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

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Index-24 DUE DILIGENCE HANDBOOK
158, 182
Trend in Revenues from Government Contracts
(Form 9-18), 158, 180
by independent parties
Ten Largest Independent Distributors (Form 9-21),
158, 183
Ten Largest Independent Sales Representatives
(Form 9-22), 158, 184
Trend in Revenue Generated Through Independent
Distributors (Form 9-21), 158, 183
Trend in Revenues Generated by Independent
Sales Representatives (Form 9-22), 158, 184
Lost Sales (Form 9-27), 160, 189
monthly and seasonal variation in
Seasonal Variation in Revenues (Form 9-14),
157, 176
Trend in Revenues by Month (Form 9-13),
156–157, 175
Potential Impact of an Acquisition on the Combined
Revenues (Form 9-31), 161, 193
Potential Revenue Improvement Opportunities
(Form 9-29 and 9-30), 161, 191–192
by product line or service
Trend in Market Share by Individual Product Line
or Service (Form 9-03), 153, 165
Trend in Revenues - by Product Line or Service
(Form 9-02), 153, 164
Trend in Total Revenues - All Products and/or
Services (Form 9-01), 153, 163
Revenue Information Request (Form 9-28), 161, 190
Schedule of Deliverable Backlog (Form 9-26), 160, 188
Summary of Factors Impacting Market Share
(Form 9-23), 159, 185
Trend in Unearned Revenues (Form 22-06),
568–569, 580
revenues, 589–591
classification of, 589
definition of, 13
Trend in Gross Revenue, Revenue Reductions and
Net Revenues (Form 23-01), 589–591
see also
net revenues
“Reviewed by” box (of forms), 18
review meetings, in due diligence process, 20
review team, skills of, 7
“Revision” box (of forms), 18
risk of loss, in real estate transactions, 786
Robert Morris Associates, 642
“roll-out” campaigns, 661
safety
Other Security/Safety Matters (Form 18-04), 503
Plant Safety (Form 13-19), 318, 347–348
Potential Safety Problems (Form 18-03), 497,
501–502
Safety Organization (Form 18-01), 497, 499
salary, 508, 522
sale of assets, 701, 703
sales promotion
Comparison of Sales Promotion Programs with Major
Competitors (Form 10-20), 201–202, 232
Sales Promotion Expense (Form 10-19), 201–202, 231
Sales Promotion - Organization and Activities
(Form 10-17), 201–202, 229
Trade Show Participation (Form 10-18), 201–202, 230
sales representatives
compensation of, 198, 217
independent, 158, 184
sales through, 155, 172
Sarbanes-Oxley Act, 7–13
SAS 70 reports, 724
Schedule of Deliverable Backlog (Form 9-26), 160, 188
Schedule of Expenditures for Approved Development
Projects (Form 8-10), 112, 131
Seasonal Variation in Revenues (Form 9-14), 157, 176
SEC (Securities and Exchange Commission), 8
“Section” box (of forms), 18
Securities and Exchange Commission (SEC), 8
security and safety, 497, 499–503
Other Security/Safety Matters (Form 18-04), 503
Potential Safety Problems (Form 18-03), 497,
501–502
Potential Security Problems (Form 18-02), 497, 500
Safety Organization (Form 18-01), 497, 499
Security Organization (Form 18-01), 497, 499
security holdings
Board of Directors - Security Holdings (Form 6-03),
69, 77, 69, 77
Security Holdings of Corporate Management
Personnel (Form 6-07), 73, 81
security provisions, for bonds, 56
selling expenses
Projection of Selling, General and Administrative
Expenses (Form 30-05), 662, 669
Projection of Selling Expenses (Form 30-03), 661, 667
Selling Expenses (Form 24-01), 595, 601
Selling Expenses as Percent of Net Revenues
(Form 24-02), 595, 602
Variation in Selling Expense with Net Revenues
822

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