INDUSTRY: C FIRM: 1 Period 1 2 3 Net Contr. - 233 316 390 Budget 800 977 997 # Sales Reps Channel 1 10 11 12 Channel 2 14 14 13 Distribution Intensity Channel 1 30 30 30 Channel 2 40 40 45 Commission 5 6 5 Cust.Serv. 77 77 79 BRAND: Vsmart MR Report 1 34 6 1 4 Ad Dollars 250 165 250 Ad Type D D D Sales Promotion Channel 1 0 20 17 Channel 2 0 30 8 Product Features Feature 1 11 12 13 Feature 2 3 3 3 Feature 3 4 4 5 Wholesale Price Channel 1 100 130 140 Channel 2 90 100 111 Gross Margin/Unit Channel 1 39 65 69 Channel 2 29 35 40 BRAND: IQsmart MR Report Ad Dollars 0 0 30 Ad Type P Sales Promotion Channel 1 0 0 1 Channel 2 0 0 1 Product Features Feature 1 0 0 2 Feature 2 0 0 1 Feature 3 0 0 1 Wholesale Price Channel 1 0 0 74 Channel 2 0 0 74 Gross Margin/Unit Channel 1 0 0 61 Channel 2 0 0 61 INDICES Aware - P1 0.633 0.507 0.645 Aware - P2 0.000 0.000 0.150 Service 0.829 0.813 0.760 Push - C1 0.405 0.543 0.399 Push - C2 0.546 0.656 0.397 INDUSTRY: C FIRM: 2 Period 1 2 3 Net Contr. 401 1033 1082 Budget 1000 1121 1128 # Sales Reps Channel 1 10 12 14 Channel 2 8 9 9 Distribution Intensity Channel 1 30 30 50 Channel 2 30 30 40 Commission 5 8 8 Cust.Serv. 100 100 101 BRAND: UltraVox MR Report 12345671 3 Ad Dollars 150 300 220 Ad Type D D C Sales Promotion Channel 1 35 40 40 Channel 2 10 20 20 Product Features Feature 1 12 15 16 Feature 2 6 6 6 Feature 3 5 4 4 Wholesale Price Channel 1 150 160 158 Channel 2 166 179 170 Gross Margin/Unit Channel 1 74 74 68 Channel 2 90 93 80 BRAND: MicroVox MR Report Ad Dollars 0 0 144 Ad Type D Sales Promotion Channel 1 0 0 10 Channel 2 0 0 10 Product Features Feature 1 0 0 3 Feature 2 0 0 1 Feature 3 0 0 5 Wholesale Price Channel 1 0 0 70 Channel 2 0 0 75 Gross Margin/Unit Channel 1 0 0 45 Channel 2 0 0 50 INDICES Aware - P1 0.479 0.674 0.574 Aware - P2 0.000 0.000 0.696 Service 1.077 1.274 0.962 Push - C1 0.525 0.741 0.490 Push - C2 0.375 0.582 0.395 INDUSTRY: C FIRM: 3 Period 1 2 3 Net Contr. 265 987 628 Budget 962 1114 1050 # Sales Reps Channel 1 12 12 13 Channel 2 10 10 10 Distribution Intensity Channel 1 50 50 50 Channel 2 35 35 35 Commission 7 7 7 Cust.Serv. 106 86 103 BRAND: Inotech MR Report 123 5 4 6 1 3 Ad Dollars 300 320 290 Ad Type D D D Sales Promotion Channel 1 30 20 0 Channel 2 20 0 0 Product Features Feature 1 9 11 13 Feature 2 4 6 6 Feature 3 4 6 6 Wholesale Price Channel 1 105 145 155 Channel 2 105 150 158 Gross Margin/Unit Channel 1 49 71 73 Channel 2 49 76 76 BRAND: Ubervox MR Report 1 3 Ad Dollars 0 0 75 Ad Type D 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 63 Channel 2 0 0 66 Gross Margin/Unit Channel 1 0 0 45 Channel 2 0 0 48 INDICES Aware - P1 0.687 0.718 0.717 Aware - P2 0.000 0.000 0.438 Service 1.141 0.813 0.961 Push - C1 0.512 0.502 0.329 Push - C2 0.599 0.521 0.338 INDUSTRY: C FIRM: 4 Period 1 2 3 Net Contr. 628 870 154 Budget 1050 1094 924 # Sales Reps Channel 1 10 10 12 Channel 2 10 12 12 Distribution Intensity Channel 1 30 30 50 Channel 2 30 30 50 Commission 6 6 8 Cust.Serv. 100 100 75 BRAND: AccuVox MR Report 1 3 5 71 1 Ad Dollars 335 200 150 Ad Type D D D Sales Promotion Channel 1 0 0 30 Channel 2 0 0 30 Product Features Feature 1 10 10 12 Feature 2 3 4 4 Feature 3 6 8 8 Wholesale Price Channel 1 125 125 145 Channel 2 135 135 100 Gross Margin/Unit Channel 1 64 57 69 Channel 2 74 67 24 BRAND: ActiVox MR Report 1 1 3 Ad Dollars 0 150 140 Ad Type P D Sales Promotion Channel 1 0 9 10 Channel 2 0 0 10 Product Features Feature 1 0 3 6 Feature 2 0 2 3 Feature 3 0 2 2 Wholesale Price Channel 1 0 75 100 Channel 2 0 80 85 Gross Margin/Unit Channel 1 0 53 63 Channel 2 0 58 48 INDICES Aware - P1 0.717 0.586 0.491 Aware - P2 0.000 0.472 0.733 Service 1.077 1.037 0.627 Push - C1 0.449 0.391 0.380 Push - C2 0.468 0.412 0.376 OVERALL INDUSTRY C SUMMARY Period 1 2 3 Tot.Contr. 1060 3206 2254 # Sales Reps Channel 1 42 45 51 Channel 2 42 45 44 Commission 5.75 6.75 7.00 Tot.Serv.$ 383 363 358 VRD Unit Sales 102160 114252 110501 $ Sales 21325 27964 27045 Tot. Adv.$ 1035 985 910 Sales Promotion Channel 1 65 80 87 Channel 2 30 50 58 Averge Gross Margin/Unit Channel 1 56.50 66.75 69.75 Channel 2 60.50 67.75 55.00 DVC Unit Sales 0 12000 28823 $ Sales 0 1631 4034 Tot. Adv.$ 0 150 345 Sales Promotion Channel 1 0 9 21 Channel 2 0 0 21 Averge Gross Margin/Unit Channel 1 0 53.00 53.50 Channel 2 0 58.00 51.75