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Profits,Accumulated profit per CL customer best case#average monthly contribution: Specs average monthly contribution: CL-Accumulated profit per CL customer worst case#CL custom. retention rate (overall)CL Drop-out rate (CL only)*CL Retention rate (CL only)#combined retention + drop-out (CL) time value of money Best Case discounted accum. Profits: Specsdiscounted accum. Profits: CLs,discounted accum. Profits: Total (Best Case) Worst Case-discounted accum. Profits: Total (Worst Case)\* customers who drop out of contact lenses assumed to stay with the practice as spec wearersCost of ProductCost of LabourVAT Total Cost Net MarginNet Margin (%)Purchase Non-PurchSPECTACLES ONLY (YR)Tax RateAverage Salary Annual SalaryWorking days per year Hours per dayCost per minute&Specs-only patient average time spent CONTACT LENSES & SPECTACLESP&L CalculationsLTV CalculationsVAT RATES APPLICABLE:Specs Only: Purchase YearSpecs Only: Non Purchase YearCL& Specs: Specs Purchase Year"CL& Specs: Specs Non-Purchase YearTime per patient: SpecsTime per patient : CLs Fit Specs Sell SpecsI&R/Soln Training Total Year 1 Total OngoingCL& Specs: CL Year 1CL& Specs: CL OngoingContact LensesAnnual Customer RetentionDispensing OpticianOptom/CL OpticianPRACTICE SPECIFIC P&L DATA Interest RateDirect Labour Cost Cost of Goodsutilised Capacity Target Net Profit (and Variance),MODEL INPUT DATA (input only in white boxes)Professional FeesAssistant to Optician6Specs & CL patient average time spent minutes per year% direct utilisation Hours available to serve clients!Hours actually spent with clientsResource ConstraintsCost of Staff Time (/min)Specs PurchaseSpecs Non-PurchCL Yr 1CL Yr n>Full Annual Staff Costs (salary, taxes, cars & other benefits)Specs & Other GoodsCL related income %!Add CLs to boost Specs profits by Total RevenueAnnual Revenue Gross ProfitInventory CostTotal Fixed CostsProfit Before TaxAverage Cost of Specs% buying Specs from YouRepurchase Cycle of SpecsContact Lens Fitting FeeSight Test FeeAnnual CL Wearer Drop-out RateNumber of PatientsOA / Receptionist%% of time available to serve patientsCycle 1 month 1RevenueCycle n month 1Cycle n month nIntroduction - first time useg2. the existing data in the file is for example only, you should consider your own data entry carefully4. experiment with the model and try entering different values to identify the most sensitive drivers of business value creation (e.g. patient loyalty)The Customer approachProfit & Loss account_The Profit & Loss account determines the net profit made by an Optical Practice by considering:Qreflects the market reality better than considering CL or Specs as products only.athe time value of money and all the other customer specific information provided by the optician.M- the fixed and variable costs based on information provided by the optician.N- its total patient base and the split between average CL and Specs customers.eThe analysis conducted by London Business School reinforced the concept of a customer based approach.hConsidering a "CL & Specs" or a "Specs only" customer with all the associated purchases he/she can make ,Time for Initial I&R / Soln's Teach (OA min)'Review Time Fit Contact Lenses (DO min)*Time Initially Fit Contact Lenses (OO min)Time conduct test (OO min)Time to Fit Specs (DO min)WelcomeSpain, Italy and Germany to gain insight into the profit drivers of their individual practices. The study emphasizes the importance of maximising the value of each patient rather than considering spectacle or contact lens sales as stand-alone events. It points out that most contact lens patients are regular purchasers of spectacles and concludes that the lifetime value Qof contact lens patients is significantly higher than that of spectacle patients.Cumulative Gross ProfitCumulative Gross Profit consists of calculating the cumulative average net cash profit that a customer provides to an Optician xby including the customer retention rate, the contact lens lapsing rate, the repurchase rate and time interval (cycle), Average Sale of SpecsAverage Annual Sale of CLsAverage Annual Cost of CLs&% All Px Purchasing CL Soln's from You#Average Annual Sale of CL Solutions#Average Annual Cost of CL Solutionsy3. enter your own planning data into the white cells only, the turquoise cells use formulae to calculate their own values DisclaimerAnnual Care FeeThe Optical Practice Business Model shows how patient mix drives profits in your practice over a five-year period. You can enter detailed or general information about your practice  the model /This model is provided in good faith to assist 1analysis of Optical Practice. It cannot simulate &every aspect of running your business.The ACLM and Euromcontact are pleased to present this Optical Practice Business Model as part of our Vision of the Future project to increase the number of contact lens wearers.The Optical Practice Business Model is inspired by the findings from a study conducted in 2001 by the London Business School. The study surveyed over 750 practitioners in the U.K., France, kworks at both levels. Average data from the UK part of the survey have been entered for your convenience. S1. as this workbook is read-only, you must re-name the file to save your input data&The ACLM, Euromcontact and the London ,Business School accept no responsibility for* the consequences of any decisions made asa result of using the model.(PO Box 735, Devizes, Wiltshire, SN10 3TQemail: secgen@aclm.org.ukwww.aclm.org.uk Contact ACLM: Inventoryr^ ^_)``[azbqcP9dde]hf)g h h i Oj kk n(prKu"ex ɀ |  dMbP?_*+%&LConfidentialMLexmark Z52 at home` 4dXXZ5 pt D Lexmark Z52 Series ColorFineLPT1:LPT1: " dX??U} }  d} }  } }  } }  }  }  H{ x= {> {? {@ {A Cyj@Z"dl@ 0 ~ d@+z<?DDD< CyL@Z"dl@ 0 ~ d@+z)3J?DDD< CayL@Z "dl@ 0 ~ d@+z)3J?DDD< L<F>@A 7 Sheet9 ɀ %f:PM  dMbP?_*+%&LConfidentialMHP OfficeJet Series 600 Printer7 dXHP OfficeJet Series 600 PrinterLPT1 ,," $X??U} q} U} q}  q} q} q} q} %q} &&q} '<q} ==q} >Uq} VVq} WZq} [[q} \aq} by} zq%zzzBzzFzFzNzFzKFzS zF zF zT zT zFzFzFzFzWzFzzLzLzLzLzzzzzzFzFzF E GGG?G@G@G@G@G@G@G @G"@G$@G&@G(@G*@G,@G.@G0@G1@G2@G3@G4@G5@G6@G7@G8@G9@G:@G;@G<@G=@G>@G?@G@@G@@GA@GA@GB@GB@GC@GC@GD@GD@GE@GE@GF@GF@GG@GG@GH@GH@GI@GI@GJ@GJ@GK@GK@GL@GL@GM@GM@GN@GN@GO@GO@GP@G@P@GP@GP@GQ@G@Q@GQ@GQ@GR@G@R@GR@GR@GS@G@S@GS@GS@GT@G@T@GT@GT@GU@G@U@GU@GU@GV@G@V@GV@GV@GW@G@W@GW@GW@GX@G@X@GX@GX@GY@G@Y@GY@GY@GZ@G@Z@GZ@GZ@G[@G@[@G[@G[@G\@G@\@G\@G\@G]@G@]@G]@G]@G^@y B HIqf?>@[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bq f [D C)A'  :5D  A'  : "Bq f [D C)A'  :5D  A'  : "Bq f [D C)A'  :5D  A'  : "Bq f [D C)A'  :5D  A'  : "Bq f [D C)A'  :5D  A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "BqfC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bqf?>@:[DC)A'  :5D A'  : "Bqf[DC)A'  :5D A'  : "Bq f [D C)A'  :5D  A'  : "Bq!f![D!C)A'  :5D! 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LLLLR^>@R^>@R^>@R^>@R^>@  R^>@  R^>@  R^>@  R^>@  R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@Rc=DǍF@Rc=DǍF@  Rc=DǍF@!!Rc=DǍF@""Rc=DǍF@##Rc=DǍF@$#!#B LLLL$Rc=DǍF@%#%Rc=DǍF@&#&Rc=DǍF@'#'Rc=DǍF@(#(Rc=DǍF@)#)Rc=DǍF@*#*Rc=DǍF@+#+Rc=DǍF@,#,Rc=DǍF@-#-Rc=DǍF@.#.Rc=DǍF@/#/Rc=DǍF@0#0Rc=DǍF@1#1Rc=DǍF@2#2Rc=DǍF@3#3Rc=DǍF@4#4Rc=DǍF@5#5Rc=DǍF@6#6Rc=DǍF@7#7Rc=DǍF@8#8Rc=DǍF@9#9Rc=DǍF@:#:RɆKJ@;#;RɆKJ@<#<RɆKJ@=#=RɆKJ@>#>RɆKJ@?#?RɆKJ@@#@RɆKJ@A#ARɆKJ@B#BRɆKJ@C#CRɆKJ@DC!Cb LLLLDRɆKJ@ECERɆKJ@FCFRɆKJ@GCGRɆKJ@HCHRɆKJ@ICIRɆKJ@JCJRɆKJ@KCKRɆKJ@LCLRɆKJ@MCMRɆKJ@NCNRɆKJ@OCORɆKJ@PCPRɆKJ@QCQRɆKJ@RCRRɆKJ@SCSRɆKJ@TCTRɆKJ@UCURɆKJ@VCVR8>K@WCWR8>K@XCXR8>K@YCYR8>K@ZCZR8>K@[C[R8>K@\C\R8>K@]C]R8>K@^C^R8>K@_C_R8>K@`C`R8>K@aCaR8>K@bCbR8>K@cCcR8>K@dc!cyLLLLdR8>K@eceR8>K@fcfR8>K@gcgR8>K@hchR8>K@iciR8>K@jcjR8>K@kckR8>K@lclR8>K@mcmR8>K@ncnR8>K@ocoR8>K@pcpR8>K@qcqR8>K@rcrR}`pL@scsR}`pL@tctR}`pL@ucuR}`pL@vcvR}`pL@wcwR}`pL@xcxR}`pL@ycyR}`pL@ -c PPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPy B# y G G G?G@G@G@G@G@G@G @G"@G$@G&@G(@G*@G,@G.@G0@G1@G2@G3@G4@G5@G6@G7@G8@G9@G:@G;@G<@G=@G>@G?@G@@G@@GA@GA@GB@GB@GC@GC@GD@GD@GE@GE@GF@GF@GG@GG@GH@GH@GI@GI@GJ@GJ@GK@GK@GL@GL@GM@GM@GN@GN@GO@GO@GP@G@P@GP@GP@GQ@G@Q@GQ@GQ@GR@G@R@GR@GR@GS@G@S@GS@GS@GT@G@T@GT@GT@GU@G@U@GU@GU@GV@G@V@GV@GV@GW@G@W@GW@GW@GX@G@X@GX@GX@GY@G@Y@GY@GY@GZ@G@Z@GZ@GZ@G[@G@[@G[@G[@G\@G@\@G\@G\@G]@G@]@G]@G]@G^@y H$ Gq f?6@[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f [D C A'  :5D  A'  : "Bq f [D C A'  :5D  A'  : "Bq f [D C A'  :5D  A'  : "Bq f [D C A'  :5D  A'  : "Bq f [D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f :[D C A'  :5D  A'  : "Bq f[D C A'  :5D  A'  : "Bq f [D C A'  :5D  A'  : "Bq !f![D !C A'  :5D ! 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A'  : "Bq @f@[D @C A'  :5D @ A'  : "Bq AfA[D AC A'  :5D A A'  : "Bq BfB[D BC A'  :5D B A'  : "Bq CfC[D CC A'  :5D C A'  : "Bq DfD[D DC A'  :5D D A'  : "Bq EfE[D EC A'  :5D E A'  : "Bq FfF[D FC A'  :5D F A'  : "Bq GfG[D GC A'  :5D G A'  : "Bq HfH[D HC A'  :5D H A'  : "Bq IfI[D IC A'  :5D I A'  : "Bq Jf?6@ n[D JC A'  :5D J A'  : "Bq KfK[D KC A'  :5D K A'  : "Bq LfL[D LC A'  :5D L A'  : "Bq MfM[D MC A'  :5D M A'  : "Bq NfN[D NC A'  :5D N A'  : "Bq OfO[D OC A'  :5D O A'  : "Bq PfP[D PC A'  :5D P A'  : "Bq QfQ[D QC A'  :5D Q A'  : "Bq RfR[D RC A'  :5D R A'  : "Bq SfS[D SC A'  :5D S A'  : "Bq TfT[D TC A'  :5D T A'  : "Bq UfU[D UC A'  :5D U A'  : "Bq Vf r[D VC A'  :5D V A'  : "Bq WfW[D WC A'  :5D W A'  : "Bq XfX[D XC A'  :5D X A'  : "Bq YfY[D YC A'  :5D Y A'  : "Bq ZfY[D ZC A'  :5D Z A'  : "Bq [f[[D [C A'  :5D [ A'  : "Bq \f\[D \C A'  :5D \ A'  : "Bq ]f][D ]C A'  :5D ] A'  : "Bq ^f^[D ^C A'  :5D ^ A'  : "Bq _f_[D _C A'  :5D _ A'  : "Bq `f`[D `C A'  :5D ` A'  : "Bq afa[D aC A'  :5D a A'  : "Bq bfb[D bC A'  :5D b A'  : "Bq cfc[D cC A'  :5D c A'  : "Bq dfd[D dC A'  :5D d A'  : "Bq efe[D eC A'  :5D e A'  : "Bq fff[D fC A'  :5D f A'  : "Bq gfg[D gC A'  :5D g A'  : "Bq hfh[D hC A'  :5D h A'  : "Bq ifi[D iC A'  :5D i A'  : "Bq jfj[D jC A'  :5D j A'  : "Bq kfk[D kC A'  :5D k A'  : "Bq lfl[D lC A'  :5D l A'  : "Bq mfm[D mC A'  :5D m A'  : "Bq nf?6@I[D nC A'  :5D n A'  : "Bq ofo[D oC A'  :5D o A'  : "Bq pfp[D pC A'  :5D p A'  : "Bq qfq[D qC A'  :5D q A'  : "Bq rf9[D rC A'  :5D r A'  : "Bq sfs[D sC A'  :5D s A'  : "Bq tft[D tC A'  :5D t A'  : "Bq ufu[D uC A'  :5D u A'  : "Bq vfv[D vC A'  :5D v A'  : "Bq wfw[D wC A'  :5D w A'  : "Bq xfx[D xC A'  :5D x A'  : "Bq yfy[D yC A'  :5D y A'  : "B H% H JDJh#@ZH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH f7D%2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH f7D% &2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ !2D  A'  ::BH !fp= ף0#@ "2D ! A'  ::BH "fp= ף0#@ #2D " A'  ::BH #fp= ף0#@ $2D # A'  ::BH $fp= ף0#@ %2D $ A'  ::BH %fp= ף0#@ '2D % A'  ::BH &f7D% 22D & A'  ::BH 'fp= ף0#@ (2D ' A'  ::BH (fp= ף0#@ )2D ( A'  ::BH )fp= ף0#@ *2D ) A'  ::BH *fp= ף0#@ +2D * A'  ::BH +fp= ף0#@ ,2D + A'  ::BH ,fp= ף0#@ -2D , A'  ::BH -fp= ף0#@ .2D - A'  ::BH .fp= ף0#@ /2D . A'  ::BH /fp= ף0#@ 02D / A'  ::BH 0fp= ף0#@ 12D 0 A'  ::BH 1fp= ף0#@ 32D 1 A'  ::BH 2f7D% >2D 2 A'  ::BH 3fp= ף0#@ 42D 3 A'  ::BH 4fp= ף0#@ 52D 4 A'  ::BH 5fp= ף0#@ 62D 5 A'  ::BH 6fp= ף0#@ 72D 6 A'  ::BH 7fp= ף0#@ 82D 7 A'  ::BH 8fp= ף0#@ 92D 8 A'  ::BH 9fp= ף0#@ :2D 9 A'  ::BH :fp= ף0#@ ;2D : A'  ::BH ;fp= ף0#@ <2D ; A'  ::BH <fp= ף0#@ =2D < A'  ::BH =fp= ף0#@ ?2D = A'  ::BH >f7D% J2D > A'  ::BH ?fp= ף0#@ @2D ? A'  ::BH @fp= ף0#@ A2D @ A'  ::BH Afp= ף0#@ B2D A A'  ::BH Bfp= ף0#@ C2D B A'  ::BH Cfp= ף0#@ D2D C A'  ::BH Dfp= ף0#@ E2D D A'  ::BH Efp= ף0#@ F2D E A'  ::BH Ffp= ף0#@ G2D F A'  ::BH Gfp= ף0#@ H2D G A'  ::BH Hfp= ף0#@ I2D H A'  ::BH Ifp= ף0#@ K2D I A'  ::BH Jf7D% V2D J A'  ::BH Kfp= ף0#@ L2D K A'  ::BH Lfp= ף0#@ M2D L A'  ::BH Mfp= ף0#@ N2D M A'  ::BH Nfp= ף0#@ O2D N A'  ::BH Ofp= ף0#@ P2D O A'  ::BH Pfp= ף0#@ Q2D P A'  ::BH Qfp= ף0#@ R2D Q A'  ::BH Rfp= ף0#@ S2D R A'  ::BH Sfp= ף0#@ T2D S A'  ::BH Tfp= ף0#@ U2D T A'  ::BH Ufp= ף0#@ W2D U A'  ::BH Vf7D% b2D V A'  ::BH Wfp= ף0#@ X2D W A'  ::BH Xfp= ף0#@ Y2D X A'  ::BH Yfp= ף0#@ Z2D Y A'  ::BH Zfp= ף0#@ [2D Z A'  ::BH [fp= ף0#@ \2D [ A'  ::BH \fp= ף0#@ ]2D \ A'  ::BH ]fp= ף0#@ ^2D ] A'  ::BH ^fp= ף0#@ _2D ^ A'  ::BH _fp= ף0#@ `2D _ A'  ::BH `fp= ף0#@ a2D ` A'  ::BH afp= ף0#@ c2D a A'  ::BH bf7D% n2D b A'  ::BH cfp= ף0#@ d2D c A'  ::BH dfp= ף0#@ e2D d A'  ::BH efp= ף0#@ f2D e A'  ::BH ffp= ף0#@ g2D f A'  ::BH gfp= ף0#@ h2D g A'  ::BH hfp= ף0#@ i2D h A'  ::BH ifp= ף0#@ j2D i A'  ::BH jfp= ף0#@ k2D j A'  ::BH kfp= ף0#@ l2D k A'  ::BH lfp= ף0#@ m2D l A'  ::BH mfp= ף0#@ o2D m A'  ::BH nf7D%22D n A'  ::BH ofp= ף0#@ p2D o A'  ::BH pfp= ף0#@ q2D p A'  ::BH qfp= ף0#@ r2D q A'  ::BH rfp= ף0#@ s2D r A'  ::BH sfp= ף0#@ t2D s A'  ::BH tfp= ף0#@ u2D t A'  ::BH ufp= ף0#@ v2D u A'  ::BH vfp= ף0#@ w2D v A'  ::BH wfp= ף0#@ x2D w A'  ::BH xfp= ף0#@/2D x A'  ::BH yfp= ף0#@ &2D y A'  ::BUUUUUUUUUUUUVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVy B&UUUUUUUUUUUUVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVy GHG?G@G@G@G@G@G@G @G"@G$@G&@G(@G*@G,@G.@G0@G1@G2@G3@G4@G5@G6@G7@G8@G9@G:@G;@G<@G=@G>@G?@G@@G@@GA@GA@GB@GB@GC@GC@GD@GD@GE@GE@GF@GF@GG@GG@GH@GH@GI@GI@GJ@GJ@GK@GK@GL@GL@GM@GM@GN@GN@GO@GO@GP@G@P@GP@GP@GQ@G@Q@GQ@GQ@GR@G@R@GR@GR@GS@G@S@GS@GS@GT@G@T@GT@GT@GU@G@U@GU@GU@GV@G@V@GV@GV@GW@G@W@GW@GW@GX@G@X@GX@GX@GY@G@Y@GY@GY@GZ@G@Z@GZ@GZ@G[@G@[@G[@G[@G\@G@\@G\@G\@G]@G@]@G]@G]@G^@y H$Jsf ]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf ]DC C A'  :5D A'  : "Bs f ]D C C A'  :5D  A'  : "Bs f ]D C C A'  :5D  A'  : "Bs f ]D C C A'  :5D  A'  : "Bs f ]D C C A'  :5D  A'  : "Bs f]D C C A'  :5D  A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf ]DC C A'  :5D A'  : "Bsf&]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf]DC C A'  :5D A'  : "Bsf ]DC C A'  :5D A'  : "Bsf ]DC C A'  :5D A'  : "Bsf]]DC C A'  :5D A'  : "Bs f!]D C C A'  :5D  A'  : "Bs!f"]D!C C A'  :5D! A'  : "Bs"f#]D"C C A'  :5D" A'  : "Bs#f$]D#C C A'  :5D# A'  : "Bs$f']D$C C A'  :5D$ A'  : "Bs%f?6@ %]D%C C A'  :5D% A'  : "Bs&f2]D&C C A'  :5D& A'  : "Bs'f(]D'C C A'  :5D' A'  : "Bs(f*]D(C C A'  :5D( A'  : "Bs)f]D)C C A'  :5D) A'  : "Bs*f+]D*C C A'  :5D* A'  : "Bs+f,]D+C C A'  :5D+ A'  : "Bs,f.]D,C C A'  :5D, A'  : "Bs-f]D-C C A'  :5D- A'  : "Bs.f0]D.C C A'  :5D. A'  : "Bs/f1]D/C C A'  :5D/ A'  : "Bs0f3]D0C C A'  :5D0 A'  : "Bs1fa]D1C C A'  :5D1 A'  : "Bs2f>]D2C C A'  :5D2 A'  : "Bs3f4]D3C C A'  :5D3 A'  : "Bs4f5]D4C C A'  :5D4 A'  : "Bs5f6]D5C C A'  :5D5 A'  : "Bs6f7]D6C C A'  :5D6 A'  : "Bs7f8]D7C C A'  :5D7 A'  : "Bs8f:]D8C C A'  :5D8 A'  : "Bs9fU]D9C C A'  :5D9 A'  : "Bs:f;]D:C C A'  :5D: A'  : "Bs;f<]D;C C A'  :5D; A'  : "Bs<f?]DfJ]D>C C A'  :5D> A'  : "Bs?f@]D?C C A'  :5D? A'  : "Bs@fA]D@C C A'  :5D@ A'  : "BsAfB]DAC C A'  :5DA A'  : "BsBfC]DBC C A'  :5DB A'  : "BsCfD]DCC C A'  :5DC A'  : "BsDfE]DDC C A'  :5DD A'  : "BsEfF]DEC C A'  :5DE A'  : "BsFfG]DFC C A'  :5DF A'  : "BsGfH]DGC C A'  :5DG A'  : "BsHfK]DHC C A'  :5DH A'  : "BsIf?6@m]DIC C A'  :5DI A'  : "BsJfV]DJC C A'  :5DJ A'  : "BsKfL]DKC C A'  :5DK A'  : "BsLfM]DLC C A'  :5DL A'  : "BsMfN]DMC C A'  :5DM A'  : "BsNfO]DNC C A'  :5DN A'  : "BsOfP]DOC C A'  :5DO A'  : "BsPfR]DPC C A'  :5DP A'  : "BsQf)]DQC C A'  :5DQ A'  : "BsRfS]DRC C A'  :5DR A'  : "BsSfT]DSC C A'  :5DS A'  : "BsTfW]DTC C A'  :5DT A'  : "BsUfq]DUC C A'  :5DU A'  : "BsVfb]DVC C A'  :5DV A'  : "BsWfX]DWC C A'  :5DW A'  : "BsXfZ]DXC C A'  :5DX A'  : "BsYf-]DYC C A'  :5DY A'  : "BsZf\]DZC C A'  :5DZ A'  : "Bs[f]D[C C A'  :5D[ A'  : "Bs\f^]D\C C A'  :5D\ A'  : "Bs]f/]D]C C A'  :5D] A'  : "Bs^f_]D^C C A'  :5D^ A'  : "Bs_f`]D_C C A'  :5D_ A'  : "Bs`fc]D`C C A'  :5D` A'  : "Bsafy]DaC C A'  :5Da A'  : "Bsbfn]DbC C A'  :5Db A'  : "Bscfd]DcC C A'  :5Dc A'  : "Bsdfe]DdC C A'  :5Dd A'  : "Bseff]DeC C A'  :5De A'  : "Bsffg]DfC C A'  :5Df A'  : "Bsgfh]DgC C A'  :5Dg A'  : "Bshfi]DhC C A'  :5Dh A'  : "Bsifj]DiC C A'  :5Di A'  : "Bsjfk]DjC C A'  :5Dj A'  : "Bskfl]DkC C A'  :5Dk A'  : "Bslfo]DlC C A'  :5Dl A'  : "Bsmf?6@]DmC C A'  :5Dm A'  : "Bsnf]DnC C A'  :5Dn A'  : "Bsofp]DoC C A'  :5Do A'  : "Bspfr]DpC C A'  :5Dp A'  : "Bsqf]DqC C A'  :5Dq A'  : "Bsrfs]DrC C A'  :5Dr A'  : "Bssft]DsC C A'  :5Ds A'  : "Bstfu]DtC C A'  :5Dt A'  : "Bsufv]DuC C A'  :5Du A'  : "Bsvfw]DvC C A'  :5Dv A'  : "Bswfx]DwC C A'  :5Dw A'  : "BsxfQ]DxC C A'  :5Dx A'  : "Bsyf]DyC C A'  :5Dy A'  : "B H%HJDJh#@!ZHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@ 2D A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@ 2D  A'  ::BH fp= ף0#@2D  A'  ::BHf7D%2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHf7D%&2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@2D A'  ::BHfp= ף0#@ 2D A'  ::BH fp= ף0#@!2D  A'  ::BH!fp= ף0#@"2D! A'  ::BH"fp= ף0#@#2D" A'  ::BH#fp= ף0#@$2D# A'  ::BH$fp= ף0#@%2D$ A'  ::BH%fp= ף0#@'2D% A'  ::BH&f7D% 2D& A'  ::BH'fp= ף0#@(2D' A'  ::BH(fp= ף0#@)2D( A'  ::BH)fp= ף0#@*2D) A'  ::BH*fp= ף0#@+2D* A'  ::BH+fp= ף0#@,2D+ A'  ::BH,fp= ף0#@-2D, A'  ::BH-fp= ף0#@.2D- A'  ::BH.fp= ף0#@ 2D. A'  ::BH/fp= ף0#@02D/ A'  ::BH0fp= ף0#@12D0 A'  ::BH1fp= ף0#@32D1 A'  ::BH2f7D%>2D2 A'  ::BH3fp= ף0#@42D3 A'  ::BH4fp= ף0#@52D4 A'  ::BH5fp= ף0#@62D5 A'  ::BH6fp= ף0#@72D6 A'  ::BH7fp= ף0#@82D7 A'  ::BH8fp= ף0#@92D8 A'  ::BH9fp= ף0#@:2D9 A'  ::BH:fp= ף0#@;2D: A'  ::BH;fp= ף0#@<2D; A'  ::BH<fp= ף0#@=2D< A'  ::BH=fp= ף0#@?2D= A'  ::BH>f7D%J2D> A'  ::BH?fp= ף0#@@2D? A'  ::BH@fp= ף0#@A2D@ A'  ::BHAfp= ף0#@B2DA A'  ::BHBfp= ף0#@C2DB A'  ::BHCfp= ף0#@D2DC A'  ::BHDfp= ף0#@E2DD A'  ::BHEfp= ף0#@F2DE A'  ::BHFfp= ף0#@G2DF A'  ::BHGfp= ף0#@H2DG A'  ::BHHfp= ף0#@I2DH A'  ::BHIfp= ף0#@K2DI A'  ::BHJf7D%V2DJ A'  ::BHKfp= ף0#@L2DK A'  ::BHLfp= ף0#@M2DL A'  ::BHMfp= ף0#@N2DM A'  ::BHNfp= ף0#@O2DN A'  ::BHOfp= ף0#@P2DO A'  ::BHPfp= ף0#@Q2DP A'  ::BHQfp= ף0#@R2DQ A'  ::BHRfp= ף0#@S2DR A'  ::BHSfp= ף0#@T2DS A'  ::BHTfp= ף0#@U2DT A'  ::BHUfp= ף0#@W2DU A'  ::BHVf7D%b2DV A'  ::BHWfp= ף0#@X2DW A'  ::BHXfp= ף0#@Y2DX A'  ::BHYfp= ף0#@Z2DY A'  ::BHZfp= ף0#@[2DZ A'  ::BH[fp= ף0#@\2D[ A'  ::BH\fp= ף0#@]2D\ A'  ::BH]fp= ף0#@^2D] A'  ::BH^fp= ף0#@_2D^ A'  ::BH_fp= ף0#@`2D_ A'  ::BH`fp= ף0#@a2D` A'  ::BHafp= ף0#@c2Da A'  ::BHbf7D%n2Db A'  ::BHcfp= ף0#@d2Dc A'  ::BHdfp= ף0#@e2Dd A'  ::BHefp= ף0#@f2De A'  ::BHffp= ף0#@g2Df A'  ::BHgfp= ף0#@h2Dg A'  ::BHhfp= ף0#@i2Dh A'  ::BHifp= ף0#@j2Di A'  ::BHjfp= ף0#@k2Dj A'  ::BHkfp= ף0#@l2Dk A'  ::BHlfp= ף0#@m2Dl A'  ::BHmfp= ף0#@o2Dm A'  ::BHnf7D% 2Dn A'  ::BHofp= ף0#@p2Do A'  ::BHpfp= ף0#@q2Dp A'  ::BHqfp= ף0#@r2Dq A'  ::BHrfp= ף0#@s2Dr A'  ::BHsfp= ף0#@t2Ds A'  ::BHtfp= ף0#@u2Dt A'  ::BHufp= ף0#@v2Du A'  ::BHvfp= ף0#@w2Dv A'  ::BHwfp= ף0#@x2Dw A'  ::BHxfp= ף0#@y2Dx A'  ::BHyfp= ף0#@ y2Dy A'  ::BXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXy Y'M?CL?! 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L+  " @ "  a#x+ $ h+ @% h+ % h+  % h+ @% h+ % h+  % h+ @% h+ % h+  !!|+ &Q H+ #!X+  !&| @ !&|  !&|  & @ &  &  &| @ &|  #| @ #| &x+ @&x+ +x+ Followed Hyperlink  Hyperlink83ffff̙3f3fff3f3f33333f33333& AssumptionJ-LTV calculations@@resource constraints] IntroductionyPractice modelPower user inputs _ ),  dMbP?_*+%,&LConfidentialMiLexmark Z52 at homeb` 4dXX6UUi0 D Lexmark Z52 Series ColorFineLPT1:LPT1: " dX??LTV calculationsPractice modelPower user inputsU} er}  der} er}  er} er}  er} er}  er}  er} er  H{xAverage Salary{ Annual Salary{Working days per year{ Hours per day{Cost per minuteC Optometrist(yj@Z"dl@ 0 ~ d@(z<?DDD<COptician(yL@Z"dl@ 0 ~ d@(z)3J?DDD<CAssistant to Optician(yL@Z "dl@ 0 ~ d@(z)3J?DDD< <=`088>> A " _ %/?  dMbP?_*+%,&LConfidentialMHP OfficeJet Series 600 Printer7 dX6UUi0HP OfficeJet Series 600 PrinterLPT1 ,," $X??Practice modelPower user inputsU} qer} Uer} qer}  qer} qer} %qer} &&qer} 'Uqer} VVqer} Waqer} byer} zqer %zzzBzzFzFzNzFzKFzS zF zF zT zT zFzFzFzFzWzFzzLzLzLzLzzzzzzFzFzFELTV calculationGMonthsGG?G@G@G@G@G@G@G @G"@G$@G&@G(@G*@G,@G.@G0@G1@G2@G3@G4@G5@G6@G7@G8@G9@G:@G;@G<@G=@G>@G?@G@@G@@GA@GA@GB@GB@GC@GC@GD@GD@GE@GE@GF@GF@GG@GG@GH@GH@GI@GI@GJ@GJ@GK@GK@GL@GL@GM@GM@GN@GN@GO@GO@GP@G@P@GP@GP@GQ@G@Q@GQ@GQ@GR@G@R@GR@GR@GS@G@S@GS@GS@GT@G@T@GT@GT@GU@G@U@GU@GU@GV@G@V@GV@GV@GW@G@W@GW@GW@GX@G@X@GX@GX@GY@G@Y@GY@GY@GZ@G@Z@GZ@GZ@G[@G@[@G[@G[@G\@G@\@G\@G\@G]@G@]@G]@G]@G^@y1B)Accumulated profit per spectacle customer$Haverage monthly contributionIf?>@yDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "B f yD C)ȍ$A' :$?D  A' :Q "B f yD C)ȍ$A' :$?D  A' :Q "B f yD C)ȍ$A' :$?D  A' :Q "B f yD C)ȍ$A' :$?D  A' :Q "B f yD C)ȍ$A' :$?D  A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "Bf?>@:yDC)ȍ$A' :$?D A' :Q "BfyDC)ȍ$A' :$?D A' :Q "B f yD C)ȍ$A' :$?D  A' :Q "B!f!yD!C)ȍ$A' :$?D! A' :Q "B"f"yD"C)ȍ$A' :$?D" A' :Q "B#f#yD#C)ȍ$A' :$?D# A' :Q "B$f$yD$C)ȍ$A' :$?D$ A' :Q "B%f%yD%C)ȍ$A' :$?D% A' :Q "B&f&yD&C)ȍ$A' :$?D& A' :Q "B'f'yD'C)ȍ$A' :$?D' A' :Q "B(f(yD(C)ȍ$A' :$?D( A' :Q "B)f)yD)C)ȍ$A' :$?D) A' :Q "B*f*yD*C)ȍ$A' :$?D* A' :Q "B+f+yD+C)ȍ$A' :$?D+ A' :Q "B,f,yD,C)ȍ$A' :$?D, A' :Q "B-f-yD-C)ȍ$A' :$?D- A' :Q "B.f.yD.C)ȍ$A' :$?D. A' :Q "B/f/yD/C)ȍ$A' :$?D/ A' :Q "B0f0yD0C)ȍ$A' :$?D0 A' :Q "B1f1yD1C)ȍ$A' :$?D1 A' :Q "B2f2yD2C)ȍ$A' :$?D2 A' :Q "B3f3yD3C)ȍ$A' :$?D3 A' :Q "B4f4yD4C)ȍ$A' :$?D4 A' :Q "B5f5yD5C)ȍ$A' :$?D5 A' :Q "B6f6yD6C)ȍ$A' :$?D6 A' :Q "B7f7yD7C)ȍ$A' :$?D7 A' :Q "B8f8yD8C)ȍ$A' :$?D8 A' :Q "B9f9yD9C)ȍ$A' :$?D9 A' :Q "B:f?>@VyD:C)ȍ$A' :$?D: A' :Q "B;f;yD;C)ȍ$A' :$?D; A' :Q "B<ff>yD>C)ȍ$A' :$?D> A' :Q "B?f?yD?C)ȍ$A' :$?D? A' :Q "B@f@yD@C)ȍ$A' :$?D@ A' :Q "BAfAyDAC)ȍ$A' :$?DA A' :Q "BBfByDBC)ȍ$A' :$?DB A' :Q "BCfCyDCC)ȍ$A' :$?DC A' :Q "BDfDyDDC)ȍ$A' :$?DD A' :Q "BEfEyDEC)ȍ$A' :$?DE A' :Q "BFfFyDFC)ȍ$A' :$?DF A' :Q "BGfGyDGC)ȍ$A' :$?DG A' :Q "BHfHyDHC)ȍ$A' :$?DH A' :Q "BIfIyDIC)ȍ$A' :$?DI A' :Q "BJfJyDJC)ȍ$A' :$?DJ A' :Q "BKfKyDKC)ȍ$A' :$?DK A' :Q "BLfLyDLC)ȍ$A' :$?DL A' :Q "BMfMyDMC)ȍ$A' :$?DM A' :Q "BNfNyDNC)ȍ$A' :$?DN A' :Q "BOfOyDOC)ȍ$A' :$?DO A' :Q "BPfPyDPC)ȍ$A' :$?DP A' :Q "BQfQyDQC)ȍ$A' :$?DQ A' :Q "BRfRyDRC)ȍ$A' :$?DR A' :Q "BSfSyDSC)ȍ$A' :$?DS A' :Q "BTfTyDTC)ȍ$A' :$?DT A' :Q "BUfUyDUC)ȍ$A' :$?DU A' :Q "BVf?>@ryDVC)ȍ$A' :$?DV A' :Q "BWfWyDWC)ȍ$A' :$?DW A' :Q "BXfXyDXC)ȍ$A' :$?DX A' :Q "BYfYyDYC)ȍ$A' :$?DY A' :Q "BZfZyDZC)ȍ$A' :$?DZ A' :Q "B[f[yD[C)ȍ$A' :$?D[ A' :Q "B\f\yD\C)ȍ$A' :$?D\ A' :Q "B]f]yD]C)ȍ$A' :$?D] A' :Q "B^f^yD^C)ȍ$A' :$?D^ A' :Q "B_f_yD_C)ȍ$A' :$?D_ A' :Q "B`f`yD`C)ȍ$A' :$?D` A' :Q "BafayDaC)ȍ$A' :$?Da A' :Q "BbfbyDbC)ȍ$A' :$?Db A' :Q "BcfcyDcC)ȍ$A' :$?Dc A' :Q "BdfdyDdC)ȍ$A' :$?Dd A' :Q "BefeyDeC)ȍ$A' :$?De A' :Q "BfffyDfC)ȍ$A' :$?Df A' :Q "BgfgyDgC)ȍ$A' :$?Dg A' :Q "BhfhyDhC)ȍ$A' :$?Dh A' :Q "BifiyDiC)ȍ$A' :$?Di A' :Q "BjfjyDjC)ȍ$A' :$?Dj A' :Q "BkfkyDkC)ȍ$A' :$?Dk A' :Q "BlflyDlC)ȍ$A' :$?Dl A' :Q "BmfmyDmC)ȍ$A' :$?Dm A' :Q "BnfnyDnC)ȍ$A' :$?Dn A' :Q "BofoyDoC)ȍ$A' :$?Do A' :Q "BpfpyDpC)ȍ$A' :$?Dp A' :Q "BqfqyDqC)ȍ$A' :$?Dq A' :Q "Brf?>@yDrC)ȍ$A' :$?Dr A' :Q "BsfsyDsC)ȍ$A' :$?Ds A' :Q "BtftyDtC)ȍ$A' :$?Dt A' :Q "BufuyDuC)ȍ$A' :$?Du A' :Q "BvfvyDvC)ȍ$A' :$?Dv A' :Q "BwfwyDwC)ȍ$A' :$?Dw A' :Q "BxfxyDxC)ȍ$A' :$?Dx A' :Q "ByfyyDyC)ȍ$A' :$?Dy A' :Q "BKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKKy#LSpec custom. retention rate%M?C(L$L?! DL L.i?L0?LhR$C?L vǴ?L$7(?L%? L$'?  LΦ?  L螛?  L?  L03? L?Ln% ?L*&X?L 6?L??LxJS?LWfѷ?L⏹y?L(f?LS?LGxA?LH?L|Gz?LDۋI?LĈy?Lb}h^?L?LUc? LNF_Q? !L$?!"LS+Q-?"""A DL #LR?#"$L8:?$"%LfA+?%"&LMb?&"'L6| ?'"(L:AZ\?(")L;t?)"*L(d9Kk?*"+LÜ*?+",L ZN?,"-Lmk6?-".LSEN=?."/Lt?/"0Lo*5?0"1Lxq5Eش?1"2L0C6?2"3LX`B??3"4L{A?4"5L cc?5"6LSU?6"7L/6JU?7"8Lyn6fr?8"9Lr?9":Lv7>D?:";Lv,?;"<LkF"?<"=Ly]?=">Lh㈵?>"?LF̕??"@L:>4?@"AL^i?A"BL59w?BBBa DL CL^;D ?CBDL^?DBEL &ێsi?EBFL?FBGL__?GBHL) #i?HBILq,?IBJL?JBKLw?KBLL.~0+*?LBMLۻ?MBNL2a[0&?NBOL0F?OBPL1?PBQLA^u?QBRLo\˔?RBSLd23b?SBTLT?TBUL"GX?UBVLN?VBWLjWY?WBXL~0?XBYL;c?YBZLMY?ZB[LOZBu?[B\Lht?\B]L7?]B^LY"?^B_LB=?_B`L7wI?`BaLIF?aBbL?0y?bbbyDL cL'F?cbdLf\Z۰?dbeL DO?ebfL {?fbgLIu?gbhLA ]*5?hbiL{h?ibjLt要?jbkLU4^*?kblL,,?lbmL,n8?mbnL& .?nboL4]m?obpL|?pbqL=cj??qbrLx.Ƒ?rbsLIA!O?sbtLgv?tbuL_3΄*?ubvLR@>?vbwL0?wbxL̅F?xbyLF?ybtime value of money %O?C$P#O1?"! DL P~?P ??P+?P$R ?PÂ?P\$`D?  P?  PcI:?  P7#y?  P!Z R?  P]tE?P_[?Pk)??PQg?P.d.?P `Q?Pux(?P#T8?PvhL?P?P?P Y?;";PZ=0?<"<P+\ &?="=P+d?>">P X??"?Pl?@"@PUf?A"AP r??B"BP% _?CB"Ba DL CP/?DBDP Հ?EBEPlnp?FBFPJE?GBGPQfJH6Z?HBHPaQ 5?IBIPmѠ+?JBJP֞?KBKP?ZK?LBLP!FJ?MBMPhPő?NBNP=9!\?OBOP|\Y88?PBPPV?QBQPR{}?RBRP|>)?SBSP],?TBTP̋P?UBUPJk?VBVP@}J?WBWPg#)?XBXP~{(?YBYPc?ZBZPE =?[B[P3PP?\B\PiÝ?]B]PXm?^B^PSd?_B_P3ţU?`B`P4?aBaPUA?bBbP%iʞ?cb"byDL cPb?dbdPLJ'?ebePq9??fbfPʶ꫱?gbgPYFg=w?hbhPk@=?ibiP?jbjPv?kbkPz'(?lblPcf[?mbmP)NVj$?nbnP1r?oboPM`?pbpPDSπ?qbqP84"K?rbrPIh?sbsP# ?tbtPy3ȗ?ubuPqyx?vbvPE?wbwPs S?xbxP-E?ybyPű½?by!Qdiscounted accum. ProfitsQ$R^>@DDDR^>@" LLLLR^>@R^>@R^>@R^>@R^>@  R^>@  R^>@  R^>@  R^>@  R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@R^>@      !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxy{|}~R^>@Rc=DǍF@Rc=DǍF@  Rc=DǍF@!!Rc=DǍF@""Rc=DǍF@##Rc=DǍF@$##B LLLL$Rc=DǍF@%#%Rc=DǍF@&#&Rc=DǍF@'#'Rc=DǍF@(#(Rc=DǍF@)#)Rc=DǍF@*#*Rc=DǍF@+#+Rc=DǍF@,#,Rc=DǍF@-#-Rc=DǍF@.#.Rc=DǍF@/#/Rc=DǍF@0#0Rc=DǍF@1#1Rc=DǍF@2#2Rc=DǍF@3#3Rc=DǍF@4#4Rc=DǍF@5#5Rc=DǍF@6#6Rc=DǍF@7#7Rc=DǍF@8#8Rc=DǍF@9#9Rc=DǍF@:#:RɆKJ@;#;RɆKJ@<#<RɆKJ@=#=RɆKJ@>#>RɆKJ@?#?RɆKJ@@#@RɆKJ@A#ARɆKJ@B#BRɆKJ@C#CRɆKJ@DCCb LLLLDRɆKJ@ECERɆKJ@FCFRɆKJ@GCGRɆKJ@HCHRɆKJ@ICIRɆKJ@JCJRɆKJ@KCKRɆKJ@LCLRɆKJ@MCMRɆKJ@NCNRɆKJ@OCORɆKJ@PCPRɆKJ@QCQRɆKJ@RCRRɆKJ@SCSRɆKJ@TCTRɆKJ@UCURɆKJ@VCVR8>K@WCWR8>K@XCXR8>K@YCYR8>K@ZCZR8>K@[C[R8>K@\C\R8>K@]C]R8>K@^C^R8>K@_C_R8>K@`C`R8>K@aCaR8>K@bCbR8>K@cCcR8>K@dccyLLLLdR8>K@eceR8>K@fcfR8>K@gcgR8>K@hchR8>K@iciR8>K@jcjR8>K@kckR8>K@lclR8>K@mcmR8>K@ncnR8>K@ocoR8>K@pcpR8>K@qcqR8>K@rcrR}`pL@scsR}`pL@tctR}`pL@ucuR}`pL@vcvR}`pL@wcwR}`pL@xcxR}`pL@ycyR}`pL@ -c PPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPPy4 B,Accumulated profit per CL customer best case y GMonths G G?G@G@G@G@G@G@G @G"@G$@G&@G(@G*@G,@G.@G0@G1@G2@G3@G4@G5@G6@G7@G8@G9@G:@G;@G<@G=@G>@G?@G@@G@@GA@GA@GB@GB@GC@GC@GD@GD@GE@GE@GF@GF@GG@GG@GH@GH@GI@GI@GJ@GJ@GK@GK@GL@GL@GM@GM@GN@GN@GO@GO@GP@G@P@GP@GP@GQ@G@Q@GQ@GQ@GR@G@R@GR@GR@GS@G@S@GS@GS@GT@G@T@GT@GT@GU@G@U@GU@GU@GV@G@V@GV@GV@GW@G@W@GW@GW@GX@G@X@GX@GX@GY@G@Y@GY@GY@GZ@G@Z@GZ@GZ@G[@G@[@G[@G[@G\@G@\@G\@G\@G]@G@]@G]@G]@G^@y+ H#average monthly contribution: Specs G f?6@yD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B f yD C Dr$A' :$?D  A' :Q "B f yD C Dr$A' :$?D  A' :Q "B f yD C Dr$A' :$?D  A' :Q "B f yD C Dr$A' :$?D  A' :Q "B f yD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B f :yD C Dr$A' :$?D  A' :Q "B fyD C Dr$A' :$?D  A' :Q "B f yD C Dr$A' :$?D  A' :Q "B !f!yD !C Dr$A' :$?D ! A' :Q "B "f"yD "C Dr$A' :$?D " A' :Q "B #f#yD #C Dr$A' :$?D # A' :Q "B $f$yD $C Dr$A' :$?D $ A' :Q "B %f%yD %C Dr$A' :$?D % A' :Q "B &f?6@ JyD &C Dr$A' :$?D & A' :Q "B 'f'yD 'C Dr$A' :$?D ' A' :Q "B (f(yD (C Dr$A' :$?D ( A' :Q "B )f)yD )C Dr$A' :$?D ) A' :Q "B *f*yD *C Dr$A' :$?D * A' :Q "B +f+yD +C Dr$A' :$?D + A' :Q "B ,f,yD ,C Dr$A' :$?D , A' :Q "B -f-yD -C Dr$A' :$?D - A' :Q "B .f ZyD .C Dr$A' :$?D . A' :Q "B /f/yD /C Dr$A' :$?D / A' :Q "B 0f0yD 0C Dr$A' :$?D 0 A' :Q "B 1f1yD 1C Dr$A' :$?D 1 A' :Q "B 2f2yD 2C Dr$A' :$?D 2 A' :Q "B 3f3yD 3C Dr$A' :$?D 3 A' :Q "B 4f4yD 4C Dr$A' :$?D 4 A' :Q "B 5f5yD 5C Dr$A' :$?D 5 A' :Q "B 6f6yD 6C Dr$A' :$?D 6 A' :Q "B 7f7yD 7C Dr$A' :$?D 7 A' :Q "B 8f8yD 8C Dr$A' :$?D 8 A' :Q "B 9f9yD 9C Dr$A' :$?D 9 A' :Q "B :f VyD :C Dr$A' :$?D : A' :Q "B ;f;yD ;C Dr$A' :$?D ; A' :Q "B <ff>yD >C Dr$A' :$?D > A' :Q "B ?f?yD ?C Dr$A' :$?D ? A' :Q "B @f@yD @C Dr$A' :$?D @ A' :Q "B AfAyD AC Dr$A' :$?D A A' :Q "B BfByD BC Dr$A' :$?D B A' :Q "B CfCyD CC Dr$A' :$?D C A' :Q "B DfDyD DC Dr$A' :$?D D A' :Q "B EfEyD EC Dr$A' :$?D E A' :Q "B FfFyD FC Dr$A' :$?D F A' :Q "B GfGyD GC Dr$A' :$?D G A' :Q "B HfHyD HC Dr$A' :$?D H A' :Q "B IfIyD IC Dr$A' :$?D I A' :Q "B Jf?6@ nyD JC Dr$A' :$?D J A' :Q "B KfKyD KC Dr$A' :$?D K A' :Q "B LfLyD LC Dr$A' :$?D L A' :Q "B MfMyD MC Dr$A' :$?D M A' :Q "B NfNyD NC Dr$A' :$?D N A' :Q "B OfOyD OC Dr$A' :$?D O A' :Q "B PfPyD PC Dr$A' :$?D P A' :Q "B QfQyD QC Dr$A' :$?D Q A' :Q "B RfRyD RC Dr$A' :$?D R A' :Q "B SfSyD SC Dr$A' :$?D S A' :Q "B TfTyD TC Dr$A' :$?D T A' :Q "B UfUyD UC Dr$A' :$?D U A' :Q "B Vf ryD VC Dr$A' :$?D V A' :Q "B WfWyD WC Dr$A' :$?D W A' :Q "B XfXyD XC Dr$A' :$?D X A' :Q "B YfYyD YC Dr$A' :$?D Y A' :Q "B ZfYyD ZC Dr$A' :$?D Z A' :Q "B [f[yD [C Dr$A' :$?D [ A' :Q "B \f\yD \C Dr$A' :$?D \ A' :Q "B ]f]yD ]C Dr$A' :$?D ] A' :Q "B ^f^yD ^C Dr$A' :$?D ^ A' :Q "B _f_yD _C Dr$A' :$?D _ A' :Q "B `f`yD `C Dr$A' :$?D ` A' :Q "B afayD aC Dr$A' :$?D a A' :Q "B bfbyD bC Dr$A' :$?D b A' :Q "B cfcyD cC Dr$A' :$?D c A' :Q "B dfdyD dC Dr$A' :$?D d A' :Q "B efeyD eC Dr$A' :$?D e A' :Q "B fffyD fC Dr$A' :$?D f A' :Q "B gfgyD gC Dr$A' :$?D g A' :Q "B hfhyD hC Dr$A' :$?D h A' :Q "B ifiyD iC Dr$A' :$?D i A' :Q "B jfjyD jC Dr$A' :$?D j A' :Q "B kfkyD kC Dr$A' :$?D k A' :Q "B lflyD lC Dr$A' :$?D l A' :Q "B mfmyD mC Dr$A' :$?D m A' :Q "B nf?6@IyD nC Dr$A' :$?D n A' :Q "B ofoyD oC Dr$A' :$?D o A' :Q "B pfpyD pC Dr$A' :$?D p A' :Q "B qfqyD qC Dr$A' :$?D q A' :Q "B rf9yD rC Dr$A' :$?D r A' :Q "B sfsyD sC Dr$A' :$?D s A' :Q "B tftyD tC Dr$A' :$?D t A' :Q "B ufuyD uC Dr$A' :$?D u A' :Q "B vfvyD vC Dr$A' :$?D v A' :Q "B wfwyD wC Dr$A' :$?D w A' :Q "B xfxyD xC Dr$A' :$?D x A' :Q "B yfyyD yC Dr$A' :$?D y A' :Q "B( H average monthly contribution: CL H( JDJh#@Z] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] f7D%GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] f7D% &GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ !GD  A' ::.B] !fp= ף0#@ "GD ! A' ::.B] "fp= ף0#@ #GD " A' ::.B] #fp= ף0#@ $GD # A' ::.B] $fp= ף0#@ %GD $ A' ::.B] %fp= ף0#@ 'GD % A' ::.B] &f7D% 2GD & A' ::.B] 'fp= ף0#@ (GD ' A' ::.B] (fp= ף0#@ )GD ( A' ::.B] )fp= ף0#@ *GD ) A' ::.B] *fp= ף0#@ +GD * A' ::.B] +fp= ף0#@ ,GD + A' ::.B] ,fp= ף0#@ -GD , A' ::.B] -fp= ף0#@ .GD - A' ::.B] .fp= ף0#@ /GD . A' ::.B] /fp= ף0#@ 0GD / A' ::.B] 0fp= ף0#@ 1GD 0 A' ::.B] 1fp= ף0#@ 3GD 1 A' ::.B] 2f7D% >GD 2 A' ::.B] 3fp= ף0#@ 4GD 3 A' ::.B] 4fp= ף0#@ 5GD 4 A' ::.B] 5fp= ף0#@ 6GD 5 A' ::.B] 6fp= ף0#@ 7GD 6 A' ::.B] 7fp= ף0#@ 8GD 7 A' ::.B] 8fp= ף0#@ 9GD 8 A' ::.B] 9fp= ף0#@ :GD 9 A' ::.B] :fp= ף0#@ ;GD : A' ::.B] ;fp= ף0#@ f7D% JGD > A' ::.B] ?fp= ף0#@ @GD ? A' ::.B] @fp= ף0#@ AGD @ A' ::.B] Afp= ף0#@ BGD A A' ::.B] Bfp= ף0#@ CGD B A' ::.B] Cfp= ף0#@ DGD C A' ::.B] Dfp= ף0#@ EGD D A' ::.B] Efp= ף0#@ FGD E A' ::.B] Ffp= ף0#@ GGD F A' ::.B] Gfp= ף0#@ HGD G A' ::.B] Hfp= ף0#@ IGD H A' ::.B] Ifp= ף0#@ KGD I A' ::.B] Jf7D% VGD J A' ::.B] Kfp= ף0#@ LGD K A' ::.B] Lfp= ף0#@ MGD L A' ::.B] Mfp= ף0#@ NGD M A' ::.B] Nfp= ף0#@ OGD N A' ::.B] Ofp= ף0#@ PGD O A' ::.B] Pfp= ף0#@ QGD P A' ::.B] Qfp= ף0#@ RGD Q A' ::.B] Rfp= ף0#@ SGD R A' ::.B] Sfp= ף0#@ TGD S A' ::.B] Tfp= ף0#@ UGD T A' ::.B] Ufp= ף0#@ WGD U A' ::.B] Vf7D% bGD V A' ::.B] Wfp= ף0#@ XGD W A' ::.B] Xfp= ף0#@ YGD X A' ::.B] Yfp= ף0#@ ZGD Y A' ::.B] Zfp= ף0#@ [GD Z A' ::.B] [fp= ף0#@ \GD [ A' ::.B] \fp= ף0#@ ]GD \ A' ::.B] ]fp= ף0#@ ^GD ] A' ::.B] ^fp= ף0#@ _GD ^ A' ::.B] _fp= ף0#@ `GD _ A' ::.B] `fp= ף0#@ aGD ` A' ::.B] afp= ף0#@ cGD a A' ::.B] bf7D% nGD b A' ::.B] cfp= ף0#@ dGD c A' ::.B] dfp= ף0#@ eGD d A' ::.B] efp= ף0#@ fGD e A' ::.B] ffp= ף0#@ gGD f A' ::.B] gfp= ף0#@ hGD g A' ::.B] hfp= ף0#@ iGD h A' ::.B] ifp= ף0#@ jGD i A' ::.B] jfp= ף0#@ kGD j A' ::.B] kfp= ף0#@ lGD k A' ::.B] lfp= ף0#@ mGD l A' ::.B] mfp= ף0#@ oGD m A' ::.B] nf7D%2GD n A' ::.B] ofp= ף0#@ pGD o A' ::.B] pfp= ף0#@ qGD p A' ::.B] qfp= ף0#@ rGD q A' ::.B] rfp= ף0#@ sGD r A' ::.B] sfp= ף0#@ tGD s A' ::.B] tfp= ף0#@ uGD t A' ::.B] ufp= ף0#@ vGD u A' ::.B] vfp= ף0#@ wGD v A' ::.B] wfp= ף0#@ xGD w A' ::.B] xfp= ף0#@/GD x A' ::.B] yfp= ף0#@ &GD y A' ::.BUUUUUUUUUUUUVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVy5B-Accumulated profit per CL customer worst caseUUUUUUUUUUUUVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVVyGMonthsHG?G@G@G@G@G@G@G @G"@G$@G&@G(@G*@G,@G.@G0@G1@G2@G3@G4@G5@G6@G7@G8@G9@G:@G;@G<@G=@G>@G?@G@@G@@GA@GA@GB@GB@GC@GC@GD@GD@GE@GE@GF@GF@GG@GG@GH@GH@GI@GI@GJ@GJ@GK@GK@GL@GL@GM@GM@GN@GN@GO@GO@GP@G@P@GP@GP@GQ@G@Q@GQ@GQ@GR@G@R@GR@GR@GS@G@S@GS@GS@GT@G@T@GT@GT@GU@G@U@GU@GU@GV@G@V@GV@GV@GW@G@W@GW@GW@GX@G@X@GX@GX@GY@G@Y@GY@GY@GZ@G@Z@GZ@GZ@G[@G@[@G[@G[@G\@G@\@G\@G\@G]@G@]@G]@G]@G^@y+H#average monthly contribution: SpecsJf DC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "Bf DC Dr$C Dr$A' :0?D A' :] "B f D C Dr$C Dr$A' :0?D  A' :] "B f D C Dr$C Dr$A' :0?D  A' :] "B f D C Dr$C Dr$A' :0?D  A' :] "B f D C Dr$C Dr$A' :0?D  A' :] "B fD C Dr$C Dr$A' :0?D  A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "Bf DC Dr$C Dr$A' :0?D A' :] "Bf&DC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "BfDC Dr$C Dr$A' :0?D A' :] "Bf DC Dr$C Dr$A' :0?D A' :] "Bf DC Dr$C Dr$A' :0?D A' :] "Bf]DC Dr$C Dr$A' :0?D A' :] "B f!D C Dr$C Dr$A' :0?D  A' :] "B!f"D!C Dr$C Dr$A' :0?D! A' :] "B"f#D"C Dr$C Dr$A' :0?D" A' :] "B#f$D#C Dr$C Dr$A' :0?D# A' :] "B$f'D$C Dr$C Dr$A' :0?D$ A' :] "B%f?6@ %D%C Dr$C Dr$A' :0?D% A' :] "B&f2D&C Dr$C Dr$A' :0?D& A' :] "B'f(D'C Dr$C Dr$A' :0?D' A' :] "B(f*D(C Dr$C Dr$A' :0?D( A' :] "B)fD)C Dr$C Dr$A' :0?D) A' :] "B*f+D*C Dr$C Dr$A' :0?D* A' :] "B+f,D+C Dr$C Dr$A' :0?D+ A' :] "B,f.D,C Dr$C Dr$A' :0?D, A' :] "B-fD-C Dr$C Dr$A' :0?D- A' :] "B.f0D.C Dr$C Dr$A' :0?D. A' :] "B/f1D/C Dr$C Dr$A' :0?D/ A' :] "B0f3D0C Dr$C Dr$A' :0?D0 A' :] "B1faD1C Dr$C Dr$A' :0?D1 A' :] "B2f>D2C Dr$C Dr$A' :0?D2 A' :] "B3f4D3C Dr$C Dr$A' :0?D3 A' :] "B4f5D4C Dr$C Dr$A' :0?D4 A' :] "B5f6D5C Dr$C Dr$A' :0?D5 A' :] "B6f7D6C Dr$C Dr$A' :0?D6 A' :] "B7f8D7C Dr$C Dr$A' :0?D7 A' :] "B8f:D8C Dr$C Dr$A' :0?D8 A' :] "B9fUD9C Dr$C Dr$A' :0?D9 A' :] "B:f;D:C Dr$C Dr$A' :0?D: A' :] "B;f<D;C Dr$C Dr$A' :0?D; A' :] "B<f?DfJD>C Dr$C Dr$A' :0?D> A' :] "B?f@D?C Dr$C Dr$A' :0?D? A' :] "B@fAD@C Dr$C Dr$A' :0?D@ A' :] "BAfBDAC Dr$C Dr$A' :0?DA A' :] "BBfCDBC Dr$C Dr$A' :0?DB A' :] "BCfDDCC Dr$C Dr$A' :0?DC A' :] "BDfEDDC Dr$C Dr$A' :0?DD A' :] "BEfFDEC Dr$C Dr$A' :0?DE A' :] "BFfGDFC Dr$C Dr$A' :0?DF A' :] "BGfHDGC Dr$C Dr$A' :0?DG A' :] "BHfKDHC Dr$C Dr$A' :0?DH A' :] "BIf?6@mDIC Dr$C Dr$A' :0?DI A' :] "BJfVDJC Dr$C Dr$A' :0?DJ A' :] "BKfLDKC Dr$C Dr$A' :0?DK A' :] "BLfMDLC Dr$C Dr$A' :0?DL A' :] "BMfNDMC Dr$C Dr$A' :0?DM A' :] "BNfODNC Dr$C Dr$A' :0?DN A' :] "BOfPDOC Dr$C Dr$A' :0?DO A' :] "BPfRDPC Dr$C Dr$A' :0?DP A' :] "BQf)DQC Dr$C Dr$A' :0?DQ A' :] "BRfSDRC Dr$C Dr$A' :0?DR A' :] "BSfTDSC Dr$C Dr$A' :0?DS A' :] "BTfWDTC Dr$C Dr$A' :0?DT A' :] "BUfqDUC Dr$C Dr$A' :0?DU A' :] "BVfbDVC Dr$C Dr$A' :0?DV A' :] "BWfXDWC Dr$C Dr$A' :0?DW A' :] "BXfZDXC Dr$C Dr$A' :0?DX A' :] "BYf-DYC Dr$C Dr$A' :0?DY A' :] "BZf\DZC Dr$C Dr$A' :0?DZ A' :] "B[fD[C Dr$C Dr$A' :0?D[ A' :] "B\f^D\C Dr$C Dr$A' :0?D\ A' :] "B]f/D]C Dr$C Dr$A' :0?D] A' :] "B^f_D^C Dr$C Dr$A' :0?D^ A' :] "B_f`D_C Dr$C Dr$A' :0?D_ A' :] "B`fcD`C Dr$C Dr$A' :0?D` A' :] "BafyDaC Dr$C Dr$A' :0?Da A' :] "BbfnDbC Dr$C Dr$A' :0?Db A' :] "BcfdDcC Dr$C Dr$A' :0?Dc A' :] "BdfeDdC Dr$C Dr$A' :0?Dd A' :] "BeffDeC Dr$C Dr$A' :0?De A' :] "BffgDfC Dr$C Dr$A' :0?Df A' :] "BgfhDgC Dr$C Dr$A' :0?Dg A' :] "BhfiDhC Dr$C Dr$A' :0?Dh A' :] "BifjDiC Dr$C Dr$A' :0?Di A' :] "BjfkDjC Dr$C Dr$A' :0?Dj A' :] "BkflDkC Dr$C Dr$A' :0?Dk A' :] "BlfoDlC Dr$C Dr$A' :0?Dl A' :] "Bmf?6@DmC Dr$C Dr$A' :0?Dm A' :] "BnfDnC Dr$C Dr$A' :0?Dn A' :] "BofpDoC Dr$C Dr$A' :0?Do A' :] "BpfrDpC Dr$C Dr$A' :0?Dp A' :] "BqfDqC Dr$C Dr$A' :0?Dq A' :] "BrfsDrC Dr$C Dr$A' :0?Dr A' :] "BsftDsC Dr$C Dr$A' :0?Ds A' :] "BtfuDtC Dr$C Dr$A' :0?Dt A' :] "BufvDuC Dr$C Dr$A' :0?Du A' :] "BvfwDvC Dr$C Dr$A' :0?Dv A' :] "BwfxDwC Dr$C Dr$A' :0?Dw A' :] "BxfQDxC Dr$C Dr$A' :0?Dx A' :] "ByfDyC Dr$C Dr$A' :0?Dy A' :] "B(H average monthly contribution: CLH(JDJh#@!Z]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@ GD A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@ GD  A' ::.B] fp= ף0#@GD  A' ::.B]f7D%GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]f7D%&GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@GD A' ::.B]fp= ף0#@ GD A' ::.B] fp= ף0#@!GD  A' ::.B]!fp= ף0#@"GD! A' ::.B]"fp= ף0#@#GD" A' ::.B]#fp= ף0#@$GD# A' ::.B]$fp= ף0#@%GD$ A' ::.B]%fp= ף0#@'GD% A' ::.B]&f7D% GD& A' ::.B]'fp= ף0#@(GD' A' ::.B](fp= ף0#@)GD( A' ::.B])fp= ף0#@*GD) A' ::.B]*fp= ף0#@+GD* A' ::.B]+fp= ף0#@,GD+ A' ::.B],fp= ף0#@-GD, A' ::.B]-fp= ף0#@.GD- A' ::.B].fp= ף0#@ GD. A' ::.B]/fp= ף0#@0GD/ A' ::.B]0fp= ף0#@1GD0 A' ::.B]1fp= ף0#@3GD1 A' ::.B]2f7D%>GD2 A' ::.B]3fp= ף0#@4GD3 A' ::.B]4fp= ף0#@5GD4 A' ::.B]5fp= ף0#@6GD5 A' ::.B]6fp= ף0#@7GD6 A' ::.B]7fp= ף0#@8GD7 A' ::.B]8fp= ף0#@9GD8 A' ::.B]9fp= ף0#@:GD9 A' ::.B]:fp= ף0#@;GD: A' ::.B];fp= ף0#@f7D%JGD> A' ::.B]?fp= ף0#@@GD? A' ::.B]@fp= ף0#@AGD@ A' ::.B]Afp= ף0#@BGDA A' ::.B]Bfp= ף0#@CGDB A' ::.B]Cfp= ף0#@DGDC A' ::.B]Dfp= ף0#@EGDD A' ::.B]Efp= ף0#@FGDE A' ::.B]Ffp= ף0#@GGDF A' ::.B]Gfp= ף0#@HGDG A' ::.B]Hfp= ף0#@IGDH A' ::.B]Ifp= ף0#@KGDI A' ::.B]Jf7D%VGDJ A' ::.B]Kfp= ף0#@LGDK A' ::.B]Lfp= ף0#@MGDL A' ::.B]Mfp= ף0#@NGDM A' ::.B]Nfp= ף0#@OGDN A' ::.B]Ofp= ף0#@PGDO A' ::.B]Pfp= ף0#@QGDP A' ::.B]Qfp= ף0#@RGDQ A' ::.B]Rfp= ף0#@SGDR A' ::.B]Sfp= ף0#@TGDS A' ::.B]Tfp= ף0#@UGDT A' ::.B]Ufp= ף0#@WGDU A' ::.B]Vf7D%bGDV A' ::.B]Wfp= ף0#@XGDW A' ::.B]Xfp= ף0#@YGDX A' ::.B]Yfp= ף0#@ZGDY A' ::.B]Zfp= ף0#@[GDZ A' ::.B][fp= ף0#@\GD[ A' ::.B]\fp= ף0#@]GD\ A' ::.B]]fp= ף0#@^GD] A' ::.B]^fp= ף0#@_GD^ A' ::.B]_fp= ף0#@`GD_ A' ::.B]`fp= ף0#@aGD` A' ::.B]afp= ף0#@cGDa A' ::.B]bf7D%nGDb A' ::.B]cfp= ף0#@dGDc A' ::.B]dfp= ף0#@eGDd A' ::.B]efp= ף0#@fGDe A' ::.B]ffp= ף0#@gGDf A' ::.B]gfp= ף0#@hGDg A' ::.B]hfp= ף0#@iGDh A' ::.B]ifp= ף0#@jGDi A' ::.B]jfp= ף0#@kGDj A' ::.B]kfp= ף0#@lGDk A' ::.B]lfp= ף0#@mGDl A' ::.B]mfp= ף0#@oGDm A' ::.B]nf7D% GDn A' ::.B]ofp= ף0#@pGDo A' ::.B]pfp= ף0#@qGDp A' ::.B]qfp= ף0#@rGDq A' ::.B]rfp= ף0#@sGDr A' ::.B]sfp= ף0#@tGDs A' ::.B]tfp= ף0#@uGDt A' ::.B]ufp= ף0#@vGDu A' ::.B]vfp= ף0#@wGDv A' ::.B]wfp= ף0#@xGDw A' ::.B]xfp= ף0#@yGDx A' ::.B]yfp= ף0#@ yGDy A' ::.BXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXy+Y#CL custom. retention rate (overall)%M?C$L?! DL L.i?L0?LhR$C?L vǴ?L$7(?L%? L$'?  LΦ?  L螛?  L?  L03? L?Ln% ?L*&X?L 6?L??LxJS?LWfѷ?L⏹y?L(f?LS?LGxA?LH?L|Gz?LDۋI?LĈy?Lb}h^?L?LUc? LNF_Q? !L$?!"LS+Q-?"""A DL #LR?#"$L8:?$"%LfA+?%"&LMb?&"'L6| ?'"(L:AZ\?(")L;t?)"*L(d9Kk?*"+LÜ*?+",L ZN?,"-Lmk6?-".LSEN=?."/Lt?/"0Lo*5?0"1Lxq5Eش?1"2L0C6?2"3LX`B??3"4L{A?4"5L cc?5"6LSU?6"7L/6JU?7"8Lyn6fr?8"9Lr?9":Lv7>D?:";Lv,?;"<LkF"?<"=Ly]?=">Lh㈵?>"?LF̕??"@L:>4?@"AL^i?A"BL59w?BBBa DL CL^;D ?CBDL^?DBEL &ێsi?EBFL?FBGL__?GBHL) #i?HBILq,?IBJL?JBKLw?KBLL.~0+*?LBMLۻ?MBNL2a[0&?NBOL0F?OBPL1?PBQLA^u?QBRLo\˔?RBSLd23b?SBTLT?TBUL"GX?UBVLN?VBWLjWY?WBXL~0?XBYL;c?YBZLMY?ZB[LOZBu?[B\Lht?\B]L7?]B^LY"?^B_LB=?_B`L7wI?`BaLIF?aBbL?0y?bbbyDL cL'F?cbdLf\Z۰?dbeL DO?ebfL {?fbgLIu?gbhLA ]*5?hbiL{h?ibjLt要?jbkLU4^*?kblL,,?lbmL,n8?mbnL& .?nboL4]m?obpL|?pbqL=cj??qbrLx.Ƒ?rbsLIA!O?sbtLgv?tbuL_3΄*?ubvLR@>?vbwL0?wbxL̅F?xbyLF?yb#YCL Drop-out rate (CL only)*%M?C $s$#YCL Retention rate (CL only)M?DL?! DL L$Zc?LHgq?L +?LpI?Lh3#,&?Lml[? L Z?  LWǨU?  Ltf?  LuiO?  L@ ? L?LяY?L/vL?L٫" ?L1\?L{Z"?LbsR?Lq7O?L^M~?Lg?L1a?L4b &?LQ?L`<΃?L+SLx?Lv??LX,?L)Q? L^? !L&~_?!"LnXn)?"""A DL #Ls'C\?#"$L8B.ý?$"%L% ?%"&LS?&"'LV8l?'"(LZK?(")L?)"*LU(߅?*"+L>&wS?+",Ls!?,"-L< ?-".LCO?."/Lȣo9?/"0Lv]?0"1LQTq+.?1"2L\m?2"3L2{?3"4L8w6?4"5L}M s?5"6L@HE?6"7L)?7"8L4?8"9Lea?9":Ldω2?:";L%yff?;"<LEh:?<"=LB?=">LjHK?>"?Lo`"??"@L??@"ALEg?A"BLY([>?BBBa DL CL ?CBDLb?DBELͧ-?EBFLt|-?FBGLUu?GBHL VN?HBIL"'?IBJLX?JBKL1?KBLLsȵ?LBMLgc?MBNL~> Rk?NBOL؊F?OBPLu-r'"?PBQL .R?QBRLsɅ?RBSL2ذ4m?SBTLFg='?TBUL ?UBVLљj?VBWLW?WBXLi?XBYLW?YBZLI?ZB[Le-K?[B\L9YG ?\B]L Ö0J?]B^Loވ?^B_L-\ҕI?_B`LrC ?`BaLoB?aBbL?L=:+?LД8?LF&?L>- ?Lǘ?LQ $?Lh?L&,%BΏ?Lɧ ?L^?  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Profits: Specs$XC‘6@D DDXC‘6@" LLLLXC‘6@XC‘6@XC‘6@XC‘6@XC‘6@  XC‘6@  XC‘6@  XC‘6@  XC‘6@  XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@XC‘6@  XC‘6@!!XC‘6@""XC‘6@##XC‘6@$##B LLLL$XC‘6@%#%XC‘6@&#&XOs;3V?@'#'XOs;3V?@(#(XOs;3V?@)#)XOs;3V?@*#*XOs;3V?@+#+XOs;3V?@,#,XOs;3V?@-#-XOs;3V?@.#.XOs;3V?@/#/XOs;3V?@0#0XOs;3V?@1#1XOs;3V?@2#2XOs;3V?@3#3XOs;3V?@4#4XOs;3V?@5#5XOs;3V?@6#6XOs;3V?@7#7XOs;3V?@8#8XOs;3V?@9#9XOs;3V?@:#:XOs;3V?@;#;XOs;3V?@<#<XOs;3V?@=#=XOs;3V?@>#>XOs;3V?@?#?XOs;3V?@@#@XOs;3V?@A#AXOs;3V?@B#BXOs;3V?@C#CXOs;3V?@DCCb LLLLDXOs;3V?@ECEXOs;3V?@FCFXOs;3V?@GCGXOs;3V?@HCHXOs;3V?@ICIXOs;3V?@JCJXTNWA@KCKXTNWA@LCLXTNWA@MCMXTNWA@NCNXTNWA@OCOXTNWA@PCPXTNWA@QCQXTNWA@RCRXTNWA@SCSXTNWA@TCTXTNWA@UCUXTNWA@VCVXTNWA@WCWXTNWA@XCXXTNWA@YCYXTNWA@ZCZXTNWA@[CTNWA@\C\XTNWA@]C]XTNWA@^C^XTNWA@_C_XTNWA@`C`XTNWA@aCaXTNWA@bCbXTNWA@cCcXTNWA@dccyLLLLdXTNWA@eceXTNWA@fcfXTNWA@gcgXTNWA@hchXTNWA@iciXTNWA@jcjXTNWA@kckXTNWA@lclXTNWA@mcmXTNWA@ncnXA@ocoXA@pcpXA@qcqXA@rcrXA@scsXA@tctXA@ucuXA@vcvXA@wcwXA@xcxXA@xcyXA@yc&discounted accum. Profits: CLs$X,@#@D DDXp"v2@" LLLLXY5Nt;@XUǴB@X5AF@X >J@XgN@  XC5P@  X7ZR@  XnT@  X݄V@  Xv»W@XW@X:_5Y@X,sZ@Xҗ0\@X+du"Zj]@X>^@X5xL._@XʷL`@XU/|/a@X²a@XYLb@X5Cb@X b@XVS'TQc@Xxc@Xt8c@d@X %Pd@X e@  X JGe@!!X2e@""X쨖Pf@##XSf@$##B LLLL$X308 g@%#%Xmɶcg@&#&X vcg@'#'X ig@(#(X;?+h@)#)X/1Rh@*#*XN+h@+#+X\ECh@,#,XS(i@-#-Xqn͕ki@.#.Xځ'i@/#/X^iPp$i@0#0XxL%&j@1#1X&W`j@2#2Xӭ_j@3#3Xjj@4#4Xhwj@5#5XO` j@6#6XvW,k@7#7Xor[k@8#8X3Yk@9#9XJYk@:#:Xt qk@;#;Xbyh/l@<#<Xu.l@=#=XOu_Tl@>#>X5GTl@?#?Xqwl@@#@Xgtڋl@A#AX"vl@B#BXEK=l@C#CXl<_l@DCCb LLLLDXCm@ECEX#v3m@FCFX |4˰Nm@GCGXRim@HCHXVfdm@ICIX+l؛m@JCJX1״m@KCKXk8Ͳm@LCLXHQm@MCMX!m@NCNX{wm@OCOX<,n@PCPXun@QCQX-n@RCRXDփ?n@SCSXQn@TCTX7an@UCUX0rn@VCVXrn@WCWXq2|7n@XCXXJFӏn@YCYXn@ZCZX n@[C[X/)n@\C\Xs^n@]C]Xi?n@^C^XR;+on@_C_Xͻn@`C`Xn@aCaX+CZ}n@bCbXu% kn@cCcX;&So@dccyLLLLdXR1=o@eceX^`o@fcfXbq$o@gcgX{,o@hchX 4o@iciXJo>\Wrp@="?\r,|11p@>"@\0o#!)Bp@?"A\VFRp@@"B\$Zفbp@ABBa LLC\3fqp@BBD\Aեp@CBE\1p@DBF\sQp@EBG\ v p@FBH\(hp@GBI\iOp@HBJ\Jp@IBK\R^q@JBL\q@KBM\lzMq@LBN\|#$q@MBO\.q@NBP\%$n8q@OBQ\ [Aq@PBR\o+Jq@QBS\$mSq@RBT\@[q@SBU\|!Wdq@TBV\pS\dq@UBW\nckq@VBX\Orq@WBY\o(yq@XBZ\ؔhnq@YB[\B~Oq@ZB\\`dY0q@[B]\D߿Ɠq@\B^\*%}q@]B_\Pcq@^B`\U5q@_Ba\36q@`Bb\;=p-q@abby LLc\|!q@bbd\wq@cbe\stq@dbf\q@ebg\`ҧHq@fbh\dooq@gbi\ϖVqq@hbj\JOq@ibk\(O q@jbl\Vq@kbm\!q@lbn\ q@mbo\׉q@nbp\,?q@obq\V2q@pbr\!q@qbs\ Rq@rbt\Sq@sbu\BC]u.r@tbv\NΧr@ubw\Z[(r@vbx\JYr@wby\Уa r@bUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUyB Worst CaseUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUyD?l5E\iD4!Ey-3Jy-dPUhA?& zF!zF"zF$z(  discounted accum. Profits: Specs$ U DDD U   " LLLL U   U   U   U   U   U   U   U   U   U   U   U   U   U   U   U   U   U   U   U   U=  U   U   U   U   U   U   U   U !  !U "  "U #  #U $ # #B LLLL $U . # %U+U!!@ & # &U+U!!@ ' # 'U+U!!@ ( # (U+U!!@ ) # )U+U!!@ * # *U+U!!@ + # +U+U!!@ , # ,U+U!!@!% # -U+U!!@ . # .U+U!!@". # /U+U!!@ 0 # 0U+U!!@ 1 # 1U+U!!@ 2 # 2U+U!!@ 3 # 3U+U!!@ 4 # 4U+U!!@ 5 # 5U+U!!@ 6 # 6U+U!!@ 7 # 7U+U!!@ 8 # 8U+U!!@ 9 # 9U+U!!@ : # :U+U!!@ ; # ;U+U!!@ < # <U+U!!@ = # =U+U!!@ > # >U+U!!@ ? # ?U+U!!@ @ # @U+U!!@ A # AU+U!!@ B # BU+U!!@ C # CU+U!!@ D C Cb LLLL DU+U!!@ E C EU+U!!@ F C FU+U!!@ G C GU+U!!@ H C HU+U!!@ I C IUE(@ J C JUE(@ K C KUE(@ L C LUE(@ M C MUE(@ N C NUE(@ O C OUE(@ P C PUE(@ Q C QUE(@ R C RUE(@ S C SUE(@ T C TUE(@ U C UUE(@ V C VUE(@ W C WUE(@ X C XUE(@ Y C YUE(@ Z C ZUE(@ [ C [UE(@ \ C \UE(@ ] C ]UE(@ ^ C ^UE(@ _ C _UE(@ ` C `UE(@ a C aUE(@ b C bUE(@ c C cUE(@ d c cyLLLL dUE(@ e c eUE(@ f c fUE(@ g c gUE(@ h c hUE(@ i c iUE(@ j c jUE(@ k c kUE(@ l c lUE(@ m c mUpg+@ n c nUpg+@ o c oUpg+@ p c pUpg+@ q c qUpg+@ r c rUpg+@ s c sUpg+@ t c tUpg+@ u c uUpg+@ v c vUpg+@ w c wUpg+@ x c xUpg+@ y c yUpg+@"y c&!discounted accum. Profits: CLs$!U,@#@!DDD!Up"v2@!!!!" LLLL!UY5Nt;@!!!UUǴB@!!!U5AF@!!!U >J@!!!UgN@! !! UC5P@! !! U7ZR@! !! UnT@! !! U݄V@! !! Uv»W@!!!UW@!!!U:_5Y@!!!U,sZ@!!!Uҗ0\@!!!U+du"Zj]@!!!U>^@!!!U5xL._@!!!UʷL`@!!!UU/|/a@!!!U²a@!!!UYLb@!!!U5Cb@"!!U b@"!!UVS'TQc@"!!Uxc@"!!Ut8c@d@!!!U %Pd@!!!U e@! !! U JGe@!!!!!U2e@!"!!"U쨖Pf@!#!!#USf@!$!#!!#B LLLL!$U308 g@"$!#!%Umɶcg@!&!#!&U vcg@!'!#!'U ig@!(!#!(U;?+h@!)!#!)U/1Rh@!*!#!*UN+h@!+!#!+U\ECh@!,!#!,US(i@",!#!-Uqn͕ki@!.!#!.Uځ'i@!/!#!/U^iPp$i@!0!#!0UxL%&j@!1!#!1U&W`j@!2!#!2Uӭ_j@!3!#!3Ujj@!4!#!4Uhwj@!5!#!5UO` j@!6!#!6UvW,k@!7!#!7Uor[k@!8!#!8U3Yk@!9!#!9UJYk@!:!#!:Ut qk@!;!#!;Ubyh/l@!<!#!<Uu.l@!=!#!=UOu_Tl@!>!#!>U5GTl@!?!#!?Uqwl@!@!#!@Ugtڋl@!A!#!AU"vl@!B!#!BUEK=l@!C!#!CUl<_l@!D!C!!Cb LLLL!DUCm@!E!C!EU#v3m@!F!C!FU |4˰Nm@!G!C!GURim@!H!C!HUVfdm@!I!C!IU+l؛m@!J!C!JU1״m@!K!C!KUk8Ͳm@!L!C!LUHQm@!M!C!MU!m@!N!C!NU{wm@!O!C!OU<,n@!P!C!PUun@!Q!C!QU-n@!R!C!RUDփ?n@!S!C!SUQn@!T!C!TU7an@!U!C!UU0rn@!V!C!VUrn@!W!C!WUq2|7n@!X!C!XUJFӏn@!Y!C!YUn@!Z!C!ZU n@![!C![U/)n@!\!C!\Us^n@!]!C!]Ui?n@!^!C!^UR;+on@!_!C!_Uͻn@!`!C!`Un@!a!C!aU+CZ}n@!b!C!bUu% kn@!c!C!cU;&So@!d!c!!cyLLLL!dUR1=o@!e!c!eU^`o@!f!c!fUbq$o@!g!c!gU{,o@!h!c!hU 4o@!i!c!iUJoJ@"""\gN@" "" \C5P@" "" \7ZR@" "" \nT@" "" \݄V@""" \v»W@""\W@"""\:_5Y@"""\,sZ@"""\җ0\@"""\+du"Zj]@"""\>^@"""\5xL._@"""\ʷL`@"""\U/|/a@"""\²a@"""\YLb@%""\5Cb@!""\ b@!""\VS'TQc@!""\xc@!""\t8c@d@"""\ %Pd@"""\ e@""" \ JGe@"""!\2e@" """\쨖Pf@"!"""""A LL"#\Sf@"""""$\308 g@"#"""%\rxȁh@!-"""&\U|0h@"%"""'\dih@"&"""(\=#i@"'""")\/5Jpi@"("""*\ $>i@")"""+\ߠj@"*""",\|/Fj@"+"""-\I槉j@ """.\\6? j@"-"""/\ĵ6k@y"""0\7Dk@"/"""1\~#~k@"0"""2\}k@"1"""3\qxϯk@"2"""4\ak@"3"""5\xl@"4"""6\Ҽ0Jl@"5"""7\Kyl@"6"""8\ l@"7"""9\Q kl@"8""":\ Ѕl@"9""";\RA%m@":"""<\=Lm@";"""=\ۢqrm@"<""">\D>`0rm@"="""?\mJm@">"""@\=m@"?"""A\6~m@"@"""B\:cOm@"A"B""Ba LL"C\ĝn@"B"B"D\&u \4n@"C"B"E\,Qn@"D"B"F\יln@"E"B"G\dn@"F"B"H\n@"G"B"I\㫵'o@"H"B"J\0o'o@"I"B"K\>o@"J"B"L\)> A   " _ %BX\  dMbP?_*+%,&LConfidentialMiLexmark Z52 at homes who drop o` 4dXXth the practice as spec wearers D Lexmark Z52 Series ColorFineLPT1:LPT1: " dXX?? AssumptionLTV calculationsPractice modelPower user inputsU} U.^er} qer} er} Uer} er} Uer} q^er}  U^er}  ^er %  CCC    C CCCCResource Constraints(D Hours available to serve clients)|!Hours actually spent with clients|% direct utilisation"|Cost of Staff Time (/min)D^ Optometrista@KZ ZZ&Z9 $1 0 @D!D <REQE? DD(<?Z^^Opticiana@KZ ZZ&Z9 $m۶mۂ@D"D<o5? DD()3J?Z^^Assistant to Opticianae@KZ ZZ&Z9 $TUUUUU7@D#D<i6bP? DD()3J?Z^"Specs Only: Purchase Year Sells specs Fit specsEye TestTotal Time Yr1D Optometrist(>@Z!>@  %N Optician~ ;2@%Z Z~ !2@  %N Assistant to Optician!  %N %Specs Only: Non Purchase Year Sells specs Fit SpecsEye testTotal time Yr nD Optometrist !   %  Optician !  %  Assistant to Optician !  % . &Specs-only patient average time spent  Time per patient  Total time all patients D OptometristN m۶m۶)@ 8DC) ȍ$ D C)(ȍ$ * ۶m61@D C* PK$ OpticianNm۶m@8DC) ȍ$ D C)(ȍ$ *m۶@DC* PK$ Assistant to OpticianN8DC) ȍ$ D C)(ȍ$ *DC* PK$ &}CL& Specs: Specs Purchase Year Sells specs Fit specsEye TestTotal Time Yr1 }~ Optometrist(>@Z!>@ %N ~~Optician~ ;.@%Z Z~ !.@ %N ~~Assistant to Optician! %N ~*}"CL& Specs: Specs Non-Purchase Year Sells specs Fit specsEye TestTotal Time Yr1 }~ Optometrist!! %N ~~Optician!" %N ~~Assistant to Optician!# %N ~}CL& Specs: CL Year 1 Sell Specs Fit specsEye testFit CLI&R/Soln Training Total Year 1~ Optometrist(>@Z~ !>@! %~Optician$!" %~Assistant to Optician(4@Z!4@# %}CL& Specs: CL Ongoing Sell Specs Fit specsEye testFit CLI&R/Soln Training Total Ongoing~ Optometrist$! %~Optician(4@Z~ !4@ %~Assistant to Optician$! %Dl~bXUbpfcpad C!"#$> 6Specs & CL patient average time spent minutes per year Time per patient: Specs Time per patient : CLs Total time all patients }!~ OptometristN!$@8DC Dr$ DC (Dr$ `!@!JC$ZC*$Z70!ߵ@D!D!C ds$ !~"~OpticianN"@8DC Dr$ DC (Dr$ `"0@"JC$ZC*$Z70"@D"D"C ds$ "~#~Assistant to OpticianN#8DC Dr$ DC (Dr$ `#@#JC$ZC*$Z70#ߕ@D#D#C ds$ #~$bPassume all customers get I&R/Solutions training, since they still need I&R training even if they don't buy solutions from the practice =`088>> " _ "aDr(s  dMbP?_*+%,MHP DeskJet 970Csetomers get I&RXC od,,LetterR training even if they dDINU"4$r$$$$" d,,??LTV calculationsPractice modelcU}  m}  m}   m} U m}  m "@ @    @@ @  @WelcomeThe ACLM and Euromcontact are pleased to present this Optical Practice Business Model as part of our Vision of the Future project to increase the number of contact lens wearers.The Optical Practice Business Model is inspired by the findings from a study conducted in 2001 by the London Business School. The study surveyed over 750 practitioners in the U.K., France, Spain, Italy and Germany to gain insight into the profit drivers of their individual practices. The study emphasizes the importance of maximising the value of each patient rather than considering spectacle or contact lens sales as stand-alone events. It points out that most contact lens patients are regular purchasers of spectacles and concludes that the lifetime value YQof contact lens patients is significantly higher than that of spectacle patients.The Optical Practice Business Model shows how patient mix drives profits in your practice over a five-year period. You can enter detailed or general information about your practice the model skworks at both levels. Average data from the UK part of the survey have been entered for your convenience.  % Introduction - first time use[ S1. as this workbook is read-only, you must re-name the file to save your input datao g2. the existing data in the file is for example only, you should consider your own data entry carefully y3. enter your own planning data into the white cells only, the turquoise cells use formulae to calculate their own values4. experiment with the model and try entering different values to identify the most sensitive drivers of business value creation (e.g. patient loyalty)The Customer approachmeThe analysis conducted by London Business School reinforced the concept of a customer based approach.phConsidering a "CL & Specs" or a "Specs only" customer with all the associated purchases he/she can make YQreflects the market reality better than considering CL or Specs as products only.Cumulative Gross Profit DisclaimerCumulative Gross Profit consists of calculating the cumulative average net cash profit that a customer provides to an Optician 7/This model is provided in good faith to assist xby including the customer retention rate, the contact lens lapsing rate, the repurchase rate and time interval (cycle), 91analysis of Optical Practice. It cannot simulate iathe time value of money and all the other customer specific information provided by the optician..&every aspect of running your business.Profit & Loss account.&The ACLM, Euromcontact and the London g_The Profit & Loss account determines the net profit made by an Optical Practice by considering:4,Business School accept no responsibility forVN- its total patient base and the split between average CL and Specs customers.2* the consequences of any decisions made asUM- the fixed and variable costs based on information provided by the optician.$a result of using the model.Patient Life Time Value Contact ACLM:D*l]w )_s!qt]Ke !\0 (PO Box 735, Devizes, Wiltshire, SN10 3TQ!!email: secgen@aclm.org.uk!www.aclm.org.uk4]-:> )@6Y/YText 7hThe Customer approach The analysis conducted by London Business School reinforced the concept of a customer based approach, considering a "CL & Specs" or a "Specs only" customer with all the associated purchases he/she can make reflects the market reality better than considering CL or Specs as products only. 56]- 7,%- )@rY/YText 8h5 year Cash Generation 5 year Cash Generation consists of calculating the cumulative average net cash profit that a customer provides to an Optician by considering the customer retention rate, the contact lens lapsing rate, the repurchase rate and time interval (cycle), the time value of money and all the other customer specific information provided by the optician.  r]r- 7) )@Y/YText 9hProfit & Loss account The Profit & Loss account determines the net profit made by an Optical Practice by considering: - its total patient base and the split between average CL and Specs customers. - the fixed and variable costs based on information provided by the optician. \ ]d-:   )@Y /YText 11Introduction - first time use 1. as this workbook is read-only, you must save the file in your own name to save your input data 2. the existing data in the file is for example only, you should consider your own data entry carefully 3. enter your own planning data into the white cells only, the green cells use formulae to calculate their own values 4. experiment with the model and try entering different values to identify the most sensitive drivers of business value creation (e.g. patient loyalty) @ g ] oE) @Y( 8YText 11Revenue Year 0, Year n - CL revenue - Vision care revenue - Spectacles revenue - Accessories revenue - Eye test revenue Total Revenue t e T ]* E$$@]* Q..@]* $.@]  'o, )@LY /YText 61 Total Revenue - Total Cost Margin Year 0, Year n e4 L]* ) )@]* ))@]~  'o , )@ YH!YText 10Cumulative Margin Year on Year  ]n  %"%C @Y|!YText 11Cost of Capitali []* %o )@]* ) )@]* %N )@] 'o, )@7Y"YText 15Cumulative Margin Year on Year with time vlaue of moneyM d7]lE. 1C @Y0"YText 17Purchase Cycle P ]* ) .@]j .@1C @ Y\"YText 19Time Horizon E ]* ) .@] oE)z @Y(#YText 21Revenue Year 0, Year n - CL revenue - Solutions revenue - Spectacles revenue - Eye test revenue - Fees revenue Total Revenues  pu d],)3 @Y0MYText 22Cost Year 0, Year n - COGS CL - COGS solutions - COGS spectacles - Labour cost fitting - Labour cost eye test Total Costswox$F]*E$$@]*Q..@]*$.@] &- , )@WY pNYText 26 Total Revenue - Total Cost Margin Year 0, Year n- B W]*!) )@]*"))@]|#%"C %z @Y#YText 29Customer Retention Decay rate ]$ 'o , )@!YOYText 30 Cumulative Margin Year on Year !]n % %"%C @YLOYText 31 Cost of Capital _]*!& %o )@]*"' ) )@]*#( %N )@]$) 'o, )@7YOYText 35Cumulative Margin Year on Year with time value of money d7]n%+. 1C @YOYText 37 Purchase Cyclei S ]*&, ) .@]l'- .@1C @ YOYText 39 Time Horizonl H ]*(. ) .@]<)0 z  6  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