Académique Documents
Professionnel Documents
Culture Documents
COGS
Product COGS P&L By Qtr $ 2,126,750 36% $ 3,207,800 35% $ 8,674,563 33% ### 27%
Support COGS P&L By Qtr $ 112,932 2% $ 489,993 5% $ 1,108,495 4% $ 2,151,242 4%
Total COGS $ 2,239,682 38% $ 3,697,793 40% $ 9,783,057 38% ### 31%
Gross Margin
Product GM $ 3,353,250 57% $ 4,488,700 48% ### 52% ### 56%
Support GM $ 263,842 5% $ 1,072,289 12% $ 2,788,407 11% $ 7,274,321 13%
Total GM $ 3,617,092 62% $ 5,560,989 60% ### 62% ### 69%
Expenses
Engineering P&L By Qtr $ 1,452,125 25% $ 3,049,700 33% $ 4,791,825 18% $ 8,039,863 15%
Marketing P&L By Qtr $ 719,375 12% $ 1,763,950 19% $ 3,073,163 12% $ 4,564,950 8%
Sales P&L By Qtr $ 1,257,400 21% $ 2,754,645 30% $ 4,802,890 18% $ 9,542,560 17%
G&A P&L By Qtr $ 982,000 17% $ 1,930,000 21% $ 2,743,200 11% $ 4,396,300 8%
Operating Exp. $ 4,410,900 75% $ 9,498,295 103% ### 59% ### 48%
COGS
Product COGS COGS $ 102,688 $ 331,375 $ 644,063 $1,048,625 $ 593,363 $ 667,025 $ 849,938 $1,097,475
Support COGS COGS $ 23,000 $ 24,750 $ 28,863 $ 36,319 $ 90,353 $ 118,495 $ 124,527 $ 156,618
Total COGS $ 125,688 $ 356,125 $ 672,925 $1,084,944 $ 683,716 $ 785,520 $ 974,465 $1,254,093
Gross Margin
Product GM $(102,688) $ 368,625 $1,035,938 $2,051,375 $ 651,638 $ 874,975 $ 1,269,563 $1,692,525
Support GM $ (23,000) $ 6,750 $ 76,663 $ 203,429 $ 193,433 $ 220,492 $ 292,888 $ 365,477
Total GM $(125,688) $ 375,375 $1,112,600 $2,254,804 $ 845,070 $ 1,095,467 $ 1,562,450 $2,058,002
Expenses
Engineering Expenses $ 225,000 $ 309,125 $ 416,938 $ 501,063 $ 624,638 $ 724,638 $ 807,788 $ 892,638
Marketing Expenses $ 132,813 $ 157,813 $ 179,375 $ 249,375 $ 310,125 $ 413,375 $ 445,613 $ 594,838
Sales Expenses $ 146,188 $ 226,500 $ 388,900 $ 495,813 $ 520,850 $ 658,885 $ 710,085 $ 864,825
G&A Expenses $ 213,013 $ 221,013 $ 269,988 $ 277,988 $ 461,313 $ 469,638 $ 495,513 $ 503,538
Operating Exp. $ 717,013 $ 914,450 $1,255,200 $1,524,238 $ 1,916,925 $ 2,266,535 $ 2,458,998 $2,855,838
Operating Profit $(842,700) $(539,075) $ (142,600) $ 730,567 ### ### $ (896,547) $ (797,836)
Margins
Operating Profit % #DIV/0! -74% -8% 22% -70% -62% -35% -24%
Product Gross Margin % #DIV/0! 53% 62% 66% 52% 57% 60% 61%
Support Gross Margin % #DIV/0! 21% 73% 85% 68% 65% 70% 70%
COGS
Product COGS $1,464,975 $1,738,275 $2,372,325 $3,098,988 $ 3,236,925 $ 3,656,125 $ 3,942,725 $ 4,369,713
Support COGS $ 210,072 $ 247,156 $ 301,804 $ 349,463 $ 445,668 $ 500,599 $ 571,697 $ 633,279
Total COGS $1,675,047 $1,985,431 $2,674,129 $3,448,450 $ 3,682,593 $ 4,156,724 $ 4,514,422 $ 5,002,991
Gross Margin
Product GM $2,167,025 $2,557,725 $3,647,675 $5,141,013 $ 5,835,075 $ 7,303,875 $ 8,137,275 $ 9,470,288
Support GM $ 449,357 $ 572,622 $ 747,886 $1,018,542 $ 1,262,177 $ 1,615,054 $ 1,981,773 $ 2,415,317
Total GM $2,616,382 $3,130,347 $4,395,561 $6,159,555 $ 7,097,252 $ 8,918,929 $10,119,048 $11,885,605
Expenses
Engineering $ 979,188 $1,128,125 $1,259,050 $1,425,463 $ 1,594,425 $ 1,883,500 $ 2,155,813 $ 2,406,125
Marketing $ 606,563 $ 785,600 $ 749,900 $ 931,100 $ 923,738 $ 1,181,313 $ 1,125,675 $ 1,334,225
Sales $ 916,460 $1,076,505 $1,297,975 $1,511,950 $ 1,848,785 $ 2,207,925 $ 2,568,150 $ 2,917,700
G&A $ 610,263 $ 620,488 $ 751,263 $ 761,188 $ 999,763 $ 1,066,888 $ 1,098,788 $ 1,230,863
Operating Exp. $3,112,473 $3,610,718 $4,058,188 $4,629,700 $ 5,366,710 $ 6,339,625 $ 6,948,425 $ 7,888,913
Operating Profit $ (496,090) $ (480,370) $ 337,373 $1,529,855 $ 1,730,542 $ 2,579,304 $ 3,170,623 $ 3,996,692
Margins
Operating Profit % -12% -9% 5% 16% 16% 20% 22% 24%
Product Gross Margin % 60% 60% 61% 62% 64% 67% 67% 68%
Support Gross Margin % 68% 70% 71% 74% 74% 76% 78% 79%
Sales Price
Model 1 $ 10,000 $ 10,000 $ 10,000 $ 7,500 $ 7,500 $ 7,500 $ 7,500
Model 2 $ 12,000 $ 12,000 $ 12,000 $ 12,000
Model 3
Product Revenue
Model 1 $ - $700,000 ### $3,100,000 $1,125,000 $1,350,000 $1,687,500 $2,250,000
Model 2 $ - $ - $ - $ - $ 120,000 $ 192,000 $ 432,000 $ 540,000
Model 3 $ - $ - $ - $ - $ - $ - $ - $ -
Total Product Revenue $ - $700,000 ### $3,100,000 $1,245,000 $1,542,000 $2,119,500 $2,790,000
Support Revenue
Total Installed Base $ - $700,000 ### $5,480,000 $6,725,000 $8,267,000 ### ###
Supported Base (retention) $ - $700,000 ### $5,327,750 $6,306,363 $7,533,044 $9,275,892 ###
Support Revenue $ - $ 31,500 $105,525 $ 239,749 $ 283,786 $ 338,987 $ 417,415 $ 522,094
Revenue
Sales Revenue $ - $700,000 ### $3,100,000 $1,245,000 $1,542,000 $2,119,500 $2,790,000
Support Revenue $ - $ 31,500 $105,525 $ 239,749 $ 283,786 $ 338,987 $ 417,415 $ 522,094
Sales Price
Model 1 $ 6,000 $ 6,000 $ 6,000 $ 6,000 $ 5,000 $ 5,000 $ 5,000 $ 5,000
Model 2 $ 10,000 $ 10,000 $ 10,000 $ 10,000 $ 8,000 $ 8,000 $ 8,000 $ 8,000
Model 3 $ 16,000 $ 16,000 $ 16,000 $ 16,000 $ 16,000 $ 16,000 $ 16,000 $ 16,000
Product Revenue
Model 1 $ 3,000,000 $ 3,600,000 $ 4,800,000 $ 6,000,000 $ 6,000,000 $ 6,000,000 $ 6,000,000 $ 6,000,000
Model 2 $ 600,000 $ 600,000 $ 900,000 $ 1,600,000 $ 1,920,000 $ 2,560,000 $ 3,200,000 $ 4,000,000
Model 3 $ 32,000 $ 96,000 $ 320,000 $ 640,000 $ 1,152,000 $ 2,400,000 $ 2,880,000 $ 3,840,000
Total Product Revenue $ 3,632,000 $ 4,296,000 $ 6,020,000 $ 8,240,000 $ 9,072,000 $10,960,000 $12,080,000 $13,840,000
Support Revenue
Total Installed Base $16,808,500 $21,104,500 $27,124,500 $35,364,500 $44,436,500 $55,396,500 $67,476,500 $81,316,500
Supported Base (retention) $14,653,993 $18,217,293 $23,326,428 $30,400,107 $37,952,102 $47,014,497 $56,743,772 $67,746,583
Support Revenue $ 659,430 $ 819,778 $ 1,049,689 $ 1,368,005 $ 1,707,845 $ 2,115,652 $ 2,553,470 $ 3,048,596
Revenue
Sales Revenue $ 3,632,000 $ 4,296,000 $ 6,020,000 $ 8,240,000 $ 9,072,000 $10,960,000 $12,080,000 $13,840,000
Support Revenue $ 659,430 $ 819,778 $ 1,049,689 $ 1,368,005 $ 1,707,845 $ 2,115,652 $ 2,553,470 $ 3,048,596
Sales Price
Model 1 Sales Plan $0 $10,000 $10,000 $10,000 $8,000 $8,000 $8,000 $8,000
Model 2 Sales Plan $0 $0 $0 $0 $12,000 $12,000 $12,000 $12,000
Model 3 Sales Plan $0 $0 $0 $0 $0 $0 $0 $0
Variable COGS
Model 1 $ - $210,000 $504,000 $ 852,500 $ 412,500 $ 450,000 $ 562,500 $ 750,000
Model 2 $ - $ - $ - $ - $ 24,000 $ 38,400 $ 86,400 $ 108,000
Model 3 $ - $ - $ - $ - $ - $ - $ - $ -
Total Variable Costs $ - $210,000 $504,000 $ 852,500 $ 436,500 $ 488,400 $ 648,900 $ 858,000
Product COGS
Salaries & Benefits from above $ 87,688 $106,375 $125,063 $ 181,125 $ 141,863 $ 163,625 $ 186,038 $ 224,475
Variable Costs from above $ - $210,000 $504,000 $ 852,500 $ 436,500 $ 488,400 $ 648,900 $ 858,000
Facilities $ 15,000 $ 15,000 $ 15,000 $ 15,000 $ 15,000 $ 15,000 $ 15,000 $ 15,000
Total Product COGS $102,688 $331,375 $644,063 ### $ 593,363 $ 667,025 $ 849,938 $1,097,475
Total Supported Base Sales Plan $0 $700,000 ### $5,327,750 $6,306,363 $7,533,044 $9,275,892 $11,602,098
Support COGS
Salaries & Benefits $ 23,000 $ 23,000 $ 23,000 $ 23,000 $ 74,588 $ 99,663 $ 101,338 $ 127,613
Warranty Costs per year 1.00% $ - $ 1,750 $ 5,863 $ 13,319 $ 15,766 $ 18,833 $ 23,190 $ 29,005
Other $ - $ - $ - $ - $ - $ - $ - $ -
Total Support COGS $ 23,000 $ 24,750 $ 28,863 $ 36,319 $ 90,353 $ 118,495 $ 124,527 $ 156,618
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
Year 3 Year 3 Year 3 Year 3 Year 4 Year 4 Year 4 Year 4
1 1 1 1 1 1 1 1
1 1 2 2 3 3 3 3
10 12 16 21 26 28 30 33
2 3 4 5 6 7 8 9
14 17 23 29 36 39 42 46
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
Year 3 Year 3 Year 3 Year 3 Year 4 Year 4 Year 4 Year 4
1 1 1 1 1 1 1 1
1 1 1 1 2 2 2 2
3 4 5 6 7 8 9 10
2 2 3 3 4 4 5 5
7 8 10 11 14 15 17 18
Engineering
CTO Input 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1
VP Engineering Input 1 1 1 1 1 1 1 1 1 1 1 1
Project Manager Input 1 1 2 2 2 2 2 2 2 3 3 3 3 4 4 4
Programmer Input 4 6 8 10 12 14 16 18 20 22 24 27 30 35 40 45
Tech Writer Input - 1 1 2 2 3 3 3 3 3 4 4 4 4 5 5
Other Input - - - - - - - - - - - - - - - -
Total Eng 6 9 12 15 18 21 23 25 27 30 33 36 39 45 51 56
Marketing
VP Marketing Input 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1
Product Manager Input 1 1 1 1 2 2 3 3 4 4 5 5 6 6 7 7
Mar-Com Input - - 1 1 1 1 2 2 2 3 3 3 4 4 5 5
Other Input 1 1 1 1 2 2 2 2 3 3 3 3 4 4 4 4
Total Mktg 3 3 4 4 6 6 8 8 10 11 12 12 15 15 17 17
Sales
VP Sales Input 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1
Regional Sales Input 1 2 4 5 6 8 8 10 10 12 14 16 20 24 28 32
Sales Support 1 for 1 1 2 4 5 6 8 8 10 10 12 14 16 20 24 28 32
Sales Admin Input 1 1 2 2 3 3 4 4 5 5 6 6 7 7 8 8
Total Sales 4 6 11 13 16 20 21 25 26 30 35 39 48 56 65 73
Annual Rev/Emp (000) Calculated $0 $133 $216 $352 $122 $132 $161 $192 $223 $241 $298 $377 $356 $382 $373 $393
Marketing
Salaries & Benefits Staffing Plan $107,813 $107,813 $ 129,375 $ 129,375 $ 190,125 $ 193,375 $ 255,613 $ 259,838
Literature / PR input $ 5,000 $ 5,000 $ 10,000 $ 10,000 $ 20,000 $ 20,000 $ 40,000 $ 60,000
Trade Shows input $ - $ 25,000 $ - $ 50,000 $ - $ 75,000 $ - $ 100,000
Misc / Other input $ 20,000 $ 20,000 $ 40,000 $ 60,000 $ 100,000 $ 125,000 $ 150,000 $ 175,000
Total Marketing To P&L $132,813 $157,813 $ 179,375 $ 249,375 $ 310,125 $ 413,375 $ 445,613 $ 594,838
Sales
Salaries & Benefits Staffing Plan $122,188 $172,500 $ 287,500 $ 337,813 $ 409,500 $ 520,625 $ 544,500 $ 661,125
Travel (PP/PM) $ 3,000 input/formula $ 9,000 $ 18,000 $ 36,000 $ 45,000 $ 54,000 $ 72,000 $ 72,000 $ 90,000
Commission (% Rev) 3.00% input/formula $ - $ 21,000 $ 50,400 $ 93,000 $ 37,350 $ 46,260 $ 63,585 $ 83,700
Misc / Other input $ 15,000 $ 15,000 $ 15,000 $ 20,000 $ 20,000 $ 20,000 $ 30,000 $ 30,000
Total Sales To P&L $146,188 $226,500 $ 388,900 $ 495,813 $ 520,850 $ 658,885 $ 710,085 $ 864,825
Total Operating Expense $717,013 $914,450 $1,255,200 $1,524,238 $1,916,925 $2,266,535 $2,458,998 $2,855,838
Expenses Page 15
Departmental Expenses Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
Year 3 Year 3 Year 3 Year 3 Year 4 Year 4 Year 4 Year 4
Engineering
Salaries & Benefits $ 767,188 $ 873,125 $ 961,050 $1,059,463 $1,160,425 $1,363,500 $1,549,813 $1,720,125
Tech Supplies (PP/PM) $ 162,000 $ 180,000 $ 198,000 $ 216,000 $ 234,000 $ 270,000 $ 306,000 $ 336,000
Misc / Other $ 50,000 $ 75,000 $ 100,000 $ 150,000 $ 200,000 $ 250,000 $ 300,000 $ 350,000
Total Engineering $ 979,188 $1,128,125 $1,259,050 $1,425,463 $1,594,425 $1,883,500 $2,155,813 $2,406,125
Marketing
Salaries & Benefits $ 326,563 $ 355,600 $ 399,900 $ 406,100 $ 503,738 $ 511,313 $ 585,675 $ 594,225
Literature / PR $ 80,000 $ 80,000 $ 100,000 $ 100,000 $ 120,000 $ 120,000 $ 140,000 $ 140,000
Trade Shows $ - $ 125,000 $ - $ 150,000 $ - $ 200,000 $ - $ 250,000
Misc / Other $ 200,000 $ 225,000 $ 250,000 $ 275,000 $ 300,000 $ 350,000 $ 400,000 $ 350,000
Total Marketing $ 606,563 $ 785,600 $ 749,900 $ 931,100 $ 923,738 $1,181,313 $1,125,675 $1,334,225
Sales
Salaries & Benefits $ 687,500 $ 809,625 $ 951,375 $1,080,750 $1,346,625 $1,603,125 $1,883,750 $2,154,500
Travel (PP/PM) $ 90,000 $ 108,000 $ 126,000 $ 144,000 $ 180,000 $ 216,000 $ 252,000 $ 288,000
Commission (% Rev) $ 108,960 $ 128,880 $ 180,600 $ 247,200 $ 272,160 $ 328,800 $ 362,400 $ 415,200
Misc / Other $ 30,000 $ 30,000 $ 40,000 $ 40,000 $ 50,000 $ 60,000 $ 70,000 $ 60,000
Total Sales $ 916,460 $1,076,505 $1,297,975 $1,511,950 $1,848,785 $2,207,925 $2,568,150 $2,917,700
Total Operating Expense $3,112,473 $3,610,718 $4,058,188 $4,629,700 $5,366,710 $6,339,625 $6,948,425 $7,888,913
Expenses Page 16
Source Beginning Q1 Q2 Q3
Balance Year 1 Year 1 Year 1
Assets
Current Assets
Cash $5,000,000 $4,127,556 $ 2,825,638 $ 1,544,694
Accts Receivable (days out) 90 $ - $ - $ 700,000 $ 1,680,000
Inventory (days sales) 45 $ - $ 51,344 $ 165,688 $ 322,031
Total Current Assets $5,000,000 $4,178,900 $ 3,691,325 $ 3,546,725
Liabilities
Current Liabilities
Accounts Payable (days out) 45 $ - $ 97,600 $ 138,100 $ 179,100
Short Term Loans $ - $ - $ - $ -
Total Current Liabilities $ - $ 97,600 $ 138,100 $ 179,100
$ - $ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ - $ -
$ 5,000,000 $ - $ - $ - $10,000,000 $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
INVESTMENTS
Capital Expenses $0 ($76,000) $11,000 ($43,000) ($7,000) ($71,000) ($35,000) ($47,000)
INVESTMENTS
Capital Expenses ($50,000) ($106,000) ($150,000) ($206,000) ($241,000) ($336,000) ($391,000) ($512,000)
Liabilities
Current Liabilities
Accounts Payable $50,000
Short Term Loans $0
Total Current Liabilities $50,000