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vering benefits to customer in most efficient way 216。 s 1 , 5 1 0 1 0 , 1 2 1 5 , 5 9 4 1 7 , 2 2 6 A n a l g e s i a 258 3 , 6 7 8 1 , 8 6 7 5 , 8 0 4 17% 36% 33% 34%C o u g h 303 1 , 6 1 4 997 2 , 9 1 4 R e l i e f ( 1 6 6 ) ( 5 6 6 ) ( 3 8 2 ) ( 1 , 1 1 4 ) 5 5 % 3 5 % 3 8 % 3 8 %C o l d 696 4 , 5 2 4 2 , 5 8 1 7 , 8 0 1 M e d i c i n e 29 1 , 0 9 1 539 1 , 6 5 8 4% 24% 21% 21%A l l e r g y 728 4 , 9 4 1 2 , 9 0 7 8 , 5 7 7 R e l i e f 107 1 , 6 6 6 893 2 , 6 6 6 15% 34% 31% 31%T o t a lR e v e n u e 8 , 0 5 1 5 4 , 1 0 2 3 0 , 4 4 1 9 2 , 5 9 4 M a r g i n 1 , 6 9 2 2 2 , 2 0 4 1 1 , 4 9 0 3 5 , 3 8 5 % M a r g i n 21% 41% 38% 38%H o w to re a d th is ch a rt. E a ch ce ll co n ta in s… . * N o t e : C o s t s d o n o t i n c l u d e $ 6 . 6 M i n B u s i n e s s S u s t a i n i n g C o s t s1 . A B C r e s u l t s 2 . S a l e s M a r k e t i n g s t r a t e g y / e x p e c t a t i o n sS a l e s R e v e n u e $k d e c l i n i n g s t a b l e g r o w t hC o n t r i b u t i o n M a r g i n $k s a l e s v o l u m e o p p o r t u n i t yM a r g i n % s a l e s ...%R e t a i lProductsProduct / Customer ABC Profit ...... Ec o n o m i c Pr o fi t E P = M a r g i n C a p i t a l E m p l o y e d x W A C C * * * * W e i g h t e d A v e r a g e C o s t o f C a p i t a l 1 2 . 2 %M a r k e t s e g m e n t sPh a r m a C oW h o l e s a l e P r o f e s s i o n a lB u Y e r s R e t a i lA l l O t h e r R e t a i lW h o l e s a l e H o s p i t a l C l i n i c s T o t a l sA d u l t 3 , 5 3 6 2 5 , 9 8 6 1 2 , 9 2 2 4 2 , 4 4 4 A n a l g e s i a 431 3 , 1 7 0 1 , 5 7 7 5 , 1 7 8 447$ 6 , 6 3 1$ 3 , 5 6 7$ 1 0 , 6 4 4$ C h i l d r e n 39。 Personal Product Customer Projects Presentations Financial Models News Links Info Profit Info Profit Data Analysis Email New flashes Alerts market petition industry pany info and alerts (push technology) Calendar Tasks Stock Price External Links The Performance Architecture Scorecard With Links and drill down A c t i v i t y? G o a l s? M e a s u r e s? R e s u l t sP r o c e s s? G o a l s? M e a s u r e s? R e s u l t sO r g a n i z a t i o n? G o a l s? M e a s u r e s? R e s u l t sA c t i v i t y? G o a l s? M e a s u r e s? R e s u l t sP r o c e s s? G o a l s? M e a s u r e s? R e s u l t sO r g a n i z a t i o n? G o a l s? M e a s u r e s? R e s u l t sA c t i v i t y? G o a l s? M e a s u r e s? R e s u l t sP r o c e s s? G o a l s? M e a s u r e s? R e s u l t sO r g a n i z a t i o n? G o a l s? M e a s u r e s? R e s u l t sA l l A c t i v i t i e s? G o a l s? M e a s u r e s? R e s u l t sA l l P r o c e s s e s? G o a l s? M e a s u r e s? R e s u l t sO r g a n i z a t i o n? G o a l s? M e a s u r e s? R e s u l t sTIMEFINANCIALQUALITYQUANTITYS t r a t e g i cP lAc t i vi t y? G o a ls? M e a s u r e s? R e u lt sP r o c e s s? G o a ls? M e a s u r e s? R e s u lt sO r g a n iz a t io n? G o a ls? M e a s u r e s? R e s u lt sAc t i vi t y? G o a ls? M e a s u r e s? R e s u lt sP r o c e s s? G o a ls? M e a s u r e s? R e s u lt sO r g a n iz a t io n? G o a ls? M e a s u r e s? R e s u lt sAc t i vi t y? G o a ls? M e a s u r e s? R e s u lt sP r o c e s s? G o a ls? M e a s u r e s? R e s u lt sO r g a n iz a t io n? G o a ls? M e a s u r e s? R e s u lt sM y A c t i vi t ie s? G o a ls? M e a s u r e s? R e s u lt sM y P r o c e s s? G o a ls? M e a s u r e s? R e s u lt sO r g a n iz a t io n? G o a ls? M e a s u r e s? R e s u lt sTIMEFINANCIALQUALITYQUANTITYS t r a t e g i cP lThe Organization My Part of the Organization ...... Driving Performance in Organization ? Determine stakeholder needs ? Develop anization strategy ? Analyze activities, processes and measures ? Determine costs, current performance and benchmark ? Establish perf