Copyright © Palo Alto Software, Inc. (www.paloalto.com). All rights reserved.

About this marketing planNames, locations, and numbers in the original plan may have been changed, and substantial portions of the original plan text may have been omitted to preserve confidentiality and proprietary information.

Guidelines on using this planYYou are welcome to use this plan as a starting point to create your own, but you do not have permission to reproduce, publish, distribute or even copy this plan as it exists here. Requests for reprints, academic use, and other dissemination of this sample plan should be emailed to the marketing department of Palo Alto Software at marketing@paloalto.com. For product information visit our website at www.paloalto.com or call 1-800-229-7526.

Learn more at www.paloalto.com

“Simplifies the process of building supportingdocumentation for your marketing agenda.”

“Create an action plan for yourmarketing to grow your business.”

Create a marketing plan that gets results

$179.95Version 11.0

• Focus on action and results!

• Packed with advice and examples

• Easy forecasts & budgets

• Present your plan with style

• Instant download!

Bestselling software. Now powered by Duct Tape Marketing.

This is a complete example of a marketing plan. You are welcome to use this content as a guide when planning your own marketing activities.

To create a marketing plan of your own to grow your business, please consider our popular Marketing Plan Pro software. Learn more at www.paloalto.com.

Graphic Design Firm Marketing PlanThe Metolius Agency

Confidentiality Agreement

The undersigned reader acknowledges that the information provided by _________________________ in this marketing plan is confidential; therefore, reader agrees not to disclose it without the express written permission of _________________________.

It is acknowledged by reader that information to be furnished in this marketing plan is in all respects confidential in nature, other than information which is in the public domain through other means and that any disclosure or use of same by reader, may cause serious harm or damage to ________________________.

Upon request, this document is to be immediately returned to _________________________.

___________________ Signature

___________________Name (typed or printed)

___________________Date

This is a marketing plan. It does not imply an offering of securities.

Table Of Contents

1.0 Executive Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

2.0 Situation Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12.1 Market Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

2.1.1 Market Demographics . . . . . . . . . . . . . . . . . . . . . 32.1.2 Market Needs . . . . . . . . . . . . . . . . . . . . . . . . . 32.1.3 Market Trends . . . . . . . . . . . . . . . . . . . . . . . . 32.1.4 Market Growth . . . . . . . . . . . . . . . . . . . . . . . . 5

2.2 SWOT Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62.2.1 Strengths . . . . . . . . . . . . . . . . . . . . . . . . . . 62.2.2 Weaknesses . . . . . . . . . . . . . . . . . . . . . . . . . 62.2.3 Opportunities . . . . . . . . . . . . . . . . . . . . . . . . . 62.2.4 Threats . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

2.3 Competition . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72.4 Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72.5 Keys to Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82.6 Critical Issues . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

3.0 Marketing Strategy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 83.1 Mission . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 93.2 Marketing Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . 93.3 Financial Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . 93.4 Target Markets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 93.5 Positioning . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 103.6 Strategy Pyramids . . . . . . . . . . . . . . . . . . . . . . . . . . . 103.7 Marketing Mix . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 113.8 Marketing Research . . . . . . . . . . . . . . . . . . . . . . . . . . 11

4.0 Financials . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 114.1 Break-even Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . 114.2 Sales Forecast . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 134.3 Expense Forecast . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

5.0 Controls . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 155.1 Implementation . . . . . . . . . . . . . . . . . . . . . . . . . . . . 155.2 Marketing Organization . . . . . . . . . . . . . . . . . . . . . . . . . 165.3 Contingency Planning . . . . . . . . . . . . . . . . . . . . . . . . . 16

1.0 Executive Summary

The Metolius Agency is a Concord, New Hampshire based graphic design and visual communication firm. Metolius will be concentrating on corporate identity of established companies. The targeted customer is a small- to medium-size company that has been established for five to 15 years. The company has done well with the business so far, but they are in need of a new corporate identity to allow them to move to the next level.

Metolius will operate out of a small but nice office in the downtown area. For months one through seven, Kiev Lartiste will be the sole employee. By month seven, Kiev will be hiring an assistant to help with some of the design work as well as administrative details.

Metolius will offer companies a unique perspective regarding corporate identity and visual communication. Kiev has a unique background where he has both business skills as well as creative skills. Most firms come solely from creative backgrounds. While this is useful for the crafting of logos and other devices of visual communication, it lacks the intuitive business mindset that Kiev brings to the firm. This competitive edge allows Kiev to bring both an aesthetic design focus as well as a practical, quantitative mindset that adds value to the service offerings. This is useful since the clients are more business oriented.

Metolius will rapidly grow its customer base by providing clients with well-priced projects due to reasonably low overhead, creative, practical designs that add more value than competing graphical art firms, and superior customer attention. The Metolius Agency will reach profitability by month nine and will generate $27,347 in profits by year three.

2.0 Situation Analysis

The Metolius Agency is just starting up operations. A well conceived and executed marketing plan will be critical to the successes and profitability of the business. The agency offers graphic design and visual communication services to the Concord, New Hampshire market.

The Metolius Agency

Page 1

2.1 Market Summary

The Metolius Agency possess good information regarding the market and knows a great deal about the common attributes of the most prized customers. Metolius will leverage this information to better understand who is served, their specific needs, and how Metolius can better serve them.

Small companies

Medium companies

Target Markets

Table 2.1: Target Market Forecast

Target Market ForecastPotential Customers Growth 2002 2003 2004 2005 2006 CAGRSmall companies 8% 234 253 273 295 319 8.05%Medium companies 7% 145 155 166 178 190 6.99%Total 7.65% 379 408 439 473 509 7.65%

The Metolius Agency

Page 2

2.1.1 Market Demographics

The profile for Metolius' customer consists of the following geographic, demographic, and behavior factors:

Geographics

• Our immediate geographic target is the city of Concord, NH with a population of 150,000. • A 50 mile radius is in need of the services. • The total targeted number of companies is 379.

Demographics

• Small-sized companies ranging from five to 15 employees. • Medium-sized companies ranging from 15-40 employees. • Have been in business for several years. • Started as a small company with a good idea. • Ready to take the company to the next level.

Behavior Factors

• Have allowed a lot of the business activities to be done by amateurs or friends of the firm. • Have expanded at a rate that is hindered by their lack of employment of specific service

professionals. • Operations have been kept on a somewhat small scale.

2.1.2 Market Needs

The Metolius Agency is providing its customers with a wide selection of graphic design and visual communication services for established companies wanting to be taken to the next level of business competition. Metolius seeks to fulfill the following benefits that are important to their customers.

• Selection: A wide range of graphic design and visual communication services. • Accessibility: All services will provided from Metolius' centrally-located office space. • Customer Service: The client will be impressed with the level of attention that they

receive. • Competitive Pricing: Metolius' price structure will be competitively positioned.

2.1.3 Market Trends

Within the last seven to 10 years, there has been a trend in the industry for the general advertising agencies to start acting as a full-service agency that not only prepares advertisements, but also does much of the creative work in-house instead of outsourcing it. This trend toward full-service agencies has continued. To a large degree it is occurring due to higher profit margins for the service providers. The Metolius Agency will be bucking the trend and concentrating on their specific skill set and not offer everything under the sun.

The Metolius Agency

Page 3

0

100

200

300

400

500

600

2002 2003 2004 2005 2006

Small companies

Medium companies

Market Forecast

The Metolius Agency

Page 4

2.1.4 Market Growth

In 2000 the graphic design industry reached $812 million dollars. It is forecasted to grow at 5.6% for the next five years. This growth is attributed to companies' desire to appear professionally to the public. Another related aspect of this trend is the formation of many small business owners that took their business, or created a business that uses the Internet and their desire to appear more corporate or established than they really are. This is accomplished through the use of graphic design and visual communication services.

0.00%

1.00%

2.00%

3.00%

4.00%

5.00%

6.00%

7.00%

8.00%

Small companies Medium companies

Target Market Growth

The Metolius Agency

Page 5

2.2 SWOT Analysis

The following SWOT analysis captures the key strengths and weaknesses within the company, and describes the opportunities and threats facing The Metolius Agency.

2.2.1 Strengths

• A unique combination of both creative and business sense. • An elegant office that gives off the perception of creative, cutting-edge design, implying a

skilled service provider. • A targeted focus for attracting customers.

2.2.2 Weaknesses

• The struggle to develop awareness related to a start-up company. • Increasingly limited amount of time for marketing activities as more and more time is

needed to finish projects. • The struggle to constantly appear on the "cutting edge."

2.2.3 Opportunities

• A growing market that does not seem to be focused on attracting a target customer segment.

• The ability to generate future business by leveraging the technological advances of the Internet.

• An industry that is not significantly effected by slumps in the economy.

2.2.4 Threats

• Competition from local competitors who decide to focus on Metolius' targeted segments. • Significant increase in ease of use of graphic design software that allows individuals to

design their own graphical pieces. • A shift in local industries that changes the demographics of many of the companies located

in Concord.

The Metolius Agency

Page 6

2.3 Competition

The following are examples of the different types of competitors.

• Large Advertising Agencies: Over the years these firms have increased their number of service offerings from selling media forms of advertising, to a more full-service company that develops creative work in-house, working with companies to develop corporate identity, etc.

• Freelance Designers: These competitors are similar to Kiev because they are typically a one person operation, usually operating out of their own home. Often the freelance designers are just getting into the business and are trying to get experience, or they have left a firm in search of a more flexible lifestyle. Some freelance designers are well experienced and can offer the same professional level of quality the large agencies offer.

• Kinko's: While Kinko's is not a true competitor, they are a substitute competitor that should be mentioned. While Kinko's does not have a true creative department, for some of the larger accounts, they will offer free creative services as a value-added feature to the larger customer. These services are typically provided by an employee who has introductory or intermediate skills using graphic design software such as Quark or Freehand, and in a small amount of time can generate creative images for the client. These services are typically not billed, just a value-added benefit for using Kinko's. While the price is quite good, the customer must recognize the fact that these services are not on par with a professional agency.

Table 2.3: Growth and Share Analysis

Growth and ShareCompetitor Price Growth Rate Market ShareCompetitor $0 0% 0%Competitor $0 0% 0%Competitor $0 0% 0%Competitor $0 0% 0%Competitor $0 0% 0%Other $0 0% 0%

Average $0.00 0.00% 0.00%Total $0.00 0.00% 0.00%

2.4 Services

The Metolius Agency provides graphic design and visual communication services to already established, primarily Concord-based companies. Some of the services offered are corporate identity, marques, logos, branding, and packaging.

The pricing of the projects is typically estimated as a project-based cost. The project cost will be estimated by the approximate number of hours needed to complete the project. Generally, Kiev will be charging $75 an hour for his services.

The majority of services will be provided at The Metolius Agency's office space. This office will be designed to appear sophisticated, modern, practical, and sleek. This is very important because the office of a graphic designer is a piece of their portfolio and reflects their work product. Therefore, a decent amount of money will be used to develop a proper appearing business office.

The Metolius Agency

Page 7

2.5 Keys to Success

The keys to success are:

• Professionalism. • Creativity. • Practical insight. • Enjoyment of the experience.

2.6 Critical Issues

The Metolius Agency is still in the speculative stage as a service provider. It plans to take a modest strategy toward project acquisition, not accepting projects by virtue of increasing revenue, but accepting new projects conditionally on the fact that sufficient resources can be committed ensuring complete customer satisfaction.

3.0 Marketing Strategy

The market segments will be targeted in a number of different ways. It must be noted that a graphics firm generates visibility and sales not through advertising, but through networking and client referrals. The marketing strategy will therefore consist of the following methods:

• Networking: The networking will be based on leveraging Kiev's personal and professional relationships that he has developed after spending years in the industry. Ways of networking include sending out notecards to all acquaintances announcing the opening of The Metolius Agency, and periodically meeting with people to catch up. This also means finding out who this person knows within some of the target companies that Metolius will likely try to turn into customers.

• Client Referral: A lot of business is derived through referrals. Some of the referrals will come through the Chamber of Commerce, some of the referrals will come from customers. Recognizing that referrals will be a good source of new customers, Kiev will be in constant contact with the Chamber. Kiev will investigate the possibility of doing a small project pro bono for the Chamber. This will be done to let the Chamber view an example of The Metolius Agency's work. It will also provide a reason for the Chamber to recommend The Metolius Agency. Kiev will work very hard to satisfy all of his customers. By making sure that he exceeds their expectations, he will increase the likelihood that he will receive referrals from satisfied customers.

• Targeted Customer Acquisition: This is the research and strategic formulation to attract a chosen company to become a customer. Kiev will put together a list of 20-30 companies that would be excellent customers. Once these companies have been identified, Kiev will devise a strategy to target these companies as customers by initially determining what value Metolius can offer the company. Once this has been established, Kiev will figure out who of his acquaintances might now someone from the targeted company and try to arrange some sort of meeting. Eventually, the goal is to be able to meet with the decision maker of the company and present them with a portfolio of Kiev's past work as well as the proposed value Kiev can offer this company.

The Metolius Agency

Page 8

3.1 Mission

The Metolius Agency's mission is to provide the customer with creative and practical graphic design work and visual communication services. We exist to attract and maintain customers. When we adhere to this maxim, everything else will fall into place. Our services will exceed the expectations of our customers.

3.2 Marketing Objectives

• Increase visibility, evidenced by an increase in unsolicited requests for service. • After year one, generate at least 30% of new business each quarter from referrals. • Continually strengthen Metolius' brand equity, evidenced by informal polling during

networking activities.

3.3 Financial Objectives

• Maintain positive, steady, growth each month. • Reach profitability by the end of year one. • Continue to decrease the variable costs associated with serving a project.

3.4 Target Markets

The Metolius Agency has two distinct customer groups which they will concentrate on:

• Small-size companies: typically five to 15 employees. • Medium-size companies: 15-40 employees.

These companies started with a great idea that they have parlayed into an established company. They are now ready to step up to the plate and seriously compete in their market place. These companies, whether small- or medium-size companies, started with a valuable concept and have leveraged their original grassroots visual communication elements a bit too long to be competitive now. More than likely, they had Aunt Betty design the original logo and branding material. Now that they have matured into a larger company, it is not really appropriate or competitive to be relying on the original grassroots corporate identity. These companies are in need of the same level of quality as their competitors and are in need of a professional firm to take them to that next level.

The Metolius Agency

Page 9

3.5 Positioning

The Metolius Agency will position itself as a focused, innovative graphic design and visual communication firm targeting established companies that are ready to advance to the next level of business. Metolius will achieve this positioning by leveraging their competitive edges:

• The Metolius Agency's competitive edge is based on Kiev's diverse background of business and creativity. Typically, most creative agencies are staffed by right brain creative types. These people are extremely aesthetically orientated. While this is certainly an asset in the field of graphic design, it can be limiting because the primary audience of their work are not right brainers. It might not "hit home" with non-creative types which make up a large portion in the business world.

• Kiev's background is based in both aesthetic and practical business. While Kiev always had a creative streak that he would use, his education was business orientated. This was quite useful because it provided Kiev with a unique insight to business, marketing metrics, and the importance of Return on Investment in regards to marketing. This competitive edge allows The Metolius Agency to offer similar creative services other firms can offer, but also provide a unique business perspective that should be required by all creative firms because of the true value it adds.

3.6 Strategy Pyramids

The single objective is to position The Metolius Agency as a creative, unconventional, and innovative graphic design and visual communication firm in the Concord, NH area. The marketing strategy will be used to first develop customer awareness of Metolius regarding services offered, then develop a strong customer base, and finally work toward building customer loyalty and referrals.

The positioning will be accomplished through multiple strategies:

• Networking: Leveraging relationships to build new relationships within Concord's relatively intimate community.

• Targeted Customer Acquisition: The first step of this process is to target who the ideal customer is, determine how Metolius can offer them value, and then network with the decision maker at that company.

• Website: Inclusion of the Internet address in all materials that The Metolius Agency releases, as well as submissions to popular websites. Submissions to search engines is an art in itself as different search engines work in different ways, so a customized submission is most effective. Kiev is outsourcing the website design and search engine placement to the specialists at 1st-At-The-Top.com Internet & E-commerce Consulting Services, www.1st-At-The-Top.com.

The Metolius Agency

Page 10

3.7 Marketing Mix

The Metolius Agency's marketing mix is comprised of the following approaches to pricing, distribution, advertising and promotion, and customer service.

• Pricing: Metolius' pricing scheme will be based on a per project fee that will be calculated by forecasting the number of hours required to complete the project as well as any additional resources needed.

• Distribution: Metolius' services will be distributed either from the centrally located office or through transfer of the work product via the Internet.

• Advertising and Promotion: The most successful activities will be a comprehensive networking campaign, as well as a targeted customer acquisition system.

• Customer Service: Obsessive customer service is the mantra. No expenses will be spared to achieve total customer satisfaction. This strategy will be pursued, regardless of the impact of short-term profits. The reason for this is that total customer satisfaction is the recognition that this will ensure long-term profitability.

3.8 Marketing Research

During the initial phases of the marketing plan development, several focus groups were held to gain insight into the targeted companies. These focus groups provided useful insight to the prospective customers and their decision-making process.

Another form of marketing research is a collaborative research project completed on behalf of three graduate students from the University of New Hampshire. The students produced a report that was very insightful. Because the students received both class credit as well as practical experience, they had an incentive to produce a work product that was valuable to the Metolius Agency.

4.0 Financials

This section will offer a financial overview of The Metolius Agency and how it relates to the marketing activities. Metolius will address break-even analysis, sales forecasts, expense forecasts, and how they link to the marketing strategy.

4.1 Break-even Analysis

The break-even analysis indicates that $8,760 is required in monthly revenue to reach the break-even point.

The Metolius Agency

Page 11

($10,000)

($5,000)

$0

$5,000

$10,000

$0 $3,000 $6,000 $9,000 $12,000 $15,000

Monthly break-even point

Break-even point = where line intersects with 0

Break-even Analysis

Table 4.1: Break-even Analysis

Break-even Analysis:Monthly Units Break-even 12Monthly Sales Break-even $8,760

Assumptions:Average Per-Unit Revenue $750.00Average Per-Unit Variable Cost $22.50Estimated Monthly Fixed Cost $8,497

The Metolius Agency

Page 12

4.2 Sales Forecast

The first month of operation will be used to set up the office and establish the online presence. Some of the time will be working with the interior designers to create a modern looking office space.

Months two through four will be somewhat slow as Kiev is developing clients. He is forecasting to take on some smaller projects. By month five Metolius will have developed larger projects and will continue to grow steadily.

$0

$2,000

$4,000

$6,000

$8,000

$10,000

$12,000

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Small companies

Medium companies

Monthly Sales Forecast

Table 4.2: Sales Forecast

Sales ForecastSales 2002 2003 2004Small companies $30,760 $50,697 $58,849Medium companies $40,058 $74,554 $86,543Total Sales $70,818 $125,251 $145,392

Direct Cost of Sales 2002 2003 2004Small companies $923 $1,521 $1,765Medium companies $1,202 $2,237 $2,596Subtotal Cost of Sales $2,125 $3,758 $4,362

The Metolius Agency

Page 13

4.3 Expense Forecast

The marketing expenses will be budgeted throughout the year to reflect efforts to build general visibility, as well as to attract specific projects. The attraction of specific projects will happen several times during the year and will reflect a time when Metolius is able to take on additional larger projects.

$0

$100

$200

$300

$400

$500

$600

$700

Networking expenses

Targeted customer acquisition expenses

Website development

Monthly Expense Budget

Table 4.3: Marketing Expense Budget

Marketing Expense Budget 2002 2003 2004Networking expenses $2,400 $2,800 $3,500Targeted customer acquisition expenses $400 $1,000 $2,000Website development $1,325 $825 $825

------------ ------------ ------------Total Sales and Marketing Expenses $4,125 $4,625 $6,325Percent of Sales 5.82% 3.69% 4.35%Contribution Margin $64,568 $116,868 $134,705Contribution Margin / Sales 91.18% 93.31% 92.65%

The Metolius Agency

Page 14

5.0 Controls

The purpose Metolius' marketing plan is to serve as a guide to the organization. The following areas will be monitored to gauge performance:

• Revenue: monthly and annual. • Expenses: monthly and annual. • Repeat business. • Customer service.

5.1 Implementation

The following milestones identify the key marketing programs. It is important to accomplish each one on time and on budget.

Jan Jan Jan Jan Jan Jan Jan Jan

Marketing plan completion

Website development

First large project

Profitability

Milestones

Table 5.1: Milestones

Milestones PlanMilestone Start Date End Date Budget Manager DepartmentMarketing plan completion 1/1/02 2/1/02 $0 KievWebsite development 1/1/02 2/1/02 $500 outsourcedFirst large project 1/1/02 6/31/02 KievProfitability 1/1/02 1/2/00 KievTotals $500

The Metolius Agency

Page 15

5.2 Marketing Organization

Kiev Lartiste is responsible for all marketing activities.

5.3 Contingency Planning

Difficulties and Risks

• Problems generating visibility. • Difficulty landing larger projects that will significantly aid cash flow. • The refocus of a competitor on the same target segment that Metolius has chosen.

Worst Case Risks May Include

• The inability to reach profitability. • Having to liquidate equipment to cover liabilities.

The Metolius Agency

Page 16

Table 4.2 Sales Forecast

Sales Forecast PlanSales Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov DecSmall companies $0 $600 $1,500 $1,360 $2,296 $2,811 $3,240 $3,240 $3,558 $3,769 $3,936 $4,450Medium companies $0 $0 $0 $2,000 $2,676 $3,376 $4,134 $4,765 $5,232 $5,543 $5,788 $6,544Total Sales $0 $600 $1,500 $3,360 $4,972 $6,187 $7,374 $8,005 $8,790 $9,312 $9,724 $10,994

Direct Cost of Sales Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov DecSmall companies $0 $18 $45 $41 $69 $84 $97 $97 $107 $113 $118 $133Medium companies $0 $0 $0 $60 $80 $101 $124 $143 $157 $166 $174 $196Subtotal Cost of Sales $0 $18 $45 $101 $149 $186 $221 $240 $264 $279 $292 $330

Appendix: The Metolius Agency

Page 1

Table 4.3 Marketing Expense Budget

Marketing Expense Budget Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov DecNetworking expenses $200 $200 $200 $200 $200 $200 $200 $200 $200 $200 $200 $200Targeted customer acquisition expenses $0 $0 $0 $100 $100 $0 $0 $100 $100 $0 $0 $0Website development $500 $75 $75 $75 $75 $75 $75 $75 $75 $75 $75 $75

------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------ ------------Total Sales and Marketing Expenses $700 $275 $275 $375 $375 $275 $275 $375 $375 $275 $275 $275Percent of Sales 0.00% 45.83% 18.33% 11.16% 7.54% 4.44% 3.73% 4.68% 4.27% 2.95% 2.83% 2.50%Contribution Margin ($700) $307 $1,180 $2,884 $4,448 $5,727 $6,878 $7,390 $8,151 $8,758 $9,157 $10,389Contribution Margin / Sales 0.00% 51.17% 78.67% 85.84% 89.46% 92.56% 93.27% 92.32% 92.73% 94.05% 94.17% 94.50%

Appendix: The Metolius Agency

Page 2