Re: OPEX Targets

Hi Tim
Here is a first look at this.
For BD, the best approach is to see if the team is being accretive to your
bottom line. Are they paying for themselves and adding some to the bottom
line?

Tyrone pulled some data and it appears that the HCL are contributing. That
said, we will do this analysis at other Sites and see how it compares to
Chicago. More to come.

It looks like a possible issue is a new HCL still ramping up?

[image: image.png]




Thanks,
*Diego Castaneda*
Head of FP&A


On Thu, Jan 30, 2025 at 10:58 AM Timothy Thomas <tt@thekey.com> wrote:

> Dear Diego,
>
> Could you please provide the recommended OPEX percentage targets for the
> following accounts to achieve our desired EBITDA target of 27-30%?
>
> * Business Development Compensation and Related
> * Office Compensation and Related
>
> I have a GM who believes that sales are overspending on HCLs, and this is
> impacting their ability to meet their EBITDA target. I'd like to offer them
> some guidance based on your recommendations.
>
> Thank you,
> Tim
>
> --
>
> *Tim Thomas*
> Head of Midwest & Canada Divisions | *TheKey*
> Mobile: 514.591.9387
> [image: TheKey] <https://www.thekey.com/>
>