BoxMyTV

Joshua Naidu ,.

therefore. ___________________ Signature ___________________ Name (typed or printed) ___________________ Date This is a marketing plan. other than information which is in the public domain through other means and that any disclosure or use of same by reader. It is acknowledged by reader that information to be furnished in this marketing plan is in all respects confidential in nature. reader agrees not to disclose it without the express written permission of _________________________. Upon request. may cause serious harm or damage to ________________________. It does not imply an offering of securities.Confidentiality Agreement The undersigned reader acknowledges that the information provided by _________________________ in this marketing plan is confidential. this document is to be immediately returned to _________________________. .

. . . . 2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3. . . 6. . . . . . . . . . . . . . . . . . . . . . . . . . . . .2. . . 5. . . . . . . . . . . . . . . . . . . 5. . . . . . . . . . . . . . 4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2 Sales Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1 Product Offering . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3 Linking Expenses to Strategy and Tactics . . .2 Expense Forecast . . . . . . . . . . . . 6. . . . . . 4. .3 CRM Plans . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2. . . . . .2 Market Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .0 4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .0 Messaging . . . . . . Financials . . . . . . . . . . . . . . . . . . . . . . . . . Situation Analysis . . .0 6. . . . . . . . . . . . . . . . . . . . . . . .1 Implementation . . . . . . . . . . . . . . . . . .4 Contribution Margins . . .0 Executive Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4 Contingency Planning . . . . . . . . . . . . . . . . . . . . . . . . . . . . .0 2. . . . . . . . . . . . . . 4. . . . . . . . . . . .3. . . . . . . . . . . . . . . . 7 7 8 8 8 8 8 9 10 10 11 12 12 13 13 13 14 5. . . . . . . . . . . . . . . . . . . . . . . . . . 1 1 2 2 3 3 6 6 3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Controls . . . . . . . .1 Market Needs . . . . . .2 Sales Plan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Table of Contents 1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Marketing Mix .2 Keys to Success . . 2. . . . . . . . . . . . . . 2. . . .1 Sales Forecast . . . . . . . . . . . . . . . . . . . 5. . . . . . . . 5. . . . . . . . 6. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4 Competition . . . . . . . . . . . . . . . . . .1 Price . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1 Sales Strategy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .3 International Markets . . . . . . . . . . . . 2. . . . . . . . . . . . . . .3 The Company . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2 Positioning . . . . . . . . . . . . . . . . . . . . . 4. . . . . . . . . . . . . . . . . . . . . . 4. . . . . . . . . . . . . . . 6. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2. . .0 Appendix . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

OSS Telecom Technology was created. • MEDUSA: a mediation system providing billing data collection and service provisioning services. Product Support In support of product sales. • Performance Appraisal of Networks (PAN): Windows and UNIX based network performance monitoring system for telecom networks. OSS Telecom Technology decided to pursue a more aggressive expansion strategy.0 Executive Summary Over the last four years. building a customer base of 24 telecom operators for its software. a well respected $300 million steel conglomerate. Corresponding with the placement of the executive management team. In 1998. • Java-based rules engine. Consulting Services OSS Telecom Technology has developed most of its products to date through projects delivered as part of its consulting services group. Since 1994. and implementation. The following products are all currently under development: • Short Messaging Service Center (SMSC).BoxMyTV 1. This enables OSS Telecom Technology products to be closely tailored to customer needs. project development. OSS Telecom Technology. appointing an experienced and credible executive management team to unleash the potential of the OSS Telecom Technology Taiwan business. OSS Telecom Technology offers a number of services such as installation and configuration. Page 1 . OSS Telecom Technology has developed an open and flexible product platform from which it can expand. as well as warranty and post warranty support services. 2. has built up significant interests in the telecom sector ranging from wireless and paging services to billing software. OSS Telecom Technology Taiwan has grown steadily. with a particular focus on customer care and billing software solutions (CCB systems). The current product portfolio includes: • Caribou: a customer care and billing product.0 Situation Analysis OSS Telecom Technology current situation: Product Since 1994. • IN Prepaid/Calling Card Platform. Services offered under the umbrella of the consulting services group include consulting. was formed in Taiwan in 1994 to pursue opportunities in the Operations Support Systems (OSS) telecom software market. OSS Telecom Technology has already made and continues to make significant investments in growing the business. OSS Telecom Technology Taiwan. encouraged by the potential of the billing software market opportunity.

Nevertheless. Today's CCB systems collect. OSS are the systems on which the telecom operator's business runs. At the core of OSS is billing for telecom services. Customer Care & Billing Overview OSS Telecom Technology currently focuses on one aspect of OSS. Telecommunications OSS The OSS segment of the telecommunications industry is experiencing tremendous growth. With the increase in operators. what additional services are necessary. and report this valuable information to management. network management. CCB systems have become increasingly sophisticated. bill generation is but one aspect of a complete CCB application. At its highest level. incorporating features such as hot-billing (where users receive billing information on demand). the demand for OSS has also increased. The additional competition in the marketplace has made OSS. manage. companies are investing millions of dollars in their OSS in order to improve operations and create a competitive advantage. multi-service billing. both wireline and wireless. mainly because there is no consensus on the exact definition of OSS. CCB systems enable accurate.700 compared to 1998. which is provided by customer care and billing systems (CCB). timely.BoxMyTV 2. a CCB system provides a carrier with the means to bill its customers for service. The data captured by the billing system provides valuable information to both the carrier and the customer on how services are used. how services can be used more efficiently. a key source of competitive advantage for many players. and CCB systems in particular.500 in 2004. CCB systems are also vital in terms of customer service and satisfaction. asset management. projections differ. Although definitions vary. or even how effective particular promotions or operations have been. OSS typically includes applications geared toward customer acquisition. Increasingly. The slight decrease in spending is the result of more companies choosing to build rather than buy certain components of their OSS. usually in real time. service provisioning. 2.2 Market Summary Operations support systems (OSS) encompasses a broad range of applications and services. loyalty programs and "friends and family" type services. these applications are becoming more interdependent and carriers are beginning to realize how important a world-class OSS is to effective competition. Telecom markets will continue to deregulate and the number of operators will continue to grow to 5. Internet billing (billing data disseminated over the Internet). collate. customer care. representing an additional 1. and billing. In terms of aggregate spending on OSS. Page 2 . By having real time access to customer information. customer service representatives can better respond to customer needs in a timely and efficient manner. The increasingly competitive telecommunications market. feature-rich billing of services. As a result. the Yankee Group predicts that the OSS market will grow to almost $60 billion worldwide in 2003 before falling off slightly. customer care and billing (CCB) systems. However. has increased carriers' awareness of the importance of OSS. flexible.1 Market Needs The outlook for the future appears positive.

645 2014 606 663 2.895 CAGR 7.781 6.097 2013 561 628 2.202 2. The description also includes some of the highlights of these products which make them unique and distinct from and more advanced than similar competing products.1 Product Offering This section describes OSS Telecom Technology's different products.3.891 3.540 5.99% Target Markets Tier 2 Telecom Operators Tier 3 Telecom Operators Internet Service Providers Application Service Providers 2. Table: Market Analysis Market Analysis 2011 Potential Customers Tier 2 Telecom Operators Tier 3 Telecom Operators Internet Service Providers Application Service Providers Total Growth 8% 6% 10% 10% 8.045 6.51% 9. As a result.651 7.640 3. Description of Caribou Subscriber Billing The basic billing system consists of the following modules: Traffic Processing • Pricing: CDRs received through tape or from the mediation system are Page 3 .411 3.011 2.98% 5. This section also gives an overview of the product road maps for the various products.334 7. a great deal of attention is typically placed on a company's CCB applications.50% 9. MEDUSA. this is important since the customer's bill is the only regular contact a company has with its customers. modern CCB systems can turn the monthly bill into an invaluable marketing tool.3 The Company 2.99% 481 564 2.596 2012 519 595 2. including Caribou.243 2015 654 699 2. and the new products in production such as the SMSC and the IN Pre-paid Calling Card platform.BoxMyTV In addition.50% 8. PAN.

• Free Service Package: This package is designed for free minutes or units of calls only. which is online. recurring. • High Toll Alert: System is capable of generating a high toll alert report that can help to identify fraud. A particular discount package can be attached to the customer. • Reject Maintenance: CDRs with missing information are listed with reject value codes for manual processing. System is capable of generating reminders in case of late payment. and service usage time. Usually all system parameters are maintained here. rate calendar. and volume discount. deposit. Page 4 2. • Bill Posting: Records are posted to their corresponding subscriber's account after bill generation. • Subscriber Activation/Deactivation: This activity is performed through MEDUSA's service provisioning system. Accounts & Payment • Online Payment: Payment can be done over the counter. and service usage. • Traffic Posting: After pricing. It contains four types of plans: one-time. tariff plan. . • Value-added Package: This package is designed for all value-added services like call forwarding. printing can be selective depending on the account and subscriber number. • Offline Payment: Payment can be collected manually and it can be entered into the system collectively (in batch). It contains four types of plans: one-time. ISD etc. • Final bill generation: This process starts after pre-bill processing and it calculates the total bill and its corresponding discounts for every subscriber. warm (HOT) billing and cycle wise billing. STD. Other than total bill calculation. • Master Information: All the static information is managed through this module. • Discount Package: This package is designed for discount only. the records are posted to the corresponding subscriber account that is used during bill generation. busy transfer. • Bill Printing: Printing can be distributed over various printers in the network. • Payment Adjustment: Adjustment can be made against accounts in case of both online and offline payment. and segmented. • Pre-bill processing: This process is mainly used for calculating the recurring amount of each bill cycle. rate structure. In addition. recurring. call waiting. bill follow-up is necessary. • Bill Follow-up: In case of late payment. deposit. Packaging • This system can support the following four types of packages: • Primary Package: This package is mainly for basic services. discounts structure. flat discount. • Bill Correction/Write-off: This is a supervisory function where any bill correction and write-off is taken care of. volume. There are four types of pricing--flat.BoxMyTV validated and then taken up for pricing using the tariff package. 1. • Refund: System is capable of providing refunds to its customers. A particular package can be attached to the customer or a specific free service can be provided. • Number Inventory: Manages all subscriber's and service's number inventory. Systems Administration • User Administration: This takes care of user management and their privileges. step. 3. The system can take care of multiple billing cycles and multiple billing groups. it takes care of volume pricing. Bill Generation: Bill generation can be of three types: ad-hoc billing.

Pending/adjustment amount. • Rate Structures: Support for various types of rate codes and corresponding rate details. More often than not. • Recurring Charge Plan: This plan is used for recurring charges only. The feedback is analyzed and action is taken to improve the quality of service. • Customer Feedback: Collection of customer feedback is essential in any service. Credit limits information. Customer Complaint: Caribou recognizes that the grade of service of telecom service network draws parameters from all possible service points. • Long Distance (National and International) Charge Plan: This plan is used for any national and international long distance call charge. thus enabling status tracking. 4. which may be performed both online as well as offline (batch). Various reports can be generated on complaints and actions taken. The system allows complaints to be recorded along with updating of the action initiated. • Ad hoc Discount Calendar: This rate calendar is used for ad hoc discount. An online customer has to go no further to address any issue related to the service. • Customer Inquiry: • Service (primary & value-added services). single view for the customer care agent (CCA) to address any activity or query pertaining to subscribers that he/she is responsible. There are five different plans: • One-time Charge Plan: This plan is used for one-time charges only. Of course. The CCA even has access to bill images and CDR history through that single window. • Activation/Deactivation status • Usage • • • • Charges: Bill amount. Different marketing plans are offered to a customer such as: choice of bill date. a customer will follow-up on the complaint to inquire about the completion status. and other related start-of-service options. • Marketing Plans: Each package is attached to various plans. the system provides for a sophisticated management and tracking of technical and commercial faults/complaints. To address. • Subscriber Registration: Registration is a quick and easy process. Page 5 . • Service Charge Plan: This plan is used for service charge only. Customer Care and Administration: Caribou provides a single window. number selection choice. • Complaint Tracking: Recording a complaint is not sufficient. • Package related information. Complaint aging report can also be generated for MIS and evaluation of the quality of service of the network. • Bill related information. • Tariff related information. • Rate Calendar • Daily Rate Calendar: A rate calendar may be generated separately for each day of the week. track and contain/minimize faults/complaints.BoxMyTV Discount can be two types--flat and volume. • Holiday Rate Calendar: This rate calendar is used for holidays only. the package allows for changes in options as many times as required. • Deposit Charge Plan: This plan is used for deposit charges only.

Acquisition of data from network element. 3. Denial of service to a subscriber. EDS. fixed and convergent services. thus obviating the need to configure each concerned entity individually. IBM.4 Competition With the increasing demand for OSS and CCB systems. OSS Telecom Technology will compete in this market by providing high-value products and services at competitive prices. 2. In addition. They are formidable competitors with deep pockets. 3. 5. Internet. Deactivation of a subscriber. many OSS/CCB software providers have entered the market. Deutsche Telekom) to develop in-house billing and OSS solutions for customers. 5. translation into intermediate form suitable for delivery and storage of the data. The system can provide various services for configuration. as were their shareholders. Analysis: LHS Group and Saville Systems Although OSS Telecom Technology faces numerous competitors in the CCB market. control. Resumption of service to the subscriber. the majority of players (both large and small) are extending product service portfolios to provide all services. 2. mobile. to the subscriber.2 Positioning 2. Validation of the data. There is an increasing move by computer and switch vendors. Delivery of the processed data to other applications according to a pre-defined format.BoxMyTV • Emergency Service: A directory service for emergency and utility numbers and other details is provided in Caribou for better customer care for the network. Addition of value-added services. Siemens.3.g. Specific Value-Added Features Description of MEDUSA The activities handled by MEDUSA are: 1. two Page 6 . 4. and management of the network elements including: 1.e. It is estimated that there are over 50 vendors for billing and customer care systems worldwide. system integrators. Companies that compete in this market were direct beneficiaries of this growth. Competitor Financial Performance The market for billing and customer care has enjoyed solid growth for the past six years. cable. i. and telecom operators (e. large existing customer bases. like three party conference and call forwarding. and significant influence on customer decisionmaking. MEDUSA coordinates and controls the actions of the various network elements to which it connects. Activation of a subscriber. 2.

BoxMyTV are worth a closer look. The stock market. only returned a CAGR of 30% from June 1997 to June 1998 and 28% from December 1995 to June 1998. while Saville's market capitalization grew at a CAGR of 119% from December 1995 to June 1998.0 Marketing Mix The following sections outline the marketing mix for OSS Telecom Technology. both derive a majority of their sales from the telecommunications industry.0 Messaging Table: Target Market Messaging Target Market Messaging Market Segments Tier 2 Telecom Operators Tier 3 Telecom Operators Internet Service Providers Application Service Providers Messaging - 4. LHS Group's market capitalization grew at a CAGR of 201% from June 1997 to June 1998. 3.1 Price Table: Price List Price List Item Name me Name me Name me Other Description Type a description Type a description Type a description Type a description Per Unit Price $0 $0 $0 $0 here here here here Page 7 . OSS has strategically built this marketing mix to compete effectively and promote a strong value proposition in the marketplace. 4. Both of these companies focus exclusively on CCB systems and related consulting services. as measured by the S&P 500 stock index. LHS Group and Saville Systems are important because their historical growth and performance mirror OSS Telecom Technology's projections. and both have grown their revenues to $100 million plus in approximately five years. both are active in international markets.

Page 8 . very attainable. Inc. therefore.2.3 International Markets 5.2.2 Sales Plan 4.BoxMyTV 4. The management of OSS Telecom Technology.2 Sales Process Table: Sales Account Plan Sales Account Plan Target Accounts Account Name Account Name Other Existing Key Accounts Account Name Account Name Other Total Table: Sales Pipeline Sales Pipeline Opportunity Name Opportunity Opportunity Opportunity Opportunity Opportunity Opportunity Opportunity Opportunity Opportunity Opportunity Total Customer Contact Sales Region Lead Source Sales Category Forecast Amount $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 Sales Phase Forecast Close 1-1-2007 1-1-2007 1-1-2007 1-1-2007 1-1-2007 1-1-2007 1-1-2007 1-1-2007 1-1-2007 1-1-2007 History History Status Status Annual Sales Potential $0 $0 $0 Annual Sales Potential Key Account Manager $0 $0 $0 $0 Key Account Manager - - Name Name Name Name Name Name Name Name Name Name 4.0 Financials The market and related entry strategy mentioned earlier in this marketing plan is reflected in the assumptions used to build the financial model and corresponding proforma financial statements. believes these projections to be on the conservative side and.1 Sales Strategy 4.

New sales and upgrade sales are further broken down into license. Pricing assumptions for licenses include a 10% discount from list for direct sales and 30% from list for indirect sales. In addition.804. OSS Telecom Technology does not increase license pricing while significantly increasing feature set to maintain competitive pricing advantage over the five-year period.432. Sales are forecast at 50% direct and 50% indirect resulting in a weighted average discount of 20%.363 $1.894 FY 2013 $19.715.395.400 $30.774.488 $170.000 CCB (Unicorn & MEDUSA combined) Pre-paid IN SMSC $500.130 FY 2012 $1.301 $2. product revenue is broken out between new sales and upgrade sales.857.362.105 $464.924.238 $892.905 $1.825 $3.000 $1.076 FY 2014 $30.600 FY 2013 $2.000 $1.000 $0 Page 9 .198.800 $47.511.000.800 $3.900 $7.1 Sales Forecast Revenues are calculated separately for each product and for maintenance and consulting services.289.438 Sales Monthly $2.400 $18.192.642. Table: Sales Forecast Sales Forecast FY 2012 Sales CCB (Unicorn & MEDUSA combined) Pre-paid IN SMSC Total Sales Direct Cost of Sales CCB (Unicorn & MEDUSA combined) Pre-paid IN SMSC Subtotal Direct Cost of Sales $13. installation.350 $5. Pricing for licenses stays constant over the five year period.725 $830.136.000.BoxMyTV 5.800 $6.900 $10.300 $3.482.500. prepaid IN (PPIN) product.434.313. and short messaging (SMSC) product.038 $399.317. and customization revenue.679.500 FY 2014 $3. The products included in this forecast are customer care and billing (CCB) products.

284.000 $250.000 $200.BoxMyTV 5.2 Expense Forecast Presented here are the individual line items for OSS Telecom Technology Taiwan and OSS Telecom Technology as well as a consolidated summary of all company expenses.000 14.3 Linking Expenses to Strategy and Tactics Page 10 .000 $0 -----------$4.65% FY 2013 $1.000 $0 Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Advertising/Promotion Travel Other 5.060.185.000 $0 -----------$4.482.186.000 $0 -----------$4.000 $300.000 $3.19% FY 2014 $1.800 21.297.000 $50.46% Monthly Expense Budget $350.000 $100.006.000 9.098. Table: Marketing Expense Budget Marketing Expense Budget Advertising/Promotion Travel Other Total Sales and Marketing Expenses Percent of Sales FY 2012 $946.000 $150.800 $3.000 $3.

000 14.000 $1.924.313.500 $5.098.50% FY 2014 $1.284.471.BoxMyTV Sales vs.062 78.50% FY 2013 $1.000.31% FY 2014 $47.19% $22.511.600 $3.418.062 87.524 87.130 $2.000 $1.190.774.000 $3.186.000 $800.4 Contribution Margins Table: Contribution Margin Contribution Margin Sales Direct Costs of Goods Other Variable Costs of Sales Cost of Goods Sold Gross Margin Gross Margin % Marketing Expense Budget Advertising/Promotion Travel Other Total Sales and Marketing Expenses Percent of Sales Contribution Margin Contribution Margin / Sales FY 2012 $18.000 $200.200.438 $0 -----------$5.894 $16.524 73.000 $0 -----------$4.000 $400.000 $3.800.800 21.000 $1.989.436 65.924.000 $1.774.04% Page 11 .400.000 $0 -----------$4.297.000 $600.482.313.236 87.060. Expenses Monthly $1.395.894 $0 -----------$2.000 $0 -----------$4.800 $3.438 $41.65% $12.46% $36.000 $0 Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Sales Expenses 5.85% FY 2013 $30.076 $0 -----------$3.185.192.076 $26.006.134.50% FY 2012 $946.000 9.600.197.

00 $0.00 Channel 3 0 $0.00 $0.00 $0.00 0.00 0 0 $0.00% 0.00 $0.00% $0.00 0 0 $0.000 $0 Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May 6.00% $0.00 0.00% $0.000.00% 0.000 $1.1 Implementation Table: ROI Calculator Return On Investment (ROI) Channel 1 Campaign Details Total Impressions Total Program Cost Response Rate Conversion Rate Average Customer Purchase Response Total Responders Total Buyers Revenue Generated Costs Cost per Response Cost per Sale Total Campaign Profit Marketing ROI 0 $0.000 $800.0 Controls The controls put into place to ensure the successful execution of our marketing strategy have been placed into the ownership of our marketing organization.00 $0. The next section provides a detailed description of our marketing organization.00 0.00 0.00% 0.00 0 0 $0.00 0 0 $0.00 $0.00 0. 6.00% $0.00 0.00% 0.000 $200.BoxMyTV Contribution Margin Monthly $1.00 0.00 Channel 4 0 $0.00 $0.00 Channel 2 0 $0.00% $0.00 0.000 $600.00 $0.200.00 $0.00% Page 12 .00% $0.000 $400.00% $0.

3 CRM Plans 6.00 $0.00 0% $0.BoxMyTV Table: Customer Lifetime Value Customer Lifetime Value Customer Purchase Forecast: Average Customer Lifetime (years): Average number of purchases per year: Average purchase value: $0.00 Total Customer Purchases: Customer Acquisition Costs: Cost of marketing to a potential customer: Average conversion rate: Subtotal Cost of attracting customer: Other one-off costs for first-time customers: Total Customer Acquisition Costs: Unadjusted Customer Lifetime Value: Adjusted Customer Lifetime Value: Discount Rate: 0% Net Present Value of Customer Lifetime Value: $0.2 Keys to Success 6.00 $0.00 6.00 $0.4 Contingency Planning Page 13 .00 Average Gross Margin %: 0% Gross Margin per purchase $0.00 0 0 $0.00 $0.

587 $14.745 $1.487.086.586 $198.423 $38.950 $1.234 $39.595 $119.139 $39.244 $193.107.972 Mar $1.285 Jul $135.870 $1.578.465 $315.122.545 Apr $144.957 $200.669 $37.093.220 $1.687 Feb $1.490 Jan $141.115.910 $108.949 $14.940 $299.364 $14.567.770 Feb $142.895 $116.325 $1.Appendix Appendix Table: Sales Forecast Sales Forecast Jun Sales CCB (Unicorn & MEDUSA combined) Pre-paid IN SMSC Total Sales Direct Cost of Sales CCB (Unicorn & MEDUSA combined) Pre-paid IN SMSC Subtotal Direct Cost of Sales 0% 0% 0% $1.143 $13.791 $188.655 $1.718 $13.645 $305.263 Apr $1.129 $192.517.593 $197.130.830 $310.137.405 Jun $134.903 $189.183 $39.354 $38.476 $195.480 $113.507.805 $1.497.868 $37.600.499 $38.139 Dec $1.915 $112.145.537.390 $110.262 $14.065 Aug $136.878 Nov $1.110 $317.295 $114.435 $1.291 $39.160 Aug $1.487 $14.055 May $145.110 Nov $139.547.105 Mar $143.587.995 $306.489 $13.030 Oct $138.120 $1.870 $314.527.695 $113.384 Sep $1.325 $312.745 $116.037 $14.359 $194.078.385 $308.145 $111.690 $1.555 $1.679 $187.581 $38.095 $115.100.745 $109.030 $1.408 Jan $1.260 Dec $140.007 Page 14 .805 $319.010 Sep $137.718 $14.153.350 $303.160.557.926 Jul $1.627 Oct $1.924 $13.810 $14.443 May $1.569 $185.015 $190.763 $37.101 $39.105 $301.

Appendix Appendix Table: Marketing Expense Budget Marketing Expense Budget Advertising/Promotion Travel Other Total Sales and Marketing Expenses Percent of Sales Jun $78.000 $0 -----------$333.87% Nov $78.900 $255.000 $0 -----------$333.30% Aug $78.900 22.000 $0 -----------$333.900 $255.900 22.900 21.72% Dec $78.000 $0 -----------$333.900 22.30% Mar $78.900 $255.900 21.900 22.000 $0 -----------$333.87% Page 15 .03% May $78.900 $255.000 $0 -----------$333.900 $255.900 21.900 $255.900 $255.000 $0 -----------$333.900 $255.44% Feb $78.900 21.000 $0 -----------$333.900 $255.000 $0 -----------$333.900 21.16% Sep $78.900 $255.45% Jul $78.000 $0 -----------$333.900 20.000 $0 -----------$333.58% Jan $78.01% Oct $78.000 $0 -----------$333.900 21.900 $255.900 $255.16% Apr $78.900 21.

87% $1.000 $0 -----------$333.019.160 $0 -----------$187.878 $1.225 65.900 21.900 $255.000 $0 -----------$333.160 $1.49% Oct $1.900 22.900 21.517.587.50% Mar $78.344.037.781 65.362.900 $255.900 22.900 21.139 $1.010 $189.384 $1.58% $1.547.007 $0 -----------$200.443 $0 -----------$198.380.048 87.000 $0 -----------$333.972 $0 -----------$195.842 87.900 $255.798 87.952 65.479 87.260 $193.687 $0 -----------$194.046.384 $0 -----------$188.263 $0 -----------$197.105 $197.50% Nov $78.20% Mar $1.567.000 $0 -----------$333.327.252 65.578.028.065 $188.770 $195.002.000 $0 -----------$333.681 87.627 $1.497.900 20.900 22.50% Jun $78.34% Apr $1.50% Dec $78.000 $0 -----------$333.16% $984.900 $255.318.000 $0 -----------$333.102 87.687 $1.353.000 $0 -----------$333.408 $1.490 $194.942 66.900 22.487.336.50% Jan $78.371.537.926 $1.92% Jan $1.900 $255.301.900 $255.900 $255.011.900 21.05% Jul $1.125 87.898 66.285 $187.030 $190.900 $255.47% May $1.900 $255.803 87.202 66.443 $1.310.900 $255.50% Apr $78.000 $0 -----------$333.44% $1.87% $1.926 $0 -----------$185.20% Aug $1.557.900 21.50% Feb $78.627 $0 -----------$189.852 87.50% Aug $78.34% Sep $1.971 87.50% Jul $78.408 $0 -----------$193.000 $0 -----------$333.900 $255.16% $1.389.600.139 $0 -----------$192.900 $255.03% $1.071 65.055 $200.400.50% Oct $78.579 65.110 $192.78% Dec $1.Appendix Appendix Table: Contribution Margin Contribution Margin Sales Direct Costs of Goods Other Variable Costs of Sales Cost of Goods Sold Gross Margin Gross Margin % Marketing Expense Budget Advertising/Promotion Travel Other Total Sales and Marketing Expenses Percent of Sales Contribution Margin Contribution Margin / Sales Jun $1.50% May $78.72% $1.50% Sep $78.01% $993.152 87.878 $0 -----------$190.000 $0 -----------$333.507.900 21.007 $1.45% $967.066.148 66.405 $185.545 $198.483 65.63% Nov $1.383 87.972 $1.903 66.527.30% $976.263 $1.06% Feb $1.900 21.055.63% Page 16 .30% $1.000 $0 -----------$333.