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Jan 23, 2008 - PredictingSales o o...

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Key Points – BDO seminar Marketing Predicting Sales o Use process to come up with numbers and be prepared to back up o Consider immediate and macro environment Competition, trends, opportunities Consider the sustainability Competitive response o Determine the size of potential market Research o Size of potential market – funnel approach o  Research - Existing, qualitative vs. quantitative o % of target you can expect to reach Total sales of competition Growth of market Market share with competitors Strength and strategy (trends) o Consider the nature of product – repeated usage or one-time only? Key Points from Last Class Combined problems 1. Process o Recognize income statement vs. Balance sheet items o Recognizing categories and placement on statement o Process for handling both statements at one time o STEPS to follow for each item on statements! o Completing income statement before balance sheet o Putting it together – format No marks deducted for columns, indenting or $ Lecture Cost-Volume-Profit Analysis
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1. tool used for decision-making 2. shows effect of changes in C osts or V olumes on P rofits – CVP Analysis 3. shows impact of Operating Leverage Leverage - 2-sided effect; risk vs. returns degree to which company locks itself into fixed operating costs o must sell more to cover fixed costs (RISK) o but once covered - leveraged effect on profit (RETURN) o Fixed operating cost: rent, advertisement, wage, etc.
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