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

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ENTITY Form 9-29
191
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
POTENTIAL REVENUE IMPROVEMENT OPPORTUNITIES
What appear to be the major weaknesses in the sales program and what can be done to correct them?
APPARENT WEAKNESSES POTENTIAL IMPROVEMENT PROGRAMS
What appear to be the major strengths of the sales program and what can be done to take advantage of them?
APPARENT STRENGTHS POTENTIAL PROGRAMS
ENTITY Form 9-29
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
192
POTENTIAL REVENUE IMPROVEMENT OPPORTUNITIES (Continued)
Based on your review of the above trends, can you suggest potential revenue improvement opportunities in
any of the following specific areas?
Extension of the product line and/or service offerings?
Increasing the customer base?
Utilizing a broader range of distribution channels?
Broadening the geographic market?
Reducing the seasonality of the market?
Reducing the vulnerability of the market to economic cycles?
Increasing commercial contract sales?
Increasing government contract sales?
Improving the independent distributor organization?
Improving the independent sales representative organization?
Other suggestions?
ENTITY Form 9-30
193
REF.
PREPARED BY REVIEWED BY
REVISION DATE SECTION PAGE
POTENTIAL IMPACT OF AN ACQUISITION ON THE COMBINED REVENUES
POTENTIAL POSITIVE FACTORS
Is it anticipated that combining the two entity’s
current
product and/or service offerings will stimulate additional
revenues and/or improve market shares? [ ] Yes [ ] No
If so, what is the estimated increase over the sum of the two entity’s current revenue levels? [ %]
What is the rationale for the projected increase?
Is it anticipated that combining the two entity’s products and/or services will smooth out the seasonal variation?
[ ] Yes [ ] No
If so, what is the rationale?
Is it anticipated that combining the two entity’s products and/or services will reduce the combined entity’s
vulnerability to economic cycles? [ ] Yes [ ] No
If so, what is the rationale?
POTENTIAL NEGATIVE FACTORS
Is it anticipated that one or more regulatory agencies may require the divestiture of certain product lines and/or
services to gain their approval of the acquisition? [ ] Yes [ ] No
If so, what agencies may get involved and what product lines or services are vulnerable?
What will be the estimated impact on the combined entity’s revenues if the above divestitures are required?
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