Gary Woo (余钦贵)

• Responsible to develop and grow Dynabook laptop (former Toshiba) business in Indochina countries. • Provide weekly sales unit forecast and review sales pipelines with Distributors, VARs and SI. • Present regional updates of weekly sales activities in MD meeting. • Manage supported prices to business partners and work with them to achieve win over competition. • Interface and support directly to end-user global customers’ purchase and delivery timelines. • Craft sales incentive or promotion programs for distributors and resellers.

• Head of Distributor Team and led a team of 4 to support 16 distributors in 12 countries. • Responsible to develop and grow Ricoh business in APAC countries. • Responsible for overall sales (revenue and unit) of Distributor business (all products). • Conduct basic sales training to distributors sales teams. Key Achievement: Achieved consecutive 9 months of double-digit gross margin from the total consolidated distributor revenue in an extremely difficult COVID year.

• Responsible to develop Wide Format printing business in 12 regional countries and support 16 Canon Business Partners (CBP). Key Achievements: (i) Grow total Wide Format printing business in CBP Countries by 35% (vs FY15) in 2016 (ii) Exceed sales target by 22% in 2016 (iii) Support Channel Partner in one of the CBP Countries to grow double-digit in Wide Format printing business for 3 consecutive years

• Responsible for developing PPP business in CBP countries. • Manage, support and enable more than 19 Canon Business Partners in 10 regional countries. • Good understanding in key markets such as commercial, corporate and government sectors. • Good understanding of indoor and outdoor printing applications. Key Achievements: Grow Canon Professional Printing Products (PPP) business by 5% (vs FY15).

• Responsible for developing Canon's Wide Format Printing Solutions business in regional countries - Indonesia, Sri Lanka, Bangladesh, Pakistan. • Support local sales team to market Display Graphics System business in Singapore. Key Achievements: (i) Grow Canon Large Format Printer (LFP) market share by 2% in one CBP country in 2014 (ii) Grow Graphics Art printer sales by more than 450% in FY15 (vs FY14) in one CBP country

• Manage and enable channel partners to Go-To-Market in Singapore, Vietnam, Sri Lanka, Bangladesh, Myanmar, Cambodia, Maldives, etc. • Manage conflicts between channel partners to achieve win-win for all. • Pro-actively drive demand generation programs with channel partners. • Bi-weekly sales forecast and funnel review with channel partners. • Direct customer facing with key and major accounts on large opportunities. • Creation of quarterly sales promotion programs. • Conduct product demonstrations for local and overseas prospects (if requested by channel partners). • Interlock with wholesalers and channel partners to ensure timely fulfillment of customers’ orders. Key Achievements: (i) Over-achieved H1 FY13 Sales Target at more than 160%. (ii) Sales Award Winner in 2013.

Experience: • Derive competitive pricings (in terms of discount) to support business partners • Own territory strategy & execution through Named Partners • Pro-actively drives creation & execution of Partner Business Plans • Weekly sales forecast and funnel review • Host regular reviews with Named Partners • Assign sales activities to Virtual Business Manager (Inside Sales) • Drive AvantGarde program adoption in Territory through Sales & Marketing activities • Orchestrate access to Expert Organization • Communicate Cisco programs and initiatives to Named Partners • Expedite customers’ orders • Interlock with distributors to ensure timely fulfillment of customers’ orders Key Achievements: (i) Over-achieved Q1 FY13 Sales Target at more than 120% (ii) Over-achieved FY12 Sales Target at 105% (iii) Winner of Services Spliff incentive for Q1 FY12 (iv) TOP winner of Telepresence Acceleration incentive for Q2 FY12 by achieving more than US$350K in revenue (v) Winner of Unified Computing System Sales Challenge (Singapore) for Q4 FY12 by achieving US$390K in revenue

Experience: • Started off as a Technical Specialist, I was promoted twice to System Consultant and System Manager where I had the opportunity to lead a team of 2 System consultants. • Hold concurrent roles as Regional Product Manager and Business Development Manager in 2008. • Responsible for developing wide-format printer business via distributions in India, Indonesia, Bangladesh, Sri Lanka and Nepal. • Collaborate closely with distributors (mainly Indonesia and India) to engineer strategic wins over competition. • Enable the sales teams of the distributors through sales and product trainings. • Craft sales incentives and promotions for distributors. • Conduct Monthly sales reviews and forecast with distributors. • Support distributors (in terms of equipment, relevant subject experts, etc) to participate in Seminars and Exhibitions. • Work with distributors to ensure smooth custom clearance and timely customer deliveries. • Support distributors in getting urgent and critical consumables/spares required. • Work closely with internal credit control colleagues to ensure prompt payments. • Derive appropriate pricing support (margin analysis) for distributors. Key Achievements: (i) Over-achieved Sales Target (118%) and awarded Oce Champion Club incentive – Year 2009 (ii) Over-achieved Sales Target for Indonesia (103%) and India (102%) targets – Year 2010 (iii) Secure 2 significant ColorWave 600 orders during 2-days new product launch in Jakarta (iv) Single-handedly completed a full consultancy report of Document Archiving System for Civil Aviation Authority of Singapore (CAAS). (v) Project Manager for Singapore Sports Council’s Drawing Archival System (DAS) project. End-to-end involvement which begin from pre-sales, implementation to post-sales (vi) Project Manager of large turn-key drawing archival projects for DSTA-BI, Ryoden Singapore and SingTel Property Division