Asa Opr Surveyopt

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FROM THE AMERICAN SUPPLY ASSOCIATION

Operating Performance Report2012 Edition

The OPERATING PERFORMANCE REPORT represents the most complete, accurate and

up-to-date comparative financial performance information available anywhere for the

PHCP/PVF wholesaling industries. This study is designed to serve as a customized,

easy-to-understand, actionable tool for you to evaluate your companys operating results,

identify profit leaks and measure employees productivity.

Timely, reliable

industry datathat will helpyou monitorkey performanceareas such as:

Return on equity

Gross margin

Gross margin per employee

Gross margin on net sales

Payroll expense to gross

margin

Cost of goods sold to average

Whats in it for you?EXECUTIVE SUMMARY PROFILE: Submit your completed survey by April 30, 2012and receive a quick

turnaround summary profile for an early glimpse at your companys performance.

COMPANY PERFORMANCE REPORT CPR: This customized report contains specific financial informationabout your company so you can compare your companys performance against industry averages and more.Included ONLY for participating ASA members.

PROFIT/BUDGETING TOOL KIT: Along with the Company Performance Report, this easy-to-use, Excel-basedtool will help you gauge the impact of changes in your own firm in the areas of sales, gross margin, expense, inventory,

and receivables as compared to your 2011 numbers. Included ONLY for participating ASA members.

THE OPERATING PERFORMANCE REPORT OPR: The full, detailed report with information compiledfrom hundreds of participating distributors to show overall, industry per formance.

Participants receive an $80 discount on the Confidential Business Valuationthat helps todetermine the market value of your company. This discount is in addition to the $250 savings for ASA members.Additional information enclosed.

The participation cost for ASA membersis $249per company / $599 for non-members.

PARTICIPATION

DEADLINES

TO RECEIVE AN

EXECUTIVE

SUMMARY PROFILE

APRIL 30for an early glimpse at

your companys performance

OTHERWISE

JUNE 4

What is the OPR?

TO DOWNLOAD THE QUESTIONNAIRE FORM, VISIT

https://www.iisecure.com/2012ASAOperatingSurvey.pdfor call 630.467.0000

Complete the confidential questionnaire form

Send to Industry Insights, Inc.via mail or fax to the address

or number indicated on the form.The ASA Operating Performance

Report is provided by Industry

Insights, Inc.a management

consulting firm. ASA, its officers,

directors or staff assume no liability

for the accuracy or interpretation

of the information provided by

this service. All surveys are kept

confidential by Industry Insights, Inc..

HEADQUARTERS

American Supply Association

1200 N. Arlington Heights Rd.

Suite 150

Itasca, IL 60143

tel: 630.467.0000

fax: 630.467.0001

web: asa.net

e-mail: [email protected]

What does it cost?

Its easy to participate!

1

2

3

Understanding financial ratios and the impact of this type of analysiscould mean the difference between simply operating your businessor excelling in your industry.

Indispensable to

Achieving Prosperity

in Our Industry


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CONFIDENTIAL

AMERICAN SUPPLY ASSOCIATION

2012 ANNUAL OPERATING PERFORMANCE SURVEY

(Based on 2011 Financial Results)

This 2012 ASA Operating Performance Report (OPR) survey(of 2011 financial results) promises to be the most timely andcomprehensive profile of industry performance results everpublished. By filling out as much information as possible, youwill be assured of receiving a detailed, CONFIDENTIAL

Company Performance Reportanalysis of your own business.This 20 plus page, personalized profile will show your resultsnext to industry benchmarks for gauging strengths andweaknesses, and improvement opportunities. In addition, ASAmember participants will also receive a confidential OPRFinancial Insights Toolon an interactive CD that is pre-loadedwith your firms figures and allows you to easily assess variouswhat-if profit improvement scenarios.

This invaluable managerial tool, which is only available to ASAmembers, is nowhere else available, and would cost hundredsof dollars to have independently prepared for your business.

GENERAL INFORMATION

This confidential questionnaire is designed to require aminimum of effort on your part. For your convenience,you have the option of filling out this entire form, or onlythe first and last pages. Please keep in mind, however,the more information you provide, the more you will getback about your company.

If you cannot fill out every line, just do what youcan. It is OK to leave blanks.

Enter figures from your completed year that endednearest to December 31, 2011. While full year data isrequired, you do not need to wait foaudited/adjusted results from your accountant.

Please report round numbers only; show dollar figureswithout pennies.

Please report on the basis of your total firm rather thanfor individual branches.

Refer to the accompanying Description of OperatingExpense Categories for help in filling out lines 4through 10.

If you need help, call Tom Noon of Industry Insights a614/389-2100 ext. 107 (or email: [email protected])

or, if you prefer, fill out what you can and forward yourfinancial statements to Industry Insights. We will fill outhe rest of the form for you to the extent possible.

All responses will be kept in strictest confidence bIndustry Insights, Inc.

Use the enclosed, self-addressed envelope to returnthis confidentialform to:

Industry Insights, Inc.PO Box 4330

Dublin, OH 43016

Or, if you prefer, FAX or email your results to Tom Noon ofIndustry Insights at:

614/389-3816; [email protected]

Early Response Deadline: April 30, 2012(to receive a quick turnaround "Executive Summary Profile" of your business)

Final Response Deadline:June 4, 2012


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CONFIDENTIAL

AMERICAN SUPPLY ASSOCIATION

2012 ANNUAL OPERATING PERFORMANCE SURVEY

(Based on 2011 Financial Results)

Line # INCOME STATEMENT ITEMSAMOUNT IN $(omit cents)

1 Net Sales (Include direct shipments. Deduct claims, returns & allowances but not cash discountsallowed on sales. Exclude sales taxes.) $

10

2 Cost of Goods Sold (Include inbound transportation costs. Subtract purchase claims, returns andallowances but not cash discounts and/or vendor rebates on purchases) (FIFO basis)*. $

11

3 Gross Profit on Sales (Line 1 minus Line 2) (FIFO Basis) $ 12

4 Selling Expenses (refer to definition sheet) $ 13

5 Delivery Expenses (refer to definition sheet) $ 14

6 Warehouse Expenses (refer to definition sheet) $ 15

7 General & Administrative Expenses (refer to definition sheet) $ 16

8 Occupancy Expenses (refer to definition sheet) $ 17

9 Other Operating Expense (refer to definition sheet) $ 18

10 Total Operating Expenses (Sum of Lines 4 through 9)*** $ 19

11 Net Operating Profit (Line 3 minus Line 10) (FIFO) $ 20

12 Non-Operating Income (Include cash discounts and/or all vendor rebates on purchases, rental income,profits on the sale of fixed assets, dividend income, commissions earned, interest earned and otherincome items not directly related to the primary operations of the business) $

21

13 Non-Operating Expenses (Include cash discounts allowed on sales, interest paid, losses on sales offixed assets, and other non-operating expenses or losses not a lready included above) $

22

14 Net Profit Before Taxes (Line 11 plus Line 12 minus Line 13) (FIFO) $ 23

15 Income Tax (Federal, State & City) (Optional; final audited/adjusted year-end figures are not necessary) $ 24

16 Net Profit After Income Taxes (Line 14 minus Line 15) (FIFO) (Optional) $ 25

Line # BALANCE SHEET ITEMSAMOUNT IN $(omit cents)

17 Cash (Include savings accounts, CDs & other temporary investments) $ 26

18 Accounts & Notes Receivable, Trade (Net) $ 27

19 Inventory (FIFO Basis) $ 28

20 Other Current Assets (Such as prepaid items, supplies, etc.) $ 29

21 Total Current Assets (Sum of Lines 17 through 20) $ 30

22 All Other Assets (Any Assets not included above) $ 31

23 Total Assets (Sum of Lines 21 and 22) (Equal to Line 28) (FIFO) $ 32

24 Total Current Liabilities (Due in less than 1 year) $ 33

25 Total Long-Term Liabilities (Due in more than 1 year) $ 34

26 Total Liabilities (Sum of Lines 24 and 25) $ 35

27 Total Net Worth (or Owner's Equity) (FIFO)** $ 36

28 Total Liabilities & Net Worth (Sum of Lines 26 and 27) (Equal to Line 23) $ 37

* If on LIFO, subtract your "Annual Additions to your LIFO reserves" from your cost o f goods sold to obtain FIFO cost of good s sold.** If on LIFO, add your total L IFO reserve to your book net worth to get your FIFO net worth.

*** If you are a Subchapter S Corporation or a partnership, allocate an appropriate management salary for Owner-Managers to the applicable operating expense category(s) and to totaloperating expense. This would be an amount similar to what would have to be paid to a non-equity owning manager or managers. Doing this will assure that your numbers will becomparable to corporations paying separate management salaries.


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Line # COMPENSATION DATAAMOUNT IN $(omit cents)

29 Total Payroll Expenses (Include salaries, bonuses and commissions paid to all employees, includingowners; exclude fringe benefits and payroll taxes) $

38

30 Total of Fringe Benefit Payments and Payroll Taxes (Include Company pension and profit sharing payments plusFICA, Workman's Compensation, Unemployment, Group Insurance, etc., for all employees, including owners) $ 39

31 Gross Income of the Highest Paid Employee, Including Owners (refer to the person's W-2 statement grossincome - as from salaries, commissions and bonuses, but excluding fringe benefits and payroll taxes.) $

40

32 Gross Income (as above) of the Second Highest Paid Employee (Including Owners) $ 41

Line # WAREHOUSE AND DIRECT SALES DATAAMOUNT IN $

(omit cents)33 Dollar Amount of Direct (Drop) Shipment Sales $ 42

34 Dollar Amount of Warehouse Sales (Counter & Delivery) $ 45

35 Total Sales (Sum of Lines 33 and 34) (Equal to Line 1) $ 46

36 Dollar Amount of Gross Profit on Direct (Drop) Shipments $ 47

37 Dollar Amount of Gross Profit on Warehouse Sales (Report on FIFO Basis) $ 48

38 Total FIFO Gross Profit (Sum of Lines 36 and 37) (Equal to Line 3) $ 49

Line # ADDITIONAL DATAAMOUNT IN $(omit cents)

39 Previous Year's Net Sales $ 50

40 Previous Year's Ending Inventory (FIFO Basis) $ 51

41 Average Number of Employees During 2011 (Include all management personnel and all other employees.Convert part-time employees into full-time equivalents depending upon how much they worked relative tofull-time employees. For example, two half-time employees each working twelve months would be countedas one employee. For calculation of full-time equivalent, assume 2080 hours for the year is one FTE) #

52

42 Percent of Total 2011 Sales that were made for Cash (estimate if necessary) % 53

43 Were you on a LIFO Inventory valuation system during 2011? Yes No 54

44 Total Number of Customer Invoices During the Year (optional) # 55

45 Annual # of Billing Lines on Customer Invoices (optional) # 56

46 Interest Paid in 2011 (also include this amount on Line 13) $ 57

47 Percent of Warehouse Sales coming from Non-Stock Items (optional) % 87

48 Total 2011 Depreciation Expense $ 85

49 Average Accounts Payable (i.e., an average based on the end of each quarter or month) $ 9350 Amount of Year-End Profits Retained in the Business After Any Dividends or Profit Sharing Payouts $ 95

51 Dollar Amount of Bad Debt Expense $ 96

52a Total Dollar Amounts of All Vendor Rebates (including cash rebates as well as credits; estimate if necessary) $ 97

52b Do you capitalize the portion of vendor rebates that will not be collected until next year (i.e., put thisamount into inventory or other current assets)?

Yes No 133

53 Total Dollar Amount spent on Employee Training (i.e., seminar or tuition costs, related travel, etc.) $ 98

54 Total Training Hours per Employee hrs. 125

55 Total number of SKUs (i.e., stock keeping units, or items stocked) # 99

56 What was your firms 2011 same store sales increase or decrease (i.e., exclusive of mergers,acquisitions, new locations, etc.)? %

100

57 What was your 2011 customer returns (on stock items) as a % of sales? % 124

58 Total Number of Branches # 127

Line # DETAIL OF ACCOUNTS RECEIVABLE (YEAR END) NUMBER OF INVOICESAMOUNT IN $(omit cents)

59 Current (0-30 Days Outstanding) # 58 $ 64

60 31 - 60 Days Outstanding # 59 $ 65

61 61 - 90 Days Outstanding # 60 $ 66

62 Over 90 Days Outstanding # 61 $ 67

63 Total Accounts Receivable (Sum of Lines 59 thru 62) # 63 $ 69


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CLASSIFICATION DATA

Ending month upon which fiscal year data is based: Month (1)

Number of locations (including headquarters) which are included in the data reflected on this survey form. (2)

Product Sales Mix: Please indicate the percentage of your total company sales accounted for by each type ofproduct (estimate if necessary).

(4) Plumbing Supplies & Equipment, Including Plumbing Pipe, Valves & Fittings(5) Hydronic & Warm Air Heating & Air Conditioning Supplies & Equipment

(6) PVF ( Pipe, Valves & Fittings)(7) Other Supplies & Equipment(8) Other (please specify)(9) 100% Total

SPECIAL OPTION

INDIVIDUAL COMPANY PERFORMANCE REPORT INDUSTRY GROUP COMPARISON PREFERENCES

If you prefer to specifically designate which industry segments to be included as comparatives in your own firm's individual company performancereport (rather than having the computer automatically make the determination), please do so by checking up to 6 boxes from the following groups.Your firm's report will then include the industry comparatives for each box checked.

101 Plumbing Supply Firms--All Reporting Firms 112 Plumbing & P-V-F Firms--All Reporting Firms102 Plumbing Supply Firms--Sales Under $15 Million 113 Plumbing & P-V-F Firms--Sales Under $35 Million103 Plumbing Supply Firms--Sales $15-$25 Million 115 Plumbing & P-V-F Firms--Sales Over $35 Million

104

Plumbing Supply Firms--Sales $25-$50 Million 116

Plumbing & P-V-F Firms--High Profit Firms105 Plumbing Supply Firms--Sales Over $50 Million106 Plumbing Supply Firms--High Profit Firms 117 HVAC Firms--All Reporting Firms

118 HVAC Firms--Sales Under $25 Million107 P-V-F Firms--All Reporting Firm 120 HVAC Firms--Sales Over $25 Million108 P-V-F Firms--Sales Under $35 Million 121 HVAC Firms--High Profit Firms110 P-V-F Firms--Sales Over $35 Million 122 All Reporting Firms111 P-V-F Firms--High Profit Firms 123 Large Volume Firms (those with sales volume of $100 million & over)

SHOWROOMS (If applicable)(Note: For purposes of this survey, a "showroom" is an area of at least 500 square feet which is set aside to show bathroom products

andother related displays. Counter sales area should not be considered as part of your showroom.)

If you have showroom(s), how many showrooms do you have that:

90#___________Sell wholesale only 91#____________Sell retail only 92#_____________Sell both wholesale and retail together

Please report how many of your showrooms are: #__________ freestanding; #__________ part of distribution facilities.131 132

Showroom sales as a % of total net sales (estimate if necessary) _____________% 128

Average Number of Showroom Employees (in full-time equivalents) #_____________ 129

Do you track profit and loss information for showrooms separately from that of wholesale operations? 130Yes No

Indicate below to whom any questions regarding this form should be directed and to whom the final report should be sent.

Company Name Phone #_____________________________ FAX # __________________________

Street Address________________________________________City_____________________________State__________ZIP _________________

Person to contact with questions about data________________________________________ e-mail address: ______________________________

Person to whom report should be sent (if different than above) e-mail address: _______________________________To what buying group, if any, does your firm belong? (name of group) 80

Do you wish to have the final industry-wide report sent to you electronically? 126Yes No

If Yes, email address required:________________________________________ _______________________________________________

In the future, would you prefer to complete and submit the survey online? 134Yes No

Participation fee: Please enclose your check, PAYABLE TO ASA, in the amount of $249 for members ($599 for non-members). Illinois residents include 8.75% sales tax.

Amount paid_________ check #________ date_______

or, credit card # (VISA/MC/AMEX) _________________________________________ Exp. Date_________ ID/Security Code_______

Billing contact___________________________ Billing address/city/state/zip____________________________________________________ Charge will appear from ASA

Send to: Industry Insights, Inc., PO Box 4330, Dublin, OH 43016.


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DESCRIPTION OF OPERATING

EXPENSE CATEGORIES

Selling Expenses

Selling executive salaries, commissions and bonuses; outsideand inside salespeople salaries, commissions and bonuses;other selling personnel (clerical, secretarial and ordertakers) salaries, bonuses and wages; selling personnel fringebenefits (life insurance; hospitalization; other employeeinsurance; social security taxes; unemployment taxes;pension trust contributions; profit-sharing trust contributions;other employee welfare; officer's life insurance).

Selling related: supplies; stationery; printing; automobileexpense; travel and entertainment; dues and memberships;conventions and meetings; education and training;

advertising; promotions; brochures; catalogs; showrooms;merchandise shows; miscellaneous.

Delivery Expense

Delivery supervisor(s) salaries and bonuses; other deliverypersonnel (clerical, secretarial, drivers) salaries, bonuses andwages; delivery personnel fringe benefits (life insurance;hospitalization; other employee insurance; social securitytaxes; unemployment taxes; pension trust contributions;profit-sharing trust contributions; other employee welfare).

Delivery related: supplies; gas and oil; tires; other

automotive supplies; towel and uniform services; trucks,automobiles and other equipment repairs and maintenance;insurance (automobiles and trucks); licenses; equipmentrental; trucks, automobiles and other equipmentdepreciation; dues and memberships; education andtraining; travel and entertainment; delivery services(cartage, freight, express); miscellaneous.

Warehouse Expenses

Warehouse supervisor salaries and bonuses; otherwarehouse personnel (clerical, secretarial, laborers, andother) salaries, bonuses and wages; warehouse personnelfringe benefits (life insurance; hospitalization; otheremployee insurance; social security taxes; unemploymenttaxes; pension trust contributions; profit-sharing trustcontributions; other employee welfare).

Warehouse related: supplies; towel and uniform services;equipment repairs and maintenance; insurance (inventory);equipment rental and depreciation; education and training;travel and entertainment; miscellaneous.

General Administrative Expenses

Executive salaries and bonuses; supervisor salaries andbonuses; other salaries and bonuses (includingbuyers/purchasing employees as well as data processingemployees); general and administrative personnel fringebenefits (life insurance; hospitalization; other employeeinsurance; social security taxes; unemployment taxes;pension trust contributions; profit-sharing trust contributionother employee welfare; officer's life insurance).

General and administrative related expenses (includingpurchasing and data processing expenses): supplies;stationery and printing; towel and uniform services;

telephone; insurance (property, automotive, etc.); license,equipment and automobile rental; furniture and fixturesdepreciation; automobile expense; data processing suppand expenses; rental of data processing equipment; anydata processing service fees; bank card fees; education atraining; executive travel and entertainment; employmentadvertising; collection expense; cash over or short;donations; accounting services; legal services; other servicdirectors fees; miscellaneous. Also includes bad debtswritten off.

Occupancy Expenses

Facilities management supervisor salaries and bonuses;janitor and maintenance personnel wages; occupancypersonnel fringe benefits (life insurance; hospitalization;other employee insurance; social security taxes;unemployment taxes; pension trust contributions, profit-sharing trust contributions; other employee welfare).

Janitor and maintenance supplies; building equipmentrepairs and maintenance; janitor services; building andbuilding equipment insurance; real estate taxes; rent (ifapplicable); building equipment rental; utilities (power, ligwater, heat); buildings and building equipment depreciat(if applicable); miscellaneous.

Other Operating Expenses

All operating expenses not specified above.

Documents

Asa Opr Surveyopt