Phillip Townsend Associates

What will the results look like?

YOUR COMPANY vs. YOUR INDUSTRY PEER GROUP

Typically, 200 - 400 cost and performance metrics are delivered to you. These metrics are sub-divided into logical functional units. There are also logical segments contained within each of these functional units for use in root cause analysis.

ROOT CAUSE ANALYSIS

The details of each functional area will allow you to conduct an in-depth analysis of your competitive cost position and performance.

Manufacturing	Your Company	Industry Average Without You	1st Quartile	Your Change 97 vs. 98
Capacity Utilization (%)	96.5	97.6	98.8	1.2
Inventory (Days if Sales)	46.3	36.8	26.4	15.8
Total Production / Operating Employee	15,230	17,550	19,680	(1,670)
Total Production / Maintenance Employee	18,555	16,210	19,010	890
Total Production / Plant Employee	8,410	8,500	9,960	(470)

Distribution	Your Company	Industry Average Without You	1st Quartile	Your Change 97 vs. 98
Total Distribution Cost/Klbs. Shipped	2.35	2.01	1.94	0.14
Total Freight Cost/Klbs. Shipped	1.25	1.06	0.89	0.06
On-Time Shipments (%)	98.6	94.6	98.9	(0.12)
On-Time Deliveries (%)	97.6	89.4	97.9	1.8
Total Klbs. Shipped/Distribution Employee	175,250	195,300	210,450	25,800
Total Klbs. Shipped/Customer	9,600	10,900	12,100	890

Sales & Marketing	Your Company	Industry Average Without You	1st Quartile	Your Change 97 vs. 98
Klbs. Sold/Direct Sales Employee	92,420	84,500	101,830	1,250
Total Sales Cost/Klbs. Sold	0.25	0.38	0.21	(0.06)
% Sales - Domestic	78.3	81.2	85.2	2.9
% Sales - Export	21.7	18.8	12.1
DSO (Days)	37.2	53.6	45.7	2.9
Customer Invoiced/Direct Sales Employee	47.3	40.0	22.6	(5.3)