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Transcript of Fastenal Report - pdf
Aleksandr Kazakov
January 2015
Executive Summary
The following analysis examines the sales of the top five customers of the Fastenal store
located in Mount Vernon, Washington. In analyzing the sales of each of the top five customers
over the period of three years, we will attempt to shed light on trends associated with yearly
and monthly sales. This report will also analyze each customer’s trends associated with certain
product categories, and offer recommendations based on those observations. This report will
also offer future sales forecast based on assumptions as well as historic numbers. Caliber
Precision’s purchases have remained stagnant over the past two years, but continue to bring in
profit due to high profit margins and large purchases of fasteners. Draper Valley Farms, despite
low margins, has continued to grow in every product category year after year. Meyer Sign and
Advertising is characterized by seasonal purchases and high customer maintenance costs. NW
Horticulture’s purchases have grown immensely during 2014 for every product category.
Comptex is a risky customer as they do not purchase fasteners, rather focus on material
handling and safety products.
Overview
This report reviews the top five customers of the Fastenal store in Mount Vernon Washington.
These five local companies provide the bulk of the sales and are the most active and consistent
purchasers. This analysis involves looking at historical sales, profit margins, and customer
service costs from 2012 to 2014. From this data, we are able to gain a better understanding of
the customer’s purchasing habits, profitability, and project future sales. Analyzing historical
sales data will help us understand the customers’ demand for certain product categories and
help us see the costs associated with serving them.
Caliber Precision Inc. Appendix A
Sales
Caliber Precision Inc. is a custom machining and manufacturing company located in Mount
Vernon WA, and is Fastenal’s highest spending customer. From year 2012 to 2014, Caliber has
posted purchased a total of $86,389.49 worth of products. 2013 saw Caliber’s spending grow
13.71% from $27,859 to $31,678. However, in 2014 sales were stagnant were 0.75% less than
in the previous year. The issue causing the lack of growth of this account can be uncovered with
deeper analysis of their purchasing habits.
The percentage of yearly spending made on fasteners has grown 41% in 2013 to 64% in 2014. It
is a good sign that a large percentage of Caliber’s spending is on fasteners. The growth of
spending in this category is a positive sign in respect to the future profitability of this customer
as this is Fastenal’s main product and the core of the store’s business. On the other hand, sales
dominated by a single category of product poses a risk to the store if the business decides to
switch providers for that category. We also see that sales for every other category of products
other than safety supplies have either decreased or remained stagnant from 2013 to 2014.
Looking at the average gross margins, we see an increase from 53% in 2013 to 67% 2014
meaning that although sales did not improve, the store made more profit from the customer in
2014 than in 2013. It is also good to see that despite increases in sales and number of items
sold, the freight charges were lower in 2013 and 2014 than in 2012 meaning better savings to
the customer.
Customer profitability
In conducting the customer profitability analysis, the following assumptions had to be made:
A half hour, or $10 is spent every week on deliveries and sales calls
Marketing costs such as special offers and promotional material, and are assumed to be
$100 per year.
Future sales will grow by an average of 10% per year and margins will remain at 60%.
Cost savings for the customer i.e. invoice cost, freight, and bin refills, are allocated to
the store.
Future cost savings will be a historic 10% of sales
Using these metrics as well as the average gross margin per year, we can calculate the amount
of profit the store has generated by its business with Caliber precision. Looking at the table, we
can see that despite the increase in sales from 2012 to 2013, the profitability dropped due to
low margins and high cost of doing business ($4,436). Using previous year’s numbers, we can
also make predictions regarding future sales.
Growth 14% -1% 10% 10% 10% 2012 2013 2014 2015 2016 2017
Sales $ 27,859 $ 31,678 $ 31,441 $ 34,585 $ 38,044 $ 41,848 COGS $ 11,979 $ 14,889 $ 10,061 13834 15217 16739
Margin $ 15,880 $ 16,789 $ 21,380 $ 20,751 $ 22,826 $ 25,109 Delivery $ 520 $ 520 $ 520 $ 520 $ 520 $ 520 Cost Savings $ 2,744 $ 4,436 $ 3,622 $ 3,459 $ 3,804 $ 4,185 Marketing Cost $ 100 $ 100 $ 100 $ 100 $ 100 $ 100
Profit $ 12,515 $ 11,733 $ 17,138 $ 16,673 $ 18,402 $ 20,304
Recommendations
Caliber Precision is company in a stable industry, and we can only expect its demand for
fasteners to grow. Opportunities where Fastenal can grow their sales include promoting
specially manufactured goods that accounted for $3,423 and $4,826 in 2012 and 2013. It
would also be beneficial to look into the materials handling product category of which only
two purchases were made in the past 3 years. Other areas of concern include the lack of
growth in sales of items other than fasteners.
Draper Valley Farms Appendix B
Sales
Draper Valley Farms is a poultry producer based in Mount Vernon, WA. Draper Valley is
Fastenal’s seconded largest customer purchasing $85, 910.68 worth of products in the past 3
years. In 2012, Draper Valley spent only $8,401 but grew its spending 261% in 2013 to $30,334
and 60% to $48,468 in 2014.
In 2012, over half of the sales made to Draper Valley were for fasteners and a quarter were for
material handling products. 2013 saw sales of material handling, hydraulic, and janitorial
products overtake spending on fasteners which dropped to $3,487.However, in 2014 spending
on fasteners grow to $11,844 and janitorial supplies to $12,083. 2014 has also seen a drop in
sales of hydraulics and pneumatics to $2,843 and $2,131 to $7,376 and $7,471 respectively. The
last two years have also been characterized by mostly moderate sales throughout the year with
the highest spending coming in the month of November.
Customer Profitability
With fasteners dropping from half of the products purchased to making up only a quarter of the
products purchased by Draper Valley Farms, other products with much smaller margins has
brought the gross margins down from 52% to 34% to 46% within the last 3 years. In addition,
the amount of invoices has increased from 61 to 102 to 155 growing the amount spent on
servicing the customer. While these two observations affect the overall profitability, the
demand for a diverse set of products decreases the risk associated with switching suppliers.
This low risk makes Draper Valley Farms a key customer that purchases a diverse set of
products while showing rapid growth. According to the forecast of 20% growth per year, by the
year 2017 Draper Valley’s spending will be over $83,000.
The following are assumptions for the profitability and future growth of Draper Valley Farms:
A conservative 20% growth and 40% margin
A half hour a week is spent on sales calls in deliveries costing approximately $10
Marketing costs of $100 a year
Customer savings are a historic 30% of sales
Cost savings for the customer i.e. invoice cost, freight, and bin refills, are incurred by
Fastenal.
Growth 261% 60% 20% 20% 20% 2012 2013 2014 2015 2016 2017
Sales $ 8,401 $ 30,334 $48,486 $ 58,183 $ 69,820 $ 83,784 COGS $ 4,032 $ 20,020 $ 26,182 $ 34,910 $ 41,892 $ 50,270
Margin $ 4,369 $ 10,314 $ 22,304 $ 23,273 $ 27,928 $ 33,514 Delivery $ 520 $ 520 $ 520 $ 520 $ 520 $ 520 Cost Savings $ 2,560 $ 8,792 $ 14,392 $ 17,455 $ 20,946 $ 25,135 Marketing Cost $ 100 $ 100 $ 100 $ 100 $ 100 $ 100
Profit $ 1,188 $ 902 $ 7,291 $ 5,198 $ 6,362 $ 7,758
Recommendations
Draper Valley Farms was the store’s highest spending customer in 2014, and has shown
immense growth over the past three years. One recommendation would be to push the sales of
fasteners as they provide high margins. Other recommendations would be to increase the
promotion of janitorial products as well as hydraulics and pneumatics as their sales have
decreased significantly over the past year. Overall, Draper Valley Farm’s wiliness to purchase
such a diverse set of products from Fastenal can lead to opportunities to supply other tools and
materials used by their plant.
Meyer Sign and Advertising Appendix C
Sales
Meyer Sign and Advertising is a custom display and sign manufacturer that has been operating
since 1956. Over the past three years, Meyer Sign has spent $42,812.65 with Fastenal. The sales
for the past three years have grown 39% from $12,470 in 2012 to $17,304 in 2013. Year 2014
saw sales drop 13% to $15, 072.
Every year, over half of Meyer Sign’s purchases have been fasteners. From 2012 to 2013, their
spending on fasteners increased from$7,669 to $9,868. In 2014, their purchases of fasteners
dropped to $8,684. Because their demand for fasteners directly relates to the demand for signs
in the count, the opportunity lies in growing the sales of janitorial supplies and tools. Over the
past two years, the sales for janitorial supplies have grown from $867 to $1,517 and $1,154 to
$1,405 for tools and accessories. Looking at monthly purchases, we can see the majority of
Meyer Sign purchases happening during early spring and late fall. Knowing this provides an
opportunity to market and push sales at those specific periods.
Customer Profitability
This profitability analysis and forecasts implies the following to be true:
15 minutes a week are spent on deliveries and stocking bins
$100 a year are spent on marketing
Cost savings for the customer are incurred by the Fastenal store
Future growth will continue at 10% every year, cost savings will equal 30% of sales, and
margins will remain at 70%
The average gross margins have increase from 66% to 69% to 75% in the past year. Despite
high margins, Meyer Sign has high customer service costs particularly due to their large number
of invoices (451) over the past three years, 100 more than any other customer does. Despite
unpredictable swings in sales from year to year, Meyer Sign has had profits of nearly 30% of
sales every year. If sales continue to increase 10% each year, they will reach $20,000 by year
2017.
Growth 39% -13% 10% 10% 10% 2012 2013 2014 2015 2016 2017
Sales $12,470 $17,304 $15,072 $ 16,579 $ 18,237 $ 20,061 COGS $ 4,115 $ 5,364 $ 3,768 $ 4,974 $ 5,471 $ 6,018
Margin $ 8,355 $ 11,940 $ 11,304 $ 11,605 $ 12,766 $ 14,043 Delivery $ 210 $ 210 $ 210 $ 210 $ 210 $ 210 Cost Savings $ 4,108 $ 4,730 $ 5,084 $ 4,974 $ 5,471 $ 6,018
Marketing Cost $ 100 $ 100 $ 100 $ 100 $ 100 $ 100
Profit $ 3,937 $ 6,900 $ 5,910 $ 6,322 $ 6,985 $ 7,714
Recommendations
Recommendations for the account include pushing sales of tools, equipment, and janitorial
supplies; items which are not directly tied to the number of signs manufactured. Also, increases
in sales during spring and late fall should be looked at as opportunities to offer the customer
additional products.
North West Horticulture Appendix D
Sales
Northwest Horticulture is a local grower specializing in perennials, ornamental grasses, and
groundcovers which spent $34,721.21 with Fastenal over the past 3 years. In 2013, NW
Horticulture’s sales dropped 26% from $8,391 to $6,206. However, in 2014 the sales grew
drastically to 257%.
The years 2012 and 2013 were characterized by high spending on fasteners, which was done
during the late summer and early fall months. 2014 saw a drop in sales of fasteners to $1,364
from $4,614 and $3,646 in 2012 and 2013. On the other hand, 2014 saw large increases in
purchases of tools and accessories, hydraulics and pneumatics, and material handling products.
Sales for the tools and accessories category itself increased from $412 in 2013 to $8,238 in
2014. Unlike the seasonal purchases of fasteners, tools and accessories were purchased
throughout the year.
Customer profitability
Assumptions made in future profit forecast include:
Sales will grow at a conservative rate of 10% per year. Profit margins will be a historic
46% average.
A half hour per week, or $10 will be spent on deliveries and sales calls.
Cost savings will equal a historic 13% of sales.
$100 per year will be spent on marketing.
Margins for NW Horticulture decreased form 52% in 2012 to 40% and 46% in 2013 and 2014
correlating with the decreased demand for fasteners. In 2014, NW Horticulture became a much
valuable customer as it increased its spending on other categories of products and their overall
purchases by 257%. This shows us that this customer is looking for Fastenal to supply more and
more of the products they use.
Growth -26% 257% 10% 10% 10%
2012 2013 2014 2015 2016 2017 Sales $8,391 $6,206 $22,137 $ 24,351 $ 26,786 $ 29,464 COGS $ 4,028 $ 3,724 $ 11,954 $ 13,149 $ 14,464 $ 15,911
Margin $ 4,363 $ 2,482 $ 10,183 $ 11,201 $ 12,321 $ 13,554 Delivery $ 210 $ 210 $ 210 $ 210 $ 210 $ 210 Cost Savings $ 1,060 $ 858 $ 2,955 $ 3,166 $ 3,482 $ 3,830 Marketing Cost $ 100 $ 100 $ 100 $ 100 $ 100 $ 100
Profit $ 2,993 $ 1,314 $ 6,918 $ 7,726 $ 8,529 $ 9,413
Recommendations
Northwest Horticulture’s increase in purchases for 2014 has made them a very valuable
customer for Fastenal. Not only are the sales growing rapidly, but their purchases include more
and more product categories every single year. It would be interesting to see what other
products NW Horticulture would be willing to purchase from Fastenal apart from the ones they
are buying right now. Still, a decline in fastener purchases, especially during late summer
months, leaves the question of whether they have shifter to another supplier or simply do not
need them for their business. In the end, spending more and money marketing to this customer
can lead to great results in the future.
Comptex Appendix E
Sales
Comptex Inc. is an industrial textile manufacturer that has been in business since 1999. In the
past three years, Comptex has generated $34,063.44 in sales for the store. From 2012 to 2013,
Comptex purchase grew 60% but were followed by a 22% drop in 2014.
Over the years, more than half of Comptex purchases have been material handling and
janitorial products. Sales for material handling products increased to $8,940 in 2013 from
$4,510 in 2012, than decreased to $6,800 in 2014. Janitorial and hydraulic products followed a
similar trend. The only category that remained constant throughout the periods was safety
supplies. It is surprising that Comptex purchases of fasteners have been decreased every single
year since 2013, and only going from $154 to $8 to $17. This is concerning because fasteners
allow for large profit margins and are Fastenal’s key differentiator from generic hardware
supply stores. tools and accessories growth
Customer profitability
Assumptions:
One hour, or $20 a week will be spent on deliveries and sales calls.
Sales will grow at 10% per year and with 51% profit margins.
Future cost savings will equal a historic 13% of sales.
$100 a year will be spent on marketing.
Despite purchasing very few fasteners, Fastenal’s profit margins for Comptex have stayed at a
reasonable average of 52% for all three years. Future projections assume a perpetual growth
rate of 10%, although because purchases are not directly related to how well Comptex Inc.’s
core business, we can expect the growth rate to continue to fluctuate.
Growth 60% -22% 10% 10% 10% 2012 2013 2014 2015 2016 2017
Sales $9,437 $15,076 $11,817 $ 12,999 $ 14,299 $ 15,728 COGS $ 4,435 $ 7,387 $ 5,554 $ 7,019 $ 7,721 $ 8,493
Margin $ 5,002 $ 7,689 $ 6,263 $ 5,979 $ 6,577 $ 7,235 Delivery $ 520 $ 520 $ 520 $ 520 $ 520 $ 520 Cost Savings $ 1,936 $ 2,366 $ 1,900 $ 1,690 $ 1,859 $ 2,045
Marketing Cost $ 100 $ 100 $ 100 $ 100 $ 100 $ 100
Profit $ 2,445 $ 4,703 $ 3,743 $ 3,670 $ 4,099 $ 4,570
Recommendations
My recommendation for improving the store’s business with Comptex is to increase marketing
of tools and accessories. Because Comptex’s purchases are not directly tied to their product
sales and are more or less discretionary, the store must stimulate demand for additional
product categories. I would also recommend inquiring about the details of Comptex’s
manufacturing process and offering to supply the core products essential to their operations.
Appendix A
Caliber
SALES 2012
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec Total
Fasteners 1724 872 2614 99 2192 2101 3036 1159 572 1366 1724 36 17495
Tools and Accessories 27 39 66
Cutting Tools 5 797 802
Hydraulics 33 58 14 20 8 81 214
Materials Handling 0
Janitorial Supplies 387 161 259 390 250 273 305 142 81 2248
Electrical Supplies 68 6 22 96
Welding Supplies 84 173 104 361
Safety Supplies 22 48 22 55 28 79 258 512
MFG Special 1599 1824 3423
MFG Standard 0
Safety Supplies 13 13
Office Products 35 35
Metals-Alloys,Mat 318 318 636
S.B. Welding 0
Lighting Products 103 32 135
Total 2551 1483 2793 380 4194 2542 3427 1159 2819 1607 2064 1017
Caliber
SALES 2013
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec Total
Fasteners 72 3411 560 927 3842 873 1211 2083 652 220 -18 621 14454
Tools and Accessories 60 60
Cutting Tools 0
Hydraulics 52 20 109 2 183
Materials Handling 87 143 230
Janitorial Supplies 166 172 80 92 412 80 160 242 579 188 30 2201
Electrical Supplies 12 12
Welding Supplies 35 15 50
Safety Supplies 43 70 46 14 20 18 211
MFG Special 2736 2090 4826
MFG Standard 120 120
Safety Supplies 0
Metals-Alloys,Mat 1 1
S.B. Welding 1594 797 2391 1729 797 797 8105
Lighting Products 32 32
Total 281 6439 2339 1862 6660 2749 2295 2446 1511 974 188 2741
Caliber
SALES 2014
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec Total
Fasteners 1464 2076 392 1914 1226 1436 2567 2205 833 2046 1187 1813 19159
Tools and Accessories 7 7
Cutting Tools 0
Hydraulics 106 94 3 50 9 262
Materials Handling 0
Janitorial Supplies 211 206 108 547 126 80 230 81 86 108 358 514 2655
Electrical Supplies 0
Welding Supplies 40 34 74
Safety Supplies 27 66 56 36 27 13 73 40 54 175 567
MFG Special 1976 1976
MFG Standard 0
Safety Supplies 0
Metals-Alloys,Mat 0
Clearence 97 97
S.B. Welding 797 865 865 1662 865 5054
Fstl. Semi Standards 27 27
Lighting Products 40 40
Total 1808 2348 1393 2508 1482 4384 2800 3214 2787 3059 1633 2502
C o st Savings
$1,234
$1,219
$291
$ 2,744
EP D
M T D T o tal
Cost Savings Top(10)
January 2012 - December 2012
Gro up
F reight Saved
Invo ice D o llars Saved
JAN 1/9/2012 $2,864 66.12
FEB 2/29/2012 $1,557 59.21
MAR 3/28/2012 $3,022 75.45
APR 4/30/2012 $397 58.55
MAY 5/31/2012 $4,538 54.46
JUN 6/29/2012 $2,692 26.77
JUL 7/31/2012 $3,635 64.46
AUG 8/31/2012 $1,034 50.72
SEP 9/28/2012 $3,094 53.93
OCT 10/31/2012 $1,722 67.04
NOV 11/30/2012 $2,167 70.31
DEC 12/31/2012 $1,137 41.04
$27,859 57.33833
Month Sale Date Sales GM%
C o st Savings
$2,828
$1,702
($94)
$ 4,436
EP D
M T D T o tal
Cost Savings Top(10)
January 2013 - December 2013
Gro up
F reight Saved
Invo ice D o llars Saved
JAN 1/31/2013 $317 56.44
FEB 2/22/2013 $6,650 61.68
MAR 3/6/2013 $2,417 43.16
APR 4/22/2013 $1,916 50.52
MAY 5/31/2013 $6,908 54.74
JUN 6/28/2013 $2,824 42.44
JUL 7/31/2013 $2,320 58.42
AUG 8/30/2013 $2,482 67.7
SEP 9/19/2013 $1,606 47.09
OCT 10/31/2013 $1,182 55.57
NOV 11/15/2013 $235 47.21
DEC 12/31/2013 $2,821 55.36
$31,678 53.36083
Month Sale Date Sales GM%
C o st Savings
$2,360
$1,150
$112
$ 3,622
P revio us P rice P aid
M T D T o tal
Cost Savings Top(10)
January 2014 - December 2014
Gro up
F reight Saved
Invo ice D o llars Saved
JAN 1/31/2014 $1,920 74.55
FEB 2/28/2014 $2,461 81.81
MAR 3/5/2014 $1,453 54.98
APR 4/30/2014 $2,754 71.15
MAY 5/30/2014 $1,568 82.76
JUN 6/30/2014 $4,484 55.26
JUL 7/31/2014 $2,897 68.04
AUG 8/29/2014 $3,297 71.79
SEP 9/30/2014 $2,874 45.17
OCT 10/30/2014 $3,195 72.15
NOV 11/28/2014 $1,755 60.63
DEC 12/22/2014 $2,783 75.24
$31,441 67.79417
Month Sale Date Sales GM%
Appendix B
Draper
SALES 2012
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec Total
Fasteners 285$ 350$ 250$ 477$ 495$ 323$ 301$ 237$ 417$ 139$ 749$ 316$ 4,339$
Tools and Accessories 351$ 351$
Cutting Tools 106$ 63$ 43$ 45$ 18$ 106$ 30$ 44$ 77$ 55$ 18$ 46$ 651$
Hydraulics 29$ 17$ 24$ 16$ 358$ 11$ 97$ 8$ 560$
Materials Handling 228$ 386$ 466$ 386$ 1,466$
Janitorial Supplies -$
Electrical Supplies 87$ 57$ 144$
Welding Supplies 29$ 45$ 47$ 41$ 92$ 114$ 368$
Safety Supplies 28$ 39$ 67$
MFG Special -$
MFG Standard -$
Safety Supplies -$
Office Products -$
Metals-Alloys,Mat -$
Capital Goods 277$ 277$
S.B. Welding -$
FST. Semi Standard 68$ 68$
Lighting Products 27$ 27$
Total 488$ 935$ 760$ 1,033$ 639$ 842$ 451$ 639$ 546$ 194$ 956$ 835$
Draper
SALES 2013
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec Total
Fasteners 574$ 280$ 600$ 167$ 252$ 62$ 350$ 137$ 314$ 210$ 302$ 239$ 3,487$
Tools and Accessories 80$ 125$ 960$ 1,584$ 25$ 2,774$
Cutting Tools 35$ 277$ 117$ 4$ 33$ 37$ 69$ 39$ 26$ 204$ 142$ 108$ 1,091$
Hydraulics 7$ 2,579$ 2,213$ 1,920$ 67$ 332$ 258$ 7,376$
Materials Handling 939$ 1,098$ 472$ 4,962$ 7,471$
Janitorial Supplies 1,156$ 3,740$ 4,896$
Electrical Supplies 51$ 53$ 95$ 218$ 284$ 701$
Welding Supplies 48$ 48$ 96$
Safety Supplies 108$ 20$ 20$ 1,075$ 1,223$
MFG Special -$
MFG Standard -$
Safety Supplies -$
Office Products 211$ 211$
Metals-Alloys,Mat -$
Capital Goods 686$ 686$
S.B. Welding -$
Lighting Products -$
Total 855$ 803$ 1,676$ 1,269$ 333$ 99$ 2,998$ 2,600$ 2,260$ 3,769$ 8,696$ 4,654$
Draper
SALES 2014
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec Total
Fasteners 555$ 819$ 3,630$ 623$ 847$ 209$ 1,590$ 1,386$ 770$ 340$ 590$ 525$ 11,884$
Tools and Accessories 19$ 12$ 16$ 2,430$ 1,567$ 1,654$ 610$ 1,120$ 22$ 90$ 7,540$
Cutting Tools 133$ 137$ 176$ 184$ 581$ 206$ 133$ 195$ 122$ 93$ 149$ 550$ 2,659$
Hydraulics 600$ 438$ 32$ 96$ 106$ 184$ 20$ 56$ 146$ 740$ 57$ 368$ 2,843$
Materials Handling 7$ 371$ 497$ 376$ 398$ 222$ 260$ 2,131$
Janitorial Supplies 1,464$ 2,640$ 2,752$ 2,640$ 1,068$ 606$ 264$ 264$ 121$ 264$ 12,083$
Electrical Supplies 202$ 97$ 477$ 172$ 97$ 102$ 192$ 177$ 255$ 117$ 238$ 2,126$
Welding Supplies 85$ 211$ 234$ 316$ 233$ 69$ 704$ 312$ 407$ 255$ 1,155$ 3,981$
Safety Supplies 54$ 272$ 87$ 391$ 61$ 7$ 44$ 22$ 938$
MFG Special -$
MFG Standard 93$ 93$
Safety Supplies -$
Office Products -$
Metals-Alloys,Mat 52$ 10$ 3$ 395$ 170$ 155$ 436$ 29$ 1,250$
Tool Repair 25$ 9$
S.B. Welding -$
Clearence 8$ 10$
Lighting Products -$
Total 2,969$ 4,901$ 7,026$ 7,575$ 3,546$ 2,088$ 4,086$ 4,511$ 2,401$ 3,915$ 1,321$ 3,241$
C o st Savings
$1,403
$999
$158
$ 2,560
P revio us P rice P aid
M T D T o tal
Cost Savings Top(10)
January 2012 - December 2012
Gro up
Invo ice D o llars Saved
F reight Saved
JAN 1/6/2012 $488 50.69
FEB 2/7/2012 $936 42.91
MAR 3/6/2012 $760 47.14
APR 4/6/2012 $1,033 55.05
MAY 5/4/2012 $640 50.01
JUN 6/5/2012 $866 58.64
JUL 7/6/2012 $450 56.12
AUG 8/8/2012 $659 61.85
SEP 9/5/2012 $546 57.09
OCT 10/10/2012 $194 58.54
NOV 11/7/2012 $994 42.52
DEC 12/4/2012 $835 40.43
$8,401 51.74917
Month Sale Date Sales GM%
C o st Savings
$3,580
$2,865
$2,346
$ 8,792
Invo ice D o llars Saved
M T D T o tal
Cost Savings Top(10)
January 2013 - December 2013
Gro up
F reight Saved
P revio us P rice P aid
JAN 1/4/2013 $855 36.04
FEB 2/4/2013 $804 43.22
MAR 3/8/2013 $1,946 40.22
APR 4/8/2013 $1,268 43.06
MAY 5/7/2013 $334 45.86
JUN 6/10/2013 $99 39.27
JUL 7/23/2013 $2,998 22.65
AUG 8/7/2013 $2,600 20.58
SEP 9/6/2013 $2,260 17.46
OCT 10/7/2013 $3,769 33.93
NOV 11/6/2013 $8,747 38.84
DEC 12/2/2013 $4,654 25.16
$30,334 33.8575
Month Sale Date Sales GM%
C o st Savings
$5,548
$5,279
$3,565
$ 14,392
Invo ice D o llars Saved
M T D T o tal
Cost Savings Top(10)
January 2014 - December 2014
Gro up
P revio us P rice P aid
F reight Saved
JAN 1/10/2014 $3,025 42.29
FEB 2/3/2014 $4,955 34.8
MAR 3/4/2014 $7,038 50.87
APR 4/2/2014 $7,588 32.62
MAY 5/1/2014 $4,014 50.87
JUN 6/6/2014 $2,088 42.32
JUL 7/2/2014 $4,204 47.24
AUG 8/4/2014 $4,696 49.29
SEP 9/5/2014 $2,401 49.87
OCT 10/3/2014 $3,915 44.7
NOV 11/5/2014 $1,321 54.43
DEC 12/3/2014 $3,241 49.57
$48,486 45.73917
Month Sale Date Sales GM%
Appendix C
SALES 2012
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec
Fasteners 297 739 187 266 227 877 296 414 1856 899 281 1330 7669
Tools and Accessories 35 125 40 125 187 42 195 78 107 132 504 1570
Cutting Tools 43 22 100 91 6 61 32 58 48 461
Hydraulics 2 2
Materials Handling 2 2
Janitorial Supplies 30 85 28 94 168 78 54 243 43 153 101 1077
Electrical Supplies 11 10 24 20 13 11 13 26 18 146
Welding Supplies 83 36 116 32 19 75 81 18 13 473
Safety Supplies 3 117 21 19 33 193
MFG Special 236 236
MFG Standard 0
Safety Supplies 0
Office Products 0
Metals-Alloys,Mat 0
Tool Repair 113 113
S.B. Welding 0
Clearence 0
Lighting Products 0
Total 499 962 291 620 251 1585 575 718 2346 1175 670 2250
SALES 2013
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec
Fasteners 189 1803 488 2206 684 1360 480 194 594 136 1153 581 9868
Tools and Accessories 145 13 58 302 17 26 185 25 320 5 9 49 1154
Cutting Tools 5 74 99 41 89 18 48 92 87 553
Hydraulics 11 9 211 231
Materials Handling 15 14 29
Janitorial Supplies 320 10 103 46 22 68 47 74 21 83 73 867
Electrical Supplies 41 15 56 112
Welding Supplies 120 69 64 142 85 20 164 664
Safety Supplies 39 36 81 65 25 246
MFG Special 360 1826 437 84 2707
MFG Standard 0
Safety Supplies 0
Office Products 0
Metals-Alloys,Mat 0
Tool Repair 0
S.B. Welding 117 117
Clearence 0
Lighting Products 0
Total 654 2350 811 4583 852 1958 850 426 1121 262 1515 1166
SALES 2014
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec
Fasteners 413 398 2080 1669 914 379 941 230 243 533 1106 -222 8684
Tools and Accessories 292 58 104 144 87 64 152 115 88 78 105 118 1405
Cutting Tools 27 81 82 35 7 121 101 62 52 36 37 641
Hydraulics 0
Materials Handling 50 50
Janitorial Supplies 43 93 130 20 26 141 185 10 238 30 421 233 1570
Electrical Supplies 16 27 10 34 13 41 29 55 44 269
Welding Supplies 81 115 121 139 132 107 63 40 81 879
Safety Supplies 10 39 69 19 285 27 39 488
MFG Special 140 140
MFG Standard 0
Safety Supplies 0
Office Products 0
Metals-Alloys,Mat 0
Tool Repair 0
S.B. Welding 117 117
Clearence 2 2
FSt. Semi Standard 77
Lighting Products 0
Total 872 640 2577 1989 1392 735 1565 604 1022 838 1841 247
C o st Savings
$3,082
$1,026
$ 4,108M T D T o tal
Cost Savings Top(10)
January 2012 - December 2012
Gro up
Invo ice D o llars Saved
F reight Saved
JAN 1/4/2012 $521 64.18
FEB 2/3/2012 $983 70.73
MAR 3/8/2012 $314 67.14
APR 4/11/2012 $658 58.83
MAY 5/2/2012 $266 75.36
JUN 6/1/2012 $1,625 69.3
JUL 7/3/2012 $599 69.72
AUG 8/1/2012 $751 65.97
SEP 9/4/2012 $2,464 62.46
OCT 10/1/2012 $1,264 67.38
NOV 11/2/2012 $695 65.08
DEC 12/4/2012 $2,330 61.75
$12,470 66.49167
Month Sale Date Sales GM%
C o st Savings
$3,335
$1,395
$ 4,730M T D T o tal
Cost Savings Top(10)
January 2013 - December 2013
Gro up
Invo ice D o llars Saved
F reight Saved
JAN 1/2/2013 $693 59.68
FEB 2/8/2013 $2,424 72.38
MAR 3/4/2013 $846 72.65
APR 4/2/2013 $4,776 61.75
MAY 5/1/2013 $868 72
JUN 6/3/2013 $2,135 54.29
JUL 7/2/2013 $872 70.23
AUG 8/5/2013 $434 67.59
SEP 9/4/2013 $1,181 67.72
OCT 10/7/2013 $281 76.97
NOV 11/1/2013 $1,566 79.83
DEC 12/2/2013 $1,228 73.14
$17,304 69.01917
Month Sale Date Sales GM%
C o st Savings
$3,979
$1,112
($7)
$ 5,084
P revio us P rice P aid
M T D T o tal
Cost Savings Top(10)
January 2014 - December 2014
Gro up
Invo ice D o llars Saved
F reight Saved
JAN 1/2/2014 $926 72.47
FEB 2/4/2014 $674 76.4
MAR 3/7/2014 $2,719 81.43
APR 4/4/2014 $2,107 83.06
MAY 5/5/2014 $1,484 66.93
JUN 6/2/2014 $776 70.15
JUL 7/2/2014 $1,632 74.8
AUG 8/4/2014 $634 73.09
SEP 9/3/2014 $1,053 68.43
OCT 10/6/2014 $883 78.94
NOV 11/5/2014 $1,916 67.25
DEC 12/2/2014 $268 87.74
$15,072 75.0575
Month Sale Date Sales GM%
Appendix D
SALES 2012
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec
Fasteners 728 1937 1949 4614
Tools and Accessories 65 131 462 86 108 108 986 61 153 2160
Cutting Tools 0
Hydraulics 0
Materials Handling 79 69 48 196
Janitorial Supplies 112 24 136
Electrical Supplies 0
Welding Supplies 96 97 197 390
Safety Supplies 224 24 69 317
MFG Special 0
MFG Standard 0
Safety Supplies 0
Office Products 0
Metals-Alloys,Mat 0
Tool Repair 0
S.B. Welding 0
Clearence 0
Lighting Products 0
Total 273 131 541 110 332 205 1807 1998 1949 153 48 266
SALES 2013
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec
Fasteners 35 1414 1631 471 95 3646
Tools and Accessories 25 132 109 146 412
Cutting Tools 40 40
Hydraulics 169 169
Materials Handling 116 69 355 540
Janitorial Supplies 313 313
Electrical Supplies 0
Welding Supplies 0
Safety Supplies 13 124 25 189 351
MFG Special 0
MFG Standard 0
Safety Supplies 0
Office Products 0
Metals-Alloys,Mat 0
Tool Repair 0
S.B. Welding 0
Capital Goods 436
Clearence 0
Lighting Products 0
Total 386 116 193 25 132 0 0 1878 2276 471 430 0
SALES 2014
$1,364 $4,618 and $3,646 ddddddFeb Mar Apr May June July Aug Sept Oct Nov Dec
Fasteners 336 168 308 103 82 149 218 1364
Tools and Accessories 618 1104 735 575 666 1783 988 1769 8238
Cutting Tools 140 141 281
Hydraulics 96 843 874 749 2562
Materials Handling 182 138 232 1120 1672
Janitorial Supplies 0
Electrical Supplies 368 368
Welding Supplies 34 141 359 133 667
Safety Supplies 100 133 104 176 46 559
MFG Special 0
MFG Standard 0
Safety Supplies 0
Office Products 717 277 994
Metals-Alloys,Mat 0
Tool Repair 0
S.B. Welding 0
capital goods 4300 4300
Clearence 0
Lighting Products 0
Total 1887 1272 1739 203 753 666 3132 2325 5225 3406 179 218
JAN 1/13/2012 $288 40.6
FEB 2/24/2012 $141 72.49
MAR 3/9/2012 $568 48.24
APR 4/20/2012 $115 51.42
MAY 5/4/2012 $350 50.43
JUN 6/4/2012 $222 55.19
JUL 7/13/2012 $1,901 40.1
AUG 8/20/2012 $2,179 62.44
SEP 9/5/2012 $2,130 62.61
OCT 10/10/2012 $159 29.26
NOV 11/13/2012 $53 53.29
DEC 12/5/2012 $285 53.02
$8,391 51.59083
Month Sale Date Sales GM%
$67
$97
$208
$240
$337
$393
$627
$797
$961
$997
$1,022
$1,060
Ytd
Savings
JAN 1/10/2013 $393 49.73
FEB 2/22/2013 $133 55.19
MAR 3/11/2013 $209 63.5
APR 4/1/2013 $30 53.98
MAY 5/20/2013 $137 22.9
JUN - $0 0
JUL - $0 0
AUG 8/5/2013 $1,939 63.22
SEP 9/9/2013 $2,433 63.09
OCT 10/22/2013 $490 58.18
NOV 11/8/2013 $442 51.97
DEC - $0 0
$6,206 40.14667
Month Sale Date Sales GM%
$65
$87
$141
$163
$198
$198
$198
$449
$680
$745
$858
$858
Ytd
Savings
$161
$339
$641
$703
$829
$966
$1,395
$1,660
$2,421
$2,824
$2,888
$2,955
Ytd
Savings
JAN 1/7/2014 $2,016 50.06
FEB 2/5/2014 $1,378 31.92
MAR 3/7/2014 $1,847 42.64
APR 4/2/2014 $213 70.72
MAY 5/2/2014 $794 36.89
JUN 6/3/2014 $685 27.46
JUL 7/7/2014 $3,317 36.09
AUG 8/4/2014 $2,546 43.47
SEP 9/4/2014 $5,304 32.98
OCT 10/8/2014 $3,628 41.06
NOV 11/21/2014 $184 59.01
DEC 12/1/2014 $225 84.91
$22,137 46.43417
Month Sale Date Sales GM%
Appendix E
SALES 2012
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec
Fasteners 143 11 154
Tools and Accessories 50 82 42 42 216
Cutting Tools 107 107
Hydraulics 671 13 35 33 5 129 886
Materials Handling 274 318 443 273 566 117 498 292 403 409 326 591 4510
Janitorial Supplies 302 154 139 168 94 119 227 237 257 412 63 480 2652
Electrical Supplies 8 4 -4 4 4 25 4 8 13 66
Welding Supplies 38 97 135
Safety Supplies 49 104 31 29 52 9 59 26 5 364
MFG Special 0
MFG Standard 0
Safety Supplies 0
Office Products 0
Metals-Alloys,Mat 0
Tool Repair 0
S.B. Welding 0
capital goods 0
Clearence 0
Lighting Products 0
Total 1554 514 779 454 695 326 863 631 673 921 462 1218
SALES 2013
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec
Fasteners 8 8
Tools and Accessories 42 42 17 21 42 42 206
Cutting Tools 0
Hydraulics 24 24
Materials Handling 681 375 189 853 685 735 699 1523 1352 583 868 397 8940
Janitorial Supplies 394 247 187 193 630 211 725 492 521 179 451 147 4377
Electrical Supplies 18 25 4 4 42 20 15 4 10 142
Welding Supplies 35 35
Safety Supplies 52 9 24 47 24 24 24 48 18 87 357
MFG Special 0
MFG Standard 0
Safety Supplies 0
Office Products 0
Metals-Alloys,Mat 0
Tool Repair 0
S.B. Welding 0
capital goods 0
Clearence 0
Lighting Products 0
Total 1187 656 400 1135 1319 991 1511 2059 2013 766 1389 663
SALES 2014
Jan Feb Mar Apr May June July Aug Sept Oct Nov Dec
Fasteners 9 8 17
Tools and Accessories 18 37 42 90 42 9 39 21 65 363
Cutting Tools 0
Hydraulics 94 50 60 204
Materials Handling 628 584 480 777 791 668 551 561 519 478 542 221 6800
Janitorial Supplies 444 357 98 155 76 290 76 219 199 217 310 57 2498
Electrical Supplies 4 4 85 46 530 669
Welding Supplies 29 29
Safety Supplies 25 16 28 57 36 25 65 18 34 304
MFG Special 0
MFG Standard 0
Safety Supplies 0
Office Products 0
Metals-Alloys,Mat 0
Tool Repair 0
S.B. Welding 0
capital goods 0
Clearence 0
Lighting Products 0
Total 1094 970 669 1045 966 1188 705 814 880 695 891 967
C o st Savings
$1,104
$832
$ 1,936M T D T o tal
Cost Savings Top(10)
January 2012 - December 2012
Gro up
Invo ice D o llars Saved
F reight Saved
JAN 1/3/2012 $1,605 57.74
FEB 2/10/2012 $540 48.23
MAR 3/7/2012 $801 52.7
APR 4/2/2012 $494 49.83
MAY 5/8/2012 $730 49.07
JUN 6/6/2012 $345 53.65
JUL 7/13/2012 $881 53.66
AUG 8/7/2012 $648 56.55
SEP 9/12/2012 $696 52.16
OCT 10/1/2012 $941 51
NOV 11/5/2012 $486 52.11
DEC 12/10/2012 $1,270 53.84
$9,437 52.545
Month Sale Date Sales GM%
C o st Savings
$1,518
$848
$ 2,366M T D T o tal
Cost Savings Top(10)
January 2013 - December 2013
Gro up
Invo ice D o llars Saved
F reight Saved
JAN 1/11/2013 $1,227 44.82
FEB 2/13/2013 $684 58.76
MAR 3/13/2013 $421 47.92
APR 4/1/2013 $1,238 47.75
MAY 5/3/2013 $1,421 49.57
JUN 6/7/2013 $1,053 37.84
JUL 7/11/2013 $1,592 52.78
AUG 8/6/2013 $2,244 56.01
SEP 9/6/2013 $2,151 55.17
OCT 10/4/2013 $815 55.3
NOV 11/8/2013 $1,477 54.85
DEC 12/10/2013 $753 56.18
$15,076 51.4125
Month Sale Date Sales GM%
C o st Savings
$1,403
$483
$14
$ 1,900
P revio us P rice P aid
M T D T o tal
Cost Savings Top(10)
January 2014 - December 2014
Gro up
Invo ice D o llars Saved
F reight Saved
JAN 1/3/2014 $1,176 56.39
FEB 2/7/2014 $1,100 52.42
MAR 3/12/2014 $744 57.94
APR 4/4/2014 $1,174 54.54
MAY 5/6/2014 $1,053 52.9
JUN 6/6/2014 $1,258 54.36
JUL 7/11/2014 $770 53.12
AUG 8/6/2014 $887 57.5
SEP 9/3/2014 $942 52.1
OCT 10/6/2014 $752 45.28
NOV 11/10/2014 $947 48.09
DEC 12/8/2014 $1,014 46.81
$11,817 52.62083
Month Sale Date Sales GM%