1. Project:

2. Date/period:

3. Representative:

4. Production:

Target

Result

Product 1

Product 2

Product 3

Product...

Comments: "because of shortages of ..., we have produced ..% less of product 1 than predicted."

Action recommended: "look for alternative suppliers of ... in ... and ...."

5. Sales

Target

Result

Product 1

Product 2

Product 3

Product...

Target

Result

Local

Regional

National

Export

Sales could also be broken down by distribution channel or even distributor.

Comments: "local sales of product 1 have taken off, whilst demand for the others is far more sluggish."

Action recommended: "reorientate promotion and continue to search for a new supplier."

6. Stocks

Target

Result

Product 1

Product 2

Product 3

Product...

Comments: "we are completely out of stock of product 1, but stocks of the other products are becoming alarmingly large given our warehouse capacity."

Action recommended: "review volumes of production; if necessary, explore the possibility of renting a new warehouse."

7. Promotion and marketing

Target

1. Expenditure
2. Change distributors in ... and ...
3. Adverts in 4 specialist reviews
4. Tastings in regional supermarkets

Result

1. 65%.
2. OK in ..., still under negotiation in ...
3. Only 3.
4. Delayed until next month.

Comments: "we delayed promotion because of being out of stock of product 1 and because we wanted to shift the emphasis of our publicity to the other products."

Action recommended: "increase the promotion of products 2 & 3 by ..."

8. Technologie

Target

1. Buy a new vacuum packer.
2.

Result

2. OK?

Comments: "..."

Action recommended: "explore the possibility of a ... machine to cut the costs of product 1."

9. Personnel

Target

1. Make sure there is cover for employee X on annual leave.

Result

1. OK.

Comments:

Action recommended:

10. Profit, margins and cash flow

Target

1. Profit...

2. Cash flow

Result

1. Down ..% on what was expected: margins are much lower on product 1 due to the higher costs of raw materials.

2. Down partly for the same reason and because we paid off the loan with X Bank earlier than predicted.

Comments:

Action recommended:

11. Finance

Target

1. Renegotiate the loan with...
2. LEADER grant.

Result

1. OK.
2. Contract signed on ...

Receipt of first advance on...

Comments:

Action recommended:

12. Miscellaneous

Ideally, the summary sheet should be backed up with a predicted versus actual profit and loss account, cash flow statement and balance sheet. The actions recommended for one period become the targets for the next.