Efficiency Template for Jawbreaker candy:

WEIGHTS FOR FLOWS:

PROPORTIONAL FLOW PERFORMANCE OF CHANNEL MEMBER:

COSTS

BENEFIT POTENTIAL (High, Medium, or Low)

FINAL WEIGHT

Mfgr.

Retailer

End-user (Consumers)

TOTAL

PHYSICAL POSSESSION OWNERSHIP PROMOTION NEGOTIATION FINANCING RISKING ORDERING PAYMENT TOTAL NORMATIVE PROFIT SHARE

30

High

35

30

30

40

100

12 10 5 25 5 6 7 100 N/A

Medium Low Low/Medium Medium Low Low Low N/A N/A

15 8 4 29 2 3 4 100 N/A

30 20 20 30 30 20 20 N/A 28%

40 80 60 30 50 60 60 N/A 39%

30 0 20 40 20 20 20 N/A 33%*

100 100 100 100 100 100 100 N/A 100