INDUSTRY: B FIRM: 1 Period 1 2 3 Net Contr. - 570 - 172 270 Budget 800 800 964 # Sales Reps Channel 1 5 5 4 Channel 2 14 14 15 Distribution Intensity Channel 1 25 25 25 Channel 2 75 75 75 Commission 5 6 6 Cust.Serv. 90 95 95 BRAND: TalkTron MR Report 1 6 3 Ad Dollars 240 275 275 Ad Type P D I Sales Promotion Channel 1 0 0 5 Channel 2 0 17 45 Product Features Feature 1 11 11 10 Feature 2 3 3 3 Feature 3 3 4 4 Wholesale Price Channel 1 90 95 98 Channel 2 85 95 98 Gross Margin/Unit Channel 1 31 34 41 Channel 2 26 34 41 BRAND: MR Report Ad Dollars 0 0 0 Ad Type Sales Promotion Channel 1 0 0 0 Channel 2 0 0 0 Product Features Feature 1 0 0 0 Feature 2 0 0 0 Feature 3 0 0 0 Wholesale Price Channel 1 0 0 0 Channel 2 0 0 0 Gross Margin/Unit Channel 1 0 0 0 Channel 2 0 0 0 INDICES Aware - P1 0.540 0.640 0.738 Aware - P2 0.000 0.000 0.000 Service 0.969 1.324 1.091 Push - C1 0.150 0.180 0.140 Push - C2 0.430 0.492 0.557 INDUSTRY: B FIRM: 2 Period 1 2 3 Net Contr. 46 67 23 Budget 868 881 847 # Sales Reps Channel 1 9 9 12 Channel 2 11 11 9 Distribution Intensity Channel 1 30 33 33 Channel 2 33 33 33 Commission 5 7 7 Cust.Serv. 116 90 100 BRAND: B2PHONE MR Report 1 3 5 1 4 Ad Dollars 194 200 47 Ad Type D D R Sales Promotion Channel 1 0 0 0 Channel 2 0 10 20 Product Features Feature 1 10 11 11 Feature 2 3 4 4 Feature 3 6 6 6 Wholesale Price Channel 1 110 100 105 Channel 2 105 105 105 Gross Margin/Unit Channel 1 49 32 37 Channel 2 44 37 37 BRAND: B2COM MR Report 3 4 Ad Dollars 0 46 160 Ad Type P P Sales Promotion Channel 1 0 0 0 Channel 2 0 0 0 Product Features Feature 1 0 2 4 Feature 2 0 2 5 Feature 3 0 2 5 Wholesale Price Channel 1 0 75 105 Channel 2 0 75 100 Gross Margin/Unit Channel 1 0 57 64 Channel 2 0 57 59 INDICES Aware - P1 0.532 0.507 0.251 Aware - P2 0.000 0.466 0.701 Service 1.245 1.068 1.012 Push - C1 0.301 0.342 0.201 Push - C2 0.359 0.394 0.245 INDUSTRY: B FIRM: 3 Period 1 2 3 Net Contr. 126 486 676 Budget 912 1020 1059 # Sales Reps Channel 1 12 14 12 Channel 2 9 7 9 Distribution Intensity Channel 1 60 70 60 Channel 2 40 40 40 Commission 6 7 7 Cust.Serv. 110 110 110 BRAND: VoiceBox MR Report 23 5 3 Ad Dollars 333 333 250 Ad Type P D P Sales Promotion Channel 1 0 0 0 Channel 2 0 0 0 Product Features Feature 1 10 12 13 Feature 2 5 6 7 Feature 3 5 7 7 Wholesale Price Channel 1 103 125 130 Channel 2 106 130 135 Gross Margin/Unit Channel 1 38 45 43 Channel 2 41 50 48 BRAND: VersaBox MR Report 3 Ad Dollars 0 0 103 Ad Type P Sales Promotion Channel 1 0 0 0 Channel 2 0 0 0 Product Features Feature 1 0 0 2 Feature 2 0 0 2 Feature 3 0 0 2 Wholesale Price Channel 1 0 0 50 Channel 2 0 0 52 Gross Margin/Unit Channel 1 0 0 32 Channel 2 0 0 34 INDICES Aware - P1 0.642 0.712 0.698 Aware - P2 0.000 0.000 0.471 Service 1.184 0.962 0.896 Push - C1 0.569 0.570 0.531 Push - C2 0.338 0.283 0.316 INDUSTRY: B FIRM: 4 Period 1 2 3 Net Contr. 332 - 68 138 Budget 982 800 917 # Sales Reps Channel 1 12 13 13 Channel 2 8 8 9 Distribution Intensity Channel 1 30 30 38 Channel 2 30 30 32 Commission 6 6 7 Cust.Serv. 100 115 110 BRAND: AVCD MR Report 123 45 Ad Dollars 350 300 128 Ad Type D D D Sales Promotion Channel 1 13 15 2 Channel 2 0 3 2 Product Features Feature 1 10 13 13 Feature 2 5 6 6 Feature 3 5 7 7 Wholesale Price Channel 1 107 122 115 Channel 2 112 116 111 Gross Margin/Unit Channel 1 42 38 31 Channel 2 47 32 27 BRAND: FastCom MR Report Ad Dollars 0 0 50 Ad Type D Sales Promotion Channel 1 0 0 2 Channel 2 0 0 2 Product Features Feature 1 0 0 2 Feature 2 0 0 2 Feature 3 0 0 2 Wholesale Price Channel 1 0 0 73 Channel 2 0 0 72 Gross Margin/Unit Channel 1 0 0 55 Channel 2 0 0 54 INDICES Aware - P1 0.708 0.671 0.543 Aware - P2 0.000 0.000 0.254 Service 1.077 0.970 0.959 Push - C1 0.586 0.496 0.498 Push - C2 0.304 0.278 0.316 OVERALL INDUSTRY B SUMMARY Period 1 2 3 Tot.Contr.- 66 312 1106 # Sales Reps Channel 1 38 41 41 Channel 2 42 40 42 Commission 5.50 6.50 6.75 Tot.Serv.$ 416 410 415 VRD Unit Sales 107543 114106 107888 $ Sales 19861 23215 21923 Tot. Adv.$ 1117 1108 700 Sales Promotion Channel 1 13 15 7 Channel 2 0 30 67 Averge Gross Margin/Unit Channel 1 40.00 37.25 38.00 Channel 2 39.50 38.25 38.25 DVC Unit Sales 0 7201 30403 $ Sales 0 948 4287 Tot. Adv.$ 0 46 313 Sales Promotion Channel 1 0 0 2 Channel 2 0 0 2 Averge Gross Margin/Unit Channel 1 0 57.00 50.33 Channel 2 0 57.00 49.00