3-4 Slides With 150 Word Speaker Notes Per Slide

3-4 Slides With 150 Word Speaker Notes Per Slide

As a team, use your textbook(s), course materials, and Internet sources to prepare a PowerPoint presentation of 15–20 slides that justifies your strategic decisions from Competition Round one. The team will need to provide an executive summary, a synopsis of the key decisions from each organizational role, the overall impact of your decisions, and the strategic adjustments that are being considered for Competition Round two.

Page 1 Front Page Page 2 Stocks & Bonds Page 3 Financial Summary Page 4 Production Analysis

Page 5 Traditional Segment Analysis Page 6 Low End Segment Analysis Page 7 High End Segment Analysis Page 8 Performance Segment Analysis Page 9 Size Segment Analysis

Page 10 Market Share Page 11 Perceptual Map Page 12 HR/TQM Report

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Round: 1 Dec. 31, 2017 C77783

Andrews William Atkin Lemar Davis Rosa E. Domenech Carolyn Ekstrand Shannon G Fox Deborah Spicer-Yates Katherine Wieland

Baldwin Michael Broom Patrick K Johnson Susan Quisenberry Kennedy Lorraine Rawls Susan Solomon Jessica Steigerwald

Chester Tabitha Darrow Tonie Kirkland Christina Meisenheimer Deanna Nichols Crystal Dianne Pettway Enrique Ramirez

Digby Wanda Anderson Samantha Benjamin Thaddieus J Duley Jacqueath Gaines Katlyn Read Peggy Vanderhorst

Erie

Ferris

Selected Financial Statistics Andrews Baldwin Chester Digby Erie Ferris ROS 3.7% -1.4% 0.5% -4.4% 5.5% 7.4% Asset Turnover 0.76 0.96 0.86 1.03 1.08 1.37 ROA 2.8% -1.4% 0.4% -4.5% 5.9% 10.1% Leverage (Assets/Equity) 2.2 2.3 2.2 2.8 2.0 1.9 ROE 6.1% -3.2% 0.9% -12.6% 11.6% 19.2% Emergency Loan $0 $10,509,985 $0 $21,249,135 $0 $0 Sales $104,815,635 $102,391,278 $114,820,098 $113,294,657 $125,261,045 $129,768,032 EBIT $14,404,565 $4,893,147 $8,624,523 $985,510 $17,002,384 $19,789,205 Profits $3,830,522 ($1,484,454) $533,055 ($4,981,467) $6,881,066 $9,560,257 Cumulative Profit $8,019,030 $2,704,053 $4,721,562 ($792,960) $11,069,573 $13,748,764 SG&A / Sales 8.3% 12.8% 13.0% 13.4% 8.9% 12.4% Contrib. Margin % 32.0% 25.7% 29.6% 21.7% 29.1% 32.9%

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Stocks & Bonds C77783 Round: 1

December 31 , 2017

Stock Market Summary Company Close Change Shares MarketCap ($M) Book Value EPS Dividend Yield P/E Andrews $38.26 $4.00 2,399,957 $92 $26.28 $1.60 $1.00 2.6% 23.9 Baldwin $21.94 ($12.32) 2,000,000 $44 $23.23 ($0.74) $0.00 0.0% -29.6 Chester $32.76 ($1.49) 2,399,957 $79 $25.91 $0.22 $0.00 0.0% 146.8 Digby $7.83 ($26.42) 1,953,260 $15 $20.17 ($2.55) $1.00 12.8% -3.1 Erie $43.71 $9.46 2,128,085 $93 $27.82 $3.23 $0.00 0.0% 13.5 Ferris $49.28 $15.03 2,000,000 $99 $24.90 $4.78 $3.85 7.8% 10.3

Bond Market Summary Company Series# Face Yield Close$ S&P Andrews 12.5S2020 $13,817,488 12.4% 100.72 CCC 14.0S2022 $20,850,000 13.2% 106.46 CCC 11.3S2027 $20,000,000 11.9% 94.96 CCC Baldwin 11.0S2018 $6,950,000 11.1% 98.75 CCC 12.5S2020 $13,900,000 12.5% 100.24 CCC 14.0S2022 $20,850,000 13.2% 105.71 CCC 11.3S2027 $1,000,000 12.0% 93.89 CCC Chester 11.0S2018 $6,950,000 11.1% 98.93 CCC 12.5S2020 $13,900,000 12.4% 100.72 CCC 14.0S2022 $20,850,000 13.2% 106.46 CCC 11.3S2027 $10,431,000 11.9% 94.96 CCC Digby 11.0S2018 $2,929,426 11.2% 98.14 C 12.5S2020 $13,900,000 12.7% 98.59 C 14.0S2022 $20,850,000 13.6% 103.16 C 11.3S2027 $3,000,000 12.5% 90.27 C Erie 11.0S2018 $3,809,769 11.1% 99.37 B 12.5S2020 $13,900,000 12.3% 101.93 B 14.0S2022 $20,850,000 12.9% 108.35 B Ferris 12.5S2020 $5,899,561 12.2% 102.42 B 14.0S2022 $20,850,000 12.8% 109.13 B

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Financial Summary C77783 Round: 1December 31, 2017

Cash Flow Statement Survey Andrews Baldwin Chester Digby Erie Ferris Cash flows from operating activities Net Income (Loss) $3,831 ($1,484) $533 ($4,981) $6,881 $9,560 Adjustment for non-cash items: Depreciation $8,731 $8,307 $9,187 $8,149 $7,987 $5,853 Extraordinary gains/losses/writeoffs ($33) $0 $0 ($21) $131 $774 Changes in current assets and liabilities: Accounts payable ($425) $399 $1,157 $1,756 $529 $241 Inventory ($5,355) ($11,257) ($16,347) ($15,691) $1,372 $3,359 Accounts receivable ($308) ($108) ($1,130) ($1,004) ($1,988) ($2,358) Net cash from operations $6,441 ($4,144) ($6,600) ($11,793) $14,911 $17,428

Cash flows from investing activities Plant improvements (net) ($17,160) ($10,800) ($24,000) ($8,436) ($9,080) $15,220 Cash flows from financing activities Dividends paid ($2,400) $0 $0 ($1,953) $0 ($7,699) Sales of common stock $13,700 $0 $13,700 $400 $4,387 $0 Purchase of common stock $0 $0 $0 ($2,001) $0 $0 Cash from long term debt issued $20,000 $1,000 $10,431 $3,000 $0 $0 Early retirement of long term debt ($7,000) $0 $0 ($4,000) ($3,124) ($15,211) Retirement of current debt $0 $0 $0 $0 $0 $0 Cash from current debt borrowing $15,000 $0 $12,000 $100 $11,359 $11,359 Cash from emergency loan $0 $10,510 $0 $21,249 $0 $0

Net cash from financing activities $39,300 $11,510 $36,131 $16,795 $12,622 ($11,551) Net change in cash position $28,581 ($3,434) $5,531 ($3,434) $18,453 $21,097

Balance Sheet Survey Andrews Baldwin Chester Digby Erie Ferris Cash $32,015 $0 $8,964 $0 $21,886 $24,530 Accounts Receivable $8,615 $8,416 $9,437 $9,312 $10,295 $10,666 Inventory $13,972 $19,874 $24,965 $24,309 $7,246 $5,259 Total Current Assets $54,602 $28,290 $43,367 $33,620 $39,427 $40,455 Plant and equipment $130,960 $124,600 $137,800 $122,236 $119,800 $87,800 Accumulated Depreciation ($46,664) ($46,240) ($47,120) ($46,082) ($42,987) ($33,520) Total Fixed Assets $84,296 $78,360 $90,680 $76,154 $76,813 $54,280 Total Assets $138,898 $106,650 $134,047 $109,774 $116,241 $94,735

Accounts Payable $6,159 $6,982 $7,741 $8,339 $7,112 $6,824 Current Debt $15,000 $10,510 $12,000 $21,349 $11,359 $11,359 Long Term Debt $54,667 $42,700 $52,131 $40,679 $38,560 $26,750 Total Liabilities $75,826 $60,192 $71,872 $70,368 $57,030 $44,932 Common Stock $32,060 $18,360 $32,060 $17,983 $22,747 $18,360 Retained Earnings $31,013 $28,098 $30,115 $21,423 $36,463 $31,443 Total Equity $63,072 $46,457 $62,175 $39,406 $59,210 $49,803 Total Liabilities & Owners’ Equity $138,898 $106,650 $134,047 $109,774 $116,241 $94,735

Income Statement Survey Andrews Baldwin Chester Digby Erie Ferris Sales $104,816 $102,391 $114,820 $113,295 $125,261 $129,768 Variable Costs (Labor, Material, Carry) $71,250 $76,081 $80,826 $88,688 $88,770 $87,013 Depreciation $8,731 $8,307 $9,187 $8,149 $7,987 $5,853 SGA (R&D, Promo, Sales, Admin) $8,673 $13,060 $14,977 $15,233 $11,105 $16,111 Other (Fees, Writeoffs, TQM, Bonuses) $1,757 $50 $1,207 $239 $397 $1,002 EBIT $14,405 $4,893 $8,625 $986 $17,002 $19,789 Interest (Short term, Long term) $8,391 $7,177 $7,788 $8,649 $6,200 $4,781 Taxes $2,105 ($799) $293 ($2,682) $3,781 $5,253 Profit Sharing $78 $0 $11 $0 $140 $195 Net Profit $3,831 ($1,484) $533 ($4,981) $6,881 $9,560

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Production Analysis C77783 Round: 1December 31, 2017

Production Information

Name Primary

Segment Units Sold

Unit Inven

tory Revision Date Age

Dec.31 MTBF Pfmn

Coord Size

Coord Price Material

Cost Labor Cost

Contr. Marg.

2nd Shift &

Over- time

Auto mation

Next Round

Capacity Next

Round Plant Utiliz.

Able Trad 1,028 145 6/6/2017 2.3 18500 6.0 14.0 $29.50 $11.46 $7.85 33% 0% 4.8 1,800 55% Acre Low 1,579 262 6/15/2017 3.1 13000 3.4 16.5 $23.00 $7.21 $7.46 34% 30% 5.0 1,400 129% Adam High 395 166 10/9/2017 1.5 21000 8.9 11.1 $40.00 $15.16 $8.97 36% 0% 5.5 900 58% Aft Pfmn 411 0 3/10/2017 2.2 26000 9.6 15.5 $31.00 $15.24 $8.97 21% 0% 4.0 600 56% Agape Size 292 146 5/25/2014 3.6 19000 4.0 11.0 $33.00 $12.60 $8.97 29% 0% 3.0 600 63% Baker Trad 949 625 11/21/2013 4.1 17500 5.5 14.5 $24.00 $10.65 $7.85 15% 0% 4.0 1,800 77% Bead Low 1,174 0 1/29/2017 5.6 12000 3.0 17.0 $19.00 $6.45 $6.73 29% 0% 5.0 1,400 81% Bid High 678 0 9/10/2017 1.5 23000 8.9 11.1 $38.00 $15.76 $8.97 35% 0% 3.0 900 71% Bold Pfmn 434 229 4/2/2017 2.1 25000 9.4 16.0 $33.00 $14.67 $8.97 22% 0% 3.0 900 98% Buddy Size 574 114 4/8/2017 2.2 18000 4.2 10.6 $30.00 $12.62 $9.19 24% 5% 3.0 900 104% Cake Trad 1,268 35 6/9/2017 2.3 18500 5.0 15.0 $29.50 $10.44 $7.85 36% 0% 5.5 1,800 62% Cedar Low 1,841 0 6/17/2017 3.1 14000 2.5 17.5 $21.00 $6.54 $7.46 31% 30% 5.0 1,400 129% Cid High 387 297 1/5/2018 2.7 23000 8.0 12.0 $39.50 $14.84 $8.97 33% 0% 4.0 900 72% Coat Pfmn 404 664 6/20/2019 3.5 25000 9.4 15.5 $32.00 $14.81 $10.67 4% 67% 5.0 600 165% Cure Size 335 0 11/6/2017 1.9 20000 5.0 10.0 $31.50 $13.86 $8.97 30% 0% 5.0 600 45% Daze Trad 1,288 253 9/9/2017 2.2 16500 6.5 14.0 $26.50 $11.12 $7.85 26% 0% 4.5 1,800 75% Dell Low 1,841 0 7/28/2019 5.6 14000 3.0 17.0 $19.00 $7.05 $7.46 22% 30% 5.0 1,400 129% Dixie High 436 0 2/2/2019 2.7 23000 8.0 12.0 $30.00 $14.84 $8.97 19% 0% 3.0 902 44% Dot Pfmn 578 22 8/28/2017 1.9 28000 9.4 14.5 $33.00 $16.05 $8.97 25% 0% 3.0 600 87% Dune Size 381 795 3/12/2019 3.6 19000 4.0 11.0 $31.50 $12.60 $10.95 5% 88% 5.0 600 186% Eat Trad 1,631 92 3/17/2017 2.4 16500 5.6 14.5 $27.50 $10.40 $8.21 30% 11% 5.0 1,400 110% Ebb Low 2,316 0 1/15/2017 5.6 13000 3.0 17.0 $20.00 $6.75 $7.97 25% 64% 6.0 1,400 163% Echo High 347 89 12/23/2017 1.4 17000 7.0 12.9 $39.50 $12.08 $8.97 37% 0% 4.0 900 44% Edge Pfmn 300 74 6/30/2014 3.5 25000 9.4 15.5 $34.50 $14.81 $8.97 28% 0% 3.0 600 50% Egg Size 290 70 12/24/2018 3.6 19000 4.0 11.0 $34.50 $12.60 $8.97 34% 0% 3.0 600 50% Fast Trad 1,565 109 3/3/2017 2.5 17500 5.6 14.5 $29.50 $10.70 $8.59 33% 25% 4.0 1,200 124% Feat Low 1,673 0 1/15/2017 5.6 13000 3.0 17.0 $22.00 $6.75 $7.98 32% 65% 5.0 1,000 163% Fist High 472 63 12/22/2017 1.4 24000 9.1 10.9 $39.50 $16.26 $8.97 37% 0% 3.0 500 99% Foam Pfmn 430 44 11/10/2017 1.8 26000 10.6 14.8 $34.50 $16.11 $8.97 28% 0% 4.0 600 66% Fume Size 386 23 12/10/2017 1.8 19000 4.7 9.6 $34.50 $13.73 $8.97 36% 0% 4.0 600 58%

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Traditional Market Segment Analysis C77783 Round: 1December 31, 2017

Traditional Statistics Total Industry Unit Demand 8,067 Actual Industry Unit Sales 8,067 Segment % of Total Industry 31.4%

Next Year’s Segment Growth Rate 9.2%

Traditional Customer Buying Criteria Expectations Importance 1. Age Ideal Age = 2.0 47% 2. Price $19.50 – 29.50 23% 3. Ideal Position Pfmn 5.7 Size 14.3 21% 4. Reliability MTBF 14000-19000 9%

Perceptual Map for Traditional Segment

Top Products in Traditional Segment

Name Market Share

Units Sold to Seg

Revision Date Stock Out

Pfmn Coord

Size Coord

List Price MTBF

Age Dec.31

Promo Budget

Cust. Aware- ness

Sales Budget

Cust. Access- ibility

Dec. Cust. Survey

Eat 20% 1,576 3/17/2017 5.6 14.5 $27.50 16500 2.44 $1,050 60% $1,015 51% 33 Fast 19% 1,516 3/3/2017 5.6 14.5 $29.50 17500 2.46 $1,100 61% $1,175 54% 31 Cake 15% 1,249 6/9/2017 5.0 15.0 $29.50 18500 2.33 $1,500 73% $1,000 51% 32 Daze 15% 1,234 9/9/2017 6.5 14.0 $26.50 16500 2.20 $1,500 73% $1,500 58% 40 Able 12% 952 6/6/2017 6.0 14.0 $29.50 18500 2.33 $500 43% $500 41% 27 Baker 10% 775 11/21/2013 5.5 14.5 $24.00 17500 4.10 $600 46% $600 43% 12 Acre 3% 237 6/15/2017 3.4 16.5 $23.00 13000 3.07 $400 39% $500 41% 4 Ebb 1% 103 1/15/2017 YES 3.0 17.0 $20.00 13000 5.60 $1,050 58% $1,015 51% 1 Dixie 1% 94 2/2/2019 YES 8.0 12.0 $30.00 23000 2.70 $600 42% $600 58% 6 Dell 1% 93 7/28/2019 YES 3.0 17.0 $19.00 14000 5.60 $1,000 56% $800 58% 1 Feat 1% 81 1/15/2017 YES 3.0 17.0 $22.00 13000 5.60 $1,100 59% $1,175 54% 0 Cedar 1% 77 6/17/2017 YES 2.5 17.5 $21.00 14000 3.07 $900 53% $900 51% 0

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Low End Market Segment Analysis C77783 Round: 1December 31, 2017

Low End Statistics Total Industry Unit Demand 10,009 Actual Industry Unit Sales 10,009 Segment % of Total Industry 39.0%

Next Year’s Segment Growth Rate 11.7%

Low End Customer Buying Criteria Expectations Importance 1. Price $14.50 – 24.50 53% 2. Age Ideal Age = 7.0 24% 3. Ideal Position Pfmn 2.2 Size 17.8 16% 4. Reliability MTBF 12000-17000 7%

Perceptual Map for Low End Segment

Top Products in Low End Segment

Name Market Share

Units Sold to Seg

Revision Date Stock Out

Pfmn Coord

Size Coord

List Price MTBF

Age Dec.31

Promo Budget

Cust. Aware- ness

Sales Budget

Cust. Access- ibility

Dec. Cust. Survey

Ebb 22% 2,213 1/15/2017 YES 3.0 17.0 $20.00 13000 5.60 $1,050 58% $1,015 35% 18 Cedar 18% 1,764 6/17/2017 YES 2.5 17.5 $21.00 14000 3.07 $900 53% $900 33% 12 Dell 17% 1,748 7/28/2019 YES 3.0 17.0 $19.00 14000 5.60 $1,000 56% $800 33% 21 Feat 16% 1,592 1/15/2017 YES 3.0 17.0 $22.00 13000 5.60 $1,100 59% $1,175 37% 13 Acre 13% 1,341 6/15/2017 3.4 16.5 $23.00 13000 3.07 $400 39% $500 29% 3 Bead 11% 1,136 1/29/2017 YES 3.0 17.0 $19.00 12000 5.60 $650 45% $650 31% 18 Baker 2% 160 11/21/2013 5.5 14.5 $24.00 17500 4.10 $600 46% $600 31% 1 Daze 0% 30 9/9/2017 6.5 14.0 $26.50 16500 2.20 $1,500 73% $1,500 33% 0 Eat 0% 24 3/17/2017 5.6 14.5 $27.50 16500 2.44 $1,050 60% $1,015 35% 0

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High End Market Segment Analysis C77783 Round: 1December 31, 2017

High End Statistics Total Industry Unit Demand 2,967 Actual Industry Unit Sales 2,967 Segment % of Total Industry 11.6%

Next Year’s Segment Growth Rate 16.2%

High End Customer Buying Criteria Expectations Importance 1. Ideal Position Pfmn 9.8 Size 10.2 43% 2. Age Ideal Age = 0.0 29% 3. Reliability MTBF 20000-25000 19% 4. Price $29.50 – 39.50 9%

Perceptual Map for High End Segment

Top Products in High End Segment

Name Market Share

Units Sold to Seg

Revision Date Stock Out

Pfmn Coord

Size Coord

List Price MTBF

Age Dec.31

Promo Budget

Cust. Aware- ness

Sales Budget

Cust. Access- ibility

Dec. Cust. Survey

Bid 23% 678 9/10/2017 YES 8.9 11.1 $38.00 23000 1.50 $2,500 81% $2,500 62% 32 Fist 16% 472 12/22/2017 9.1 10.9 $39.50 24000 1.36 $1,000 54% $1,175 49% 29 Adam 13% 395 10/9/2017 8.9 11.1 $40.00 21000 1.46 $700 45% $500 36% 14 Cid 13% 387 1/5/2018 8.0 12.0 $39.50 23000 2.70 $1,000 54% $900 43% 7 Echo 12% 347 12/23/2017 7.0 12.9 $39.50 17000 1.36 $900 51% $725 38% 2 Dixie 12% 342 2/2/2019 YES 8.0 12.0 $30.00 23000 2.70 $600 42% $600 38% 9 Dot 4% 131 8/28/2017 9.4 14.5 $33.00 28000 1.92 $700 42% $700 38% 5 Able 1% 38 6/6/2017 6.0 14.0 $29.50 18500 2.33 $500 43% $500 36% 1 Foam 1% 35 11/10/2017 10.6 14.8 $34.50 26000 1.81 $1,000 52% $1,175 49% 1 Coat 1% 30 6/20/2019 9.4 15.5 $32.00 25000 3.50 $700 42% $900 43% 0 Aft 1% 25 3/10/2017 YES 9.6 15.5 $31.00 26000 2.15 $650 41% $700 36% 0 Edge 1% 23 6/30/2014 9.4 15.5 $34.50 25000 3.50 $300 33% $145 38% 0

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Performance Market Segment Analysis C77783 Round: 1December 31, 2017

Performance Statistics Total Industry Unit Demand 2,294 Actual Industry Unit Sales 2,294 Segment % of Total Industry 8.9%

Next Year’s Segment Growth Rate 19.8%

Performance Customer Buying Criteria Expectations Importance 1. Reliability MTBF 22000-27000 43% 2. Ideal Position Pfmn 10.4 Size 15.3 29% 3. Price $24.50 – 34.50 19% 4. Age Ideal Age = 1.0 9%

Perceptual Map for Performance Segment

Top Products in Performance Segment

Name Market Share

Units Sold to Seg

Revision Date Stock Out

Pfmn Coord

Size Coord

List Price MTBF

Age Dec.31

Promo Budget

Cust. Aware- ness

Sales Budget

Cust. Access- ibility

Dec. Cust. Survey

Dot 19% 435 8/28/2017 9.4 14.5 $33.00 28000 1.92 $700 42% $700 29% 26 Bold 18% 421 4/2/2017 9.4 16.0 $33.00 25000 2.12 $1,000 52% $1,000 33% 18 Foam 17% 394 11/10/2017 10.6 14.8 $34.50 26000 1.81 $1,000 52% $1,175 35% 26 Aft 17% 386 3/10/2017 YES 9.6 15.5 $31.00 26000 2.15 $650 41% $700 29% 25 Coat 16% 373 6/20/2019 9.4 15.5 $32.00 25000 3.50 $700 42% $900 32% 16 Edge 12% 277 6/30/2014 9.4 15.5 $34.50 25000 3.50 $300 33% $145 25% 12 Able 0% 2 6/6/2017 6.0 14.0 $29.50 18500 2.33 $500 43% $500 29% 0 Fast 0% 1 3/3/2017 5.6 14.5 $29.50 17500 2.46 $1,100 61% $1,175 35% 0 Baker 0% 1 11/21/2013 5.5 14.5 $24.00 17500 4.10 $600 46% $600 33% 0 Daze 0% 1 9/9/2017 6.5 14.0 $26.50 16500 2.20 $1,500 73% $1,500 29% 0

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Size Market Segment Analysis C77783 Round: 1December 31, 2017

Size Statistics Total Industry Unit Demand 2,347 Actual Industry Unit Sales 2,347 Segment % of Total Industry 9.1%

Next Year’s Segment Growth Rate 18.3%

Size Customer Buying Criteria Expectations Importance 1. Ideal Position Pfmn 4.7 Size 9.6 43% 2. Age Ideal Age = 1.5 29% 3. Reliability MTBF 16000-21000 19% 4. Price $24.50 – 34.50 9%

Perceptual Map for Size Segment

Top Products in Size Segment

Name Market Share

Units Sold to Seg

Revision Date Stock Out

Pfmn Coord

Size Coord

List Price MTBF

Age Dec.31

Promo Budget

Cust. Aware- ness

Sales Budget

Cust. Access- ibility

Dec. Cust. Survey

Buddy 24% 573 4/8/2017 4.2 10.6 $30.00 18000 2.16 $700 42% $700 33% 18 Fume 16% 386 12/10/2017 4.7 9.6 $34.50 19000 1.82 $1,000 52% $1,175 42% 37 Dune 16% 366 3/12/2019 4.0 11.0 $31.50 19000 3.60 $1,200 58% $1,200 43% 8 Cure 14% 324 11/6/2017 YES 5.0 10.0 $31.50 20000 1.87 $1,200 58% $1,200 42% 40 Egg 12% 289 12/24/2018 4.0 11.0 $34.50 19000 3.60 $900 49% $725 35% 6 Agape 12% 286 5/25/2014 4.0 11.0 $33.00 19000 3.60 $700 42% $700 33% 6 Able 2% 35 6/6/2017 6.0 14.0 $29.50 18500 2.33 $500 43% $500 33% 1 Fast 1% 27 3/3/2017 5.6 14.5 $29.50 17500 2.46 $1,100 61% $1,175 42% 0 Eat 1% 24 3/17/2017 5.6 14.5 $27.50 16500 2.44 $1,050 60% $1,015 35% 0 Daze 1% 13 9/9/2017 6.5 14.0 $26.50 16500 2.20 $1,500 73% $1,500 43% 0 Baker 1% 13 11/21/2013 5.5 14.5 $24.00 17500 4.10 $600 46% $600 33% 0 Cake 0% 11 6/9/2017 5.0 15.0 $29.50 18500 2.33 $1,500 73% $1,000 42% 0

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Market Share Report C77783 Round: 1December 31, 2017

Actual Market Share in Units Trad Low High Pfmn Size Total Industry Unit Sales 8,067 10,009 2,967 2,294 2,347 25,684 % of Market 31.4% 39.0% 11.6% 8.9% 9.1% 100.0% Able 11.8% 1.3% 0.1% 1.5% 4.0% Acre 2.9% 13.4% 6.2% Adam 13.3% 1.5% Aft 0.8% 16.8% 1.6% Agape 0.1% 0.0% 12.2% 1.1% Total 14.8% 13.4% 15.4% 16.9% 13.7% 14.4% Baker 9.6% 1.6% 0.1% 0.5% 3.7% Bead 0.5% 11.3% 4.6% Bid 22.9% 2.6% Bold 0.4% 18.4% 1.7% Buddy 0.0% 24.4% 2.2% Total 10.1% 12.9% 23.3% 18.4% 24.9% 14.8% Cake 15.5% 0.2% 0.0% 0.5% 4.9% Cedar 0.9% 17.6% 7.2% Cid 13.0% 1.5% Coat 0.0% 1.0% 16.3% 1.6% Cure 0.1% 0.1% 13.8% 1.3% Total 16.6% 17.6% 14.4% 16.3% 14.3% 16.5% Daze 15.3% 0.3% 0.3% 0.1% 0.6% 5.0% Dell 1.1% 17.5% 7.2% Dixie 1.2% 11.5% 1.7% Dot 0.1% 4.4% 19.0% 2.3% Dune 0.2% 0.0% 15.6% 1.5% Total 17.9% 17.8% 16.3% 19.0% 16.2% 17.6% Eat 19.5% 0.2% 0.3% 0.0% 1.0% 6.3% Ebb 1.3% 22.1% 9.0% Echo 11.7% 1.4% Edge 0.8% 12.1% 1.2% Egg 0.0% 12.3% 1.1% Total 20.8% 22.4% 12.8% 12.1% 13.3% 19.0% Fast 18.8% 0.7% 0.1% 1.1% 6.1% Feat 1.0% 15.9% 6.5% Fist 15.9% 1.8% Foam 1.2% 17.2% 1.7% Fume 0.0% 16.4% 1.5% Total 19.8% 15.9% 17.8% 17.2% 17.6% 17.6%

Potential Market Share in Units Trad Low High Pfmn Size Total Units Demanded 8,067 10,009 2,967 2,294 2,347 25,684 % of Market 31.4% 39.0% 11.6% 8.9% 9.1% 100.0% Able 11.7% 1.1% 0.1% 1.4% 3.9% Acre 2.9% 5.8% 3.2% Adam 11.7% 1.4% Aft 1.0% 21.4% 2.0% Agape 0.1% 11.5% 1.1% Total 14.6% 5.8% 13.8% 21.5% 12.9% 11.6% Baker 9.5% 0.5% 0.1% 0.5% 3.2% Bead 0.8% 20.2% 8.1% Bid 26.1% 3.0% Bold 0.4% 17.4% 1.6% Buddy 22.6% 2.1% Total 10.3% 20.7% 26.6% 17.4% 23.1% 18.0% Cake 15.3% 0.2% 0.5% 4.9% Cedar 0.9% 14.6% 6.0% Cid 12.0% 1.4% Coat 1.0% 15.4% 1.5% Cure 0.1% 0.2% 19.6% 1.8% Total 16.4% 14.6% 13.3% 15.4% 20.1% 15.6% Daze 15.1% 0.1% 0.3% 0.6% 4.9% Dell 1.6% 24.2% 9.9% Dixie 1.6% 14.2% 2.1% Dot 0.1% 3.7% 17.9% 2.1% Dune 0.2% 14.7% 1.4% Total 18.6% 24.3% 18.2% 17.9% 15.3% 20.4% Eat 19.3% 0.1% 0.3% 1.0% 6.2% Ebb 1.3% 20.3% 8.3% Echo 10.8% 1.2% Edge 0.7% 11.4% 1.1% Egg 11.6% 1.1% Total 20.6% 20.4% 11.8% 11.4% 12.6% 17.9% Fast 18.6% 0.7% 0.1% 1.1% 6.0% Feat 1.0% 14.2% 5.9% Fist 14.4% 1.7% Foam 1.1% 16.2% 1.6% Fume 14.9% 1.4% Total 19.6% 14.2% 16.2% 16.3% 16.1% 16.5%

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Perceptual Map C77783 Round: 1December 31, 2017

Perceptual Map for All Segments

Andrews Name Pfmn Size Revised Able 6.0 14.0 6/6/2017 Acre 3.4 16.5 6/15/2017 Adam 8.9 11.1 10/9/2017 Aft 9.6 15.5 3/10/2017 Agape 4.0 11.0 5/25/2014

Baldwin Name Pfmn Size Revised Baker 5.5 14.5 11/21/2013 Bead 3.0 17.0 1/29/2017 Bid 8.9 11.1 9/10/2017 Bold 9.4 16.0 4/2/2017 Buddy 4.2 10.6 4/8/2017

Chester Name Pfmn Size Revised Cake 5.0 15.0 6/9/2017 Cedar 2.5 17.5 6/17/2017 Cid 8.0 12.0 1/5/2018 Coat 9.4 15.5 6/20/2019 Cure 5.0 10.0 11/6/2017

Digby Name Pfmn Size Revised Daze 6.5 14.0 9/9/2017 Dell 3.0 17.0 7/28/2019 Dixie 8.0 12.0 2/2/2019 Dot 9.4 14.5 8/28/2017 Dune 4.0 11.0 3/12/2019

Erie Name Pfmn Size Revised Eat 5.6 14.5 3/17/2017 Ebb 3.0 17.0 1/15/2017 Echo 7.0 12.9 12/23/2017 Edge 9.4 15.5 6/30/2014 Egg 4.0 11.0 12/24/2018

Ferris Name Pfmn Size Revised Fast 5.6 14.5 3/3/2017 Feat 3.0 17.0 1/15/2017 Fist 9.1 10.9 12/22/2017 Foam 10.6 14.8 11/10/2017 Fume 4.7 9.6 12/10/2017

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HR/TQM Report C77783 Round: 1December 31, 2017

HUMAN RESOURCES SUMMARY Andrews Baldwin Chester Digby Erie Ferris Needed Complement 669 760 822 887 785 731 Complement 669 760 822 887 785 731 1st Shift Complement 608 754 685 725 630 587 2nd Shift Complement 61 6 137 162 155 144 Overtime% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Turnover Rate 10.0% 10.0% 10.0% 10.0% 10.0% 10.0% New Employees 67 136 204 276 164 104 Separated Employees 31 0 0 0 0 0 Recruiting Spend $0 $0 $0 $0 $0 $0 Training Hours 0 0 0 0 0 0 Productivity Index 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% Recruiting Cost $67 $136 $204 $276 $164 $104 Separation Cost $155 $0 $0 $0 $0 $0 Training Cost $0 $0 $0 $0 $0 $0 Total HR Admin Cost $222 $136 $204 $276 $164 $104 Labor Contract Next Year Wages $22.05 $22.05 $22.05 $22.05 $22.05 $22.05 Benefits 2,500 2,500 2,500 2,500 2,500 2,500 Profit Sharing 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% Annual Raise 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% Starting Negotiation Position Wages Benefits Profit Sharing Annual Raise Ceiling Negotiation Position Wages Benefits Profit Sharing Annual Raise Adjusted Labor Demands Wages Benefits Profit Sharing Annual Raise Strike Days

TQM SUMMARY Andrews Baldwin Chester Digby Erie Ferris Process Mgt Budgets Last Year CPI Systems $0 $0 $0 $0 $0 $0 Vendor/JIT $0 $0 $0 $0 $0 $0 Quality Initiative Training $0 $0 $0 $0 $0 $0 Channel Support Systems $0 $0 $0 $0 $0 $0 Concurrent Engineering $0 $0 $0 $0 $0 $0 UNEP Green Programs $0 $0 $0 $0 $0 $0 TQM Budgets Last Year Benchmarking $0 $0 $0 $0 $0 $0 Quality Function Deployment Effort $0 $0 $0 $0 $0 $0 CCE/6 Sigma Training $0 $0 $0 $0 $0 $0 GEMI TQEM Sustainability Initiatives $0 $0 $0 $0 $0 $0 Total Expenditures $0 $0 $0 $0 $0 $0 Cumulative Impacts Material Cost Reduction 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% Labor Cost Reduction 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% Reduction R&D Cycle Time 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% Reduction Admin Costs 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% Demand Increase 0.00% 0.00% 0.00% 0.00% 0.00% 0.00%

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