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Data

(Jan-June 2

16 vs. Jan-June 2015)

(Apr, May, Jun 2016 vs Apr, May, Jun 2015)

(June 2016 vs. June 2015)

$

Global Breakout Revenue % Total PM Sales Amt (+/-) GP Global Breakout Revenue % Total PM Sales Amt (+/-) GP

,073

100%

8.3%

,102

100%

0

,137

10.0%

Domestic

60%

Domestic

,466

58%

$ 12,085

,334

.10

2.5% 290

INTL

5.7% INTL

Revenue 2016 Revenue/Day PY Revenue PY2015 Revenue/Day % Total PM Sales V$ V% Sales – Avg/Day Amt(+/-) Days

2016 GP/Day 2015 GP$ 2015 GP/Day GP- Avg/Day Customer Rank Revenue % Total PM Sales Amt (+/-) GP Customer Rank

% Total PM Sales GP

58%

58.4%

Acquire

9% 58%

Acquire

10% 56%

56% 58% 6.1%

2.8%

Expand

58%

Expand

57%

58%

.45

7.8% 1,703

Retain

Retain

21% 57%

.46

15.1% 1,692

Serve

12% 60%

8.0% Serve

12% 57% 18.0%

17.3%

0%

30

19 0 0 Non-Coded

0% Non-Coded

0%

Revenue 2016 Revenue/Day PY Revenue PY2015 Revenue/Day % Total PM Sales V$ V% Sales – Avg/Day Amt(+/-) Days 2016 GP $ 2016 GP/Day 2015 GP$ 2015 GP/Day GP- Avg/Day Customer Class Revenue % Total PM Sales Amt (+/-) GP Customer Class Net Sales % Total PM Sales GP

61%

.13

9.9% 5,008

Commercial

53% 61%

Commercial

50% 60%

INTL

11% 50%

.30

1.8% 206

2.3% INTL

12% 48%

INTL

14%

50.8%

12%

.02

5.3% 638

Municipal

12%

1.7% Municipal

12% 60%

3.4%

10% 62% 13.4%

9.9% 9.9% 966

Reseller

10% 61% 10.9%

6.8%

12% 57%

7% 59%

.13

9.5% 607

9.2% Industrial Labs

7% 58%

Industrial Labs

6% 59%

3% 60%

23.4%

Government

3% 58% 14.2%

12.8% Government

2% 61%

2%

11.3%

7.9%

827

Resell – Industrial Hygiene

2% 32%

Resell – Industrial Hygiene

2%

1% 59%

16.2%

5.1% Education

1% 61%

Education

2% 60%

Other

1%

197.1%

Other

0% Other

0%

Revenue 2016 Revenue/Day PY Revenue PY2015 Revenue/Day % Total PM Sales V$ V% Sales – Avg/Day Amt(+/-) Days 2016 GP $ 2016 GP/Day 2015 GP$ 2015 GP/Day GP- Avg/Day Top Customers Revenue % Total PM Sales Amt (+/-) GP Top Customers Net Sales % Total PM Sales GP

4%

.49

10.8% 453

11.1% ABC Corp

5% 63%

4.2% ABC Corp

4% 62%

4%

.05

29.0% 837

Fish Limited

3%

16.3% Fish Limited

3% 66% 6.4%

1.3%

3% 53%

-5.3%

1.8% Delta Appliance

3% 53%

Delta Appliance

3%

3% 61% 10.8%

7.3% 7.3%

ALPS Company

3% 61% 8.8%

12.3% ALPS Company

3% 59%

2% 59%

33.0%

897

Here4U

2% 59%

Here4U

3%

2% 29%

18.9% 257

474

5.6% XYZ Inc

2% 11%

XYZ Inc

2% 56%

2% 52% 6.1%

2.8% 2.8% 44

840

Expert Engineers

1% 52%

Expert Engineers

2% 57%

1%

52.9%

772

Check Gmbh

1% 48%

Check Gmbh

1%

1% 49%

50.6%

407

Francios and Sons

1% 50%

Francios and Sons

1%

5.0%

1% 54%

.40

13.4% 13.4% 162

725 3.0% Euro Ltd

1% 55%

19.1% Euro Ltd

1% 58%

63%

6.8% 6.8% 1,362

Marketing Accounts

20% 63% 8.9%

6.3% Marketing Accounts

20% 56% 6.4%

6.8%

YTD 0 QTD MTD
YTD Days 129 125
Global Breakout Revenue 2016 Revenue/Day PY Revenue PY2015 Revenue/Day % Total PM Sales Amt (+/-) V$ V% Sales – Avg/Day Amt(+/-) Days 2016

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GP 2016 GP/Day 2015 GP$ 2015 GP/Day GP- Avg/Day
$ 13,6

44 $ 105,768 $ 12,122,016 $ 96,976 10

0% 5

9% 12.

6% 1,526,779 9.

1% 8,792 7,994,127 61,970 7,154,574 57,237 8.

3% $ 7,024,096 58% 538,3

19 6.

5% $ 2,

257 56% 11.

2% 227,334 6.1%
Domestic $ 12,085 $ 93,683 $ 10,647,682 $ 85,181 89% 60% 13.5% 1,437,439 $ 8,501.78 10.0% 8,502 7,214,564 55,927 6,421,904 51,375 8.9% $ 6,145,978 8

7% 8.0% 455,258 6.6% $ 1,9

30 86% 4.2% 77,811 2.3%
INTL $ 1,558,936 $ 1,

474 $ 11,795 11% 50% 5.7% 84,068 $

290 2.5% 779,563 6,043 732,670 5,861 3.1% $ 878,119 13% 48% 11.1% 87,733 $ 326,636 1

4% 42% 8

3.4% 148,536 52.4%
Customer Rank 2016 GP $ Net Sales
Acquire $ 1,312,868 $ 10,177 $ 803,316 $ 6,427 10% 63.4% 509,399 $ 3,750.74 58.4% 3,751 762,875 5,914 492,426 3,939 50.1% $ 654,170 50.8% 220,370 42.7% $ 219,791 54.3% 77,347 40.2%
Expand $ 7,634,424 $ 59,182 $ 7,195,760 $ 57,566 438,925 $ 1,615.50 2.8% 1,616 4,447,300 34,475 4,225,329 33,803 2.0% $ 4,017,070 57% 3.0% 117,002 0.6% $ 1,282,340 55% 8.1% 96,087 0.5%
Retain $ 3,026,592 $ 23,462 $ 2,719,813 $ 21,759 22% 1

1.3% 307,282 $

1,703 7.8% 1,764,242 13,676 1,589,546 12,716 7.5% $ 1,505,103 21% 59% 10.4% 141,785 10.3% $ 477,879 18.0% 72,

897 1

7.3%
Serve $ 1,666,355 $ 12,917 $ 1,403,128 $ 11,225 12% 61% 1

8.8% 263,699 $

1,692 1

5.1% 1,017,238 7,886 847,273 6,778 1

6.3% $ 843,

966 7.4% 58,150 $ 273,533 41,

725
Non-Coded $ 3,834 $ 30 $ (1) $ (0) $ 29.73 -371611.6% 2,472 $ 3,787 $ 3,559
Customer Class
Commercial $ 7,195,592 $ 55,780 $ 6,346,456 $ 50,

772 53% 13.4% 850,273 $

5,008 9.9% 4,357,276 33,777 3,866,369 30,931 9.2% $ 3,719,525 8.5% 291,391 6.8% $ 1,130,973 1.0% 11,198 -1.0%
$ 1,535,905 $ 11,906 $ 1,462,492 $ 11,700 5.0% 73,138 $

206 1.8% 767,499 5,950 727,297 5,818 $ 868,634 10.9% 85,375 5.2% $ 323,990 51% 83.2% 147,140
Municipal $ 1,634,643 $ 12,672 $ 1,504,204 $ 12,034 62% 8.7% 130,832 $

638 5.3% 1,011,609 7,842 943,414 7,547 3.9% $ 814,624 63% 1.7% 13,617 $ 263,030 12.3% 28,809
Reseller Other $ 1,386,876 $ 10,751 $ 1,223,131 $ 9,785 163,881 $ 965.93 856,222 6,637 783,902 6,271 5.8% $ 721,253 70,890 Reseller – Other $ 266,066 2

6.4% 55,571 14.9%
Industrial Labs $ 900,409 $ 6,980 $ 796,598 $ 6,373 13.0% 103,587 $

607 9.5% 529,808 4,107 470,311 3,762 $ 464,

827 14.2% 57,798 12.8% $ 135,694 -7.4% -10,844 2.6%
Government $ 425,018 $ 3,295 $ 333,627 $ 2,669 27.4% 91,409 $ 625.70 23.4% 626 255,667 1,982 201,215 1,610 23.1% $ 183,030 22,759 $ 50,261 30.9% 11,865 33.8%
Resell – Industrial Hygiene $ 336,569 $ 2,609 $ 302,318 $ 2,419 32% 34,171 $ 190.52 7.9% 191 106,638 96,704 774 6.9% $ 140,804 -8.4% -12,912 -14.2% $ 43,642 29% -39.7% -28,733 -50.1%
Education $ 154,662 $ 1,199 $ 128,927 $ 1,031 20.0% 25,777 $ 167.51 16.2% 168 90,896 705 83,

840 671 $ 84,981 2.1% 1,748 -3.8% $ 35,846 2

5.6% 7,306 14.4%
$ 74,399 $ 577 $ 24,263 $ 194 $ 382.63 197.1% 383 18,512 144 -18,478 -148 $ 26,418 $ 7,600
Top Customers
ABC Corp $ 601,368 $ 4,662 $ 526,035 $ 4,208 64% 14.3% 75,237 $

453 10.8% 383,326 2,972 334,312 2,674 $ 332,350 7.2% 22,322 $ 87,955 -2.6% -2,348 -10.9%
Fish Limited $ 480,717 $ 3,726 $ 361,180 $ 2,889 66% 33.1% 119,547 $

837 29.0% 317,156 2,459 245,501 1,964 25.2% $ 239,460 67% 18.1% 36,700 $ 76,813 4,620
Delta Appliance $ 424,678 $ 3,292 $ 434,749 $ 3,478 -2.3% -9,998 $ (185.91) -5.3% -186 223,804 1,735 213,003 1,704 $ 230,032 -21.0% -61,148 14.7% $ 75,000 -1% 5258.2% 73,600 -164.1%
ALPS Company $ 398,347 $ 3,088 $ 359,664 $ 2,877 38,828 $ 210.65 211 242,652 1,881 209,246 1,674 12.4% $ 226,766 18,341 $ 60,179 -10.7% -7,211 -10.4%
Here4U $ 269,038 $ 2,086 $ 195,970 $ 1,568 37.3% 73,089 $ 517.81 33.0% 518 159,324 1,235 112,163 37.6% $ 119,433 31.9% 28,885 28.0% $ 56,444 52% 100.0% 28,222
XYZ Inc $ 208,819 $ 1,619 $ 170,238 $

1,362 22.7% 38,632 $ 256.85 18.9% 61,160 56,107 449 $ 117,490 213.1% 79,965 16.8% $ 51,610 -23.0% -15,416 -0.5%
Expert Engineers $ 207,066 $ 1,605 $ 195,121 $ 1,561 11,905 $ 44.19 108,392 108,975 872 -3.6% $ 104,936 22.1% 18,993 8.6% $ 35,156 -8.2% -3,140 -11.3%
Check Gmbh $ 201,704 $ 1,564 $ 127,829 $ 1,023 49% 57.8% 73,881 $ 540.96 52.9% 541 99,645 72,724 582 32.8% $ 100,171 2835.2% 96,758 3186.6% $ 31,740 45% -7.1% -2,426 -27.9%
Francios and Sons $ 186,532 $ 1,446 $ 120,018 $ 960 55.4% 66,499 $ 485.84 50.6% 486 90,

407 701 50,892 72.1% $ 96,755 -7.0% -7,283 -16.9% $ 29,154 54% 3.7% 1,040
Euro Ltd $ 177,660 $ 1,377 $ 151,851 $ 1,215 17.0% 25,814 $

162 96,319 747 90,627 $ 75,156 19.1% 12,053 $ 28,452 126.6% 15,896 119.5%
Marketing Accounts $ 2,759,521 $ 21,392 $ 2,503,663 $ 20,029 20% 10.2% 255,418 $ 1,362.33 1,741,295 13,498 1,591,269 12,730 6.0% $ 1,381,927 112,940 $ 447,025 26,889

Definitions

YTD

QTD

MTD

YTD Days

Domestic

INTL

PM

V$

GP

Customer Rank

Customer Class

Year to Date
Quarter to Date
Month to Date
number of selling days in the current year (or comparable year, depending on location in header)
Days Adj Days Adjusted—in finance, each month may have a different number of reporting/selling days based on how a quarter is measured. Some companies use a 5 week, 4 week, 4 week quarter to standardize the reporting/selling days. Days adjusted means that when comparing different years you are comparing the same number of days.
United States
International or ROW (Rest of World)
Prior Month
Growth in dollars
V% Growth percent
Gross Profit
Classification schema for determining selling activities. Acquire-gain new customers, Expand-grow within customer, Retain-keep customer, Serve-get service business in addition to product sales, non-coded–not coded
Classification schema by industry or area. Commercial-US/domestic. Used when not classifed by industry type. INTL-international customers. Municipal-self-explanatory. Reseller-other–resellers of your products to other end users except where classifed ( i.e. Reseller-Industrial hygiene). Industrial labs, Governement, Education–specific classifications. Other–catch all when not a company cannot be classified in one of the previous categories.

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