your company’s product/service name company logo here business review this template is used to...

Your Company’s Product/Service name

Company Logo here

Business Review

This template is used to assist in the development of the company’s yearly business review.

Date


Company Logo here

Content Overview

• Mission Statement and Support• 2002 Objectives• Business Performance - Financial Review

– Summary– Performance by Major Category

Examples -

•Sales by Category

•Historical Performance

•Performance Trend

•Category Profile

•Profitability Analysis

•Price Ladder

•Seasonality

•Category•Channel

•Distribution

•Mix by Channel

•Brand Mix

•Product Ranking


Company Logo here

Content Overview

• Customer Overviews

• Product Category Overviews

• Competitor Overviews

• Consumer Learnings

• Key Issues and Market Trends

• SWOT Analysis

• Consumer Promotion Review

• Enablement?

• Cross-BU Integration?


Company Logo here

Mission

Mission Statement:State your company’s mission statement here.

Support:Add any additional supporting information about your

company.Example: What is your company doing differently than

the competitors?


Company Logo here

2002 Objectives

Examples:•Improve sales with more direct marketing plans.•Generate $25 million in sales between January and June

•Increase Market Share •Build a Better Product than the Competition •Maximize Customer Satisfaction •Help Other Corporate Businesses •Reduce Number of Employees •Cut Expenses •Maximize Revenue •Maximize Annual Profit •Maximize Return on Investment (ROI) •Maximize Return on Equity (ROE) •Maximize Return on Assets (ROA) •Maximize Return on Sales (ROS) •Maximize Shareholder Value & Discounted Cash Flow •Expand into New Markets •Minimize Risks •Provide for the Employees •Help Community

What are the company’s objectives and how will be objectives be accomplished?


Company Logo here

Business PerformanceFinancial Review


Company Logo here

Business Performance -Sales Summary

Projected Year

Year 1

Year 2

Year 3

Year 4 TYD FY FCST

Sales

Growth

Year 1Reason for Loss or Profit (Example: Lost major account)

Year 2

Year 3

Year 4


Company Logo here

Business Performance - Sales by Category

2001 Sales $ by Category

3%

34%

23%

8%

18%

2%

12% Direct Print

Index Maker

Ready Index

Write-on/Plain Tab

Insertables

Legal

Specialty/Other

Insert a graph of the major categories of your company’s product line or service. Describe what is the major categories that are dominating.


Company Logo here

Business Performance - Historical Performance by Category

Previous Year Current Year

No. of SKU's

TYD Sales

% Total

No. of SKU's

TYD Sales

% Total

Category 1

Category 1

Category 2

Category 2

Category 3

Category 3

Category 4

Category 4

Category 5

Category 5

Total 100% Total 100%

• Explain what categories are growing, declining or staying constant.


Company Logo here

Business Performance -Performance by Major Category

Family % of Total Sales Dollars

3% 3% 3% 3%

29%

34%

36% 36%

23% 23%22%

21%

8% 8% 8% 9%

19%

17%18% 18%

3%2% 2% 2%

15%

12%11% 12%

0%

5%

10%

15%

20%

25%

30%

35%

40%

1999 2000 2001 Jun YTD

Direct Print Index Maker Ready Index Write-on/Plain Tab Insertables Legal Specialty/Other

Insert percentage bar graph to illustrate growing or declining trend within the family of products or services.


Company Logo here

Business Performance - Category Profile

Dividers benefited from strong sales through June, with the exception of Ready Index and Direct Print, which continue to decline

Index Maker continues to drive business profits with high margins and volume

The 2nd and 3rd largest categories (RI and Ins) have relatively weak sales growth, suggesting the category may be weak, which is being masked by the increased dominance of high margin Index Maker

Category Profitability and GrowthJune YTD 2002

Leg

WOIM

Ins

OthRI

DP

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

-20.0% -10.0% 0.0% 10.0% 20.0% 30.0%

Growth %

Sta

nd

ard

Mar

gin

%

Bubble Size reflects size of business in sales dollars


Company Logo here

Business Performance - Profitability Analysis

YTD Profitability By Category Sales Growth Units Cost GM$ GM% GM$

Category 1

Category 2

Category 3

Category 4

Category 5

Total 100%

Describe what categories are dominating in the profitability analysis.


Company Logo here

Business Performance - Price Ladder and Profitability Analysis

Benchmark Price Ladder

UPC Product Benchmark Margin

-0.501.001.502.002.503.003.504.00

Benchmark

Margin


Company Logo here

Business Performance - Seasonality

Seasonality by Product Category 3 Year Average 1999-2001

0%

2%

4%

6%

8%

10%

12%

14%

16%

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Direct Print Index Maker Ready Index Write-on/Plain Tab Insertables Legal Specialty/Other

Insert seasonality graph to illustrate the seasonal sales changes in category.


Company Logo here

Business Performance - Seasonality, Cont’d

Seasonality by Channel3 Year Average 1999-2001

-

2,000

4,000

6,000

8,000

10,000

12,000

14,000

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

(in

$00

0s)

Superstore Retail Commercial (incl. SS Comm.) Mass Market

Insert graph to illustrate seasonal performance by Distribution Channel.

Example: Mass Market, Superstore Retail, Online, Boutiques, Commercial, International, Distributors.


Company Logo here

Business Performance -Distribution

Total Distribution by Channel

67% 65% 67%

28% 31% 28%

6% 4% 5%

0%

20%

40%

60%

80%

100%

1999 2000 2001

Comm'l SS Retail MM

Observation:

Insert any observation you might see in regards to the company’s distribution by channel.

Example: What are the major channels that might be areas to concentrate more focus in.


Company Logo here

Business Performance -Distribution

Channel XX Shipment Mix

8%

74% 79% 81%

2% 4% 3%

9% 8%7%4%

4%

6%7% 4%

0%

20%

40%

60%

80%

100%

1999 2000 2001

Specialty/OtherLegalInsertablesWrite-on/Plain TabReady IndexIndex MakerDirect Print

Observations:

What observations are present in each area of distribution?

Example:

•Mass Market is more willing to purchase lower price items.

•Commercial Market purchases all spread out through all price ranges.


Company Logo here

Business Performance -Brand Mix

Brand Mix

0%

20%

40%

60%

80%

100%

PL 4% 4% 4% 4%

OE 3% 3% 2% 2%

Branded 93% 94% 94% 93%

1999 2000 2001 2002 YTD

Observations:This area can be used to present the brand mix of your company’s product or service.


Company Logo here

Business Performance -Product

Product Ranking by Sales $ YTD

Product/Service Description Sales

Sales Rank

Sales Growth

Unit Rank

Margin Rank

Observations:This area observes the top ranking products/services for the company.


Company Logo here

Business Performance -Customer Overview by Distribution

Distribution XXPervious Year Sales Growth

Total Customer

$

Your Company's total

contribution to the Customer

Product/Service

contribution to the

CustomerYear

1 Year 2Current

Year

Store Retailer 1

Store Retailer 2

Store Retailer 3

Observation:Indicate the reasons for sales growth or decline with the customers.Example: •Customers closed several stores.•Customer downsized areas of their company.


Company Logo here

Business Performance -Product XX Fact Sheet

Product/Service Name Sales by Channel (Year)

% Total % Growth

Channel 1

Total Sales (Year) Channel 2

% Total Sales (Year) Channel 3

Growth (Two Years Prior)

Growth (Previous Year) Top Customers

Growth (YTD) %Cat Sls % Growth

Customer 1

Customer 2

Customer 3

Observations: What observations can be seem from the facts given?

UPC Description YTD Sales

Cumm % of

Category

Total Sales Rank

Sales Growt

h

Total Units Rank

Total Margin Rank


Company Logo here

Business Performance -Product XX Sales Trend

Direct Print Sales Trend

0

200,000

400,000

600,000

800,000

1,000,000

Months

Sa

les

$Direct Print Sales TrendExamples:• Sales decline resulted from loss of superstore distribution. • Store Returns causing decline.•Sales increased from 300 more Store X placement.


Company Logo here

Direct Print Commercial Sales Trend

0

200,000

400,000

600,000

800,000

Months

Sa

les

$

Business Performance -Direct Print

Direct Print Commercial Sales• Commercial channel contributes to 95% of the DP business and is growing (YTD +2.2% versus YAG).• Growth is fueled by the performance of the 24 set laser (+13% vs. YAG). Loyal users are trading up to 24-set packs.


Company Logo here

DP Total Commercial by Printer Type

$-$100,000

$200,000$300,000$400,000$500,000

$600,000$700,000

Months

Sal

es $

$-

$50,000

$100,000

$150,000

$200,000

$250,000

Ink JetLaserColor Laser

Business Performance -????Direct Print

Direct Print Sales by Printer Type• Laser is still bulk of the business. DP ink jet dividers experienced higher total sales decline due to loss of distribution at superstores. • Color is growing in the commercial channel (small $ base)

Color Laser

Ink Jet

Laser

$188,191 8%

$255,667 11% $1,737,700

75%

*Direct Print Collating = $133,831 (6% of total)


Company Logo here

$0

$50,000

$100,000

$150,000

$200,000

$250,000

$300,000

$350,000

$400,000

$450,000

$500,000

5TAB24PK LSR

8TB24PK,LSR

5 TAB 4-SET LSR

5TAB-4PKINKJET

8 TAB 4SET LSR

8TAB-4PKINKJET

5TAB-4PKCOL LSR

8TAB-4PKCOL

78% GM

80% 85%

80% 81%

77% 82%79%

Source: Brio Data

Gro

ss M

argi

n $


Direct Print Margin Ladder•Overall margin will continue to improve with elimination of DP single sets at the end of 2004. Single set only yields a 47% GM.


Company Logo here


DP Unpunched Trend

$-$5,000

$10,000$15,000$20,000$25,000$30,000$35,000

Months

Sal

es $

Direct Print Unpunched Sales•After strong growth in 2000, DP unpunched has been down significantly in 2002•Possibly cannibalized by IM or other alternatives


Company Logo here

Business Performance - Index Maker Fact Sheet

Index Maker Product Ranking - June YTD 2002

Index Maker Sales by Channel (2002 Aug YTD)

% Total % Growth$60,952,735 Total Sales 2001 Super Store 24% -12%

36% % Total Sales 2001 Commercial 75% -1%20% Growth (2000) Mass Market 0 -17%-4% Growth (2001) College 0 72%7% Growth (YTD Aug 2002)1% Private Label Top 5 Customers % Cat Sls Growth*0% Office Essentials Office Depot Contract 17% 0%

Boise/Reliable 15% 9%United/Azerty 13% -19%Corporate Express 11% 34%Staples Retail 8% 4%

* 8/02 YTD

Cumm % Total DividersUPC Description YTD Sales of Category Sales Rank Sales Growth Units Rank Margin Rank

11446 5 Tab - 25 Set (Laser) 5,962,689 19% 1 14.1% 111 111447 8 Tab - 25 Set (Laser) 4,002,425 31% 2 8.9% 143 211436 5 Tab - 5 Set (Laser) 3,028,699 41% 3 -15.4% 59 311437 8 Tab - 5 Set (Laser) 2,911,964 50% 4 -0.8% 67 411458 5 Tab - 5 Set (Ink Jet) 1,589,816 55% 6 28.8% 102 511459 8 Tab - 5 Set (Ink Jet) 1,307,031 59% 8 27.0% 124 611443 5 Tab - 25 Set (Laser - Unpunched) 1,192,446 63% 11 25.2% 251 911419 8 Tab - 5 Set (Dual Tech - Color) 869,610 66% 21 57.1% 153 1411444 8 Tab - 25 Set (Laser - Unpunched) 856,238 68% 22 39.8% 294 1511416 5 Tab - Single Set (Laser) 676,014 70% 31 -9.7% 55 26

Avg Sales per SKU $474,291 Top 10 of 67 active SKUS


Company Logo here

Business Performance - Index Maker

Observations:•Index Maker continues to grow in all Major Families, except Copier, which is down 16%•While the highest growth rates are coming from 2nd Tier and Transluscents, their size and overall contribution remains small•Index Maker sales and volume growth remain dominated by Avery Branded paper IM with white and color tabs

Index Maker Sales by Major Family - July YTD 2002

0

5,000,000

10,000,000

15,000,000

20,000,000

25,000,000

2ndTier

ColorTabs

Copier Ink Jet Laser Plastic

PYTD Sales

July YTD Sls

% of Cat Sls Growth % of Ttl Cat Growth2nd Tier 2% 31% 7%

Color Tabs 14% 11% 21%

Copier 1% -16% -3%

Ink Jet 14% 10% 18%

Laser 70% 2% 20%

Plastic 6% 71% 37%

Total IM 7%


Company Logo here

Business Performance - Index Maker

Observations:•It is surprising to note that punched sales have declined vs prior July YTD•With unpunched only available in white laser Index Maker, there is opportunity to expand our offering of unpunched in other areas (i.e. Color IM)•We will need to continue monitoring punched sales to determine if the minor family is mature/flat

Index Maker Punched/Unpunched Analysis (Laser Only)

0

5,000,000

10,000,000

15,000,000

20,000,000

25,000,000

Punched Unpunched Extra-Wide

PYTD Sales

YTD Sales

WOW!

% of IM Lsr Sls GrowthPunched 85% -1%Unpunched 14% 19%Extra-Wide 1% n/a


Company Logo here

Business Performance - ????Ready Index

• Superstores decline in 2001 is slowing down this year, which could be a result of improving inventory control.

• Commercial is flat after last year’s customer consolidation and inventory reductions.• Mass was up in 2001 with the RI/IM Presentation Center at Wal-Mart, but we are

currently encountering returns for that project. Mass sales are declining this year as the price competition continues across manufacturers.

1999 2000 2001 2002 YTDEntity Grp Annual $ Annual $ % D Annual $ % D Annual $ % DSUPER STORES TOTAL 24,721,693$ 25,838,895$ 5% 22,383,042$ -13% 12,595,799 -5%OFFICE DEPOT RETAIL 5,855,553$ 6,091,294$ 4% 5,496,693 -10% 2,677,053 -10%OFFICE DEPOT BSD 5,032,592$ 5,146,186$ 2% 5,317,008 3% 2,987,548 -11%VIKING 508,329$ 467,365$ -8% n/a n/a OFFICE DEPOT TOTAL 11,396,474$ 11,704,845$ 3% 10,813,701$ -8% 5,664,601 -11%STAPLES RETAIL 4,670,937$ 5,259,328$ 13% 4,349,421 -17% 2,344,201 -10%SCC 2,795,062$ 2,868,749$ 3% 3,292,916 15% 1,940,146 3%STAPLES-QUILL 244,744$ 248,903$ 2% 334,985 35% 210,506 13% STAPLES TOTAL 7,710,743$ 8,376,980$ 9% 7,977,322$ -5% 4,494,853 -4% OFFICEMAX 5,614,476$ 5,757,070$ 3% 3,592,019 -38% 2,436,345 6%COMMERCIAL TOTAL 16,702,294$ 16,882,441$ 1% 14,688,031$ -13% 8,363,684 -1%UNITED/AZERTY 5,044,799$ 5,075,049$ 1% 4,660,850 -8% 2,141,102 -21%SP RICHARDS 1,571,846$ 1,483,044$ -6% 1,677,983 13% 1,024,285 2%BOISE/RELIABLE 4,751,183$ 4,931,922$ 4% 4,293,744 -13% 2,582,044 2%CORPORATE EXPRESS 3,975,251$ 3,974,588$ 0% 2,654,482 -33% 1,720,743 23%OTHER 1,359,215$ 1,417,838$ 4% 1,400,972$ -1% 895,510 10%MASS MARKET TOTAL 995,130$ 489,846$ -51% 696,558$ 42% 304,036 -22%GRAND TOTAL 42,419,117$ 43,211,182$ 2% 37,767,631$ -13% 21,263,519 -4%

Channel & Customer Sales Detail


Company Logo here

Business Performance - Ready Index - SKUs with Declining Sales

• Our best selling SKUs are also our “no growth” products!

• Most of these “no growth” items are single sets of RI Cont Std.

• Landscape Ready Index single and 6-packs topped the list. These items should be discontinued for 2004.

• Easy Edit is doing poorly in single set packs.

• SKU rationalization decisions to discontinue Executive Hidden Tab and Contemporary Hidden Tab are validated by the rankings of these products.

Major Minor UPC UPC Description Growth $

to PY Growth % to PY

YTD Sales

YTD Units

RI CONTEMPO RI LANDSCAPE NEW 7278212260 RI LANDSCAPE 5T 6PK (54,940)$ -138% 117 118RI CONTEMPO RI LANDSCAPE NEW 7278212261 RI LANDSCAPE 8T 6PK (75,078)$ -137% 118 117RI CONTEMPO RI LANDSCAPE NEW 7278211260 RI LANDSCAPE 5T (53,386)$ -101% 116 116RI CONTEMPO RI LANDSCAPE NEW 7278211261 RI LANDSCAPE 8T (106,549)$ -99% 93 90RI CONTEMPO RI EASY EDIT TOC 7278211171 RI EASY EDIT 5T (119,520)$ -81% 68 60RI CONTEMPO RI EASY EDIT TOC 7278211172 RI EASY EDIT 8T (143,275)$ -79% 57 61RI CONTEMPO RI POCKET 7278211147 RI POCKET DIV 10TAB (40,834)$ -54% 61 67RI CONTEMPO RI POCKET 7278211146 RI POCKET DIV 8 TAB (28,884)$ -51% 70 68RI CONTEMPO RI POCKET 7278211145 RI POCKET DIV 5 TAB (40,060)$ -49% 54 47RI CONTEMPO RI EXTRA WIDE 7278211163 READY EW8 (45,383)$ -38% 38 37EXEC HIDDEN TAB EXECUTIVE HT (MINOR) 7278211243 PROFHIDDEN 10 (11,739)$ -35% 77 792ND TIER TOC TABLE N TAB 7278211666 TNT 5TAB B&W (17,439)$ -31% 56 29RI EXECUTIVE RI EXEC (MINOR) 7278211277 PROREDY 10 TAB (56,035)$ -29% 28 33EXEC HIDDEN TAB EXECUTIVE HT (MINOR) 7278211242 PROF HIDDEN 8 (8,873)$ -28% 75 77RI CONTEMPO RI CONTEMP STD 7278211135 READY 10 (454,625)$ -26% 4 32ND TIER TOC TABLE N TAB 7278211673 TNT12TAB COL (16,027)$ -25% 48 432ND TIER TOC TABLE N TAB 7278211674 TNT15TAB B&W (16,005)$ -24% 47 46RI CONTEMPO RI EXTRA WIDE 7278211161 READY EW5 (25,245)$ -23% 36 21RI CONTEMPO RI CONTEMP STD 7278211131 READY 5 (208,074)$ -23% 11 4HIDDEN TABS HIDDEN TAB 7278211245 HIDDEN 5 (14,374)$ -22% 45 36RI CONTEMPO RI CONTEMP STD 7278211133 READY 8 (278,235)$ -21% 8 2HIDDEN TABS HIDDEN TAB 7278211246 HIDDEN 8 (12,731)$ -20% 46 56RI CONTEMPO RI EASY EDIT TOC 7278211173 RI EASY EDIT 10T (5,018)$ -16% 72 70EXEC HIDDEN TAB EXECUTIVE HT (MINOR) 7278211241 PROF HIDDEN 5 (3,770)$ -12% 67 73RI CONTEMPO RI CONTEMP STD 7278211143 READY 15COL (227,587)$ -11% 1 1RI CLASSIC RI CLASSIC STD 7278211132 READY 8C (85,222)$ -11% 12 72ND TIER TOC TABLE N TAB 7278211679 TNT MO COLOR (6,787)$ -11% 44 39RI EXECUTIVE RI EXEC (MINOR) 7278211279 PROREADY 15 TAB (18,067)$ -11% 24 38RI CLASSIC RI CLASSIC STD 7278211134 READY 10C (82,973)$ -10% 10 102ND TIER TOC TABLE N TAB 7278211670 TNT10TAB B&W (4,992)$ -10% 49 35RI CONTEMPO RI CONTEMP STD 7278211141 READY 12COL (111,425)$ -9% 5 52ND TIER TOC TABLE N TAB 7278211667 TNT 5TAB COL (6,890)$ -8% 37 19RI CLASSIC RI CLASSIC STD 7278211142 READY 15CLR (57,943)$ -8% 14 12RI CLASSIC RI CLASSIC STD 7278211126 RDY MONTHCLR (9,045)$ -7% 29 25RI CONTEMPO RI CONTEMP STD 7278211125 READY A-ZCOL (77,630)$ -6% 6 8RI CLASSIC RI CLASSIC STD 7278211130 READY 5C (32,112)$ -6% 15 6RI CLASSIC RI CLASSIC STD 7278211128 READY1-31CLR (16,767)$ -4% 18 182ND TIER TOC TABLE N TAB 7278211669 TNT 8TAB COL (2,801)$ -4% 42 22RI CONTEMPO RI CONTEMP STD 7278211129 READY1-31COL (59,127)$ -4% 2 9

Rankings


Company Logo here

Business Performance -Ready Index - SKUs with Best Growth

Major Minor UPC UPC Description Growth $

to PY Growth %

to PYYTD Sets

YTD Growth

by $

YTD Growth

by %RI CONTEMPO RI EASY EDIT TOC 7278212172 RI 8T EASY EDIT 6PK 28,725$ 957% 66 11 1RI CONTEMPO RI EASY EDIT TOC 7278212171 RI 5T EASY EDIT 6PK 18,674$ 814% 70 12 2RI CONTEMPO RI EASY EDIT TOC 7278212173 RI 10T EASY EDIT 6PK 32,321$ 786% 69 10 3RI CONTEMPO RI BULK PACK 7278211196 6PK READY MULTICOLOR 234,418$ 316% 20 5 4RI CONTEMPO RI BULK PACK 7278211197 6PK READY 15 MULITCOLOR 312,104$ 298% 19 4 5RI PLASTIC RI TRANS (MINOR) 7278211816 RI 5TB MULTI TRANS PLSTC 114,029$ 100% 35 7 6RI PLASTIC RI TRANS (MINOR) 7278211817 RI 8TB MULTI TRANS PLSTC 141,989$ 100% 36 6 6RI PLASTIC RI TRANS (MINOR) 7278211818 RI 10TB MULTI TRNS PLSTC 90,883$ 100% 54 8 6RI CONTEMPO RI CONTEMP STD 7278211850 READY INDEX 8 TAB DIVIDER 16,537$ 100% 78 13 6RI CONTEMPO RI BULK PACK 7278211187 6PKREADY5 328,394$ 93% 3 2 102ND TIER TOC P/L CE TOC 5424910015 CE PRINTED TOC 1-31 12,607$ 88% 81 15 112ND TIER TOC P/L CE TOC 5424910017 CE PRINTED TOC JAN-DEC 8,561$ 88% 77 23 122ND TIER TOC P/L CE TOC 5424910011 CE PRINTED TOC 8 TAB 9,870$ 82% 61 20 132ND TIER TOC P/L CE TOC 5424910013 CE PRINTED TOC 12 TAB 10,524$ 78% 71 18 142ND TIER TOC P/L CE TOC 5424910010 CE PRINTED TOC 5TAB 5,492$ 74% 55 28 15RI CONTEMPO RI A4 SIZE US 7278280022 RI US A4 SIZE-1OT 10,772$ 71% 75 17 162ND TIER TOC P/L DEPOT TOC 3585414703 DEPOT PNTD DIV-12 TAB W/TOC 13,025$ 65% 62 14 17RI CONTEMPO RI BULK PACK 7278211188 6PKREADY10 537,122$ 61% 1 1 182ND TIER TOC P/L CE TOC 5424910016 CE PRINTED TOC A-Z 6,786$ 59% 84 25 192ND TIER TOC P/L CE TOC 5424910014 CE PRINTED TOC 15 TAB 9,959$ 46% 67 19 202ND TIER TOC P/L DEPOT TOC 3585414704 DEPOT PNTD DIV-15 TAB W/TOC 12,307$ 45% 57 16 212ND TIER TOC P/L CE TOC 5424910012 CE PRINTED TOC 10 TAB 8,786$ 44% 58 22 22RI CONTEMPO RI BULK PACK 7278211186 6PK READY INDEX DIV 8 TABS 313,339$ 41% 2 3 23RI CONTEMPO RI A4 SIZE US 7278280020 READY INDEX US A4 SIZE - 5TAB 3,845$ 30% 72 29 24

Ranking


Company Logo here

Business Performance - Ready Index - SKUs with Best Growt (Cont’d)

• While Easy Edit single sets are among the under performing SKUs, 6-set packs of Easy Edit are among the highest growth products.

• 6-sets packs of RI Contemporary Standard are performing well.

• Private label TOC products for Corporate Express and Office Depot are performing well.


Company Logo here

Business Performance -Ready Index

• Single set packs are losing ground to 6-set packs.• Three-set packs were done for OD Exec. RI, which has been

discontinued as of mid-2001• 24-set packs are flat since 2000 (24 sets are uncoallated)

Multiset Mix-Shift (in Ext. Sets)

89% 82% 79% 72%

5% 5%

1% 1% 1%0%

15%5% 12% 23%

5%4%

0%

20%

40%

60%

80%

100%

120%

1999 2000 2001 2002 YTD(Aug.)

24-set

6-set

3-set

Single Set


Company Logo here

Competitor Overviews


Company Logo here

Competitive Market Share

Product/ Service Your Company

Competitor Competitor

Competitor

Competitor

Competitor

Distribution Channel 1




Total

Observation:What reasons can be said as to why one channel is dominating over

another.Examples: • What channels are continuing to be the weakest• Distribution Channel 1 continues to be the strongest because of lower

prices• Distribution Channel 2 grew with extensive marketing campaign .


Company Logo here

Retail Price Ladder

7.59

6.235.48

3.75

2.78 2.48 2.32 2.29 2.25 1.99 1.991.48 1.09

0.00

1.00

2.00

3.00

4.00

5.00

6.00

7.00

8.00

Inde

x Mak

er T

rans

Inde

x Mak

er, S

td.

RI Tra

ns

Wils

on Jo

nes V

iew T

ab

WJ M

ultide

x (P.O

.)

RI Con

t

WJ M

ultide

x Bas

ic

Cardin

al One

Ste

p (P.O

.)

Privat

e La

bel T

OC

Cardin

al One

Ste

p

OE Tab

les n

Tab

s

Avery

Big

Tab

Ins.

Privat

e La

bel In

s

Observation:Insert graph to illustrate the price differences between your company’s

products/services vs. competitors. How does your product/service compare to your competitors?

Price Ladder for Company and Competitor product/service


Company Logo here

Competitive Distribution by Major Retailer

Retailer 1 Retailer 2 Retailer 3 Retailer 4 Retailer 5 Retailer 6

Your Company

Competitor 1

Competitor 2

Competitor 3

Competitor 4

Competitor 5

Observation:How does your company’s distribution compare

to your competitors?


Company Logo here

General Competitive Overview

• This section provides a brief description of the top competitors in the Index Dividers category.

• What sources was your data compiled from?Example:– Hoovers - website that delivers comprehensive

company, industry, and market intelligence that drives business growth

– Company websites– Interviews internal staff

• The key players in your product category: 1) Competitor 12) Competitor 23) Competitor 34) Competitor 4


Company Logo here

Competitor Profiles – Company XX

• Background and history:

• Financials:

• Products:

• Current Strategy:

• Market Share:

Detail all areas for each competitor.


Company Logo here

CONSUMER LEARNINGS

What is it that your consumers want?

Ex: Professional, Easy, Quick, Safe, Healthy.


Company Logo here

UsageTrend

38%

56%

27%

43%

0%

10%

20%

30%

40%

50%

60%

Admin SOHO

Oct-99

Apr-00

Oct-00

Apr-01

Oct-01

Apr-02

Oct-02

What can be said with the trend reports?

Is there a reason as to why there is a incline/decline with your company’s product/service?

Do you foresee the trend to continue to the next year/s?

Source: List source


Company Logo here

% Allocation by Activity

Reference10%

LT Store11%

Personal Files20%

Other4%

Project Tracking

10%

High Image45%

Source: List Source

Based on # of Sets within 6 Months


Company Logo here

How Consumers Shop

What do they want?

What will they purchase?

How do they react to price?

Ex:

•Be Healthier

•Create a Proposal

Ex:

•Vitamins

•Folders

Ex:

•Vitamin B12

•5 tabs folder

The Experience the customer will have.

Ex: Value

High Image consumers less likely to be price sensitive

Source: List Source

Specific Purchase.


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Shopping Behavior

Source: List Source

What are the shopping trends for your product/service?


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Target Consumer Segments

Who are your company’s target consumer and what products/services do they tend to purchase?

Example:– Women ages 18-35 – Men ages 45-65– Tweens– Suburban Households– College Students

Source: List Source


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High Value Consumer

Source: List Source

• Who are the High Value Consumers of your product/service.• What do they buy and how much of the market share is

purchased by them?


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Promotions

• What are some promotions that have been successful or not successful for the company?

• What promotions need to be created to improve certain product/service sales?


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Year XX Learnings

• What can be learned from the practices conducted this year?

Example:• Increase spending during spring did not

increase sales.• Gift w/purchase programs increased sales.


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Key Issues & Market Trends


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Key Issues & Market Trends

List all key issues and trends.Example:

• Growth• Competition• Product Life Cycle• Space• Enablement• Awareness/Involvement


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SWOT Analysis


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SWOT Analysis

List Product/Service:

•Strengths

•Weakness

•Opportunities

•Threats


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Consumer Promotion Review


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Consumer promotion - Objective and Strategy

• Objectives of the year XX promotions:Examples:– Gain consumer awareness.– Generate trial.– Encourage repurchase.

•Promotion Strategy:Examples:– Shift promotion dollars from XX to XX.– Focus on targeted database sampling to increase ROI on promotions.– Gain awareness and trial of new products.–Database sampling–Cross promotion–Consumer Seminar


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Consumer promotion - Payback Analysis


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Consumer Promotion Payback - Type of Promotion

List facts and outcomes for each promotion

Note: Currently no other commercial promotion data available. Trade initiatives in place to bettertrack promotion activities in the commercial channel.


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The Enablement Menu

6

Avery.com

Blank Templates

10

Direct Print Collating Software

5

Email Auto Reply

9

Direct Print Custom Divider Template CD for

MS Word

1

Packaging 2

Formatting and Printing Tips

3

Microsoft Word

4

Microsoft Template Gallery

7

Avery.com

Pre-designed Templates

8

Avery.com

Print From the Web

11Software

Avery Wizard

12Software

Design Pro


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Cross-BU Integration

Cross BU Activities and Products


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BU Integration

Picture View• Binders ($7MM Aug YTD, $46MM since launch ’99) and Dividers ($100M Aug YTD 2002 launch year)

Flexi-View• Binders ($3.9MM Aug YTD, $23MM since launch ‘01), Dividers ($100M Aug YTD 02), Sheet Protectors ($ ???)

Drawable Concept - Multiple Product lines within BUs• Binders, Dividers, Sheet Protectors

Presentation for Dummies (Centis Me-Too)• Project not launched but valuable learning process in working together to create a bundled product.

IM Templates including spine I.D.• Dividers and Binders

your company’s product/service name company logo here business review this template is used to...

Documents