Instructions: Kathleen has hired you as an outside consultant to advise her about receivables management. So far, you have developed a model that produces accounts receivable balances, average collection period (ACP), aging schedules, uncollected balances schedules, and quarterly carrying costs for the end of March and the end of June. The uncollected balances schedule permits managers to remove the effects of seasonal and or cyclical sales variation and to construct an accurate measure of receivables payment patterns. Thus, it provides financial managers with better aggregate information than do such crude measures as the ACP or aging schedule. Kathleen anticipates that the venture capitalists at the conference will ask some questions concerning the interpretation of the receivables data, the sensitivity of the results to the basic assumptions, and the strategies to reduce carrying cost of receivables.

Exhibit 6.1 Foster Pharmaceuticals: Forecast Customer Sales Mix Customer Sale Mix Large retail chain 1 40% Large retail chain 2 35% Regional drug store 15% Small grocery chain 10% EXHIBIT 6.2 Foster Pharmaceuticals: Partial Sales Forecasts for Year 1 Month Sales January $100,000 February $250,000 March $400,000 April $600,000 May $450,000 June $300,000 EXHIBIT 6.3 Foster Pharmaceuticals: Partial Sales Forecasts for Year 2 Month Sales January $200,000 February $350,000 March $500,000 April $700,000 May $550,000 June $350,000 EXHIBIT 6.4 Foster Pharmaceuticals: Forecast Receivables Collection Pattern Customer 0-30 days 31-60 days 61-90 days Large retail chain 1 35% 50% 15% Large retail chain 2 25% 40% 35% Regional drug store 20% 35% 45% Small grocery chain 30% 55% 15%