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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
PERFORMANCE EVALUATION REPORT, QUARTER 4 PAGE 1
*****************************************************************************
+------+------Industry ------+
| Firm 5 | Worst Average Best |
------+------+------+
FINANCIAL | | |
Net Income to Revenues | 5.3%| 4.8% 5.3% 5.7%|
Change in Net Income to Revenues | 0.4%| 0.2% 0.9% 2.3%|
------+------+------+
OPERATIONAL | | |
Forecasting Accuracy | 85.9%| 85.9% 87.6% 89.2%|
(Marketing + Service) to Revenues | 11.2%| 11.3% 11.1% 10.8%|
------+------+------+
CUSTOMER | | |
Change in Market Share | -0.6%| -1.1% 0.0% 2.0%|
Customer Satisfaction | 18.4%| 18.3% 18.7% 19.5%|
------+------+------+
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
LINKS DASHBOARD, QUARTER 4 PAGE 1
*****************************************************************************
Quarter 3 Quarter 4
+------+------+
Sales Volume | 162,022 | 155,401 |
------+------+------+
Price | 372 | 376 |
------+------+------+
Revenues | 60,407,850 100.0% | 58,578,395 100.0% |
Product Costs | 28,568,983 47.3% | 26,731,752 45.6% |
Gross Margin | 19,128,206 31.7% | 19,448,272 33.2% |
Net Income | 2,949,897 4.9% | 3,117,599 5.3% |
+------+------+
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
CORPORATE P&L STATEMENT, QUARTER 4 PAGE 2
*****************************************************************************
All Products Product 5-1 Product 5-2
------
Sales Volume 155,401 108,718 46,683
Price 376 345 449
Revenues 58,578,395 37,585,280 20,993,115
- Product Costs 26,731,752 15,307,492 11,424,260
- Order Processing 2,474,224 1,921,412 552,812
- Replacement Parts 911,577 443,752 467,825
- Transportation Costs 5,338,768
- Duties & Tariffs 3,673,802 2,640,158 1,033,644
------
Gross Margin 19,448,272 17,272,466 7,514,574
Gross Margin % 33.2% 46.0% 35.8%
Fixed & Other Costs:
Administrative O/H 3,240,000 1,800,000 1,440,000
Consulting Fees 0
Corporate O/H 1,500,000
Distribution FC 25,000
Forecast Inaccuracy 439,185 293,089 146,096
Information Technology 17,000
Introductions 0
Marketing 4,400,000 2,400,000 2,000,000
Marketing Creative 0 0 0
Plant Capacity FC 1,200,000
Price Changes 0 0 0
Production FC 141,000
Reconfiguration 0
R&D 0
Research Studies 0
Service Outsourcing 2,162,089 1,535,111 626,978
Total Fixed & Other 13,124,274 6,028,200 4,213,074
------
Operating Income 6,323,998 11,244,266 3,301,500
------
Non-Operating Income -88,801
Patent Royalties 0
Taxes -3,117,598
======
Net Income 3,117,599
======
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
HISTORICAL CORPORATE P&L STATEMENT, QUARTER 4 PAGE 3
*****************************************************************************
Previous (Quarter 3) Current (Quarter 4)
------
Sales Volume 162,022 155,401
Price 372 376
Revenues 60,407,850 100.0% 58,578,395 100.0%
- Product Costs 28,568,983 47.3% 26,731,752 45.6%
- Order Processing 2,493,368 4.1% 2,474,224 4.2%
- Replacement Parts 915,127 1.5% 911,577 1.6%
- Transportation Costs 5,515,308 9.1% 5,338,768 9.1%
- Duties & Tariffs 3,786,858 6.3% 3,673,802 6.3%
------
Gross Margin 19,128,206 31.7% 19,448,272 33.2%
Fixed & Other Costs:
Administrative O/H 3,240,000 5.4% 3,240,000 5.5%
Consulting Fees 0 0.0% 0 0.0%
Corporate O/H 1,500,000 2.5% 1,500,000 2.6%
Distribution FC 25,000 0.0% 25,000 0.0%
Forecast Inaccuracy 383,863 0.6% 439,185 0.7%
Information Technology 17,000 0.0% 17,000 0.0%
Introductions 0 0.0% 0 0.0%
Marketing 4,400,000 7.3% 4,400,000 7.5%
Marketing Creative 0 0.0% 0 0.0%
Plant Capacity FC 1,200,000 2.0% 1,200,000 2.0%
Price Changes 0 0.0% 0 0.0%
Production FC 141,000 0.2% 141,000 0.2%
Reconfiguration 0 0.0% 0 0.0%
R&D 0 0.0% 0 0.0%
Research Studies 0 0.0% 0 0.0%
Service Outsourcing 2,172,446 3.6% 2,162,089 3.7%
Total Fixed & Other 13,079,309 21.7% 13,124,274 22.4%
------
Operating Income 6,048,897 10.0% 6,323,998 10.8%
------
Non-Operating Income -149,104 -0.2% -88,801 -0.2%
Patent Royalties 0 0.0% 0 0.0%
Taxes -2,949,896 -4.9% -3,117,598 -5.3%
======
Net Income 2,949,897 4.9% 3,117,599 5.3%
======
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
PRODUCT 5-1 P&L STATEMENT, QUARTER 4 PAGE 4
*****************************************************************************
All Regions Region 1 Region 2 Region 3
(TOTAL ) ( U.S.A.) ( Europe) ( Pacific)
------
Active? Ch#1,2 Yes Yes Yes Yes Yes Yes
Sales Volume, Ch#1 34,391 13,904 5,708 14,779
Sales Volume, Ch#2 74,327 23,939 17,662 32,726
Price, Ch#1,2 250 390 250 390 250 390 250 390
Revenues 37,585,280 12,812,210 8,315,180 16,457,890
- Product Costs 15,307,492 5,328,294 3,290,495 6,688,703
- Order Processing 1,921,412 630,152 446,720 844,540
- Replacement Parts 443,752 152,391 100,568 190,793
- Duties & Tariffs 2,640,158 0 665,213 1,974,945
------
Gross Margin 17,272,466 6,701,373 3,812,184 6,758,909
Gross Margin % 46.0% 52.3% 45.8% 41.1%
Fixed Costs:
Administrative O/H 1,800,000 600,000 600,000 600,000
Forecast Inaccuracy 293,089 64,758 130,249 98,082
Marketing, Ch#1 1,200,000 400,000 400,000 400,000
Marketing, Ch#2 1,200,000 400,000 400,000 400,000
Marketing Creative 0 0 0 0
Price Changes 0 0 0 0
Service Outsourcing 1,535,111 445,060 351,300 738,751
Total Fixed Costs 6,028,200 1,909,818 1,881,549 2,236,833
------
Operating Income 11,244,266 4,791,555 1,930,635 4,522,076
======
Sales Volume Forecast, Ch#1 12,434 7,748 13,151
Sales Volume Forecast, Ch#2 21,320 15,480 26,213
Service: Service Outsourcing 2 Standard 2 Standard 2 Standard
Product 5-1 Configuration: H55111
Product 5-1 R&D Spending: 0
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
PRODUCT 5-1 P&L STATEMENT, QUARTER 4 (MARKETING PROGRAM DETAILS) PAGE 5
*****************************************************************************
Region 1 Region 2 Region 3
( U.S.A.) ( Europe) ( Pacific)
------
Marketing Program, Channel #1:
Marketing Spending: 400,000 400,000 400,000
Advertising Spending 160,000 160,000 160,000
Promotion Spending 120,000 120,000 120,000
Sales Force Spending 120,000 120,000 120,000
Marketing Mix Allocation 403030 403030 403030
Positioning 37 37 37
Promotional Program 49 49 49
Sales Force Spending ($/Quarter) 120,000 120,000 120,000
Sales Force O/H Rate 2.50 2.50 2.50
Sales Force Salary ($/Month) 3,250 3,250 3,250
Sales Force Size 3.52 3.52 3.52
Marketing Program, Channel #2:
Marketing Spending: 400,000 400,000 400,000
Advertising Spending 160,000 160,000 160,000
Promotion Spending 120,000 120,000 120,000
Sales Force Spending 120,000 120,000 120,000
Marketing Mix Allocation 403030 403030 403030
Positioning 37 37 37
Promotional Program 49 49 49
Sales Force Spending ($/Quarter) 120,000 120,000 120,000
Sales Force O/H Rate 2.50 2.50 2.50
Sales Force Salary ($/Month) 3,250 3,250 3,250
Sales Force Size 3.52 3.52 3.52
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
PRODUCT 5-2 P&L STATEMENT, QUARTER 4 PAGE 6
*****************************************************************************
All Regions Region 1 Region 2 Region 3
(TOTAL ) ( U.S.A.) ( Europe) ( Pacific)
------
Active? Ch#1,2 Yes Yes Yes Yes Yes No
Sales Volume, Ch#1 28,379 13,182 4,614 10,583
Sales Volume, Ch#2 18,304 9,154 9,150 0
Price, Ch#1,2 385 550 385 550 385 550 385 550
Revenues 20,993,115 10,109,770 6,808,890 4,074,455
- Product Costs 11,424,260 5,466,064 3,368,325 2,589,871
- Order Processing 552,812 272,424 238,056 42,332
- Replacement Parts 467,825 214,033 141,808 111,984
- Duties & Tariffs 1,033,644 0 544,710 488,934
------
Gross Margin 7,514,574 4,157,249 2,515,991 841,334
Gross Margin % 35.8% 41.1% 37.0% 20.6%
Fixed Costs:
Administrative O/H 1,440,000 600,000 600,000 240,000
Forecast Inaccuracy 146,096 79,742 24,514 41,840
Marketing, Ch#1 1,200,000 400,000 400,000 400,000
Marketing, Ch#2 800,000 400,000 400,000 0
Marketing Creative 0 0 0 0
Price Changes 0 0 0 0
Service Outsourcing 626,978 261,770 204,996 160,212
Total Fixed Costs 4,213,074 1,741,512 1,629,510 842,052
------
Operating Income 3,301,500 2,415,737 886,481 -718
======
Sales Volume Forecast, Ch#1 11,392 5,080 12,428
Sales Volume Forecast, Ch#2 10,353 9,157 0
Service: Service Outsourcing 2 Standard 2 Standard 2 Standard
Product 5-2 Configuration: M55532
Product 5-2 R&D Spending: 0
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
PRODUCT 5-2 P&L STATEMENT, QUARTER 4 (MARKETING PROGRAM DETAILS) PAGE 7
*****************************************************************************
Region 1 Region 2 Region 3
( U.S.A.) ( Europe) ( Pacific)
------
Marketing Program, Channel #1:
Marketing Spending: 400,000 400,000 400,000
Advertising Spending 160,000 160,000 160,000
Promotion Spending 120,000 120,000 120,000
Sales Force Spending 120,000 120,000 120,000
Marketing Mix Allocation 403030 403030 403030
Positioning 37 37 37
Promotional Program 49 49 49
Sales Force Spending ($/Quarter) 120,000 120,000 120,000
Sales Force O/H Rate 2.50 2.50 2.50
Sales Force Salary ($/Month) 3,250 3,250 3,250
Sales Force Size 3.52 3.52 3.52
Marketing Program, Channel #2:
Marketing Spending: 400,000 400,000 0
Advertising Spending 160,000 160,000 0
Promotion Spending 120,000 120,000 0
Sales Force Spending 120,000 120,000 0
Marketing Mix Allocation 403030 403030 403030
Positioning 37 37 37
Promotional Program 49 49 49
Sales Force Spending ($/Quarter) 120,000 120,000 0
Sales Force O/H Rate 2.50 2.50 2.50
Sales Force Salary ($/Month) 3,250 3,250 3,250
Sales Force Size 3.52 3.52 0.00
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
BALANCE SHEET, QUARTER 4 PAGE 8
*****************************************************************************
ASSETS
------
Cash 2,928,919
Marketable Securities 0
Finished Goods Inventory 0
Plant Investment 105,000,000
Total Assets 107,928,919
LIABILITIES AND EQUITIES
------
Corporate Capitalization 100,000,000
Dividends, Current Quarter -935,279
Dividends, Cumulative Prior To This Quarter -2,172,931
Loans 676,425
Retained Earnings, Current Quarter 3,117,599
Retained Earnings, Cumulative Prior To This Quarter 7,243,105
Total Liabilities and Equities 107,928,919
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
CASH FLOW ANALYSIS REPORT, QUARTER 4 PAGE 9
*****************************************************************************
Starting "Cash" Balance (Final "Cash" Balance, Quarter 3) 3,020,392
+ Marketable Securities (Converted To "Cash" In Quarter 3) 0
- "Loans" (Liquidated During Quarter 3) -2,950,218
+ "Finished Goods Inventory" Changes:
Product 5-1 (From 0 To 0) 0
Product 5-2 (From 0 To 0) 0
+ "Plant Investment" Changes 0
+ "Net Income" 3,117,599
= Preliminary "Cash" Balance 3,187,773
- "Dividends" (Paid at End of Quarter 4) -935,279
= Actual "Cash" Balance (End of Quarter 4) 2,252,494
- Operating "Cash" Excess (To "Marketable Securities") 0
+ Operating "Cash" Deficit (From "Loans") 676,425
= Final "Cash" Balance (End of Quarter 4) 2,928,919
Notes:
(1) "Marketable Securities" and "Loans" refer to the values on last
quarter's balance sheet.
(2) Investment changes can be positive, negative, or zero. A positive
(negative) {zero}. Investment change corresponds to an increase (a
decrease) {no change} in the dollar value of the investment from last
quarter to this quarter which leads to a decrease (an increase)
(no change) in current-quarter "Cash" balance.
(3) At most, one of Operating "Cash" Excess and Operating "Cash" Deficit will
be non-zero; it is possible for both to be zero. Recall that "Cash" must
be between 5.0% and 10.0% of current-quarter sales revenues. Excess
"Cash" (above 10.0% of revenues) is invested in "Marketable Securities";
shortfalls in "Cash" (below 5.0% of revenues) result in "Loans."
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
SERVICE CENTER OPERATIONS REPORT, QUARTER 4 PAGE 10
*****************************************************************************
All Region Region Region
Regions 1 2 3
------
======
ACTIVITY REPORT
======
PRODUCT 5-1
Calls 130,608 44,506 29,275 56,827
CSR Cost/Call 11.75 10.00 12.00 13.00
PRODUCT 5-2
Calls 55,584 26,177 17,083 12,324
CSR Cost/Call 11.28 10.00 12.00 13.00
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
TRANSPORTATION COST REPORT, QUARTER 4 PAGE 11
*****************************************************************************
======Surface Air Emergency
SUB-ASSEMBLY ------
COMPONENTS Cost Volume Cost Volume Cost Volume Total Cost
======------
Plant/DC1: Gamma 4.00 0 4.00 0 4.00 120,390 481,560
Delta 4.00 0 4.00 0 4.00 59,822 239,288
Epsilon 6.00 0 6.00 0 6.00 174,714 1,048,284
CUSTOMER SHIPMENTS
Region 1, Channel 1 ( 27,086 units @ $ 4.00/unit) 108,344
Region 1, Channel 2 ( 33,093 units @ $ 8.00/unit) 264,744
Region 2, Channel 1 ( 10,322 units @ $18.00/unit) 185,796
Region 2, Channel 2 ( 26,812 units @ $28.00/unit) 750,736
Region 3, Channel 1 ( 25,362 units @ $26.00/unit) 659,412
Region 3, Channel 2 ( 32,726 units @ $36.00/unit) 1,178,136
REPLACEMENT PARTS SHIPMENTS TO CUSTOMERS
Region 1, Channel 1 ( 8,261 units @ $ 2.00/unit) 16,522
Region 1, Channel 2 ( 9,352 units @ $ 4.00/unit) 37,408
Region 2, Channel 1 ( 3,923 units @ $ 9.00/unit) 35,307
Region 2, Channel 2 ( 7,777 units @ $14.00/unit) 108,878
Region 3, Channel 1 ( 8,449 units @ $13.00/unit) 109,837
Region 3, Channel 2 ( 6,362 units @ $18.00/unit) 114,516
TOTAL TRANSPORTATION COSTS 5,338,768
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
OTHER DECISION VARIABLES REPORT, QUARTER 4 PAGE 12
*****************************************************************************
======
INFORMATION TECHNOLOGY
======
Product Cost Report? 0
Replacement Parts Demand Report? 0
Retail Pipeline Report? 0
Service Center Statistics Report? 0
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
FORECASTING ACCURACY REPORT, QUARTER 4 PAGE 13
*****************************************************************************
Region Forecast Actual Accuracy
------
Product 5-1, Channel 1 1 12,434 13,904 89.4%
Product 5-1, Channel 2 1 21,320 23,939 89.1%
Product 5-1, Channel 1 2 7,748 5,708 64.3%
Product 5-1, Channel 2 2 15,480 17,662 87.6%
Product 5-1, Channel 1 3 13,151 14,779 89.0%
Product 5-1, Channel 2 3 26,213 32,726 80.1%
Product 5-2, Channel 1 1 11,392 13,182 86.4%
Product 5-2, Channel 2 1 10,353 9,154 86.9%
Product 5-2, Channel 1 2 5,080 4,614 89.9%
Product 5-2, Channel 2 2 9,157 9,150 99.9%
Product 5-2, Channel 1 3 12,428 10,583 82.6%
SUMMARY: For 11 forecasts, average forecasting accuracy is 85.9%
Note: Forecasts count within the calculation of forecasting accuracy only
if the "actual" value being forecast is greater than 100 for sales volumes
(to not penalize you for "small" forecasts). Otherwise, the relevant values
of "forecast" and "actual" are only reported for reference purposes, but such
forecasts are not counted for forecasting accuracy scoring. This is the
reason why the number of forecasts referenced in "SUMMARY" may be less than
the detailed line-by-line reporting of forecasts.
Product-Specific Product Product
Forecasting Accuracy Overall 5-1 5-2
------
Forecasting Accuracy 85.9% 83.2% 89.1%
Number of Forecasts 11 6 5
Region-Specific Region Region Region
Forecasting Accuracy Overall 1 2 3
------
Forecasting Accuracy 85.9% 88.0% 85.4% 83.9%
Number of Forecasts 11 4 4 3
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
FORECASTING ACCURACY REPORT, QUARTER 4 PAGE 14
*****************************************************************************
Quarter Quarter Quarter Quarter
SALES HISTORY 1 2 3 4
------
REGION 1
Product 5-1H, Ch#1 12,434 14,504 14,025 13,904
Product 5-1H, Ch#2 21,320 23,693 23,515 23,939
Product 5-2M, Ch#1 11,392 9,889 12,914 13,182
Product 5-2M, Ch#2 10,353 10,811 10,512 9,154
REGION 2
Product 5-1H, Ch#1 7,748 7,380 9,925 5,708
Product 5-1H, Ch#2 15,480 14,929 16,734 17,662
Product 5-2M, Ch#1 5,080 5,041 5,161 4,614
Product 5-2M, Ch#2 9,157 9,200 9,574 9,150
REGION 3
Product 5-1H, Ch#1 13,151 16,848 17,870 14,779
Product 5-1H, Ch#2 26,213 33,592 31,929 32,726
Product 5-2M, Ch#1 12,428 11,889 9,863 10,583
*****************************************************************************
FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MAS
SET-TOP BOX INDUSTRY BULLETIN, QUARTER 4 PAGE 15
*****************************************************************************
Welcome to the quarter 4 issue of the Set-Top Box Industry Bulletin.
Notable set-top box industry developments are highlighted in the Bulletin.
INDUSTRY NEWS HEADLINES
Total industry MAS profits were 15,469,776 this quarter.