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14-20 (Cont’d.)

Solution Exhibit 14-20A

Panel A: Customers Ranked on Customer-Level Operating Income

Customer

Operating Income

(1)

Customer

Revenue

(2)

Customer

Operating

Income

Divided

By Revenue

(3) = (1) ÷ (2)

Cumulative Customer Operating Income

(4)

Operating Income as

a % of Total

Operating Income

(5) = (4) $300

Okie Ent.

$142

$   373

 38%

$142

     47%

Wizard P.

   97

322

         30

  239

  80

Avery Group

   78

260

         30

  317

106

Software P.

   74

174

         43

  391

130

Business S.

   27

137

         20

  418

139

Grainger S.

    6

80

8

  424

141

Duran S.

    (4)

180

(2)

  420

140

Retail S.

  (15)

163

(9)

  405

135

Problem S.

  (32)

76

        (42)

  373

124

Santa Clara

 (73)

    235

        (31)

  300

100

   $300

$2,000

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