1982 Sales 1983 Budget

$ % of Total $ % of Total
Stationary metalworking power tools 12 5.7 14 6
Stationary woodworking power tools 34 16.2 38 16.2
Portable power tools 64 30.5 72 30.8
Hand tools—general shop 72 34.3 76 32.5
Masons', plasterers' and bricklayers' tools 10 4.8 12 5.1
Measuring instruments 18 8.6 22 9.4
Total or averagea
210 700 234 100
First Half 1983 Budget First Half 1983 Sales 1982 Gross Margin
$ % of Total $ % of Total % $ % of Total
6.8 6.6 7 6.6 40 4.8 6.7
16 15.4 15.6 14.7 36 12.2 16.9
28 27 32 30.2 33 21.2 29.4
34 32.8 32 30.2 30 21.6 30
9 8.7 8.8 8.3 50 5 6.9
10 9.6 10.4 9.8 40 7.2 10
103.8 100 105.8 100 34.3 72 100
Potential
Buying power Index
Delaware 0.2712
Maryland 1.9667
District of Columbia 0.2956
Virginia 2.394
West Virginia 0.7694
5.6969

Sales Growth ($ in millions)

U.S.A.
1982 210
1981 186.92
Growth $ 23.08
Growth % 12.3
1981 186.92
1980 170.2
Growth $ 16.72
Growth % 9.8
Average growth % 11.1

Profitability
U.S.A
Gross profit (%)
1982 34.30%
1981 34.8
 % of U.S. Retail Sales
0.2755
1.9251
0.272
2.3734
0.7372
5.5832

Region Capital
99 10.08
88.8 9.52
10.2 0.560000000000001
11.5 5.9
88.8 9.52
79 8.9
9.8 0.619999999999999
12.4 7.0
11.9 6.4

. Region Capital

34.60% 34.00%
35.1 34.5
 Salesperson Sale (1982) % of district First half % of district
1 Eaton 1840.00 18.30 828.00 17.20
2 Burke 1600.00 15.90 752.00 15.60
3 Durfee 1500.00 14.90 780.00 16.20
4 Harlow 1300.00 12.90 638.00 13.20
5 Furness 1220.00 12.10 488.00 10.10
6 Gibson 1120.00 11.10 504.00 10.40
7 Caplan 880.00 8.70 476.00 9.90
8 Alderson 620.00 6.20 360.00 7.50
10080.00 100.00% $4,826 100.00%
Active ccounts Calls
205.00 1120.00
310.00 1350.00
160.00 1470.00
120.00 1525.00
220.00 1075.00
130.00 940.00
307.00 1210.00
458.00 1640.00
1,910 10,330
 Decision
Eaton Promote
Burke Change territory
Durfee Promote
Harlow Promote
Furness Issue a notice
Gibson Issue a notice
Caplan Ask to resign
Alderson Ask to resign

See Sheet 1 for calculations

*Lower rank indicates better performance in that category

Eaton Burke Durfee Harlow Furness Gibson

Sales per expenses 7 4 6 6 3 5
Commission 1 2 3 4 5 6
Accounts 6 4 1 2 3 8
Experience 1 3 6 4 5 2
Expenses 3 5 4 2 7 1
Sales per calls 1 2 4 5 3 2
Sales per active account 3 6 2 1 5 4
Market penetration 5 2 6 7 5 4
Sales Ratio 7 5 3 4 8 6
Sales contribution 1 2 3 4 5 6
%of US retail sales 1 2 4 8 3 7
Buying potential vs sales 4 5 3 1 6 2
Stationary metalwork 4 5 2 1 2 6
Stationary woodwork 4 7 1 2 3 6
Portable power 4 1 3 5 3 3
Hand tools 3 1 6 5 5 3
Masons 4 7 1 3 4 2
Measuring instruments 1 5 2 3 4 2

SUM 60 68 60 67 79 75
Caplan Alderson
2 1 Higher value given lower rank
7 8 Higher commission is better
7 5 Active vs potential accounts
7 8 Higher experience given first rank
8 6 Lower expenses are better
6 7 Higher sales given lower rank
7 8 Higher sales given lower rank
1 3 Higher mkt penetration given lower rank
2 1 82 vs 83 sales
7 8 Higher contribution given lower rank
5 6 Higher value given lower rank
7 8 Lower value of ratio is given a lower rank
4 3 Higher dollar sales % is given a lower rank
5 5 Higher dollar sales % is given a lower rank
2 2 Higher dollar sales % is given a lower rank
2 4 Higher dollar sales % is given a lower rank
6 3 Higher dollar sales % is given a lower rank
5 4 Higher dollar sales % is given a lower rank

90 90 Lower sum is better

 Salesperson Salary Commission Total Expense Grand Total
1 Eaton 40000.00 36800.00 76800.00 8200.00 85000.00
2 Burke 32000.00 32000.00 64000.00 13600.00 77600.00
3 Durfee 22000.00 30000.00 52000.00 8600.00 60600.00
4 Harlow 28000.00 26000.00 54000.00 7800.00 61800.00
5 Furness 26000.00 24400.00 50400.00 14800.00 65200.00
6 Gibson 30000.00 22400.00 52400.00 7000.00 59400.00
7 Caplan 19000.00 17600.00 36600.00 17800.00 54400.00
8 Alderson 14000.00 12400.00 26400.00 14600.00 41000.00
Total 211000.00 201600.00 412600.00 92400.00 505000.00
Average 26375.00 25200.00 51575.00 11550.00 63125.00
 NPA BPI % T US Sales Population Land Area
Eaton 504.00 0.89 0.90 2041.00 1806.00
Gibson 427.00 0.50 0.51 1048.00 6524.00
Furness 358.00 0.85 0.78 1785.00 4239.00
Alderson 933.00 0.85 0.73 2208.00 28738.00
Burke 525.00 0.87 0.89 2121.00 9045.00
Durfee 185.00 0.67 0.77 1138.00 1301.00
Harlow 139.00 0.30 0.27 613.00 61.00
Caplan 883.00 0.77 0.74 1991.00 24070.00
Total 3954.00 5.70 5.58 12945.00 75784.00
Average 494.00 0.71 0.70 1618.00 9473.00
Dollar Sales Eaton Burke Durfee Harlow Furness Gibson Caplan
Stationary metalworking 56 16 106 104 86 34
Stationary woodworking 294 64 300 234 208 134 88
Portable power 534 720 496 364 414 380 282
Hand tools 716 720 300 414 378 414 352
Masons’, etc. 56 148 66 36 68 70
Measuring instruments 184 80 150 118 98 90 88
Total 1,840 1,600 1,500 1,300 1,220 1,120 880

Dollar Sales %
Stationary metalworking 3% 1% 7% 8% 7% 3%
Stationary woodworking 16 4 20 18 17 12 10%
Portable power 29 45 33 28 34 34 32
Hand tools 39 45 20 32 31 37 40
Masons’, etc. 3 10 5 3 6 8
Measuring instruments 10 5 10 9 8 8 10
Total 100% 100% 100% 100% 100% 100% 100%
Alderson Total
18 420
86 1,408
218 3,408
254 3,548
12 456
32 840
620 10,080

3% 4%
14 14
35 34
41 35
2 5
5 8
100% 100%