INDUSTRY A FIRM 3 Period 3 Results **************** Financial Summary **************** AccuTalk Channel 1 Channel 2 Total -------- Units Sold 2079 22525 24604 Wholesale Price $120.00 $102.00 Unit Cost $68.00 $68.00 Gross Sales $249,480 $2,297,550 $2,547,030 Cost of Goods Sold $141,372 $1,531,700 $1,673,072 Transfer Charges $59,764 Gross Margin $814,194 Expenses Advertising $50,000 Sales Force-Salary $62,882 $314,408 $377,290 -Firing Costs $0 -Commission $12,474 $114,878 $127,352 Customer Service $47,161 Sales Promotion $0 $5,000 $5,000 R&D for Product Modifications $0 Marketing Research $15,000 Total Expenses $621,802 Net Contribution (Loss) $192,392 AccuCom Channel 1 Channel 2 Total ------- Units Sold 894 5804 6698 Wholesale Price $90.00 $100.00 Unit Cost $30.00 $30.00 Gross Sales $80,460 $580,400 $660,860 Cost of Goods Sold $26,820 $174,120 $200,940 Transfer Charges $23,859 Gross Margin $436,061 Expenses Advertising $100,000 Sales Force-Salary $17,118 $85,592 $102,710 -Firing Costs $0 -Commission $4,023 $29,020 $33,043 Customer Service $12,839 Sales Promotion $0 $23,000 $23,000 R&D for Product Modifications $179,000 Marketing Research $15,000 Total Expenses $465,592 Net Contribution (Loss) (- $29,531) Total Contribution (Loss) $162,861 Budget for Next Period: $927,000 ( 25% of Industry Total) *************** Production Summary **************** Requested Actual Units Inventory Unit Brand Production Production Sold Transferred Cost _____ __________ __________ ____ ___________ ____ AccuTalk 38,079 30,463 24,604 5,859 $68.00 AccuCom 15,000 12,000 6,698 5,302 $30.00 *************** Industry Sales Report *************** VRD Unit Market Share $ Sales Market Share Brand Sales (Units) (Retail) ($ Sales) ----- ----- ------- -------- --------- VoicePro 30,437 0.326 $8,460,143 0.421 CogNeato 13,714 0.147 $3,367,061 0.167 AccuTalk 24,604 0.264 $4,030,655 0.200 Voxtra 24,605 0.264 $4,247,746 0.211 Total 93,360 $20,105,605 Unit $ Channel Sales Sales ------- ----- ----- 1 45,698 $11,973,567 2 47,662 $8,132,038 DVC Unit Market Share $ Sales Market Share Brand Sales (Units) (Retail) ($ Sales) ----- ----- ------- -------- --------- Finley 6,325 0.243 $1,177,388 0.233 CogNeato 2,438 0.094 $463,220 0.092 AccuCom 6,698 0.258 $1,045,275 0.207 Digivox 10,525 0.405 $2,368,757 0.469 Total 25,986 $5,054,641 Unit $ Channel Sales Sales ------- ----- ----- 1 11,216 $2,366,876 2 14,770 $2,687,765 ********** Product Features & Prices Report *********** Average Average VRD Special Error Ease of Retail Price Retail Price Brand Commands Protection Learning Channel 1 Channel 2 ----- -------- ---------- -------- --------- --------- VoicePro 16 7 4 $286.00 $247.69 CogNeato 11 6 7 $245.52 $189.23 AccuTalk 10 4 8 $240.00 $156.79 Voxtra 11 4 5 $210.00 $160.96 Average Average DVC Number Similarity Ability to Retail Price Retail Price Brand of Tasks of Commands Customize Channel 1 Channel 2 ----- -------- ----------- --------- --------- --------- Finley 3 4 3 $200.00 $153.84 CogNeato 4 4 3 $190.00 $146.15 AccuCom 3 4 3 $180.00 $152.37 Digivox 5 4 7 $248.00 $213.84 *************** Marketing Activity Report *************** (Data Reported Is from Period 3) VRD VoicePro CogNeato AccuTalk Voxtra -------- -------- -------- ------ Advertising Dollars $90,000 $107,000 $50,000 $110,000 Advertising Type Direct Direct Direct Direct Sales Promotion Channel 1 $0 $40,000 $0 $0 Channel 2 $0 $0 $5,000 $12,000 Number of Sales Reps Channel 1 19 19 4 12 Channel 2 5 0 20 13 Commission 7% 7% 5% 8% Customer Service $90,000 $106,000 $60,000 $94,000 DVC Finley CogNeato AccuCom Digivox ------ -------- ------- ------- Advertising Dollars $98,000 $110,000 $100,000 $140,000 Advertising Type Pioneering Pioneering Direct Pioneering Sales Promotion Channel 1 $0 $0 $0 $0 Channel 2 $0 $0 $23,000 $0 ********** Report 4: Marketing Effectiveness Report ********** # of Competitors # of Competitors with with lower equal or higher Index Index Index ------ ------ ------ Brand Awareness - AccuTalk 0.437 0 3 Brand Awareness - AccuCom 0.497 2 1 Customer Service Consumer Group Rating 56% Industry Average Rating 81% Channel 1: Sales Rep Workload Index 263% Dealer Satisfaction 0.714 1 2 Channel Strength ("Push") 0.101 0 3 Channel 2: Sales Rep Workload Index 75% Dealer Satisfaction 1.075 3 0 Channel Strength ("Push") 0.595 3 0