Year (1) (2) (3) (4a) (4b) (5a) (5b) (5c) Allan (5d) (6a) (6b) (6c)

Unit Gross Unit 1995- 1995 Allan Allan 1996E Allan Effio Effio Effio
MSP Margin Gross Unit Contrbn 1996 E- 1996 E - Sales 1996 E- 1996E 1996E 1996E
% Margin Sales (MM) Unit Product Value Contrbn (unit (Sales (Contrbn)
(MM) Sales mix Sales) Vaue)

Total 115 8.246 136 146.6

A Double Edged Blades 100 5.117 108

Gillette Blue Blade 0.06 47% 0.028 5 0.141 5 3.7%

Gillete Goal Red 0.11 50% 0.055 80 4.400 90 66.2%

Gillette Goal Blue 0.08 48% 0.038 15 0.576 13 9.6%

B Disposables 0.090 5 0.451 10

Goal II 0.21 32% 0.067 4 0.269 8 5.9%

Blue II 0.35 52% 0.182 1 0.182 2 1.5%

C System Blades 10 2.678 18

Gillette GII 0.45 52% 0.234 2 0.468 3 2.2%

Gillette Contour 0.55 52% 0.286 5 1.430 7 5.1%

Gilltee Sensor 0.65 40% 0.260 3 0.780 8 5.9%

Sales Growth
100.0%
/Contrbn
Table 1:
1996 E
(Efffio)-
Gillette Indonesia Sales Breakdown 1995 1996 E ( Allan)- 27.5%
Shaving products Total sales 19.6 27.6
Blades 10.3 11.2
Disposables 1.2 2.5
Sensors 5.6 10.4
Razors 2 3
Prep. Products 0.5 0.5
Note: Refer Exhibit 3 in the case

Table 2:
Percentage Income Statement for Shaving
products 1995 1995 1996
Gross Reveneues from Shaving products 100%
Less: Trade Discounts 10
= Net Revenues 90%

Less: Variable Manufacturing Costs 36%

Variable Selling Costs (sales commisions) 2%
Variable Distribution Costs 6%
=Gross Margin 46%

Less: Advertising 9%
Consumer promotions and merchandising 3%
General Sales and Administrative Costs 14%
Profit from operations 20%