2016 2017 2018

Sales $135,987 $177,866 $232,887

Variable expenses

Cost of sales 88,265 111,934 139,156

Fulfillment 14,095 20,199 27,222

Marketing 7,233 10,069 13,814

Technology and content 8,042.50 11,310 14,418.50

Total variable expenses 117,636 153,512 194,610

Contribution margin $18,351 $24,354 $38,277

Fixed expenses

Fulfillment 3,524 5,050 6,805

Technology and content 8,042.50 11,310 14,418.50

General and admin 2,432 3,674 4,336

Other 167 214 296

Total fixed expenses 14,165 20,248 25,856

Operating income $4,186 $4,106 $12,421

CM Ratio 0.13495 0.13692 0.16436

Breakeven Dollar Sales $ 104,967.8579 $147,878.1625 $157,314.2805

Margin of Safety (Dollars) $31,019 $29,988 $75,573

Safety margin % of sales 22.810% 16.86% 32.45%

based on the information above - discuss the trends and what they mean in the CM ratio, breakeven dollars sales, margin of safety