INDUSTRY: A FIRM: 1 Period 1 2 3 Net Contr. 770 348 711 Budget 1077 986 1066 # Sales Reps Channel 1 15 19 19 Channel 2 5 5 5 Distribution Intensity Channel 1 30 50 50 Channel 2 30 30 30 Commission 5 7 7 Cust.Serv. 100 118 90 BRAND: VoicePro MR Report 3 6 5 7 Ad Dollars 250 280 90 Ad Type P D D Sales Promotion Channel 1 0 0 0 Channel 2 25 25 0 Product Features Feature 1 12 15 16 Feature 2 3 6 7 Feature 3 4 6 4 Wholesale Price Channel 1 150 143 143 Channel 2 150 161 161 Gross Margin/Unit Channel 1 85 53 50 Channel 2 85 71 68 BRAND: Finley MR Report 3 Ad Dollars 0 0 98 Ad Type P Sales Promotion Channel 1 0 0 0 Channel 2 0 0 0 Product Features Feature 1 0 0 3 Feature 2 0 0 4 Feature 3 0 0 3 Wholesale Price Channel 1 0 0 100 Channel 2 0 0 100 Gross Margin/Unit Channel 1 0 0 70 Channel 2 0 0 70 INDICES Aware - P1 0.674 0.736 0.654 Aware - P2 0.000 0.000 0.415 Service 1.077 1.381 0.857 Push - C1 0.432 0.649 0.579 Push - C2 0.342 0.347 0.224 INDUSTRY: A FIRM: 2 Period 1 2 3 Net Contr. - 35 320 - 427 Budget 800 978 800 # Sales Reps Channel 1 16 17 19 Channel 2 2 2 0 Distribution Intensity Channel 1 40 60 60 Channel 2 15 15 0 Commission 5 7 7 Cust.Serv. 116 85 106 BRAND: CogNeato MR Report 1 3 Ad Dollars 251 220 107 Ad Type D P D Sales Promotion Channel 1 0 60 40 Channel 2 0 0 0 Product Features Feature 1 12 13 11 Feature 2 6 7 6 Feature 3 5 7 7 Wholesale Price Channel 1 115 144 123 Channel 2 120 144 0 Gross Margin/Unit Channel 1 39 57 47 Channel 2 44 57 0 BRAND: CogNeato MR Report Ad Dollars 0 0 110 Ad Type P Sales Promotion Channel 1 0 0 0 Channel 2 0 0 0 Product Features Feature 1 0 0 4 Feature 2 0 0 4 Feature 3 0 0 3 Wholesale Price Channel 1 0 0 95 Channel 2 0 0 0 Gross Margin/Unit Channel 1 0 0 61 Channel 2 0 0 0 INDICES Aware - P1 0.725 0.602 0.705 Aware - P2 0.000 0.000 0.460 Service 1.245 0.880 1.182 Push - C1 0.522 0.447 0.258 Push - C2 0.082 0.075 0.000 INDUSTRY: A FIRM: 3 Period 1 2 3 Net Contr. - 945 162 163 Budget 800 927 927 # Sales Reps Channel 1 17 5 4 Channel 2 6 18 20 Distribution Intensity Channel 1 45 25 25 Channel 2 25 45 45 Commission 5 5 5 Cust.Serv. 999 45 60 BRAND: AccuTalk MR Report 1 3 5 1 4 Ad Dollars 0 211 50 Ad Type D D D Sales Promotion Channel 1 75 0 0 Channel 2 10 10 5 Product Features Feature 1 8 10 10 Feature 2 4 4 4 Feature 3 5 8 8 Wholesale Price Channel 1 105 120 120 Channel 2 95 102 102 Gross Margin/Unit Channel 1 51 52 52 Channel 2 41 34 34 BRAND: AccuCom MR Report 4 Ad Dollars 0 0 100 Ad Type D Sales Promotion Channel 1 0 0 0 Channel 2 0 0 23 Product Features Feature 1 0 0 3 Feature 2 0 0 4 Feature 3 0 0 3 Wholesale Price Channel 1 0 0 90 Channel 2 0 0 100 Gross Margin/Unit Channel 1 0 0 60 Channel 2 0 0 70 INDICES Aware - P1 0.275 0.569 0.437 Aware - P2 0.000 0.000 0.497 Service ***** 0.618 0.557 Push - C1 0.790 0.171 0.101 Push - C2 0.364 0.649 0.595 INDUSTRY: A FIRM: 4 Period 1 2 3 Net Contr. 375 1490 251 Budget 993 1185 958 # Sales Reps Channel 1 10 12 12 Channel 2 12 10 13 Distribution Intensity Channel 1 30 35 35 Channel 2 45 45 50 Commission 5 8 8 Cust.Serv. 100 94 94 BRAND: Voxtra MR Report 123 5671 1234567 Ad Dollars 250 150 110 Ad Type D C D Sales Promotion Channel 1 0 0 0 Channel 2 6 0 12 Product Features Feature 1 10 10 11 Feature 2 4 4 4 Feature 3 5 5 5 Wholesale Price Channel 1 105 105 105 Channel 2 105 100 105 Gross Margin/Unit Channel 1 43 43 39 Channel 2 43 38 39 BRAND: Digivox MR Report 3 1 12345 7 Ad Dollars 0 130 140 Ad Type P P Sales Promotion Channel 1 0 0 0 Channel 2 0 0 0 Product Features Feature 1 0 3 5 Feature 2 0 4 4 Feature 3 0 3 7 Wholesale Price Channel 1 0 100 124 Channel 2 0 130 139 Gross Margin/Unit Channel 1 0 70 78 Channel 2 0 100 93 INDICES Aware - P1 0.724 0.489 0.694 Aware - P2 0.000 0.477 0.642 Service 1.077 0.783 0.631 Push - C1 0.357 0.302 0.201 Push - C2 0.590 0.476 0.448 OVERALL INDUSTRY A SUMMARY Period 1 2 3 Tot.Contr. 164 2320 698 # Sales Reps Channel 1 58 53 54 Channel 2 25 35 38 Commission 5.00 6.75 6.75 Tot.Serv.$ 1315 342 350 VRD Unit Sales 101944 108543 93360 $ Sales 21475 24103 20106 Tot. Adv.$ 751 861 357 Sales Promotion Channel 1 75 60 40 Channel 2 41 35 17 Averge Gross Margin/Unit Channel 1 54.50 51.25 47.00 Channel 2 53.25 50.00 47.00 DVC Unit Sales 0 23999 25986 $ Sales 0 4800 5055 Tot. Adv.$ 0 100 448 Sales Promotion Channel 1 0 0 0 Channel 2 0 0 23 Averge Gross Margin/Unit Channel 1 0 70.00 67.25 Channel 2 0 100.00 77.67