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Sales Plan Template

You can customize this template by filling in a simple form, without editing a spreadsheet.
This is a small and simplified working sample of the Sales Planning template. A customizable template is a flexible model that you can adapt to your situation by filling in a simple form, without editing a spreadsheet or its formulas. For example, you can specify time range and time grain; number and names of items in a dimension (such as your products and product families); and include or exclude major features. The resulting spreadsheet matches your needs better than any standard template. Get a customized version of this template on our website.

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Description of the Sales Plan Application


This application generates sales plans from managers' targets where managers want to make inputs, and from trends extracted from historical data. Managers' judgment controls the plan, and historical data fills in detail where that makes sense. The model includes these features. Segments revenue and unit sales by product x selling location x sales channel x industry segments. Uses linear regression on sales unit history to get raw forecast for sales units (function Linest). Imposes positive and negative limit bumpers on regression coefficients, so that forecasts in small and unstable segments do not blow up the entire sales plan. New products (products with zero sales in early time periods) start their trend lines after estimated product introduction dates. ModelSheet is a trademark of ModelSheet Software, LLC page 1 of 116

Sales Plan Template


Forecasts revenue for product x selling location x sales channel x industry segments, using unit sales plan, list prices, and price discount percent. Uses list prices and actual price discount history to forecast actual average selling prices by segments User can override assumed price discount plan with new inputs Managers revenue targets for various segments override the raw regression and enable human inputs to control the plan. Managers provide revenue targets for each product, location and industry segment The model computes suggested adjustment factors to raw regression forecast to make the final forecast closely match managers targets. The model includes adjustment factors for two-factor segments (for example product-location segments). Has separate summaries for segments and overall plan sales plan by product, suppressing location and industry sales plan by location, suppressing product and industry sales plan by industry, suppressing product and location sales plan by products x locations x industries Handles seasonality in three ways. Estimates growth trends free of seasonality. Adds historic seasonality back into forecast using clean and powerful regression methods. Includes trailing-4-quarter history and plan, to eliminate seasonality and reduce effects of random large orders. Adapts forecast methods to plan sales of new products. Recently-introduced products are forecast with pre-introduction time periods (with zero sales) excluded from the regression. New products introduced during the plan time range are forecast without using sales history. Growth rates, average prices, and price discount percentages are computed correctly for collections of products (product families), collections of geographic locations, and roll-ups of time periods, using units-weighted averages instead of straight averages. (This feature alone would be prohibitively difficult to implement manually in conventional spreadsheets.) Optional Excel databases for historical input data for revenue, sales units and prices. Additional features The model includes Excel charts that provide graphical views of key variables. These charts are part of the model, and they are included by default in exported Excel workbooks. You can add more charts, import them, and the new charts will be included in exported Excel workbooks.

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Sales Plan Template


The model computes contribution margins for each product-market segment, based on variable cost per unit that you supply for several types of variable costs. Reports prices and revenues for the Euro zone in dollars and Euros Allows exchange rate to change by quarter. (Sales planning systems often don't reflect exchange rate fluctuations during a plan year, so that the sales force has a stable target to shoot at.) As you explore the model, we suggest that you Read some of the Excel comments that are attached to Analysis Variables throughout the workbook. These comments also appear in ModelSheet in convenient places. View worksheet "Formulas" which shows the named variables and symbolic formulas of the model in a compact and readable form. The symbolic formulas are not active in this Excel workbook, but they give you some idea how the model works, and how it looks in ModelSheet. Organizational benefits Besides providing better sales plans, this planning approach delivers organizational benefits. Enables product managers, location managers, executives (and industry managers when the model is extended) to contribute to the plan in their areas of expertise without generating chaos. This improves on the usual situation, where only channel managers and top executives specify targets because it is too hard to reconcile product, channel, industry, and macro-economic factors. When targets conflict, planners can make the plan agree with channel managers targets or product managers targets etc. Enables product managers to distinguish their recommended sales targets from the companys plan, for use in variance analysis. Builds consensus behind the plan.

Technical Notes - How to Use the Sales Plan


See the Quick Start Guide for practical instructions on how to start using the Sales Plan Model. The most complicated step is: Adjust plan so revenue plan fits managers' revenue targets for major segments. Manually adjust the plan to match revenue targets. Start by making the plan match the targets with lowest priority in controlling the sales plan, and end by adjusting the plan to match the targets with highest priority. Do this on worksheet 'Targets'. Usually this means you should adjust the plan to match industry managers' targets first, then product managers' targets, then channel targets, then location managers' targets, and company-wide total targets last. This ordering assumes that targets for total revenue have priority over all other revenue targets, and location managers' targets have second-highest priority. Manually apply managers' revenue targets for the industry segments. ModelSheet is a trademark of ModelSheet Software, LLC page 3 of 116

Sales Plan Template


Manually insert updated revenue targets for industry segments. (Target_Rev_Ind) ModelSheet computes new suggested adjustment factor for each product segment (Adj_Factor_Ind_Suggested). Manually copy suggested new adjustment factors to cells for adjustment factors for industry segments (Adj_Factor_Ind). Manually apply managers' revenue targets for the product segments. Manually insert updated revenue targets for product segments. (Target_Rev_Prod) ModelSheet computes new suggested adjustment factor for each product segment (Adj_Factor_Prod_Suggested). Manually copy suggested new adjustment factors to cells for adjustment factors for product segments (Adj_Factor_Prod). Manually apply managers' revenue targets for channel segments. Manually insert updated revenue targets for channel segments. (Target_Rev_Chan) ModelSheet computes new suggested adjustment factor for each channel segment (Adj_Factor_Chan_Suggested). Manually copy suggested new adjustment factors to cells for adjustment factors for channel segments (Adj_Factor_Chan). Manually apply managers' revenue targets for the location segments. Manually insert updated revenue targets for location segments. (Target_Rev_Loc) ModelSheet computes new suggested adjustment factor for each location segment (Adj_Factor_Loc_Suggested). Manually copy suggested new adjustment factors to cells for adjustment factors for location segments (Adj_Factor_Loc). Manually apply managers' revenue target for the entire plan. Manually insert updated revenue target for the entire sales plan. (Target_Total_Rev) ModelSheet computes new suggested adjustment factor for total plan (Adj_Factor_Total_Suggested). Manually copy suggested new adjustment factor to cell for adjustment factor for total plan (Adj_Factor_Total). Manually adjust 2-factor segments (such as product-location segments) to improve agreement between managers' targets and plan (Adj_Factor_Prod_Loc etc.). Iterate this process until further change does not improve fit of the unit sales plan to managers' targets. 8. Identify places where the plan cannot be made to fit all the managerial targets. Arrange discussions between, for example, product managers and country managers where their targets prove inconsistent. These data-driven discussions are the heart of getting product managers, country/channel managers, other segment managers, and executives to make their targets fit into one plan.

Technical Notes - How the Sales Plan is Computed


1. The model automatically performs linear regression on sales unit history to form a rough sales units plan, for product x location x channel x industry segments. ModelSheet is a trademark of ModelSheet Software, LLC page 4 of 116

Sales Plan Template


The sales history data contains much detailed information about relationships between productmarket segments that humans do not know, and that will be preserved even after you alter the plan to better match managers' revenue targets. The model limits positive and negative growth rates of sales units in the regression sales plan, so that small and unstable segments do not blow up the overall plan. You can change these growth limits in Excel. New products start their trend lines at product introduction dates. That is, the sales plan ignores zeros in sales history before the product introduction date. 2. You enter plans for (list prices and discount percentages) by product-market segment. The model uses the list prices and the discount percentages from the last historical time period as the default list prices and discount percentages for the plan time range. You can override the default list prices and discount percentages in the plan. The model automatically forecasts revenue for product x location x channel x industry segments, using the unit sales plan, list prices, and price discount percentages. 3. You enter managers' revenue targets for various segments, and adjust the regression plan to better match the managers' revenue targets. This step ensures that human judgment controls the overall sales plan, and historical data provides detail at lower levels of the plan. You can adjust the revenue plan for any product segment, sales location segment, sales channel, and industry segment. This causes the model to adjust the sales units plan, which affects the revenue plan. Example: If you raise the revenue target for France above the regression plan by 10%, this causes the model to increase the sales units plan (ad therefore the revenue plan) by 10% only for micro-segments whose location is France. You can set adjustment factors for product x location, product x channel, product x industry and three other two-factor market segments. The model computes suggested adjustment factors to adjust the raw regression plan to make the final plan better match managers' revenue targets. 4. If managers' targets are inconsistent (e.g. product managers targets cannot be reconciled with location managers' targets), then the planner can choose adjustment factors to make the plan match some managers' targets more closely than others.

If this Spreadsheet Solution lacks some of the features you need


We offer custom development services to add features you want to our spreadsheet solutions, and to build new solutions from scratch. For more information about our consulting services, see: http://www.modelsheetsoft.com/consulting-business-analysis.aspx To discuss your specific needs, please contact us at: info@modelsheetsoft.com.

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Sales Plan Template


This Excel workbook was generated by ModelSheet on August 4, 2010, except for this worksheet of comments. Copyright 2009, 2010 ModelSheet Software, LLC ModelSheet and the ModelSheet logo are registered trademarks of ModelSheet Software, LLC.

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Revenue, History and Plan

$1 $1 $1 $1 $1 $ $ $ $ $ $
09 9 09 09 10 0 10 10 20 0 20 20 20 20 20 1 20 20 20 Q 1 11

Q 1

Q 2

Q 3

Q 4

Q 1

Q 2

Q 3

Q 4

Sales Units, History and Plan

1 1 1 1 1 0 0 0 0 0 0
09 9 09 09 10 0 10 10 20 0 20 20 20 20 20 1 20 20 20 11

Q 1

Q 2

Q 3

Q 4

Q 1

Q 2

Q 3

Q 4

Q 1

Revenue Plan, by Product

Sales Units

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Q 2

Q 2

$1

$1

$1

$1

$1

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10

10

10

11

11

20

20

20

20 1

20

Q 3

Q 4

Q 1

Q 2

Q 3

10

10

10

11

11

Q 4 Q 4 20 11

20

20

20

20 1

Q 3

Q 4

Q 1

Q 2

Sales Units Plan, by Product

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Q 3

20

20

11

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Sales Plan; 2011 ABC Corp. History Input


Shaded cells are input cells. You can enter data in them. Formulas in shaded cells are starting suggestions. You can overwrite them. Company Name ABC Corp.

Revenue History Input Units History Input Price History Input Variable Cost/Unit History Input

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Sales Plan; 2011 ABC Corp. Plan Input


Shaded cells are input cells. You can enter data in them. Formulas in shaded cells are starting suggestions. You can overwrite them.

Price List Plan Price Discount Plan Variable Cost per Unit - Plan

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Sales Plan; 2011 ABC Corp. Price History


Price List History Price Discount History Average Price History

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Sales Plan; 2011 ABC Corp. Sales History


Revenue History Unit Sales History

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Sales Plan; 2011 ABC Corp. Targets


Instructions To make the sales plan agree more closely with managers' sales targets, edit the adjustment factors in the shaded cells to be close to the suggested adjustment factors. If managers' targets are not consistent (e.g. you can't match product managers' and location managers' targets together), then you decide whether the plan should be closer to one set of targets or another. Shaded cells are input cells. You can enter data in them. Formulas in shaded cells are starting suggestions. You can overwrite them.

Total Revenue Adjustment Location Adjustments Channel Adjustments Product Adjustments Industry Adjustments Two-Factor Adjustments

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Sales Plan; 2011 ABC Corp. Price Plan


Price Plan ($)

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Sales Plan; 2011 ABC Corp. Sales Plan


Sales Plan

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Sales Plan; 2011 ABC Corp. Products


Summary by Product Family Revenue Detail Sales Units Detail Prices

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Sales Plan; 2011 ABC Corp. Locations


Revenue Sales Units Prices

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Sales Plan; 2011 ABC Corp. Channels


Revenue Sales Units Prices

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Sales Plan; 2011 ABC Corp. Industries


Revenue Sales Units Prices

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Sales Plan; 2011 ABC Corp. Sales Summary


Revenue Unit Sales

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Sales Plan; 2011 ABC Corp. Price Summary


List Prices Average Selling Prices Price Discount %

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Sales Plan; 2011 ABC Corp. Contribution Margin


Summary by Product Summary by Location and Channel Summary by Industry / Other Segments Contribution Margin Detail Variable Costs

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Sales Plan; 2011 ABC Corp. Regression


Goodness of Fit Regression Coefficients Regression Bumpers Seasonality Parameters Regression Residuals

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Sales Plan; 2011 ABC Corp. Formulas


Variable Adj_Factor_Chan Adj_Factor_Chan_Suggested Adj_Factor_Industry Display As Channel Adjust Factor Suggested Channel Factor Industry Adjust Factor Dimension Index Channels Channels Industries Industries Locations Locations Products Locations, Products Products Global Global Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data:

Adj_Factor_Industry_Suggested Suggested Industry Factor Adj_Factor_Loc Adj_Factor_Loc_Suggested Adj_Factor_Prod Adj_Factor_Prod_Loc Adj_Factor_Prod_Suggested Adj_Factor_Total Adj_Factor_Total_Suggested Company_Name Contrib_Margin Contrib_Margin_pct Conv_Speed LHP LPP Max_Annual_Unit_Growth Max_B1_B0 Min_B1_B0 Price_Average Price_Average_Plan Price_Discount_pct Price_Discount_pct_History Price_Discount_pct_Plan Location Adjust Factor Suggested Location Factor Product Adjust Factor Prod-Loc Adjust Factor Suggested Product Factor Total Adjust Factor Suggested Total Factor Company Name Contribution Margin Contribution Margin % Convergence Speed Length History Periods Length Plan Periods Max Annual Unit Growth Rate Max B1/B0 (Yr) Min B1/B0 (Yr) Average Price $ Average Price $ Price Discount % Price Discount % Price Discount %

Locations, Products, Industries, Channels Locations, Products, Industries, Channels

Data: Roll-up:

Global Global

Data: Data:

Global Global Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels

Data: Data: Roll-up: Roll-up: Roll-up: Roll-up: Data:

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Roll-up: Price_List Price_List_History List Price List Price Products, Locations, Channels Locations, Products, Channels Roll-up: Data: Roll-up: Price_List_History_In Price_List_Plan List Price History Input List Price Products, Channels, Locations Products, Locations, Channels Data: @Q1 2011: Data: Roll-up: Products_dim r_squared r_squared_No_Ssn Revenue Revenue_at_List_Price Revenue_at_List_Price_Plan Revenue_Growth Revenue_History Revenue_History_In Revenue_Plan Revenue_Plan_tsum_plt Rgrs_Ofst Ssn_Basis Std_Error_Y_Units Std_Error_Y_Units_No_Ssn Target_Rev_Chan Target_Rev_Ind Target_Rev_Loc Target_Rev_Prod Target_Rev_Total Time Products r squared r squared Revenue Rev at List Price Rev at List Price Rev Growth Revenue History Revenue History Input Revenue Plan Revenue Plan Regress Begin Offset Seasonal Basis Std Error Y (Units) Std Error Y (Units) Channel Revenue Target Industry Revenue Targets Location Revenue Target Product Revenue Target Total Revenue Target Time Products Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Channels, Industries Products, Locations, Channels, Industries Products, Locations, Industries, Channels Products Locations, Products, Industries, Channels Ssns Products, Locations, Industries, Channels Products, Locations, Industries, Channels Channels Industries Locations Products Global Global Data: Data: Data: Data: Data: Data: Roll-up: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data:

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Time_History Time_History_Period Time_Period Time_Plan

Time History Time Period Time Period Time Plan

Global Global Global Global

Data: Data: Data: @Q1 2011: Data:

Time_Plan_Period Units Units_B0 Units_B0_NoSsn Units_B0_StdErr Units_B0_StdErr_NoSsn Units_B1 Units_B1_Raw Units_B1_Raw_NoSsn Units_B1_Raw_StdErr Units_B1_Raw_StdErr_NoSsn Units_Bn_Ssn Units_Bn_Ssn_Raw Units_Bn_Ssn_Raw_StdErr Units_History Units_History_In Units_Plan Units_Plan_tsum_plt Units_Regress_Plan Units_Residual Units_Residual_NoSeasons Units_Residual_Raw Var_Cost_per_U

Time Period Sales Units Units History Intercept Units History Intercept Units B0 Std Error Units B0 Std Error Units History Slope Units History Raw Slope Units History Raw Slope Units B1 Std Error Units B1 Std Error Units Season Coeffs Units Season Raw Coeffs

Global Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Ssns, Products, Locations, Industries, Channels Ssns, Products, Locations, Industries, Channels

Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Data: Roll-up:

Units Season Coeffs Std Error Ssns, Products, Locations, Industries, Channels Sales Units History Sales Unit History Input Sales Units Plan Sales Units Plan Units Regression Plan Unit Regression Residual Units Residual No Seasons Unit Regression Residual Variable Cost / Unit Products, Locations, Industries, Channels Products, Locations, Channels, Industries Products, Locations, Channels, Industries Products Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations, Industries, Channels Products, Locations

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Var_Cost_per_U_History

Variable Cost/U History

Products, Locations

Data: Roll-up:

Var_Cost_per_U_History_In

Variable Cost/U History

Products, Locations

Data: Roll-up:

Var_Cost_per_U_Plan

Var Cost / U Plan

Products, Locations

@Q1 2011: Data: Roll-up:

Variable_Cost

Variable Cost

Locations, Products, Industries, Channels

Data:

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evenue_Plan-1)+1)*Adj_Factor_Chan)

enue_Plan-1)+1)*Adj_Factor_Industry)

enue_Plan-1)+1)*Adj_Factor_Loc)

venue_Plan-1)+1)*Adj_Factor_Prod)

ue_Plan-1)+1)*Adj_Factor_Total)

_Discount_pct_Plan)

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an)

PP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssn

PP)-1)), if(Rgrs_Ofst=1, linest(3, 0, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(3, 0, true, ranget(Units_History, model_date(1

(Units_History, 2)>0, LHP<5), 2, if(or(first(Units_History, 3)>0, LHP<6), 3, if(or(first(Units_History, 4)>0, LHP<7), 4, 5)))))

iods_per("Year")-1))

PP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssn

PP)-1)), if(Rgrs_Ofst=1, linest(3, 1, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(3, 1, true, ranget(Units_History, model_date(1

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PP)-1), ranget(Time, model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_da

_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(1, 0, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(1, 0, true, ranget(U

PP)-1), ranget(Time, model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_da

PP)-1), ranget(Time, model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(2, 0, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time,

PP)-1), ranget(Time, model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_da

PP)-1), ranget(Time, model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(1, 1, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time,

PP)-1), ranget(Time, model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_da

PP)-1), ranget(Time, model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(2, 1, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time,

(1), model_date(2, -LPP)-1), ranget(Time_History, model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1), model_date(2, -LPP)-1), ranget(Ss

(1), model_date(2, -LPP)-1), ranget(Time_History, model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1), model_date(2, -LPP)-1), ranget(Ss

ndustry*Adj_Factor_Prod_Loc*1*1*1*1*1*Units_Regress_Plan)

_date()<model_date(1, 2)), and(Rgrs_Ofst=3, current_date()<model_date(1, 3)), and(Rgrs_Ofst=4, current_date()<model_date(1, 4)))), 0, Units_B0+Units_B1*Time+ifm(perio

_date()<model_date(1, 2)), and(Rgrs_Ofst=3, current_date()<model_date(1, 3)), and(Rgrs_Ofst=4, current_date()<model_date(1, 4)))), 0, Units-Units_B0-Time*Units_B1-cb(

_date()<model_date(1, 2)), and(Rgrs_Ofst=3, current_date()<model_date(1, 3)), and(Rgrs_Ofst=4, current_date()<model_date(1, 4)))), 0, Units-Units_B0-Time*Units_B1)

_date()<model_date(1, 2)), and(Rgrs_Ofst=3, current_date()<model_date(1, 3)), and(Rgrs_Ofst=4, current_date()<model_date(1, 4)))), 0, Units-Units_B0-Time*Units_B1_Ra

st_per_U_Plan)

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Q4"], model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(3, 0, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1

its_History, model_date(1, 3), model_date(2, -LPP)-1)), linest(3, 0, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1))))))

Q4"], model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(3, 1, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1

its_History, model_date(1, 3), model_date(2, -LPP)-1)), linest(3, 1, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1))))))

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e(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(1, 0, true, ranget(Units_History, model_date(1, 1)

linest(1, 0, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1)), linest(1, 0, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1)))))), if(Rg

e(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(2, 0, true, ranget(Units_History, model_date(1, 1)

ue, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time, model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(2, 0, true, ranget(Units_H

e(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(1, 1, true, ranget(Units_History, model_date(1, 1)

ue, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time, model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(1, 1, true, ranget(Units_H

e(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(2, 1, true, ranget(Units_History, model_date(1, 1)

ue, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time, model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(2, 1, true, ranget(Units_H

_Basis["Ssns.Q3"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(1, dimitemnum("Ss

_Basis["Ssns.Q3"], model_date(1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(2, dimitemnum("Ss

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, ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns

, ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns

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nits_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time, model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 1), model_date

del_date(2, -LPP)-1)))))), if(Rgrs_Ofst=0, linest(1, 0, true, ranget(Units_History, model_date(1), model_date(2, -LPP)-1), ranget(Time, model_date(1), model_date(2, -LPP)-1)

nits_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time, model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 1), model_date

nest(2, 0, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time, model_date(1, 3), model_date(2, -LPP)-1)), linest(2, 0, true, ranget(Units_Histor

nits_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time, model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 1), model_date

nest(1, 1, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time, model_date(1, 3), model_date(2, -LPP)-1)), linest(1, 1, true, ranget(Units_Histor

nits_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time, model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 1), model_date

nest(2, 1, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time, model_date(1, 3), model_date(2, -LPP)-1)), linest(2, 1, true, ranget(Units_Histor

=1, linest(1, dimitemnum("Ssns")+1, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time_History, model_date(1, 1), model_date(2, -LPP)-1),

=1, linest(2, dimitemnum("Ssns")+1, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time_History, model_date(1, 1), model_date(2, -LPP)-1),

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P)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, line

P)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, line

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model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 1), model_

te(1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=1, linest(1, 0, true, ranget(Units_History, model_date(1, 1), model_date(2, -LPP)-1), ranget(Time, model_date(1, 1), model_date(

model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 1), model_

2, 0, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time, model_date(1, 4), model_date(2, -LPP)-1))))))

model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 1), model_

1, 1, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time, model_date(1, 4), model_date(2, -LPP)-1))))))

model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 1), model_

2, 1, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time, model_date(1, 4), model_date(2, -LPP)-1))))))

1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 1), model_date(2, -LPP)

1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 1), model_date(2, -LPP)

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-LPP)-1)), if(Rgrs_Ofst=2, linest(3, 0, true, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 2), model_date(2, -

-LPP)-1)), if(Rgrs_Ofst=2, linest(3, 1, true, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 2), model_date(2, -

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3"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(1, 0, true, ranget(Units_Histo

model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(1, 0, true, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time, model_date(1, 2), m

3"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(2, 0, true, ranget(Units_Histo

3"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(1, 1, true, ranget(Units_Histo

3"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(2, 1, true, ranget(Units_Histo

te(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 1), model_date(2, -L

te(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 1), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 1), model_date(2, -L

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el_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 2), model_date

el_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 2), model_date

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(1, 0, true, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time, model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_da

get(Time, model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(1, 0, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time, model_

(2, 0, true, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time, model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_da

(1, 1, true, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time, model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_da

(2, 1, true, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time, model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_da

l_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(1, dimitemnum("Ssns")+1, true, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time_H

l_date(1, 1), model_date(2, -LPP)-1)), if(Rgrs_Ofst=2, linest(2, dimitemnum("Ssns")+1, true, ranget(Units_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Time_H

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model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(3, 0, true, ranget(Units_History, m

model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(3, 1, true, ranget(Units_History, m

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_Basis["Ssns.Q1"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], mode

LPP)-1), ranget(Time, model_date(1, 3), model_date(2, -LPP)-1)), linest(1, 0, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time, model_date

_Basis["Ssns.Q1"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], mode

_Basis["Ssns.Q1"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], mode

_Basis["Ssns.Q1"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], mode

e(2, -LPP)-1), ranget(Time_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["

e(2, -LPP)-1), ranget(Time_History, model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["

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, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2

, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2

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(Ssn_Basis["Ssns.Q3"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(1, 0, true

-1), ranget(Time, model_date(1, 4), model_date(2, -LPP)-1)))))))

(Ssn_Basis["Ssns.Q3"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(2, 0, true

(Ssn_Basis["Ssns.Q3"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(1, 1, true

(Ssn_Basis["Ssns.Q3"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(2, 1, true

-LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Ba

-LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 2), model_date(2, -LPP)-1), ranget(Ssn_Ba

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), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssn

), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssn

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(Rgrs_Ofst=3, linest(1, 0, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time, model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["S

(Rgrs_Ofst=3, linest(2, 0, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time, model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["S

(Rgrs_Ofst=3, linest(1, 1, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time, model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["S

(Rgrs_Ofst=3, linest(2, 1, true, ranget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time, model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["S

e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(1, dimitemnum("Ssns")+1, true, ranget(Units_History, model_d

e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 2), model_date(2, -LPP)-1)), if(Rgrs_Ofst=3, linest(2, dimitemnum("Ssns")+1, true, ranget(Units_History, model_d

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P)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 3), model_date(2, -LPP)-1)), linest(3, 0, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn

P)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 3), model_date(2, -LPP)-1)), linest(3, 1, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn

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-LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Bas

-LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Bas

-LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Bas

-LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Bas

anget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(

anget(Units_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Time_History, model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(

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_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 4), model_date(2, -LPP)-1), range

_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 4), model_date(2, -LPP)-1), range

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e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 3), model_date(2, -LPP)-1)), linest(1, 0,

e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 3), model_date(2, -LPP)-1)), linest(2, 0,

e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 3), model_date(2, -LPP)-1)), linest(1, 1,

e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 3), model_date(2, -LPP)-1)), linest(2, 1,

asis["Ssns.Q1"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_d

asis["Ssns.Q1"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_d

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model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 4), model_date(2, -LPP)-1)))))

model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 4), model_date(2, -LPP)-1)))))

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_date(2, -LPP)-1)), linest(1, 0, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time, model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Bas

_date(2, -LPP)-1)), linest(2, 0, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time, model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Bas

_date(2, -LPP)-1)), linest(1, 1, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time, model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Bas

_date(2, -LPP)-1)), linest(2, 1, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time, model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Bas

sn_Basis["Ssns.Q3"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 3), model_date(2, -LPP)-1)), linest(1, dimitemnum("Ssns")+1, t

sn_Basis["Ssns.Q3"], model_date(1, 3), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 3), model_date(2, -LPP)-1)), linest(2, dimitemnum("Ssns")+1, t

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4), model_date(2, -LPP)-1))))))

4), model_date(2, -LPP)-1))))))

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e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn

e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn

e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn

e(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn

st(1, dimitemnum("Ssns")+1, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(S

st(2, dimitemnum("Ssns")+1, true, ranget(Units_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(Time_History, model_date(1, 4), model_date(2, -LPP)-1), ranget(S

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_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 4), model_date(2, -LPP)-1))))))

_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 4), model_date(2, -LPP)-1))))))

_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 4), model_date(2, -LPP)-1))))))

_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 4), model_date(2, -LPP)-1))))))

el_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 4), model_date(2, -LPP)-1), rang

el_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q1"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q2"], model_date(1, 4), model_date(2, -LPP)-1), rang

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model_date(1, 4), model_date(2, -LPP)-1))))))

model_date(1, 4), model_date(2, -LPP)-1))))))

model_date(1, 4), model_date(2, -LPP)-1))))))

model_date(1, 4), model_date(2, -LPP)-1))))))

2"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 4), mo

2"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q3"], model_date(1, 4), model_date(2, -LPP)-1), ranget(Ssn_Basis["Ssns.Q4"], model_date(1, 4), mo

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Sales Plan; 2011 ABC Corp. Labels


Model Start Variable Adj_Factor_Chan Display Label Channel Adjust Factor 1/1/2009

Adj_Factor_Chan_Suggested

Suggested Channel Factor

Adj_Factor_Industry

Industry Adjust Factor

Adj_Factor_Industry_Suggested Suggested Industry Factor

Adj_Factor_Loc

Location Adjust Factor

Adj_Factor_Loc_Suggested

Suggested Location Factor

Adj_Factor_Prod

Product Adjust Factor

Adj_Factor_Prod_Loc

Prod-Loc Adjust Factor

Adj_Factor_Prod_Suggested

Suggested Product Factor

Adj_Factor_Total

Total Adjust Factor

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Adj_Factor_Total_Suggested

Suggested Total Factor

Company_Name Contrib_Margin

Company Name Contribution Margin

Contrib_Margin_pct Conv_Speed LHP LPP Max_Annual_Unit_Growth

Contribution Margin % Convergence Speed Length History Periods Length Plan Periods Max Annual Unit Growth Rate

Max_B1_B0

Max B1/B0 (Yr)

Min_B1_B0

Min B1/B0 (Yr)

Price_Average

Average Price $

Price_Average_Plan

Average Price $

Price_Discount_pct Price_Discount_pct_History Price_Discount_pct_Plan Price_List Price_List_History Price_List_History_In Price_List_Plan Products_dim r_squared

Price Discount % Price Discount % Price Discount % List Price List Price List Price History Input List Price Products r squared

r_squared_No_Ssn

r squared

Revenue Revenue_at_List_Price

Revenue Rev at List Price

Revenue_at_List_Price_Plan

Rev at List Price

Revenue_Growth

Rev Growth

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Revenue_History Revenue_History_In Revenue_Plan Revenue_Plan_tsum_plt Rgrs_Ofst

Revenue History Revenue History Input Revenue Plan Revenue Plan Regress Begin Offset

Ssn_Basis Std_Error_Y_Units Std_Error_Y_Units_No_Ssn

Seasonal Basis Std Error Y (Units) Std Error Y (Units)

Target_Rev_Chan Target_Rev_Ind Target_Rev_Loc Target_Rev_Prod Target_Rev_Total Time Time_History Time_History_Period Time_Period Time_Plan Time_Plan_Period Units Units_B0 Units_B0_NoSsn Units_B0_StdErr Units_B0_StdErr_NoSsn Units_B1 Units_B1_Raw

Channel Revenue Target Industry Revenue Targets Location Revenue Target Product Revenue Target Total Revenue Target Time Time History Time Period Time Period Time Plan Time Period Sales Units Units History Intercept Units History Intercept Units B0 Std Error Units B0 Std Error Units History Slope Units History Raw Slope

Units_B1_Raw_NoSsn

Units History Raw Slope

Units_B1_Raw_StdErr

Units B1 Std Error

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Units_B1_Raw_StdErr_NoSsn Units_Bn_Ssn Units_Bn_Ssn_Raw

Units B1 Std Error Units Season Coeffs Units Season Raw Coeffs

Units_Bn_Ssn_Raw_StdErr

Units Season Coeffs Std Error

Units_History Units_History_In Units_Plan Units_Plan_tsum_plt Units_Regress_Plan

Sales Units History Sales Unit History Input Sales Units Plan Sales Units Plan Units Regression Plan

Units_Residual

Unit Regression Residual

Units_Residual_NoSeasons

Units Residual No Seasons

Units_Residual_Raw

Unit Regression Residual

Var_Cost_per_U

Variable Cost / Unit

Var_Cost_per_U_History

Variable Cost/U History

Var_Cost_per_U_History_In

Variable Cost/U History

Var_Cost_per_U_Plan

Var Cost / U Plan

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Variable_Cost

Variable Cost

Dimension (item) Channels Direct Indirect Industries Direct Indirect Locations East West Prod_Loc_Seg Products Locations Channels Segments Total Products Drill_Press Ssns Q1 Q2 Q3 Q4

Display Item As Channels Direct Indirect Industries Direct Indirect Locations East West Prod Loc Seg Products Locations Channels Segments Total Products Drill Press Ssns Q1 Q2 Q3 Q4

Total As Total

Level As Channels Channels

Total

Industry Industry

Total

World Continent

Total

Prod Loc Seg Prod Loc

Total

Product Line Product Family

Total

Season Season2

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Comment Adjustment factor that alters regression forecast for all micro segments for a given sales channel, by channel. This factor helps the forecast to match targets submitted by channel managers. Suggested adjustment factor to alter regression forecast for all micro segments for a given channel segment, by channel. If the automaticallly-computed suggested adjustment factor is 0, this usually means that Revenue_Plan = 0, so no multiplicative adjustment factor can make the plan match any nonzero revenue target. The solution is to make the sales history nonzero, so that the sales plan will be nonzero, and the adjustment factor will change to a reasonable value. Adjustment factor that alters regression forecast for all micro segments for a given industry segment, by industry( or other segment). This factor helps the forecast to match targets submitted by segment managers. Suggested adjustment factor to alter regression forecast for all micro segments for a given industry segment, by industry (or other segment). If the automaticallly-computed suggested adjustment factor is 0, this usually means that Revenue_Plan = 0, so no multiplicative adjustment factor can make the plan match any nonzero revenue target. The solution is to make the sales history nonzero, so that the sales plan will be nonzero, and the adjustment factor will change to a reasonable value. Adjustment factor that alters regression forecast for all micro segments for a given location segment, by location. This factor helps the forecast to match targets submitted by location managers. Suggested adjustment factor to alter regression forecast for all micro segments for a given location segment, by location. If the automaticallly-computed suggested adjustment factor is 0, this usually means that Revenue_Plan = 0, so no multiplicative adjustment factor can make the plan match any nonzero revenue target. The solution is to make the sales history nonzero, so that the sales plan will be nonzero, and the adjustment factor will change to a reasonable value. Adjustment factor that alters regression forecast for all micro segments for a given product segment, by product. This factor helps the forecast to match targets submitted by product managers. Ajustment factor to alter regression forecast for each micro segment for a given product-location segment. This factor helps fine-tune the forecast to match targets submitted by product and location managers. Suggested adjustment factor to alter regression forecast for all micro segments for a given product segment, by product. If the automaticallly-computed suggested adjustment factor is 0, this usually means that Revenue_Plan = 0, so no multiplicative adjustment factor can make the plan match any nonzero revenue target. The solution is to make the sales history nonzero, so that the sales plan will be nonzero, and the adjustment factor will change to a reasonable value. Adjustment factor that alters regression forecast for all micro segments. This factor helps the forecast to match assumptions about total sales levels submitted by senior managers.

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Suggested adjustment factor that alters regression forecast for all micro segments. If the automaticallly-computed suggested adjustment factor is 0, this usually means that Revenue_Plan = 0, so no multiplicative adjustment factor can make the plan match any nonzero revenue target. The solution is to make the sales history nonzero, so that the sales plan will be nonzero, and the adjustment factor will change to a reasonable value. Name of the company or business unit whose sales are being planned Contribution margin, obtained by subtracting variable costs from revenue. For example if the recorded variable costs include only cost of goods, then this is the gross margin. Contribution margin as a percent of revenue Determines how rapidly the suggested adjustment factors cause the forecast to converge to the targets for product and location segments. The length of the history time range expressed in model time periods The length of the plan time range expressed in model time periods The maximum annual growth rate that the regression forecast can predict without human override. If the regression specifieds a larger growth rate, the rate is reduced to this growth rate. The maximum value of B1/B0 in the regression forecast. If the ratio of coefficients excees this value, it is reduced to this ratio. This value is computed from the data, and it is not entered by the modeler. The minimum value of B1/B0 in the regression forecast. If the ratio of coefficients is less than this value, it is increased to this ratio. This value is computed from the data, and it is not entered by the modeler. The average selling price during the entire modeling period (historical period and planning period), for each product x location microsegment, by time period. Computed from price discount % and list price; not entered by the modeler. The average selling price during plan time, for each product x location microsegment, by time period. Computed from price discount % and list price; not entered by the modeler. The average price discount % for each product x location microsegment, for the entire model time (history and planning period) by time period The average price discount % for each product x location microsegment, for the historical period, by time period The average price discount % for each product x location microsegment, for the planning period, by time period List price for each product in each location, for entire model time (history and plan period), by time period List price for each product in each location, for historical time period, by time period List price for each product in each location, by historical time period. This table is laid out to facilitate entering database records directly. List price for each product in each location, by plan time period. The model uses historical values as defaults, which you can override. The names of products in the sales plan A regression statistic: r^2, the coefficient of determination. Equal to the fraction of total variance of sales that is captured by the regression trend line for each prodcut x location microsegment. A regression statistic: r^2, the coefficient of determination. Equal to the fraction of total variance of sales that is captured by the regression trend line for each prodcut x location microsegment, in the case of no seasonality Revenue, segmented by product and market segments, for entire model time (history and planning period) Theoretical revenue that would be generated by selling historical and planned sales units at full list price, segmented by product and location. Used to compute various price discount % variables. Theoretical revenue that would be generated by selling historical and planned sales units at full list price, during plan time. Segmented by product and location. Used to compute various price discount % variables. Revenue growth rates in each time period, segmented by products, locations and other segments

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Revenue history, segmented by products and locations, by time period. Do not enter input data here, but rather in table 'Revenue History Input'. Revenue history, segmented by product, location, and by historical time period. This table is laid out to facilitate entering database records directly. Revenue plan, segmented by product, location, channel, and customer industry during plan time, by time period Revenue plan, segmented by product, summed over plan time The number of time periods that are omitted from the beginning of a regression because all the sales values are zero for these periods. Omitting these time periods from regression enables the regression to return a better estimate of growth (B1) of a new product that was introduced in the middle of the historical time period. The formula sets a maximum offset to ensure that the regression function always gets a mininum of two periods of input data. (Technical:) Basis functions for seasonality, entered into Linest regression function to capture seasonality A regression statistic: The standard error in the regression prediction of sales units, segmented by product, location, channels and segments A regression statistic: The standard error in the regression prediction of sales units, segmented by product, location, channels and segments, in the case of no seasonality Revenue target for each channel segment, submitted by channel managers, for the total planning period Revenue target for each location segment, submitted by location managers, for the total planning period Revenue target for each location segment, submitted by location managers, for the total planning period Revenue target for each product segment, submitted by product managers, for the total planning period Revenue target for total planning period, submitted by senior managers A variable that counts time in years, starting from the beginning of the planning period A variable that counts time in years in the historical period, where the last period of history time is zero Increasing counter for time periods in the history time range, where the first time period is numbered 1 Increasing counter for time periods in the model time range, where the first time period is numbered 1 A variable that counts time in years in the planning period, starting from the beginning of the planning period Increasing counter for time periods in the plan time range, where the first time period is numbered 1 Sales units, segmented by product and location, for the entire model time (history and planning period) A regression coefficient: the constant term in the regression of sales units history against time A regression coefficient: the constant term in the regression of sales units history against time A regression statistic: the standard error of the estimate of the constant term in the regression of sales units history against time A regression statistic: the standard error of the estimate of the constant term in the regression of sales units history against time The slope coefficient for the regresssion of unit sales history versus time, after the maximum and minimum allowable growth rates have been enforced A regression coefficient: the slope coefficient in the regression of sales units history against time. The coefficient is called "raw" because the maximum and minimum limits to growth have not yet been enforced. A regression coefficient: the slope coefficient in the regression of sales units history against time. The coefficient is called "raw" because the maximum and minimum limits to growth have not yet been enforced. A regression statistic: the standard error of the estimate of the slope coefficient in the regression of sales units history against time

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A regression statistic: the standard error of the estimate of the slope coefficient in the regression of sales units history against time The coefficients for the seasonality terms in the regresssion of unit sales history versus time, after the sum of the seaonality coefficients has been forced to zero A regression coefficient: the coefficient for the seasonality terms in the regression of sales units history against time. The coefficient is called "raw" because the sum of the seasonality coefficients has not yet been forced to zero. A regression statistic: the standard error of the estimate of the coefficient for each seasonality term in the regression of sales units history against time. This variable is amont the first to have numerical overflows when sales units numbers get large. Such a condition does not impair the usefulness of the rest of the model. The history of unit sales, segmented by product, location and time period. Do not enter input data here, but rather in table 'Sales Unit History Input'. The history of unit sales, segmented by product, location, and historical time period. This table is laid out to facilitate entering database records directly. Sales units plan, segmented by product, location, channel and customer industry, and by time period Sales units plan, segmented by product, summed over plan time Sales units plan, segmented by product and location, for the plan period, before adjustment factors have changed the plan to better fit managers' targets. Variable Units_Plan (the sales units plan) is this variable after being multiplied by the appropriate adjustment factors to improve the fit with managers' targets. The residual error that separates the unit sales history from the 'constrained' regression trend line, segmented by product and location, by time period. This regression line is constrained by applying limits on the maximum and minimum growth rates for individual segments to the regression coefficients, by time period The residual error that separates the unit sales history from the regression trend line, when the seasonality terms have been removed from the regression for each segment, by time period The residual error that separates the unit sales history from the raw regression trend line, when the maximum and minimum growth limits are not applied to the regression coefficients for each segment, by time period Variable cost per unit sold, for each time period, for historical and plan time periods. Do not enter input data here, but rather in table 'Var Cost/ Unit History' and 'Var Cost/ Unit Plan'. You can include/exclude any variable costs you wish, such as cost of goods (direct material, direct labor other direct costs), selling costs, and transportation/logistics costs. The decisions you will make with the resulting contribution margins determine the costs you should include. Variable cost per unit sold, by product and time period, for historical and plan time periods. This table is laid out to facilitate entering database records directly. You can include/exclude any variable costs you wish, such as cost of goods (direct material, direct labor other direct costs), selling costs, and transportation/logistics costs. The decisions you will make with the resulting contribution margins determine the costs you should include. Variable cost per unit sold, by product and time period, for historical and plan time periods. This table is laid out to facilitate entering database records directly. You can include/exclude any variable costs you wish, such as cost of goods (direct material, direct labor other direct costs), selling costs, and transportation/logistics costs. The decisions you will make with the resulting contribution margins determine the costs you should include. Variable cost per unit sold, by product, for plan time periods. The template uses historical values by default, which you can override. You can include/exclude any variable costs you wish, such as cost of goods (direct material, direct labor other direct costs), selling costs, and transportation/logistics costs. The decisions you will make with the resulting contribution margins determine the costs you should include.

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Variable cost by product-market segment, for each time period. Which costs to include is determined by your input the the variable 'Variable Cost / Unit'. Which costs you include depend on what decisions you will make with the resulting contribution margins.

Comment Sales Channels, such as inside sales force, wholesalers, outside sales reps

An additional segmentation dimension, commonly used to segment sales by customer industry. Also can represent customer size, new and old customers, ...

A list of sales channels or geographic markets separately tracked in the model

A list of the Dimensions for which suggested adjustment factors are computed

A list of the products and support services that are separately tracked in the analysis

A list of the time periods over which annual seasonality is analyzed

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