Decisions History

List Price
% Spending on Large Customers
Segment A Discounts
Segment B Discounts
Segment C Discounts
Segment D Discounts
Spending on Large Customers
Distributor Discounts
Spending on Small Customers
Total Budget
Sales Force
Segment A Sales Force Emphasis
Segment B Sales Force Emphasis
Segment C Sales Force Emphasis
Segment D Sales Force Emphasis
% Time Spent on Large Customer Retention
Large Customer Retention Spending
Large Customer Acquisition Spending
Spending on Marketing Communications and Training
Spending on Market Research
Power-to-Size Ratio Feature Spending
Manufacturing Efficiency Improvement
Thermal Resistance Feature Spending
Remaining Budget

Decisions History
2012 Q4
150
0.8
0.15
3%
2%
0.2
400,000
0.1
100,000
800,000
10
0.48
0.12
0.12
0.28
0.2
80,000
320,000
80,000
50,000
100,000
20,000
50,000
0

2013 Q1
150
0.8
0.15
2%
0%
0.2
360,000
0.12
90,000
800,000
9
0.44
0.11
0.11
0.34
0.3
108,000
252,000
80,000
50,000
150,000
20,000
50,000
0

List Price
% Spending on Large Customer
Segment A Discounts
Segment B Discounts
Segment C Discounts
Segment D Discounts
Spending on Large Customers
Distributor Discounts
Spending on Small Customers
Total Budget
Sales Force
Segment A Sales Force Emphas
Segment B Sales Force Emphas
Segment C Sales Force Emphas
Segment D Sales Force Emphas
% Time Spent on Large Custom
Large Customer Retention Spen
Large Customer Acquisition Spe
Spending on Marketing Commu
Spending on Market Research
Power-to-Size Ratio Feature Sp
Manufacturing Efficiency Impro
Thermal Resistance Feature Sp
Remaining Budget

Decisions History
2012 Q4 2013 Q1 2013 Q2 2013 Q3 2013 Q4
150
150
150
148
148
0.8
0.8
0.9
1
1
0.15
0.15
0.15
0.1
0.12
3%
2%
2%
2%
2%
2%
0%
0%
0%
0%
0.2
0.2
0.2
0.2
0.2
400,000 360,000 405,000 450,000 450,000
0.1
0.12
0.12
0.12
0.12
100,000
90,000
45,000
0
0
800,000 800,000 700,000 700,000 700,000
10
9
9
9
9
0.48
0.44
0.44
0.44
0.44
0.12
0.11
0.11
0.11
0.11
0.12
0.11
0.11
0.11
0.11
0.28
0.34
0.34
0.34
0.34
0.2
0.3
0.3
0.4
0.5
80,000 108,000 121,500 180,000 225,000
320,000 252,000 283,500 270,000 225,000
80,000
80,000
50,000
50,000
20,000
50,000
50,000
50,000
50,000
50,000
100,000 150,000 110,000 130,000 130,000
20,000
20,000
10,000
10,000
10,000
50,000
50,000
30,000
10,000
40,000
0
0
0
0
0

Decisions History
2012 Q4 2013 Q1
List Price
150
150
% Spending on Large
0.8Customers
0.8
Segment A Discounts
0.15
0.15
Segment B Discounts
3%
2%
Segment C Discounts
2%
0%
Segment D Discounts
0.2
0.2
Spending on Large
400,000
Customers
360,000
Distributor Discounts
0.1
0.12
Spending on Small
100,000
Customers
90,000
Total Budget 800,000 800,000
Sales Force
10
9
Segment A Sales Force
0.48 Emphasis
0.44
Segment B Sales Force
0.12 Emphasis
0.11
Segment C Sales Force
0.12 Emphasis
0.11
Segment D Sales Force
0.28 Emphasis
0.34
% Time Spent on Large
0.2 Customer
0.3Retention
Large Customer80,000
Retention108,000
Spending
Large Customer
320,000
Acquisition
252,000
Spending
Spending on Marketing
80,000 Communications
80,000
and Training
Spending on Market
50,000
Research
50,000
Power-to-Size100,000
Ratio Feature
150,000
Spending
Manufacturing 20,000
Efficiency Improvement
20,000
Thermal Resistance
50,000
Feature50,000
Spending
Remaining Budget 0
0

2013 Q2 2013 Q3 2013 Q4 2014 Q1 2014 Q2 2014 Q3

150
148
148
148
148
148
0.9
1
1
1
1
1
0.15
0.1
0.12
0.12
0.1
0.12
2%
2%
2%
2%
5%
5%
0%
0%
0%
0%
0%
0%
0.2
0.2
0.2
0.2
0.2
0.2
405,000 450,000 450,000 450,000 450,000 450,000
0.12
0.12
0.12
0.12
0.12
0.12
45,000
0
0
0
0
0
700,000 700,000 700,000 700,000 800,000 800,000
9
9
9
9
9
9
0.44
0.44
0.44
0.44
0.44
0.4
0.11
0.11
0.11
0.11
0.11
0.1
0.11
0.11
0.11
0.11
0.11
0.1
0.34
0.34
0.34
0.34
0.34
0.4
0.3
0.4
0.5
0.4
1
1
121,500 180,000 225,000 180,000 450,000 450,000
283,500 270,000 225,000 270,000
0
0
50,000
50,000
20,000
40,000
80,000
50,000
50,000
50,000
50,000
50,000
50,000
50,000
110,000 130,000 130,000 100,000 120,000 110,000
10,000
10,000
10,000
10,000
10,000
0
30,000
10,000
40,000
40,000
90,000 140,000
0
0
0
10,000
0
0

Decisions History
2012 Q4
List Price
150
% Spending on Large
0.8Customers
Segment A Discounts
0.15
Segment B Discounts
3%
Segment C Discounts
2%
Segment D Discounts
0.2
Spending on Large
400,000
Customers
Distributor Discounts
0.1
Spending on Small
100,000
Customers
Total Budget 800,000
Sales Force
10
Segment A Sales Force
0.48 Emphasis
Segment B Sales Force
0.12 Emphasis
Segment C Sales Force
0.12 Emphasis
Segment D Sales Force
0.28 Emphasis
% Time Spent on Large
0.2 Customer Retention
Large Customer80,000
Retention Spending
Large Customer
320,000
Acquisition Spending
Spending on Marketing
80,000 Communications and
Spending on Market
50,000
Research
Power-to-Size100,000
Ratio Feature Spending
Manufacturing 20,000
Efficiency Improvement
Thermal Resistance
50,000
Feature Spending
Remaining Budget 0

2013 Q1 2013 Q2 2013 Q3 2013 Q4 2014 Q1 2014 Q2 2014 Q3 2014 Q4 2015 Q1

150
150
148
148
148
148
148
148
145
0.8
0.9
1
1
1
1
1
1
1
0.15
0.15
0.1
0.12
0.12
0.1
0.12
0.11
9%
2%
2%
2%
2%
2%
5%
5%
2%
2%
0%
0%
0%
0%
0%
0%
0%
0%
0%
0.2
0.2
0.2
0.2
0.2
0.2
0.2
0.2
0.2
360,000 405,000 450,000 450,000 450,000 450,000 450,000 500,000 550,000
0.12
0.12
0.12
0.12
0.12
0.12
0.12
0.12
0.12
90,000
45,000
0
0
0
0
0
0
0
800,000 700,000 700,000 700,000 700,000 800,000 800,000 800,000 800,000
9
9
9
9
9
9
9
10
11
0.44
0.44
0.44
0.44
0.44
0.44
0.4
0.5
0.6
0.11
0.11
0.11
0.11
0.11
0.11
0.1
0%
0%
0.11
0.11
0.11
0.11
0.11
0.11
0.1
0%
0%
0.34
0.34
0.34
0.34
0.34
0.34
0.4
0.5
0.4
0.3
0.3
0.4
0.5
0.4
1
1
0.6
0.5
108,000 121,500 180,000 225,000 180,000 450,000 450,000 300,000 275,000
252,000 283,500 270,000 225,000 270,000
0
0 200,000 275,000
80,000
50,000
50,000
20,000
40,000
80,000
50,000
80,000
30,000
50,000
50,000
50,000
50,000
50,000
50,000
50,000
50,000
50,000
150,000 110,000 130,000 130,000 100,000 120,000 110,000 100,000 100,000
20,000
10,000
10,000
10,000
10,000
10,000
0
0
0
50,000
30,000
10,000
40,000
40,000
90,000 140,000
70,000
70,000
0
0
0
0
10,000
0
0
0
0

2015 Q2 2015 Q3
148
155
1
1
8%
0.14
2%
2%
0%
0%
0.2
0.25
700,000 700,000
0.12
0.12
0
0
900,000 900,000
14
14
0.44
0.33
0%
0%
0.2
0.33
0.36
0.33
0.6
0.5
420,000 350,000
280,000 350,000
70,000
70,000
50,000
50,000
40,000
40,000
0
0
40,000
40,000
0
0

Decisions History
2012 Q4 2013 Q1 2013 Q2 2013 Q3 2013 Q4
List Price
150
150
150
148
148
% Spending on Large
0.8Customers
0.8
0.9
1
1
Segment A Discounts
0.15
0.15
0.15
0.1
0.12
Segment B Discounts
3%
2%
2%
2%
2%
Segment C Discounts
2%
0%
0%
0%
0%
Segment D Discounts
0.2
0.2
0.2
0.2
0.2
Spending on Large
400,000
Customers
360,000 405,000 450,000 450,000
Distributor Discounts
0.1
0.12
0.12
0.12
0.12
Spending on Small
100,000
Customers
90,000
45,000
0
0
Total Budget 800,000 800,000 700,000 700,000 700,000
Sales Force
10
9
9
9
9
Segment A Sales Force
0.48 Emphasis
0.44
0.44
0.44
0.44
Segment B Sales Force
0.12 Emphasis
0.11
0.11
0.11
0.11
Segment C Sales Force
0.12 Emphasis
0.11
0.11
0.11
0.11
Segment D Sales Force
0.28 Emphasis
0.34
0.34
0.34
0.34
% Time Spent on Large
0.2 Customer
0.3Retention
0.3
0.4
0.5
Large Customer80,000
Retention108,000
Spending 121,500 180,000 225,000
Large Customer
320,000
Acquisition
252,000
Spending283,500 270,000 225,000
Spending on Marketing
80,000 Communications
80,000
50,000
and Training
50,000
20,000
Spending on Market
50,000
Research
50,000
50,000
50,000
50,000
Power-to-Size100,000
Ratio Feature
150,000
Spending110,000 130,000 130,000
Manufacturing 20,000
Efficiency Improvement
20,000
10,000
10,000
10,000
Thermal Resistance
50,000
Feature50,000
Spending 30,000
10,000
40,000
Remaining Budget 0
0
0
0
0

2014 Q1 2014 Q2 2014 Q3 2014 Q4 2015 Q1 2015 Q2 2015 Q3 2015 Q4

148
148
148
148
145
148
155
155
1
1
1
1
1
1
1
1
0.12
0.1
0.12
0.11
9%
8%
0.14
0.12
2%
5%
5%
2%
2%
2%
2%
2%
0%
0%
0%
0%
0%
0%
0%
0%
0.2
0.2
0.2
0.2
0.2
0.2
0.25
0.3
450,000 450,000 450,000 500,000 550,000 700,000 700,000 850,000
0.12
0.12
0.12
0.12
0.12
0.12
0.12
0.12
0
0
0
0
0
0
0
0
700,000 800,000 800,000 800,000 800,000 900,000 900,000 900,000
9
9
9
10
11
14
14
17
0.44
0.44
0.4
0.5
0.6
0.44
0.33
0.33
0.11
0.11
0.1
0%
0%
0%
0%
0%
0.11
0.11
0.1
0%
0%
0.2
0.33
0.33
0.34
0.34
0.4
0.5
0.4
0.36
0.33
0.33
0.4
1
1
0.6
0.5
0.6
0.5
0.5
180,000 450,000 450,000 300,000 275,000 420,000 350,000 425,000
270,000
0
0 200,000 275,000 280,000 350,000 425,000
40,000
80,000
50,000
80,000
30,000
70,000
70,000
0
50,000
50,000
50,000
50,000
50,000
50,000
50,000
50,000
100,000 120,000 110,000 100,000 100,000
40,000
40,000
0
10,000
10,000
0
0
0
0
0
0
40,000
90,000 140,000
70,000
70,000
40,000
40,000
0
10,000
0
0
0
0
0
0
0

Decisions History
List Price
% Spending on Large Customers
Segment A Discounts
Segment B Discounts
Segment C Discounts
Segment D Discounts
Spending on Large Customers
Distributor Discounts
Spending on Small Customers
Sales Force
Segment A Sales Force Emphasis
Segment B Sales Force Emphasis
Segment C Sales Force Emphasis
Segment D Sales Force Emphasis
% Time Spent on Large Customer Retention
Large Customer Retention Spending
Large Customer Acquisition Spending
Spending on Marketing Communications and Training
Spending on Market Research
Power-to-Size Ratio Feature Spending
Manufacturing Efficiency Improvement
Thermal Resistance Feature Spending
Remaining Budget
Total Budget

200k

2012 Q4
150
0.8
0.15
3%
2%
20%
400k
10%
100k
10
48%
12%
12%
28%
20%
80k
320k
80k
50k
100k
20k
50k
0
800k

2013 Q1
150
0.8
0.15
2%
0%
20%
360k
12%
90k
9
44%
11%
11%
34%
30%
108k
252k
80k
50k
150k
20k
50k
0
800k

2013 Q2
150
0.9
0.15
2%
0%
20%
405k
12%
45k
9
44%
11%
11%
34%
30%
122k
284k
50k
50k
110k
10k
30k
0
700k

R&D and efficiency spend

150k
100k
50k
0

2012 2013 2013 2013 2013 2014

Q4
Q1
Q2
Q3
Q4
Q1
Power-to-Size Ratio Feature Spending
Thermal Resistance Feature Spending

2014
Q2

2014 2014 2015 2015 2015 2015

Q3
Q4
Q1
Q2
Q3
Q4
Manufacturing Efficiency Improvement

2013 Q3
148
1
0.1
2%
0%
20%
450k
12%
0
9
44%
11%
11%
34%
40%
180k
270k
50k
50k
130k
10k
10k
0
700k

2015
Q4
ciency Improvement

2013 Q4
148
1
0.12
2%
0%
20%
450k
12%
0
9
44%
11%
11%
34%
50%
225k
225k
20k
50k
130k
10k
40k
0
700k

2014 Q1
148
1
0.12
2%
0%
20%
450k
12%
0
9
44%
11%
11%
34%
40%
180k
270k
40k
50k
100k
10k
40k
10k
700k

2014 Q2
148
1
0.1
5%
0%
20%
450k
12%
0
9
44%
11%
11%
34%
100%
450k
0
80k
50k
120k
10k
90k
0
800k

2014 Q3
148
1
0.12
5%
0%
20%
450k
12%
0
9
40%
10%
10%
40%
100%
450k
0
50k
50k
110k
0
140k
0
800k

2014 Q4
148
1
0.11
2%
0%
20%
500k
12%
0
10
50%
0%
0%
50%
60%
300k
200k
80k
50k
100k
0
70k
0
800k

2015 Q1
145
1
9%
2%
0%
20%
550k
12%
0
11
60%
0%
0%
40%
50%
275k
275k
30k
50k
100k
0
70k
0
800k

2015 Q2
148
1
8%
2%
0%
20%
700k
12%
0
14
44%
0%
20%
36%
60%
420k
280k
70k
50k
40k
0
40k
0
900k

Retention vs Acquistions

47%

Sales force spread

53%

Segment A Sales Force

Emphasis
Large Customer Retention Spending
Segment B Sales Force
Large Customer Acquisition Spending
Emphasis
Segment C Sales Force
Emphasis
Segment D Sales Force
Emphasis

36%

13%

7%

Segment D Sales Force

Emphasis

7%

2015 Q3
155
1
0.14
2%
0%
25%
700k
12%
0
14
33%
0%
33%
33%
50%
350k
350k
70k
50k
40k
0
40k
0
900k

44%

2015 Q4
155
1
0.12
2%
0%
30%
850k
12%
0
17
33%
0%
33%
33%
50%
425k
425k
0
50k
0
0
0
0
900k

Total
149
96%
12%
3%
0%
21%
517k
12%
18k
11
44%
7%
13%
36%
52%
274k
242k
54k
50k
95k
7k
52k
769
10m

News Archive
Last quarter sales from existing customers increased by 2% and sales from new customers increased by 12%.
Distributors, on average, are attempting to achieve a 5% profit margin.

2015 Q4
Last quarter sales from existing customers increased by 4% and sales from new customers increased by 8%.
Distributors, on average, are attempting to achieve a 5% profit margin.

2015 Q3
Last quarter sales from existing customers decreased by 4% and sales from new customers decreased by 0%.
Distributors, on average, are attempting to achieve a 5% profit margin.

2015 Q2
Last quarter sales from existing customers decreased by 4% and sales from new customers increased by 20%.
Distributors, on average, are attempting to achieve a 9% profit margin.

2015 Q1
Last quarter sales from existing customers decreased by 3% and sales from new customers increased by 37%.
Distributors, on average, are attempting to achieve a 10% profit margin.

2014 Q4
Last quarter sales from existing customers increased by 16% and sales from new customers decreased by 27%.
Distributors, on average, are attempting to achieve a 11% profit margin.

2014 Q3
Last quarter sales from existing customers increased by 30% and sales from new customers decreased by 29%.

Distributors, on average, are attempting to achieve a 12% profit margin.

2014 Q2
Last quarter sales from existing customers increased by 8% and sales from new customers increased by 0%.
Distributors, on average, are attempting to achieve a 12% profit margin.

2014 Q1
Last quarter sales from existing customers increased by 10% and sales from new customers increased by 4%.
Distributors, on average, are attempting to achieve a 10% profit margin.

2013 Q4
Last quarter sales from existing customers increased by 5% and sales from new customers increased by 1%.
Distributors, on average, are attempting to achieve a 10% profit margin.

2013 Q3
Last quarter sales from existing customers increased by 1% and sales from new customers decreased by 2%.
Distributors, on average, are attempting to achieve a 7% profit margin.

2013 Q2
Last quarter sales from existing customers increased by 15% and sales from new customers increased by 14%.
Distributors, on average, are attempting to achieve a 7% profit margin.

2013 Q1
Distributors are upset because the increased price of your motors is forcing them to increase the prices to their customers.
Last quarter sales from existing customers decreased by 16% and sales from new customers decreased by 8%.
Distributors, on average, are attempting to achieve a 5% profit margin.

2012 Q4
Last quarter sales from existing customers increased by 1% and sales from new customers decreased by 4%.
Distributors, on average, are attempting to achieve a 5% profit margin.

2012 Q3
1. 2012
1. Q1
2. Q2
3. Q3
4. Q4
2. 2013
1. Q1
2. Q2
3. Q3
4. Q4
3. 2014
1. Q1
2. Q2
3. Q3
4. Q4
4. 2015
1. Q1
2. Q2
3. Q3
4. Q4

es to their customers.