North-East

% contributionNorth-Central%
by each category
contribution by each category
Active Accounts
A
53
9%
42
10%
B
210
36%
182
41%
C
313
54%
218
49%
Total
576
100%
442
100%

Total Sales Calls

A
B
C
Total

Potential Accounts
A
B
C
Total

1297
3051
2118
6466

20%
47%
33%
100%

1030
2618
1299
4947

21%
53%
26%
100%

90
381
635

8%
34%
57%
100%

60
286
499

7%
34%
59%
100%

1106

845

Sales by A/c category

A
915,000
B
1,681,000
C
810,000
Total
3,406,000

27%
49%
24%
100%

751,000
1,702,000
652,000
3,105,000

24%
55%
21%
100%

Gross profit by A/c category

A
356,000
B
623,000
C
250,000
Total
1,229,000

29%
51%
20%
100%

330,000
725,000
255,000
1,310,000

25%
55%
19%
100%

Average Sales per Active A/c

A
17,264
B
8,004.76
C
2,587.86
Total
27,857

62%
29%
9%
100%

17,880.95
9,351.65
2,990.83
30,223.43

59%
31%
10%
100%

Average GP per Active A/c

A
B
C
Total

6,716.98
2,966.67
798.72
10,482.37

64%
28%
8%
100%

1996
1995
Sales
23,890,000 21,980,000
Production Expenses
14,563,000 13,612,000
G. Profit
9,327,000
8,368,000
Administrative Expenses
3,106,000
2,925,000
Selling Expenses 2,399,000
2,274,000
Pretax Profit
3,822,000
3,169,000
Taxes
1,718,000
1,426,000
Net Profit
2,104,000
1,743,000

District

# of Sales Reps
1
2
3
4
5
6
7

Product
SPX
ZBX
CBX
NBX
CHX
BUX

7
6
6
6
5
5
5

7,857.14
3,983.52
1,169.72
13,010.38

60%
31%
9%
100%

% increase
9%
7%
11%
6%
5%
21%
20%
21%

Sales Quota Quota/Rep Sales-Actual

Sales-Actual/Rep
3,880,000
554,286
3,906,000
558,000
3,750,000
625,000
3,740,000
623,333
3,650,000
608,333
3,406,000
567,667
3,370,000
561,667
3,318,000
553,000
3,300,000
660,000
3,210,000
642,000
3,130,000
626,000
3,205,000
641,000
2,720,000
544,000
3,105,000
621,000

Container Size List Price

GM
400
80
50
76
50
76
50
80
100
220
400
120

GM/lb
28
34
34
35
90
44

0.07
0.68
0.68
0.7
0.9
0.11

Rank according GM/lb

5
1
1
4
3
2

GP Quota
GP Quota/Rep GP-Actual
GP-Actual/Rep
1,552,000
221,714
1,589,000
227,000
1,500,000
250,000
1,529,000
254,833
1,460,000
243,333
1,239,000
206,500
1,348,000
224,667
1,295,000
215,833
1,320,000
264,000
1,186,000
237,200
1,252,000
250,400
1,179,000
235,800
1,088,000
217,600
1,310,000
262,000

ccording GM/lb