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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
PERFORMANCE EVALUATION REPORT, QUARTER 5 PAGE 1
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+------+------Industry ------+
| Firm 5 | Worst Average Best |
------+------+------+
FINANCIAL | | |
Net Income to Revenues | 5.9%| 5.5% 5.9% 6.1%|
Change in Net Income to Revenues | 0.6%| 0.0% 0.8% 2.2%|
------+------+------+
OPERATIONAL | | |
Forecasting Accuracy | 90.4%| 86.6% 87.9% 90.4%|
(Marketing + Service) to Revenues | 10.9%| 11.1% 10.8% 10.5%|
------+------+------+
CUSTOMER | | |
Change in Market Share | -0.1%| -1.1% 0.0% 2.1%|
Customer Satisfaction | 18.3%| 17.9% 18.6% 19.5%|
------+------+------+
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
LINKS DASHBOARD, QUARTER 5 PAGE 1
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Quarter 4 Quarter 5
+------+------+
Sales Volume | 148,713 | 155,621 |
------+------+------+
Price | 376 | 384 |
------+------+------+
Revenues | 55,986,235 100.0% | 59,790,460 100.0% |
Product Costs | 25,867,589 46.2% | 27,382,554 45.8% |
Gross Margin | 18,758,576 33.5% | 19,989,652 33.4% |
Net Income | 2,935,090 5.2% | 3,503,977 5.9% |
+------+------+
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
CORPORATE P&L STATEMENT, QUARTER 5 PAGE 2
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All Products Product 5-1 Product 5-2
------
Sales Volume 155,621 99,031 56,590
Price 384 342 456
Revenues 59,790,460 33,944,970 25,845,490
- Product Costs 27,382,554 13,773,228 13,609,326
- Order Processing 2,426,864 1,708,584 718,280
- Replacement Parts 894,632 409,330 485,302
- Transportation Costs 5,321,306
- Duties & Tariffs 3,775,452 2,409,846 1,365,606
------
Gross Margin 19,989,652 15,643,982 9,666,976
Gross Margin % 33.4% 46.1% 37.4%
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 328,857 118,985 209,872
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 2,092,622 1,385,741 706,881
Total Fixed & Other 12,944,479 5,704,726 4,356,753
------
Operating Income 7,045,173 9,939,256 5,310,223
------
Non-Operating Income -37,220
Patent Royalties 0
Taxes -3,503,976
======
Net Income 3,503,977
======
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
HISTORICAL CORPORATE P&L STATEMENT, QUARTER 5 PAGE 3
*****************************************************************************
Previous (Quarter 4) Current (Quarter 5)
------
Sales Volume 148,713 155,621
Price 376 384
Revenues 55,986,235 100.0% 59,790,460 100.0%
- Product Costs 25,867,589 46.2% 27,382,554 45.8%
- Order Processing 2,309,012 4.1% 2,426,864 4.1%
- Replacement Parts 872,067 1.6% 894,632 1.5%
- Transportation Costs 4,924,745 8.8% 5,321,306 8.9%
- Duties & Tariffs 3,254,246 5.8% 3,775,452 6.3%
------
Gross Margin 18,758,576 33.5% 19,989,652 33.4%
Fixed & Other Costs:
Administrative O/H 3,240,000 5.8% 3,240,000 5.4%
Consulting Fees 0 0.0% 0 0.0%
Corporate O/H 1,500,000 2.7% 1,500,000 2.5%
Distribution FC 25,000 0.0% 25,000 0.0%
Forecast Inaccuracy 553,473 1.0% 328,857 0.6%
Information Technology 17,000 0.0% 17,000 0.0%
Introductions 0 0.0% 0 0.0%
Marketing 4,400,000 7.9% 4,400,000 7.4%
Marketing Creative 0 0.0% 0 0.0%
Plant Capacity FC 900,000 1.6% 1,200,000 2.0%
Price Changes 0 0.0% 0 0.0%
Production FC 141,000 0.3% 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 2,014,770 3.6% 2,092,622 3.5%
Total Fixed & Other 12,791,243 22.8% 12,944,479 21.6%
------
Operating Income 5,967,333 10.7% 7,045,173 11.8%
------
Non-Operating Income -97,153 -0.2% -37,220 -0.1%
Patent Royalties 0 0.0% 0 0.0%
Taxes -2,935,090 -5.2% -3,503,976 -5.9%
======
Net Income 2,935,090 5.2% 3,503,977 5.9%
======
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
PRODUCT 5-1 P&L STATEMENT, QUARTER 5 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 33,408 12,894 7,002 13,512
Sales Volume, Ch#2 65,623 20,195 16,768 28,660
Price, Ch#1,2 250 390 250 390 250 390 250 390
Revenues 33,944,970 11,099,550 8,290,020 14,555,400
- Product Costs 13,773,228 4,602,017 3,305,931 5,865,280
- Order Processing 1,708,584 536,256 430,440 741,888
- Replacement Parts 409,330 148,178 93,220 167,932
- Duties & Tariffs 2,409,846 0 663,200 1,746,646
------
Gross Margin 15,643,982 5,813,099 3,797,229 6,033,654
Gross Margin % 46.1% 52.4% 45.8% 41.5%
Fixed Costs:
Administrative O/H 1,800,000 600,000 600,000 600,000
Forecast Inaccuracy 118,985 28,616 53,221 37,148
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 1,385,741 402,240 343,992 639,509
Total Fixed Costs 5,704,726 1,830,856 1,797,213 2,076,657
------
Operating Income 9,939,256 3,982,243 2,000,016 3,956,997
======
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
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
PRODUCT 5-1 P&L STATEMENT, QUARTER 5 (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
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
PRODUCT 5-2 P&L STATEMENT, QUARTER 5 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 31,994 12,306 5,311 14,377
Sales Volume, Ch#2 24,596 12,373 12,223 0
Price, Ch#1,2 385 550 385 550 385 550 385 550
Revenues 25,845,490 11,542,960 8,767,385 5,535,145
- Product Costs 13,609,326 5,935,051 4,216,751 3,457,524
- Order Processing 718,280 346,176 314,596 57,508
- Replacement Parts 485,302 223,646 151,016 110,640
- Duties & Tariffs 1,365,606 0 701,389 664,217
------
Gross Margin 9,666,976 5,038,087 3,383,633 1,245,256
Gross Margin % 37.4% 43.6% 38.6% 22.5%
Fixed Costs:
Administrative O/H 1,440,000 600,000 600,000 240,000
Forecast Inaccuracy 209,872 76,598 100,739 32,535
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 706,881 279,120 251,052 176,709
Total Fixed Costs 4,356,753 1,755,718 1,751,791 849,244
------
Operating Income 5,310,223 3,282,369 1,631,842 396,012
======
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
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
PRODUCT 5-2 P&L STATEMENT, QUARTER 5 (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
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
BALANCE SHEET, QUARTER 5 PAGE 8
*****************************************************************************
ASSETS
------
Cash 4,011,402
Marketable Securities 0
Finished Goods Inventory 0
Plant Investment 105,000,000
Total Assets 109,011,402
LIABILITIES AND EQUITIES
------
Corporate Capitalization 100,000,000
Dividends, Current Quarter -1,051,193
Dividends, Cumulative Prior To This Quarter -2,810,835
Loans 0
Retained Earnings, Current Quarter 3,503,977
Retained Earnings, Cumulative Prior To This Quarter 9,369,453
Total Liabilities and Equities 109,011,402
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
CASH FLOW ANALYSIS REPORT, QUARTER 5 PAGE 9
*****************************************************************************
Starting "Cash" Balance (Final "Cash" Balance, Quarter 4) 2,799,311
+ Marketable Securities (Converted To "Cash" In Quarter 4) 0
- "Loans" (Liquidated During Quarter 4) -1,240,693
+ "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" 3,503,977
= Preliminary "Cash" Balance 5,062,595
- "Dividends" (Paid at End of Quarter 5) -1,051,193
= Actual "Cash" Balance (End of Quarter 5) 4,011,402
- Operating "Cash" Excess (To "Marketable Securities") 0
+ Operating "Cash" Deficit (From "Loans") 0
= Final "Cash" Balance (End of Quarter 5) 4,011,402
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."
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
SERVICE CENTER OPERATIONS REPORT, QUARTER 5 PAGE 10
*****************************************************************************
All Region Region Region
Regions 1 2 3
------
======
ACTIVITY REPORT
======
PRODUCT 5-1
Calls 118,083 40,224 28,666 49,193
CSR Cost/Call 11.74 10.00 12.00 13.00
PRODUCT 5-2
Calls 62,426 27,912 20,921 13,593
CSR Cost/Call 11.32 10.00 12.00 13.00
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
TRANSPORTATION COST REPORT, QUARTER 5 PAGE 11
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======Surface Air Emergency
SUB-ASSEMBLY ------
COMPONENTS Cost Volume Cost Volume Cost Volume Total Cost
======------
Plant/DC1: Gamma 4.00 0 4.00 0 4.00 109,713 438,852
Delta 4.00 0 4.00 0 4.00 70,208 280,832
Epsilon 6.00 0 6.00 0 6.00 174,550 1,047,300
CUSTOMER SHIPMENTS
Region 1, Channel 1 ( 25,200 units @ $ 4.00/unit) 100,800
Region 1, Channel 2 ( 32,568 units @ $ 8.00/unit) 260,544
Region 2, Channel 1 ( 12,313 units @ $18.00/unit) 221,634
Region 2, Channel 2 ( 28,991 units @ $28.00/unit) 811,748
Region 3, Channel 1 ( 27,889 units @ $26.00/unit) 725,114
Region 3, Channel 2 ( 28,660 units @ $36.00/unit) 1,031,760
REPLACEMENT PARTS SHIPMENTS TO CUSTOMERS
Region 1, Channel 1 ( 7,971 units @ $ 2.00/unit) 15,942
Region 1, Channel 2 ( 9,928 units @ $ 4.00/unit) 39,712
Region 2, Channel 1 ( 4,209 units @ $ 9.00/unit) 37,881
Region 2, Channel 2 ( 7,584 units @ $14.00/unit) 106,176
Region 3, Channel 1 ( 8,131 units @ $13.00/unit) 105,703
Region 3, Channel 2 ( 5,406 units @ $18.00/unit) 97,308
TOTAL TRANSPORTATION COSTS 5,321,306
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
OTHER DECISION VARIABLES REPORT, QUARTER 5 PAGE 12
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======
INFORMATION TECHNOLOGY
======
Product Cost Report? 0
Replacement Parts Demand Report? 0
Retail Pipeline Report? 0
Service Center Statistics Report? 0
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
FORECASTING ACCURACY REPORT, QUARTER 5 PAGE 13
*****************************************************************************
Region Forecast Actual Accuracy
------
Product 5-1, Channel 1 1 12,434 12,894 96.4%
Product 5-1, Channel 2 1 21,320 20,195 94.4%
Product 5-1, Channel 1 2 7,748 7,002 89.3%
Product 5-1, Channel 2 2 15,480 16,768 92.3%
Product 5-1, Channel 1 3 13,151 13,512 97.3%
Product 5-1, Channel 2 3 26,213 28,660 91.5%
Product 5-2, Channel 1 1 11,392 12,306 92.6%
Product 5-2, Channel 2 1 10,353 12,373 83.7%
Product 5-2, Channel 1 2 5,080 5,311 95.7%
Product 5-2, Channel 2 2 9,157 12,223 74.9%
Product 5-2, Channel 1 3 12,428 14,377 86.4%
SUMMARY: For 11 forecasts, average forecasting accuracy is 90.4%
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 90.4% 93.6% 86.7%
Number of Forecasts 11 6 5
Region-Specific Region Region Region
Forecasting Accuracy Overall 1 2 3
------
Forecasting Accuracy 90.4% 91.8% 88.1% 91.7%
Number of Forecasts 11 4 4 3
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
FORECASTING ACCURACY REPORT, QUARTER 5 PAGE 14
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Quarter Quarter Quarter Quarter Quarter
SALES HISTORY 1 2 3 4 5
------
REGION 1
Product 5-1H, Ch#1 12,434 12,450 12,799 13,463 12,894
Product 5-1H, Ch#2 21,320 23,922 24,178 25,452 20,195
Product 5-2M, Ch#1 11,392 12,969 10,763 9,963 12,306
Product 5-2M, Ch#2 10,353 10,801 10,132 11,591 12,373
REGION 2
Product 5-1H, Ch#1 7,748 9,318 9,785 6,616 7,002
Product 5-1H, Ch#2 15,480 16,153 15,916 16,631 16,768
Product 5-2M, Ch#1 5,080 5,029 4,751 8,505 5,311
Product 5-2M, Ch#2 9,157 8,266 8,639 8,508 12,223
REGION 3
Product 5-1H, Ch#1 13,151 15,493 11,517 16,311 13,512
Product 5-1H, Ch#2 26,213 21,672 25,842 23,526 28,660
Product 5-2M, Ch#1 12,428 12,459 10,643 8,147 14,377
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FIRM 5: ?????????????????????????????????????????????????? INDUSTRY MKT
SET-TOP BOX INDUSTRY BULLETIN, QUARTER 5 PAGE 15
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Welcome to the quarter 5 issue of the Set-Top Box Industry Bulletin.
Notable set-top box industry developments are highlighted in the Bulletin.