Re-assigning ASINs to two new Swiss Cargo products that were assigned the same ASIN
-Fixing SS Aruba variation
-1 Merge pending
Ongoing Projects Pending RDP team
-all Parent ASIN data acquired to analyze (Awaiting Sam's assistance to decode category/subcategories)
-Requesting additional images for all KL products
-Cross-browse all ASINs
Projects Completed this Week
-Maintenance
-3 Swiss Cargo NISs submitted (9 SKUs)
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)
-Swiss Cargo (9 SKUs): All assigned ASINs but two different products were assigned the same ASIN, working to fix. Waiting for this to be fixed before further updates made to this group of ASINs. Images submitted and pending.
Private and Confidential | Philp Industries

4. Catalog Maintenance Updates
Activity #
POs not accepted
Partial Case Purchase Orders
Missing Images
Unowned ASINs
Replen Codes Mismatched 28
ASINs Missing from Cost Spreadsheet 2
Vendor Code Missing from Cost Spreadsheet 47
UPCs Missing from Cost Spreadsheet
Model #s Missing from Cost Spreadsheet
Name Mismatches 22
UPC Mismatches
Brand Name Mismatches 19
Brand Code Mismatches 18
Mfg Model/Catalog # Mismatches
GL Mismatches
Category Mismatches
Subcategory Mismatches 1
ITK Mismatches
Mismatched Parent ASINs
Merging Submissions
Manufacturer Mismatches
Missing Product Detail
Vendor Code Missing from Cost Spreadsheet: KLIAA/ABXID messed up. Ryan addressing.
Item Name, Brand Name, Brand Code: Sun Dolphin products changed from Sun Dolphin identifiers to KL as title leader, brand name and KLIAA as brand code
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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 September 24th - September 30th
Change over last week
2000 Outdoors Hardshell Kayaks
$7,151.75
$-6,330.50
2000 Outdoors Kayaking and Canoeing Accessories
$4,614.45
$2,502.34
2000 Outdoors Canoes
$2,816.80
$2,411.80
2000 Outdoors Canopies
$1,576.00
$394.00
9500 Street- Surf -amp- Snow Plastic Snow Sleds
$688.91 $
9500 Street- Surf -amp- Snow Beach Stand Up Paddleboards
$558.00 $
2000 Outdoors Inflatable Kayaks
$0.00
9100 Janitorial -amp- Sanitation Cleaners -amp- Deodorizers
Private and Confidential | Philp Industries

11. Brand Activity Brand Shipped COGS September 24th - September 30th
Change over last week
Sun Dolphin (SUNQW)
$13,989.55
$-2,180.70
KL Industries (KLIAA)
$3,416.36
$988.50
Extent (EXTG1)
$0.00
$-40.00
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 Sun Slider 5 Seat Pedal Boat with Canopy (B0186UXKSE)
$1,925.00
Sun Dolphin Bali SS 10-Foot Sit-on top Kayak (B0186UZADM)
$1,790.00
$1,074.00
Sun Dolphin 5 Seat Pedal Boat with Canopy (B0186V1JWM)
$1,576.00
$394.00
Sun Dolphin Aruba SS 12-Foot Sit-in Kayak (B00HLB2TKK)
$1,435.75 $
Sun Dolphin Aruba 10-Foot Sit-in Kayak (B0757NS39P)
$1,424.00
$-1,068.00
Sun Dolphin Scout Elite SS Canoe (B01N1UORSI)
$1,252.80
Sun Dolphin Excursion 10-Foot Sit-in Fishing Kayak (B0186UY9GQ)
$1,160.00
$-3,480.00
Sun Dolphin Mackinaw SS Foot Canoe (B01C6K3X96)
$834.00
$429.00
Sun Dolphin Bali 13.5-Foot Tandem Kayak (B0186UYKGK)
$744.00 $
Sun Dolphin Seaquest 10-Foot Stand Up Paddleboard (B0088B5DSW)
$558.00 $
Individual Products
Product
COGS
Change
Out of Stock
Sun Dolphin Sun Slider 5 Seat Pedal Boat with Canopy (Blue) (B002GNYS1Q / 72141)
$1,925.00
0.00 %
Sun Dolphin Bali SS Sit-on top Kayak (Tangerine, 10-Feet) (B00H35ZSWK / 51905)
$1,790.00
$1,074.00
1.20 %
Sun Dolphin 5 Seat Pedal Boat with Canopy (Blue) (B00261OVXS / 71551)
$1,576.00
$394.00
Sun Dolphin Scout Elite SS Square Back Canoe (Hazelnut, 14-Feet) (B00ODJQIJG / 51165)
$1,252.80
1.02 %
Sun Dolphin Excursion Sit-in Fishing Kayak (Sand, 10-Feet) (B00H35ZT2E / 51390)
$1,160.00
$-3,480.00
52.90 %
Sun Dolphin Aruba SS Sit-in Kayak (Blue, 12-Feet) (B0088B54JA / 51825)
$1,104.75
$736.50
0.37 %
KL Industries 5 Person Sun Slider Pedal Boat Mooring Cover (B003Z734NK / AWWCV)
$1,035.45
$205.34
0.68 %
Sun Dolphin Bali Tandem Kayak (Lime, 13.5-Feet) (B017KNJFNM / 52365)
$744.00 $
0.99 %
Sun Dolphin Aruba Sit-in Kayak (Ocean, 10-Feet) (B00H8P196Y / 51370)
$732.00 $
14.33 %
Sun Dolphin Aruba Sit-in Kayak (Blue, 10-Feet) (B003Z7ZPYQ / 51320)
$692.00 $
27.16 %
Private and Confidential | Philp Industries

13. Increasing Products Increasing Parent Products
Shipped COGS
Change over last week
Sun Dolphin Sun Slider 5 Seat Pedal Boat with Canopy (B0186UXKSE)
$1,925.00
Sun Dolphin Scout Elite SS Canoe (B01N1UORSI)
$1,252.80
Sun Dolphin Bali SS 10-Foot Sit-on top Kayak (B0186UZADM)
$1,790.00
$1,074.00
Sun Dolphin Mackinaw SS Foot Canoe (B01C6K3X96)
$834.00
$429.00
Sun Dolphin 5 Seat Pedal Boat with Canopy (B0186V1JWM)
$1,576.00
$394.00
Sun Dolphin Excursion 12-Foot Sit-in Fishing Kayak (B0186UYF4M)
$360.00
Sun Dolphin Mackinaw 15.6-Foot Canoe (B0186UXTW6)
$355.00
Sun Dolphin Camino SS 8-Foot Sit-on-top Kayak (B018NXSUCK)
$142.00
Sun Dolphin Bali 6-Foot Sit-on-top Kayak (B0186UZQEK)
$96.00
Increasing Individual Products
Product
COGS
Change
Out of Stock
Sun Dolphin Sun Slider 5 Seat Pedal Boat with Canopy (Blue) (B002GNYS1Q / 72141)
$1,925.00
0.00 %
Sun Dolphin Scout Elite SS Square Back Canoe (Hazelnut, 14-Feet) (B00ODJQIJG / 51165)
$1,252.80
1.02 %
Sun Dolphin Bali SS Sit-on top Kayak (Tangerine, 10-Feet) (B00H35ZSWK / 51905)
$1,790.00
$1,074.00
1.20 %
Sun Dolphin Aruba SS Sit-in Kayak (Blue, 12-Feet) (B0088B54JA / 51825)
$1,104.75
$736.50
0.37 %
Sun Dolphin Mackinaw SS Canoe (Green, 15'6-quot-) (B002GXL2C4 / 51121)
$429.00
2.82 %
Sun Dolphin Mackinaw SS Canoe (Hazelnut, 15'6-quot-) (B00W4RBF1K / 51125)
$405.00
31.12 %
Sun Dolphin 5 Seat Pedal Boat with Canopy (Blue) (B00261OVXS / 71551)
$1,576.00
$394.00
KL Industries 6-Feet Oar Assembly (B00261JH78 / 12738)
$576.00
$384.00
0.55 %
Sun Dolphin Scout Square Stern Canoe, 14-Feet, Green (B004RE8U1G / 51131)
$375.00
99.97 %
Sun Dolphin Excursion Sit-in Fishing Kayak (Sand, 12-Feet) (B00H35ZY2Y / 51895)
$360.00
0.12 %
Private and Confidential | Philp Industries

14. Decreasing Products Decreasing Parent Products
Shipped COGS
Change over last week
Sun Dolphin Excursion 10-Foot Sit-in Fishing Kayak (B0186UY9GQ)
$1,160.00
$-3,480.00
Sun Dolphin Aruba 10-Foot Sit-in Kayak (B0757NS39P)
$1,424.00
$-1,068.00
Sun Dolphin Excursion SS 10-Foot Sit-in Fishing Kayak (B01AW1F87G)
$0.00
$-1,056.00
Sun Dolphin Aruba SS 12-Foot Sit-in Kayak (B00HLB2TKK)
$1,435.75 $
Sun Dolphin Bali 13.5-Foot Tandem Kayak (B0186UYKGK)
$744.00 $
Terrain Sport Sled (B003Z76J3W)
$509.91 $
Sun Dolphin Sun Slider Adjustable 5 Seat Pedal Boat (B01BOL5H9C)
$337.00 $
Sun Dolphin Aruba SS Sit-in Kayak (B0186V067Q) $
Sun Dolphin Seaquest 10-Foot Stand Up Paddleboard (B0088B5DSW)
$558.00 $
Sun Dolphin 2-Pole Pedal Boat Canopy Replacement (B003Z6Z0RO)
$207.00
$-69.00
Decreasing Individual Products
Product
COGS
Change
Out of Stock
Sun Dolphin Excursion Sit-in Fishing Kayak (Sand, 10-Feet) (B00H35ZT2E / 51390)
$1,160.00
$-3,480.00
52.90 %
Sun Dolphin Aruba SS Sit-in Kayak (Lime, 12-Feet) (B00H35ZVV8 / 51865)
$331.00
$-1,655.00
1.20 %
Sun Dolphin Excursion Stainless Steel Fishing Kayak, Olive, 10' (B00UKRAUP8 / 51445)
$0.00
$-1,056.00
0.91 %
Sun Dolphin Bali Tandem Kayak (Lime, 13.5-Feet) (B017KNJFNM / 52365)
$744.00 $
0.99 %
Sun Dolphin Aruba Sit-in Kayak (Ocean, 10-Feet) (B00H8P196Y / 51370)
$732.00 $
14.33 %
Sun Dolphin Aruba Sit-in Kayak (Blue, 10-Feet) (B003Z7ZPYQ / 51320)
$692.00 $
27.16 %
Viking Sport Sled, Black (B000ZKPHDU / 90040)
$509.91 $
0.00 %
Third Coast Avalon 120 Sit On Angler Kayak (Orange/Gray/White) (B01M2VH4Q0 / 59293) $
14.04 %
Sun Dolphin Mackinaw SS Canoe (Navy, 15'6-quot-) (B00W4RBJUC / 51127) $
97.36 %
Sun Dolphin Sun Slider Adjustable 5 Seat Pedal Boat (Teal) (B000MB84YQ / 61143)
$337.00 $
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