a. Cometa-Rapid c

APPENDICES

Appendix 1 Turnover rates years 1999-2002 b Appendix 2 Sales figures per product group 1999-2002

a. Cometa-Rapid c

b. Rapid Zobel d

Appendix 3 Conceptual model e Appendix 4 Performances SMART analyses f Appendix 5 Graphs SMART analyses

a. Maintenance costs and Personnel costs j

b. Labor Turnover k

Appendix 6 End scores SMART analyses l Appendix 7 Sensitivity analyses

a. Cometa-Rapid m

b. Rapid Zobel n

b

Appendix 1 Turnover rates years 1999-2002

0 1.000.000 2.000.000 3.000.000 4.000.000 5.000.000 6.000.000

Amounts in euros ( € )

2002 2001 2000 1999

Year

Turnover Rapid Zobel

0 500.000 1.000.000 1.500.000 2.000.000 2.500.000 3.000.000

Amounts in euros ( € )

2002 2001 2000 1999

Year Turnover Cometa-Rapid

Rapid products Local products

Appendices

c

Appendix 2 Sales figures per product group 1999-2002

a. Cometa-Rapid

All amounts mentioned are in euros ( €)

2002 2001 2000 1999

Filing system 711,968 724,215 648,047 306,807Turnover 201,514 215,270 217,786 85,633Gross Profit

28.3% 29.7% 33.6% 27.9%Gross Margin

Writing materials 97,255 90,080 97,154 115,403

29,275 24,008 31,700 41,161

30.1% 26.7% 32.6% 35.7%

Document attachments 187,669 201,327 200,289 239,035

98,505 104,382 107,002 128,303

52.5% 51.8% 53.4% 53.7%

Scales 1,236 1,134 1,412 0

455 426 527 0

36.8% 37.5% 37.3% 0.0%

Pencil sharpeners 2,799 1,039 1,229 1,149

1,455 377 418 310

52.0% 36.3% 34.0% 27.0%

Lamps 4,199 17,971 8,397 0

1,196 6,617 2,668 0 28.5% 36.8% 31.8% 0.0%

Document Bundling 206,190 198,944 128,164 37,304

67,205 67,451 39,168 10,982

32.6% 33.9% 30.6% 29.4%

Personal information 37,700 39,886 33,356 30,530

15,470 16,222 9,104 9,907

41.0% 40.7% 27.3% 32.5%

Paper cutting equipment 50,486 75,513 52,960 51,551

16,608 22,647 11,761 12,546

32.9% 30.0% 22.2% 24.3%

d

b. Rapid Zobel

All amounts mentioned are in euros ( €)

2002 2001 2000 1999

Roma Heavy-Duty 0 943 631 1,193Turnover 0 0 0 0Gross Profit

0.0% 0.0% 0.0% 0.0%Gross Margin

Staple Removers 1,119 0 0 0

509 0 0 0

45.5% 0.0% 0.0% 0.0%

Staples 689,507 732,163 759,215 724,900

272,861 0 0 0

39.6% 0.0% 0.0% 0.0%

Ergonomic 32,880 59,665 89,800 93,386

17,011 0 0 0

51.7% 0.0% 0.0% 0.0%

Post 75,599 110,058 130,005 125,396

27,496 0 0 0

36.4% 0.0% 0.0% 0.0%

Lamps 137,261 206,985 254,951 276,083

63,841 0 0 0

46.5% 0.0% 0.0% 0.0%

Skär/Ring 38,493 52,815 63,175 40,244

15,676 0 0 0

40.7% 0.0% 0.0% 0.0%

Stamps 0 336 3,273 6,759

0 0 0 0

0.0% 0.0% 0.0% 0.0%

Other 2,644 8,907 18,383 18,621

1,564 0 0 0

59.2% 0.0% 0.0% 0.0%

Trust

- Relationship

Delegation

- Assortments

Line consistency

- Product groups

Market characteristics - Market demand

- Isaberg Rapid - Cometa Rapid - Rapid Zobel

- Customer relations

- Cometa Rapid - Rapid Zobel

Appendix 3 Conceptual model

- Maintenance costs - Personnel costs - Turnover/Sales

- Satisfaction - Labor turnover - Maintenance costs

- Personnel costs - Turnover/Sales

- Satisfaction

- Labor turnover

f

Appendix 4 Performances SMART analyses

Maintenance costs (graph) Cometa-Rapid

Product group Percentage of turn. Maintenance costs Performance Filing systems 51.8% € 136.775, - 0

Personal inform. 3.0% € 7.921, - 100 Scales 0.1% € 264, - 100 Lamps 0.9% € 2.376, - 100 Ring 12.4% € 32.742, - 93 Paper cutting 5.0% € 13.202, - 98 Pencil sharpeners 0.1% € 264, - 100 Writing materials 8.7% € 22.972, - 95 Document access. 18.0% € 47.528, - 86 Rapid Zobel

Product group Percentage of turn. Maintenance costs Performance Ergo 5.8% € 9.050, - 100

Post 9.3% € 14.511, - 98 Lamps 18.4% € 28.710, - 91 Skär/Ring 4.1% € 6.397, - 100 Stamps 0.2% € 312, - 100 Other 1.0% € 1.560, - 100 Roma HD 0.05% € 78, - 100 Staple Removers 0.1% € 156, - 100 Staples 61.1% € 95.335, - 0 Personnel costs (graph)

Cometa-Rapid

Product group Percentage of hours* Personnel costs Performance Filing systems 30% € 34.117, - 0

Personal inform. 5% € 5.686, - 99 Scales 0% € 0, - 100 Lamps 0% € 0, - 100 Ring 20% € 22.745, - 68 Paper cutting 15% € 17.059, - 81 Pencil sharpeners 0% € 0, - 100 Writing materials 5% € 5.686, - 99 Document access. 5% € 5.686, - 99

* 20% of man-hours could not be related to specific product groups

Appendices

g Rapid Zobel

Product group Percentage of hours Personnel costs Performance Ergo 5% € 5.400, - 99

Post 10% € 10.800, - 96 Lamps 20% € 21.600, - 87 Skär/Ring 5% € 5.400, - 99 Stamps 0% € 0, - 100 Other 0% € 0, - 100 Roma HD 0% € 0, - 100 Staple Removers 0% € 0, - 100 Staples 60% € 64.800, - 0 Turnover/Sales (amounts mentioned are means of years 1999-2002) Cometa-Rapid

Product group Mean turnover Performance

Filing systems € 597.759, - 100 Personal information € 35.368, - 6 Scales € 1.261, - 0 Lamps € 10.189, - 1 Ring € 142.651, - 24 Paper cutting € 57.628, - 9 Pencil sharpeners € 1.554, - 0 Writing materials € 99.973, - 17 Document accessories € 207.080, - 35

For example Personal information at Cometa-Rapid has a mean turnover of 35.368:

lowest turnover at Cometa-Rapid is Scales (1.261) and highest turnover is Filing systems (597.759), so Personal information will get a score of (35.368 –

1.261)/(597.759 – 1.261) x 100% = 5,7 = 6 Rapid Zobel

Product group Mean turnover Performance Ergo € 68.933, - 9

Post € 110.265, - 15

Lamps € 218.820, - 30

Skär/Ring € 48.682, - 7

Stamps € 2.592, - 0

Other € 12.139, 2

Roma Heavy-Duty € 692, - 0

Staple removers € 1.119, - 0

Staples € 726.446, - 100

h Satisfaction

Cometa-Rapid (comprised table)

Rapid Zobel (per questionnaire)

Product gr. 1 2 3 4 5 6 7 Average Perf.

Ergo 5 50 10 65 40 50 25 35 35 Post 75 70 50 90 90 80 80 76 77 Lamps 70 70 5 80 70 100 75 67 67 Skär/Ring 65 80 70 70 70 80 55 70 70

Stamps 0 0 0 0 0 10 0 1 0

Other 15 10 50 40 60 60 35 39 39 Roma HD 10 10 0 20 20 0 20 11 10 Staple rem. 60 50 60 60 40 20 30 46 46 Staples 100 100 100 100 100 90 100 99 100 For example Post has an average of 76: lowest average is Stamps (1) and highest

average is Staples (99), so Post will get a score of (76 – 1)/(99 – 1) x 100% = 76,5 = 77

Labor turnover (graph) Cometa-Rapid

Product group Percentage of hours* Man-hours Performance Filing systems 30% 588 0

Personal inform. 5% 98 98

Scales 0% 0 100

Lamps 0% 0 100

Ring 20% 392 75

Paper cutting 15% 294 84 Pencil sharpeners 0% 0 100 Writing materials 5% 98 98 Document access. 5% 98 98

* 20% of man-hours could not be related to specific product groups

Product group Performance

Filing systems 100 Personal information 60

Scales 0 Lamps 0 Ring 78 Paper cutting 73

Pencil sharpeners 0

Writing materials 75

Document accessories 87

Appendices

i Rapid Zobel

Product group Percentage of hours Man-hours Performance

Ergo 5% 200 98

Post 10% 400 96

Lamps 20% 800 87

Skär/Ring 5% 200 98

Stamps 0% 0 100

Other 0% 0 100

Roma 0% 0 100

Staple removers (Rapid)

0% 0 100

Staples 60% 2400 0

j

Appendix 5 Graphs SMART analyses

a. Maintenance costs and Personnel costs

Appendices

k

b. Labor Turnover

Cometa-Rapid End scores

Product group Maintenance c.

W=29

Personnel costs W=24

Turnover W=35

Satisfaction W=6

Labor turn.

W=6

Total score divided by 100 Filing systems 0 0 3500 600 0 41,00

Personal info. 2900 2376 210 360 588 64,34 Scales 2900 2400 0 0 600 59,00 Lamps 2900 2400 35 0 600 59,35 Ring 2697 1632 840 468 450 60,87 Paper cutting 2842 1944 315 438 504 60,43 Pencil sharpener 2900 2400 0 0 600 59,00 Writing mater. 2755 2376 595 450 588 67,64

Document acces. 2494 2376 1225 522 588 72,05 Rapid Zobel End scores

Product group Maintenance c.

W=29

Personnel costs W=24

Turnover W=35

Satisfaction W=6

Labor turn.

W=6

Total score divided by 100 Ergo 2900 2376 315 210 588 63,89 Post 2842 2304 525 462 576 67,09 Lamps 2639 2088 1050 402 522 67,01 Skär/Ring 2900 2376 245 420 588 65,29 Stamps 2900 2400 0 0 600 59,00

Other 2900 2400 70 234 600 62,04

Roma HD 2900 2400 0 60 600 59,60

Staple Removers 2900 2400 0 276 600 61,76

Staples 0 0 3500 600 0 41,00

Appendices

m

Sensitivity analysis for weight placed on Personnel costs (Cometa-Rapid)

0,00 10,00 20,00 30,00 40,00 50,00 60,00 70,00 80,00 90,00 100,00

0 20 40 60 80 100

Weight

P e rf or m a nc e

Filing systems Personal information Scales

Lamps Ring

Paper cutting Stamps

Writing materials Document accessories Pencil sharp.

Appendix 7 Sensitivity analyses

a. Cometa-Rapid

Sensitivity analysis for weight placed on Turnover (Cometa-Rapid)

0,00 10,00 20,00 30,00 40,00 50,00 60,00 70,00 80,00 90,00 100,00

0 20 40 60 80 100

Weight

P e rf or m a nc e

Filing systems Personal information Scales

Lamps Ring

Paper cutting Stamps

Writing materials

Document

accessories

Pencil sharp.

n

b. Rapid Zobel

Sensitivity analysis for weight placed on Personnel costs (Rapid Zobel)

0.00 10.00 20.00 30.00 40.00 50.00 60.00 70.00 80.00 90.00 100.00

0 20 40 60 80 100

Weight

P e rf or ma nc e

Ergo Post Lamps Skär/Ring Stamps Other

Roma Heavy-Duty Staple Removers Staples

Sensitivity analysis for weight placed on Turnover (Rapid Zobel)

0.00 10.00 20.00 30.00 40.00 50.00 60.00 70.00 80.00 90.00 100.00

0 20 40 60 80 100

Weight

P e rf or ma nc e

Ergo Post Lamps Skär/Ring Stamps Other

Roma Heavy-Duty

Staple Removers

Staples