2. Use common size and specific ratios to analysize year over year results and to compare to budget data.

North Sales Sales Discounts Net Sales Actual 2018 2017 1,167,293 1,253,425 44,169 45,399 1,123,124 1,208,026 Budget 2018 Act - Bud 1,267,387 -100,094 41,283 2,887 1,226,104 -102,981 % -7.9% 7.0% -8.4% COGS Gross Margin Wages Fringe benefits Rent Depreciation Utilities Freight Phone & Internet Packaging Bank and Moneris Marketing Other Exp Total Expenses 383,489 418,296 739,634 789,730 253,543 278,607 30,930 34,273 87,387 86,896 41,487 38,314 48,944 50,304 44,462 46,503 8,346 8,724 21,370 20,549 42,707 37,498 47,339 48,644 47,133 59,979 673,648 710,291 404,074 822,030 294,920 33,225 77,564 39,415 61,627 42,794 6,604 18,435 37,109 41,066 45,702 698,460 -20,585 -82,395 -41,377 -2,295 9,823 2,072 -12,683 1,668 1,742 2,935 5,599 6,273 1,431 -24,811 -5.1% -10.0% -14.0% -6.9% 12.7% 5.3% -20.6% 3.9% 26.4% 15.9% 15.1% 15.3% 3.1% -3.6% Op Income Interest Exp 65,986 47,179 79,439 46,491 123,570 46,242 -57,584 937 -46.6% 2.0% Net Income 18,807 32,948 77,328 -58,521 -75.7%