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The AMA Handbook of Due Diligence by Andrew J. Sherman, William M. Crilly

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ENTITY Form 10-20
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
232
COMPARISON OF SALES PROMOTION PROGRAMS WITH MAJOR COMPETITORS
COMPARISON OF SALES PROMOTION EXPENDITURES
PERIOD ENTITY COMPETITOR A COMPETITOR B COMPETITOR C
(Thousands Of Dollars)
20 $ $ $ $
20
20
20
20
(Percent Of Revenues)
20 % % % %
20
20
20
20
OVERALL COMPETITIVE POSTURE
How does entity’s overall sales promotion program rank against its major competitors?
* Rank “1” to “4”, with “4” being the highest rating.
CHARACTERISTIC ENTITY COMPETITOR A COMPETITOR B COMPETITOR C
Quality
Creativity
Timeliness
Trade Show Participation
Expenditure Level
Competitor A: _________________________ B: __________________________ C:________________________
ENTITY Form 10-21
233
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
FOREIGN MARKETING CONSIDERATIONS
IMPORTANCE OF THE FOREIGN MARKET - MOST RECENT TWELVE MONTHS
During the most recent twelve months ending __________________ all foreign markets combined
represented:
$ __________________ or _______ %, of the entity’s total revenues.
A contribution of $ __________________ or _______ % of the entity’s operating income.
During this same period foreign revenues grew _______ % compared to _______ % for domestic revenues.
MANAGEMENT’S NEAR TERM OBJECTIVES
Management’s current objective with respect to foreign markets is to:
[ ] Remain primarily a domestic marketer.
[ ] Take a conservative approach toward expansion into foreign markets.
[ ] Take an aggressive approach toward expansion into foreign markets.
EXPANSION PLANS - PRIORITY BY COUNTRY
Where a foreign expansion program exists (or is planned), priority attention is being (or will be) directed
toward the following countries:
[1] ________________________ , [2] ________________________ , [3] ________________________ ,
[4] ________________________ , [5] ________________________ , [6] ________________________ .
PLANNED EXPANSION METHOD COUNTRIES IN WHICH INDICATED METHOD IS
BEING (OR WILL BE) EMPLOYED
Company operated foreign sales office(s).
Independent foreign based distributor(s).
Independent foreign based sales representative(s).
Joint venture or alliance with one or more U.S. firms.
Joint venture or alliance with one or more foreign firms.
Other:
ENTITY Form 10-21
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
234
FOREIGN MARKETING CONSIDERATIONS (Continued)
IMPACT OF TRADE BARRIERS
COUNTRY TRADE BARRIERS IMPACT ON SALES AND/OR NET INCOME
What barriers to trade is the entity currently encountering or anticipates encountering?
ENTITY Form 10-21
235
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
FOREIGN MARKETING CONSIDERATIONS (Continued)
FACTORS HAVING A POSITIVE IMPACT ON FOREIGN TRADE
COUNTRY POSITIVE FACTORS IMPACT ON SALES AND/OR NET INCOME
What factors are having, or are anticipated to have, a positive impact on foreign trade?
ENTITY Form 10-22
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
236
SUMMARY OF FRANCHISE OPERATIONS - ENTITY AS FRANCHISER
If the entity has franchised any of its operations, please provide the following information.
YEAR NUMBER OF
FRANCHISEES
NUMBER OF
SALES LOCATIONS
DOMESTIC/FOREIGN
GROSS
REVENUES
NET
REVENUES
PRETAX
INCOME
Dollars In Thousands
20 / $ $ $
20 /
20 /
20 /
20 /
Percent Change From Previous Year
20 % %/ % % % %
20 /
20 /
20 /
20 /
FIVE LARGEST FRANCHISEES - MOST RECENT TWELVE MONTHS (1)
COMPANY NUMBER OF
SALES LOCATIONS
FOREIGN/DOMESTIC
GROSS
REVENUES
NET
REVENUES
PRETAX
INCOME
Dollars In Thousands
/ $ $ $
/
/
/
/
Total - Five Largest / $ $ $
Percent Of All Franchisees %/ % % % %
Note: (1) Twelve months ending ___________________ .

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