Other SG&A Earnings Before Interests and Taxes ($) EBIT Earnings Before Interests and Taxes (% of Sales) EBIT Share of EBIT by Segment Scenario 3- No Assign SG&A Indirect labor (# of people) Average Salary Total assignable indirect labor Controllable Margin by Segment ($) # EBIT Contribution to Controllable Margin by Segment (% of Sales) Share of Contribution by Segment Other Indirect Costs (SG&A) EBIT ($) EBIT (%) CMR Customer P&L Revenue ($) Share of Revenue (%) Cost of Goods Sold Materials as a % of Sales Materials ($) Labor (Hrs.) Labor cost ($16/hr x hrs) Variable Manufacturing Cost ($) Manufacturing Contribution ($) Manufacturing Contribution (%) Scenario 1 - Distribute SG&A based on revenue Sales, General and Administration (SG&A) ($) Earnings Before Interests and Taxes ($) EBIT Earnings Before Interests and Taxes (% of Sales) EBIT Share of EBIT by Segment Scenario 2 - Assign indirect labor cost to corresponding segment, distribute SG&A based on revenue Indirect labor (# of people) Average Salary Total assignable indirect labor Controllable Margin by Segment ($) * EBIT Total CMR $ Commercial Residential Residential w/o Blackstone Blackstone 8,866,000 $ 7,270,000 $ 1,596,000 $ 82.0% 18.0% 1,292,763 $ 303,237 14.6% 3.4% 34% 26% 26% 26% Revenue Year 1999 Total $ 8,866,000 p.18 Commercial $ 7,270,000 Exhibit 4 Residential $ 1,596,000 Exhibit 4 Blackstone $ 303,237 Exhibit 3 Direct Costs Materials Costs Commercial Residential 34% Bottom of p.8 26% Bottom of p.8 Labour utilization Total 116,716 Commercial 81,003 Residential 35,713 Blackstone 6,785 Employees 115 at botom of p.2 plus a CFO (p.3), 118 and VP Sales and a Sales Rep (p.4) 75 p.8 Total Shop Structure 43 4 p.12 1 Structure Dedicated to Residential Structure Dedicated to Blackstone Cost Labour Cost ($/Hr.) $ Average Salary Administration ($/year) $ Sales General & Administration $ 16 p.8 50,000 estimated from p.12 2,900,000 p.8 Operational Metrics Year 1998 Got Rate (Projects Won/Bids) Commercial Residential 32% Exhibit 5 69% Exhibit 5 Total 40% Exhibit 5 Shop Hours - Blackstone Budgeted Hours Blackstone - Actual Hours 3,336 Exhibit 6 5,643 Exhibit 6 Actual versus Budget 169% Exhibit 6 43