Y1, Q1 Y1, Q2 Y1, Q3 Y1, Q4 Y2, Q1 Y2, Q2

Segment A Sales Force Emphasis 25% 25% 50% 45% 45% 50%
Segment B Sales Force Emphasis 25% 25% 0% 15% 15% 5%
Segment C Sales Force Emphasis 25% 25% 25% 20% 20% 15%
Segment D Sales Force Emphasis 25% 25% 25% 20% 20% 30%
List Price $142 $142 $140 $143 $143 $144
Segment A Discounts 12% 12% 11% 12% 12% 13%
Segment B Discounts 8% 8% 8% 9% 9% 10%
Segment C Discounts 4% 4% 3% 4% 4% 4%
Segment D Discounts 16% 16% 15% 17% 17% 18%
Distributor Discounts 12% 12% 12% 13% 13% 14%
Sales Force 11 11 12 12 12 13
Spending on Small Customers 50% 50% 45% 47% 45% 40%
Spending to Retain Large Customers 50% 50% 70% 68% 70% 72%
Integrated Marketing Communication and Tr $80,000 $80,000 $20,000 $17,000 $17,000 $20,000
Spending on Market Research $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Social Media Persuasion Spending $0 $0 $5,000 $6,500 $0 $5,000
Direct Customer Communication $0 $0 $5,000 $6,500 $6,500 $6,500
Battery Life Feature Spending $60,000 $60,000 $40,000 $50,000 $50,000 $60,000
Manufacturing Efficiency Improvement $0 $0 $20,000 $10,000 $11,500 $20,000
Sensor Size Feature Spending $60,000 $60,000 $40,000 $50,000 $55,000 $65,000
Latency Reduction Spending $0 $0 $20,000 $10,000 $10,000 $20,000
Y2, Q3 Y2, Q4 Y3, Q1 Y3, Q2 Y3, Q3 Y3, Q4 Y4, Q1 Y4, Q2 Y4, Q3
55% 55% 55% 55% 55% 55% 55% 55% -
5% 5% 10% 10% 20% 20% 20% 20% -
10% 10% 20% 20% 10% 10% 10% 10% -
30% 30% 15% 15% 15% 15% 15% 15% -
$145 $144 $145 $146 $147 $147 $146 $147 -
14% 14% 14% 14% 14% 16% 16% 15% -
11% 11% 11% 11% 11% 12% 12% 11% -
5% 5% 5% 5% 5% 0% 0% 0% -
19% 19% 19% 19% 19% 20% 20% 20% -
15% 15% 16% 16% 16% 17% 17% 17% -
14 14 15 16 17 16 15 14 -
40% 40% 37% 37% 37% 37% 37% 37% -
72% 72% 72% 72% 72% 75% 75% 75% -
$30,000 $20,000 $30,000 $50,000 $60,000 $50,000 $70,000 $75,000 -
$50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 -
$5,000 $0 $0 $10,000 $10,000 $10,000 $0 $0 -
$6,500 $0 $0 $10,000 $10,000 $10,000 $10,000 $5,000 -
$65,000 $70,000 $80,000 $90,000 $95,000 $90,000 $80,000 $80,000 -
$25,000 $30,000 $40,000 $40,000 $50,000 $50,000 $50,000 $40,000 -
$65,000 $70,000 $70,000 $60,000 $70,000 $60,000 $60,000 $70,000 -
$20,000 $20,000 $25,000 $20,000 $20,000 $40,000 $40,000 $20,000 -
 Y1, Q1 Y1, Q2 Y1, Q3
Segment A Sales Force 25% 25% 50%
Segment B Sales Force 25% 25% 0%
Segment C Sales Force 25% 25% 25%
Segment D Sales Force 25% 25% 25%
List Price $142 $142 $140
Segment A Discounts 12% 12% 11%
Segment B Discounts 8% 8% 8%
Segment C Discounts 4% 4% 3%
Segment D Discounts 16% 16% 15%
Distributor Discounts 12% 12% 12%
Sales Force 11 11 12
Spending on Small Cus 50% 50% 45%
Spending to Retain Lar 50% 50% 70%
Integrated Marketing C $80,000 $80,000 $20,000
Spending on Market Re $50,000 $50,000 $50,000
Social Media Persuasio $0 $0 $5,000
Direct Customer Commu $0 $0 $5,000
Battery Life Feature Sp $60,000 $60,000 $40,000
Manufacturing Efficien $0 $0 $20,000
Sensor Size Feature Sp $60,000 $60,000 $40,000
Latency Reduction Spe $0 $0 $20,000
Y1, Q4 Y2, Q1 Y2, Q2 Y2, Q3
45% 45% 50% 55%
15% 15% 5% 5%
20% 20% 15% 10%
20% 20% 30% 30%
$143 $143 $144 $145
12% 12% 13% 14%
9% 9% 10% 11%
4% 4% 4% 5%
17% 17% 18% 19%
13% 13% 14% 15%
12 12 13 14
47% 45% 40% 40%
68% 70% 72% 72%
$17,000 $17,000 $20,000 $30,000
$50,000 $50,000 $50,000 $50,000
$6,500 $0 $5,000 $5,000
$6,500 $6,500 $6,500 $6,500
$50,000 $50,000 $60,000 $65,000
$10,000 $11,500 $20,000 $25,000
$50,000 $55,000 $65,000 $65,000
$10,000 $10,000 $20,000 $20,000
Y2, Q4 Y3, Q1 Y3, Q2 Y3, Q3
55% 55% 55% 55%
5% 10% 10% 20%
10% 20% 20% 10%
30% 15% 15% 15%
$144 $145 $146 $147
14% 14% 14% 14%
11% 11% 11% 11%
5% 5% 5% 5%
19% 19% 19% 19%
15% 16% 16% 16%
14 15 16 17
40% 37% 37% 37%
72% 72% 72% 72%
$20,000 $30,000 $50,000 $60,000
$50,000 $50,000 $50,000 $50,000
$0 $0 $10,000 $10,000
$0 $0 $10,000 $10,000
$70,000 $80,000 $90,000 $95,000
$30,000 $40,000 $40,000 $50,000
$70,000 $70,000 $60,000 $70,000
$20,000 $25,000 $20,000 $20,000
Y3, Q4 Y4, Q1 Y4, Q2 Y4, Q3
55% 55% 55% -
20% 20% 20% -
10% 10% 10% -
15% 15% 15% -
$147 $146 $147 -
16% 16% 15% -
12% 12% 11% -
0% 0% 0% -
20% 20% 20% -
17% 17% 17% -
16 15 14 -
37% 37% 37% -
75% 75% 75% -
$50,000 $70,000 $75,000 -
$50,000 $50,000 $50,000 -
$10,000 $0 $0 -
$10,000 $10,000 $5,000 -
$90,000 $80,000 $80,000 -
$50,000 $50,000 $40,000 -
$60,000 $60,000 $70,000 -
$40,000 $40,000 $20,000 -
 Y1, Q1 Y1, Q2 Y1, Q3 Y1, Q4 Y2, Q1 Y2, Q2 Y2, Q3 Y2, Q4 Y3, Q1
Segment A 25% 25% 50% 50% 50% 45% 45% 45% 45%
Segment B 25% 25% 0% 0% 0% 5% 5% 5% 5%
Segment C 25% 25% 50% 50% 50% 45% 45% 45% 45%
Segment D 25% 25% 0% 0% 0% 5% 5% 5% 5%
List Price $142 $142 $141 $142 $143 $144 $144 $143 $143
Segment A 12% 12% 11% 11% 11% 11% 10% 11% 11%
Segment B 8% 8% 8% 8% 8% 8% 8% 9% 9%
Segment C 4% 4% 0% 0% 0% 0% 0% 0% 0%
Segment D 16% 16% 17% 17% 18% 18% 20% 20% 20%
Distributor 12% 12% 13% 13% 13% 14% 14% 14% 13%
Sales Force 11 11 11 11 12 13 13 13 14
Spending o 50% 50% 30% 25% 25% 25% 25% 25% 25%
Spending t 50% 50% 60% 65% 65% 65% 65% 60% 70%
Integrated $80,000 $80,000 $60,000 $55,000 $80,000 $80,000 $80,000 $70,000 $80,000
Spending o $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Social Med $0 $0 $0 $0 $0 $0 $0 $0 $0
Direct Cu $0 $0 $0 $0 $0 $0 $10,000 $0 $0
Battery Lif $60,000 $60,000 $70,000 $80,000 $80,000 $90,000 $100,000 $100,000 $100,000
Manufactur $0 $0 $0 $0 $25,000 $25,000 $25,000 $35,000 $35,000
Sensor Siz $60,000 $60,000 $70,000 $65,000 $65,000 $70,000 $80,000 $90,000 $75,000
Latency Re $0 $0 $0 $0 $0 $0 $0 $10,000 $5,000
Y3, Q2 Y3, Q3 Y3, Q4 Y4, Q1 Y4, Q2 Y4, Q3
55% 55% - - - -
20% 20% - - - -
15% 15% - - - -
10% 10% - - - -
$144 $145 - - - -
12% 12% - - - -
10% 9% - - - -
0% 0% - - - -
20% 20% - - - -
13% 13% - - - -
14 14 - - - -
25% 25% - - - -
72% 72% - - - -
$80,000 $80,000 - - - -
$50,000 $50,000 - - - -
$0 $0 - - - -
$0 $0 - - - -
$95,000 $80,000 - - - -
$50,000 $40,000 - - - -
$70,000 $40,000 - - - -
$5,000 $5,000 - - - -
 Y1, Q1 Y1, Q2 Y1, Q3 Y1, Q4 Y2, Q1 Y2, Q2 Y2, Q3 Y2, Q4 Y3, Q1
Segment A 25% 25% 50% 50% 50% 50% 50% 50% 50%
Segment B 25% 25% 0% 0% 0% 0% 0% 0% 0%
Segment C 25% 25% 50% 0% 0% 0% 0% 0% 0%
Segment D 25% 25% 0% 50% 50% 50% 50% 50% 50%
List Price $142 $142 $142 $143 $143 $143 $143 $143 $143
Segment A 12% 12% 12% 12% 12% 12% 12% 12% 12%
Segment B 8% 8% 8% 8% 8% 8% 8% 8% 8%
Segment C 4% 4% 0% 0% 0% 0% 0% 0% 0%
Segment D 16% 16% 16% 17% 17% 18% 18% 19% 19%
Distributor 12% 12% 12% 12% 12% 12% 12% 12% 12%
Sales Force 11 11 11 11 12 12 13 13 13
Spending o 50% 50% 30% 30% 30% 35% 37% 36% 36%
Spending t 50% 50% 70% 70% 70% 70% 70% 70% 68%
Integrated $80,000 $80,000 $80,000 $80,000 $80,000 $80,000 $80,000 $80,000 $80,000
Spending o $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Social Med $0 $0 $0 $0 $0 $0 $0 $0 $10,000
Direct Cu $0 $0 $0 $0 $0 $0 $0 $0 $10,000
Battery Lif $60,000 $60,000 $60,000 $60,000 $70,000 $75,000 $75,000 $75,000 $75,000
Manufactur $0 $0 $0 $0 $10,000 $10,000 $10,000 $10,000 $10,000
Sensor Siz $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $50,000
Latency Re $0 $0 $0 $0 $0 $0 $0 $10,000 $10,000
Y3, Q2 Y3, Q3 Y3, Q4 Y4, Q1 Y4, Q2 Y4, Q3
50% 50% 50% 50% 50% 50%
0% 0% 0% 0% 0% 0%
0% 0% 0% 0% 0% 0%
50% 50% 50% 50% 50% 50%
$144 $144 $143 $143 $143 $143
13% 14% 14% 14% 13% 13%
10% 10% 10% 10% 9% 9%
0% 0% 0% 0% 0% 0%
20% 20% 20% 20% 20% 20%
13% 13% 13% 13% 14% 14%
14 14 14 14 14 14
38% 38% 38% 38% 38% 35%
70% 70% 70% 70% 70% 70%
$80,000 $80,000 $80,000 $80,000 $80,000 $80,000
$50,000 $50,000 $50,000 $50,000 $50,000 $50,000
$5,000 $5,000 $5,000 $5,000 $0 $0
$5,000 $5,000 $5,000 $5,000 $5,000 $5,000
$75,000 $75,000 $60,000 $40,000 $20,000 $15,000
$10,000 $10,000 $10,000 $10,000 $10,000 $8,000
$50,000 $45,000 $50,000 $60,000 $70,000 $75,000
$10,000 $10,000 $10,000 $10,000 $10,000 $8,000
 Y1, Q1 Y1, Q2 Y1, Q3 Y1, Q4 Y2, Q1 Y2, Q2 Y2, Q3 Y2, Q4 Y3, Q1
Segment A 25% 25% 50% 50% 50% 50% 50% 50% 50%
Segment B 25% 25% 0% 0% 0% 0% 0% 0% 0%
Segment C 25% 25% 50% 0% 0% 0% 0% 0% 0%
Segment D 25% 25% 0% 50% 50% 50% 50% 50% 50%
List Price $142 $142 $142 $143 $143 $143 $143 $143 $143
Segment A 12% 12% 12% 12% 12% 12% 12% 12% 12%
Segment B 8% 8% 8% 8% 8% 8% 8% 8% 8%
Segment C 4% 4% 0% 0% 0% 0% 0% 0% 0%
Segment D 16% 16% 16% 17% 17% 18% 18% 19% 19%
Distributor 12% 12% 12% 12% 12% 12% 12% 12% 12%
Sales Force 11 11 11 11 12 12 13 13 13
Spending o 50% 50% 30% 30% 30% 35% 37% 36% 36%
Spending t 50% 50% 70% 70% 70% 70% 70% 70% 68%
Integrated $80,000 $80,000 $80,000 $80,000 $80,000 $80,000 $80,000 $80,000 $80,000
Spending o $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Social Med $0 $0 $0 $0 $0 $0 $0 $0 $10,000
Direct Cu $0 $0 $0 $0 $0 $0 $0 $0 $10,000
Battery Lif $60,000 $60,000 $60,000 $60,000 $70,000 $75,000 $75,000 $75,000 $75,000
Manufactur $0 $0 $0 $0 $10,000 $10,000 $10,000 $10,000 $10,000
Sensor Siz $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $60,000 $50,000
Latency Re $0 $0 $0 $0 $0 $0 $0 $10,000 $10,000
Y3, Q2 Y3, Q3 Y3, Q4 Y4, Q1 Y4, Q2 Y4, Q3
50% 50% 50% 50% 50% 50%
0% 0% 0% 0% 0% 0%
0% 0% 0% 0% 0% 0%
50% 50% 50% 50% 50% 50%
$144 $144 $143 $143 $143 $143
13% 14% 14% 14% 13% 13%
10% 10% 10% 10% 9% 9%
0% 0% 0% 0% 0% 0%
20% 20% 20% 20% 20% 20%
13% 13% 13% 13% 14% 14%
14 14 14 14 14 14
38% 38% 38% 38% 38% 35%
70% 70% 70% 70% 70% 70%
$80,000 $80,000 $80,000 $80,000 $80,000 $80,000
$50,000 $50,000 $50,000 $50,000 $50,000 $50,000
$5,000 $5,000 $5,000 $5,000 $0 $0
$5,000 $5,000 $5,000 $5,000 $5,000 $5,000
$75,000 $75,000 $60,000 $40,000 $20,000 $15,000
$10,000 $10,000 $10,000 $10,000 $10,000 $8,000
$50,000 $45,000 $50,000 $60,000 $70,000 $75,000
$10,000 $10,000 $10,000 $10,000 $10,000 $8,000
 Y1, Q1 Y1, Q2 Y1, Q3 Y1, Q4 Y2, Q1 Y2, Q2 Y2, Q3 Y2, Q4 Y3, Q1
Segment A 25% 25% 50% 50% 50% 50% 50% 50% 50%
Segment B 25% 25% 0% 0% 0% 0% 0% 0% 0%
Segment C 25% 25% 0% 0% 0% 0% 0% 0% 0%
Segment D 25% 25% 50% 50% 50% 50% 50% 50% 50%
List Price $142 $142 $142 $143 $143 $143 $143 $143 $144
Segment A 12% 12% 12% 12% 12% 13% 13% 14% 15%
Segment B 8% 8% 8% 8% 8% 7% 7% 7% 8%
Segment C 4% 4% 0% 0% 0% 0% 0% 0% 0%
Segment D 16% 16% 16% 18% 18% 19% 20% 20% 20%
Distributor 12% 12% 13% 14% 14% 14% 15% 14% 15%
Sales Force 11 11 11 11 12 12 12 12 13
Spending o 50% 50% 30% 30% 30% 35% 35% 30% 30%
Spending t 50% 50% 50% 50% 60% 65% 65% 70% 72%
Integrated $80,000 $80,000 $80,000 $80,000 $80,000 $80,000 $80,000 $80,000 $80,000
Spending o $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000
Social Med $0 $0 $0 $0 $0 $0 $0 $0 $0
Direct Cu $0 $0 $0 $0 $0 $0 $0 $0 $0
Battery Lif $60,000 $60,000 $60,000 $70,000 $80,000 $90,000 $90,000 $80,000 $80,000
Manufactur $0 $0 $0 $0 $0 $0 $0 $10,000 $10,000
Sensor Siz $60,000 $60,000 $60,000 $50,000 $45,000 $60,000 $80,000 $80,000 $90,000
Latency Re $0 $0 $0 $0 $0 $0 $0 $10,000 $15,000
Y3, Q2 Y3, Q3 Y3, Q4 Y4, Q1 Y4, Q2 Y4, Q3
50% 50% 50% 50% - -
0% 0% 0% 0% - -
0% 0% 0% 0% - -
50% 50% 50% 50% - -
$144 $143 $144 $144 - -
14% 14% 14% 13% - -
7% 7% 7% 7% - -
0% 0% 0% 0% - -
20% 20% 20% 20% - -
14% 14% 14% 14% - -
14 14 14 14 - -
38% 38% 38% 35% - -
70% 70% 70% 70% - -
$80,000 $80,000 $70,000 $70,000 - -
$50,000 $50,000 $50,000 $50,000 - -
$5,000 $5,000 $5,000 $5,000 - -
$5,000 $5,000 $5,000 $5,000 - -
$75,000 $65,000 $60,000 $40,000 - -
$10,000 $10,000 $10,000 $10,000 - -
$40,000 $80,000 $90,000 $110,000 - -
$15,000 $40,000 $40,000 $40,000 - -