Price and Channel Strategy

MKT571r10_Week_1.xlsx

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Data

YTD (Jan-June 2016 vs. Jan-June 2015)																			QTD (Apr, May, Jun 2016 vs Apr, May, Jun 2015)								MTD (June 2016 vs. June 2015)
	YTD Days		129		125
	Global Breakout	Revenue	2016 Revenue/Day	PY Revenue	PY2015 Revenue/Day	% Total	PM	Sales	Amt (+/-)	V$	V%	Sales - Avg/Day	Amt(+/-) Days	2016 GP $	2016 GP/Day	2015 GP$	2015 GP/Day	GP- Avg/Day		Global Breakout	Revenue	% Total	PM	Sales	Amt (+/-)	GP		Global Breakout	Revenue	% Total	PM	Sales	Amt (+/-)	GP
		$ 13,644,073	$ 105,768	$ 12,122,016	$ 96,976	100%	59%	12.6%	1,526,779			9.1%	8,792	7,994,127	61,970	7,154,574	57,237	8.3%			$ 7,024,096	100%	58%	8.3%	538,319	6.5%			$ 2,257,102	100%	56%	11.2%	227,334	6.1%
															0
	Domestic	$ 12,085,137	$ 93,683	$ 10,647,682	$ 85,181	89%	60%	13.5%	1,437,439	$ 8,501.78	10.0%	10.0%	8,502	7,214,564	55,927	6,421,904	51,375	8.9%		Domestic	$ 6,145,978	87%	60%	8.0%	455,258	6.6%		Domestic	$ 1,930,466	86%	58%	4.2%	77,811	2.3%
	INTL	$ 1,558,936	$ 12,085	$ 1,474,334	$ 11,795	11%	50%	5.7%	84,068	$ 290.10	2.5%	2.5%	290	779,563	6,043	732,670	5,861	3.1%		INTL	$ 878,119	13%	48%	11.1%	87,733	5.7%		INTL	$ 326,636	14%	42%	83.4%	148,536	52.4%
	Customer Rank	Revenue	2016 Revenue/Day	PY Revenue	PY2015 Revenue/Day	% Total	PM	Sales		V$	V%	Sales - Avg/Day	Amt(+/-) Days	2016 GP $	2016 GP/Day	2015 GP$	2015 GP/Day	GP- Avg/Day		Customer Rank	Revenue	% Total	PM	Sales	Amt (+/-)	GP		Customer Rank	Net Sales	% Total	PM	Sales		GP
	Acquire	$ 1,312,868	$ 10,177	$ 803,316	$ 6,427	10%	58%	63.4%	509,399	$ 3,750.74	58.4%	58.4%	3,751	762,875	5,914	492,426	3,939	50.1%		Acquire	$ 654,170	9%	58%	50.8%	220,370	42.7%		Acquire	$ 219,791	10%	56%	54.3%	77,347	40.2%
	Expand	$ 7,634,424	$ 59,182	$ 7,195,760	$ 57,566	56%	58%	6.1%	438,925	$ 1,615.50	2.8%	2.8%	1,616	4,447,300	34,475	4,225,329	33,803	2.0%		Expand	$ 4,017,070	57%	58%	3.0%	117,002	0.6%		Expand	$ 1,282,340	57%	55%	8.1%	96,087	0.5%
	Retain	$ 3,026,592	$ 23,462	$ 2,719,813	$ 21,759	22%	58%	11.3%	307,282	$ 1,703.45	7.8%	7.8%	1,703	1,764,242	13,676	1,589,546	12,716	7.5%		Retain	$ 1,505,103	21%	59%	10.4%	141,785	10.3%		Retain	$ 477,879	21%	57%	18.0%	72,897	17.3%
	Serve	$ 1,666,355	$ 12,917	$ 1,403,128	$ 11,225	12%	61%	18.8%	263,699	$ 1,692.46	15.1%	15.1%	1,692	1,017,238	7,886	847,273	6,778	16.3%		Serve	$ 843,966	12%	60%	7.4%	58,150	8.0%		Serve	$ 273,533	12%	57%	18.0%	41,725	17.3%
	Non-Coded	$ 3,834	$ 30	$ (1)	$ (0)	0%				$ 29.73	-371611.6%		30	2,472	19	0	0			Non-Coded	$ 3,787	0%						Non-Coded	$ 3,559	0%
	Customer Class	Revenue	2016 Revenue/Day	PY Revenue	PY2015 Revenue/Day	% Total	PM	Sales		V$	V%	Sales - Avg/Day	Amt(+/-) Days	2016 GP $	2016 GP/Day	2015 GP$	2015 GP/Day	GP- Avg/Day		Customer Class	Revenue	% Total	PM	Sales	Amt (+/-)	GP		Customer Class	Net Sales	% Total	PM	Sales		GP
	Commercial	$ 7,195,592	$ 55,780	$ 6,346,456	$ 50,772	53%	61%	13.4%	850,273	$ 5,008.13	9.9%	9.9%	5,008	4,357,276	33,777	3,866,369	30,931	9.2%		Commercial	$ 3,719,525	53%	61%	8.5%	291,391	6.8%		Commercial	$ 1,130,973	50%	60%	1.0%	11,198	-1.0%
	INTL	$ 1,535,905	$ 11,906	$ 1,462,492	$ 11,700	11%	50%	5.0%	73,138	$ 206.30	1.8%	1.8%	206	767,499	5,950	727,297	5,818	2.3%		INTL	$ 868,634	12%	48%	10.9%	85,375	5.2%		INTL	$ 323,990	14%	51%	83.2%	147,140	50.8%
	Municipal	$ 1,634,643	$ 12,672	$ 1,504,204	$ 12,034	12%	62%	8.7%	130,832	$ 638.02	5.3%	5.3%	638	1,011,609	7,842	943,414	7,547	3.9%		Municipal	$ 814,624	12%	63%	1.7%	13,617	1.7%		Municipal	$ 263,030	12%	60%	12.3%	28,809	3.4%
	Reseller - Other	$ 1,386,876	$ 10,751	$ 1,223,131	$ 9,785	10%	62%	13.4%	163,881	$ 965.93	9.9%	9.9%	966	856,222	6,637	783,902	6,271	5.8%		Reseller	$ 721,253	10%	61%	10.9%	70,890	6.8%		Reseller - Other	$ 266,066	12%	57%	26.4%	55,571	14.9%
	Industrial Labs	$ 900,409	$ 6,980	$ 796,598	$ 6,373	7%	59%	13.0%	103,587	$ 607.13	9.5%	9.5%	607	529,808	4,107	470,311	3,762	9.2%		Industrial Labs	$ 464,827	7%	58%	14.2%	57,798	12.8%		Industrial Labs	$ 135,694	6%	59%	-7.4%	-10,844	2.6%
	Government	$ 425,018	$ 3,295	$ 333,627	$ 2,669	3%	60%	27.4%	91,409	$ 625.70	23.4%	23.4%	626	255,667	1,982	201,215	1,610	23.1%		Government	$ 183,030	3%	58%	14.2%	22,759	12.8%		Government	$ 50,261	2%	61%	30.9%	11,865	33.8%
	Resell - Industrial Hygiene	$ 336,569	$ 2,609	$ 302,318	$ 2,419	2%	32%	11.3%	34,171	$ 190.52	7.9%	7.9%	191	106,638	827	96,704	774	6.9%		Resell - Industrial Hygiene	$ 140,804	2%	32%	-8.4%	-12,912	-14.2%		Resell - Industrial Hygiene	$ 43,642	2%	29%	-39.7%	-28,733	-50.1%
	Education	$ 154,662	$ 1,199	$ 128,927	$ 1,031	1%	59%	20.0%	25,777	$ 167.51	16.2%	16.2%	168	90,896	705	83,840	671	5.1%		Education	$ 84,981	1%	61%	2.1%	1,748	-3.8%		Education	$ 35,846	2%	60%	25.6%	7,306	14.4%
	Other	$ 74,399	$ 577	$ 24,263	$ 194	1%				$ 382.63	197.1%	197.1%	383	18,512	144	-18,478	-148			Other	$ 26,418	0%						Other	$ 7,600	0%
	Top Customers	Revenue	2016 Revenue/Day	PY Revenue	PY2015 Revenue/Day	% Total	PM	Sales		V$	V%	Sales - Avg/Day	Amt(+/-) Days	2016 GP $	2016 GP/Day	2015 GP$	2015 GP/Day	GP- Avg/Day		Top Customers	Revenue	% Total	PM	Sales	Amt (+/-)	GP		Top Customers	Net Sales	% Total	PM	Sales		GP
	ABC Corp	$ 601,368	$ 4,662	$ 526,035	$ 4,208	4%	64%	14.3%	75,237	$ 453.49	10.8%	10.8%	453	383,326	2,972	334,312	2,674	11.1%		ABC Corp	$ 332,350	5%	63%	7.2%	22,322	4.2%		ABC Corp	$ 87,955	4%	62%	-2.6%	-2,348	-10.9%
	Fish Limited	$ 480,717	$ 3,726	$ 361,180	$ 2,889	4%	66%	33.1%	119,547	$ 837.05	29.0%	29.0%	837	317,156	2,459	245,501	1,964	25.2%		Fish Limited	$ 239,460	3%	67%	18.1%	36,700	16.3%		Fish Limited	$ 76,813	3%	66%	6.4%	4,620	1.3%
	Delta Appliance	$ 424,678	$ 3,292	$ 434,749	$ 3,478	3%	53%	-2.3%	-9,998	$ (185.91)	-5.3%	-5.3%	-186	223,804	1,735	213,003	1,704	1.8%		Delta Appliance	$ 230,032	3%	53%	-21.0%	-61,148	14.7%		Delta Appliance	$ 75,000	3%	-1%	5258.2%	73,600	-164.1%
	ALPS Company	$ 398,347	$ 3,088	$ 359,664	$ 2,877	3%	61%	10.8%	38,828	$ 210.65	7.3%	7.3%	211	242,652	1,881	209,246	1,674	12.4%		ALPS Company	$ 226,766	3%	61%	8.8%	18,341	12.3%		ALPS Company	$ 60,179	3%	59%	-10.7%	-7,211	-10.4%
	Here4U	$ 269,038	$ 2,086	$ 195,970	$ 1,568	2%	59%	37.3%	73,089	$ 517.81	33.0%	33.0%	518	159,324	1,235	112,163	897	37.6%		Here4U	$ 119,433	2%	59%	31.9%	28,885	28.0%		Here4U	$ 56,444	3%	52%	100.0%	28,222
	XYZ Inc	$ 208,819	$ 1,619	$ 170,238	$ 1,362	2%	29%	22.7%	38,632	$ 256.85	18.9%	18.9%	257	61,160	474	56,107	449	5.6%		XYZ Inc	$ 117,490	2%	11%	213.1%	79,965	16.8%		XYZ Inc	$ 51,610	2%	56%	-23.0%	-15,416	-0.5%
	Expert Engineers	$ 207,066	$ 1,605	$ 195,121	$ 1,561	2%	52%	6.1%	11,905	$ 44.19	2.8%	2.8%	44	108,392	840	108,975	872	-3.6%		Expert Engineers	$ 104,936	1%	52%	22.1%	18,993	8.6%		Expert Engineers	$ 35,156	2%	57%	-8.2%	-3,140	-11.3%
	Check Gmbh	$ 201,704	$ 1,564	$ 127,829	$ 1,023	1%	49%	57.8%	73,881	$ 540.96	52.9%	52.9%	541	99,645	772	72,724	582	32.8%		Check Gmbh	$ 100,171	1%	48%	2835.2%	96,758	3186.6%		Check Gmbh	$ 31,740	1%	45%	-7.1%	-2,426	-27.9%
	Francios and Sons	$ 186,532	$ 1,446	$ 120,018	$ 960	1%	49%	55.4%	66,499	$ 485.84	50.6%	50.6%	486	90,407	701	50,892	407	72.1%		Francios and Sons	$ 96,755	1%	50%	-7.0%	-7,283	-16.9%		Francios and Sons	$ 29,154	1%	54%	3.7%	1,040	5.0%
	Euro Ltd	$ 177,660	$ 1,377	$ 151,851	$ 1,215	1%	54%	17.0%	25,814	$ 162.40	13.4%	13.4%	162	96,319	747	90,627	725	3.0%		Euro Ltd	$ 75,156	1%	55%	19.1%	12,053	19.1%		Euro Ltd	$ 28,452	1%	58%	126.6%	15,896	119.5%
	Marketing Accounts	$ 2,759,521	$ 21,392	$ 2,503,663	$ 20,029	20%	63%	10.2%	255,418	$ 1,362.33	6.8%	6.8%	1,362	1,741,295	13,498	1,591,269	12,730	6.0%		Marketing Accounts	$ 1,381,927	20%	63%	8.9%	112,940	6.3%		Marketing Accounts	$ 447,025	20%	56%	6.4%	26,889	6.8%

Definitions

YTD		Year to Date
QTD		Quarter to Date
MTD		Month to Date
YTD Days		number of selling days in the current year (or comparable year, depending on location in header)
Days Adj		Days Adjusted---in finance, each month may have a different number of reporting/selling days based on how a quarter is measured. Some companies use a 5 week, 4 week, 4 week quarter to standardize the reporting/selling days. Days adjusted means that when comparing different years you are comparing the same number of days.
Domestic		United States
INTL		International or ROW (Rest of World)
PM		Prior Month
V$		Growth in dollars
V%		Growth percent
GP		Gross Profit
Customer Rank		Classification schema for determining selling activities. Acquire-gain new customers, Expand-grow within customer, Retain-keep customer, Serve-get service business in addition to product sales, non-coded--not coded
Customer Class		Classification schema by industry or area. Commercial-US/domestic. Used when not classifed by industry type. INTL-international customers. Municipal-self-explanatory. Reseller-other--resellers of your products to other end users except where classifed ( i.e. Reseller-Industrial hygiene). Industrial labs, Governement, Education--specific classifications. Other--catch all when not a company cannot be classified in one of the previous categories.