### I. Perform the following calculations using formula:

 No. Basis for calculations Total amount in AUD \$ 1 Service fee for each value added services Refer excel calculations attached along with 2 Cost for organising each V.A.S Refer excel calculations attached along with 3 Total revenue from ticket sales \$ 43,480.50 4 Commission received from space rent \$ 90,756.00 5 Sales representative’s wage \$ 81,200.00 6 Sales representative’s commission \$ 27,114.72 7 Total income \$ 367,536.50 8 Total expenses \$ 287,864.72 9 Total profit \$ 79,671.78

All other calculations required is mentioned in sales tab of excel attached along with this file

### II. Total profit, sub-totalled by each

 Trade fair Sum of Profit (AUD) Books 5444.64 Builders 3829.38 Clothing 12329.04 Computing 9510.64 Food 15143.10 Furniture 4343.52 Government 3907.72 HRM 4347.46 Manufacturing 1469.98 Sports 2671.80 Vehicles 1979.84 Wine 14694.66 Grand Total 79671.78

From the above Pivot table and pie chart it has been observed that clothing, food, wine and computing are the segments of trade fair which constitute major portion of overall profits.

#### (b)Sales Representative

 SALES representative Sum of Profit (AUD) Alex 10409.96 Chris 32007.82 Jane 11226.54 Luke 26027.46 Grand Total 79671.78

From the above Pivot table and pie chart it has been observed that Alex and Luke are the Sales representative which provides maximum contribution profits of BMEC

### III. Total hours worked, sub-totalled by each

 Trade Fair Sum of Time spent by Sales Representative (hours) Books 54.17 Builders 46.83 Clothing 205.67 Computing 175.83 Food 259.00 Furniture 88.00 Government 30.67 HRM 105.17 Manufacturing 34.67 Sports 54.50 Vehicles 32.17 Wine 266.67 Grand Total 1353.33

From the above Pivot table and pie chart it has been observed that clothing, food, wine and computing are the segments of trade fair which takes major time spent by sales representative in hours

#### (b)Sales Representative

 Sales Representative Sum of Time spent by Sales Representative (hours) Alex 221.17 Chris 522.50 Jane 216.50 Luke 393.17 Grand Total 1353.33

From the above Pivot table and pie chart it has been observed that Chris and Luke are the Sales representative which take maximum time in hours

#### I.BEMC’s five best and five worst customers by total profit

##### (a)Worst 5 customers of BMEC in terms of profits
 Worst 5 customers Customers Sum of Profit (AUD) jobsmgtco -304.16 plonk2u -205.9 Hick! -73.2 buttoneddownco -65.56 Hoolden -57.7 Grand Total -706.52

The above table and charts shows the negative profits or losses attained due to worst 5 customers of the group. BMEC should work in the direction of improving or enhancing the performance of particular customers to at least bring them to breakeven level

##### (b)Top 5 customers of BMEC in terms of profits
 Top 5 customers Customers Sum of Profit (AUD) onlyscotchco 1897.66 magazone 1816.68 bottomsup 1720.06 readit 1591.48 kerplonk 1453.02 Grand Total 8478.9

As per the above charts and pie diagrams it tabulates and present in the pictorial form the top leading profit generating customer of BMEC group. Company should sustain these customer and create further relations to increase the revenue.

#### II.BEMC’s best and worst Trade Fairs by total profit

 Trade fairs Row Labels Sum of Profit (AUD) Manufacturing 1469.98 Vehicles 1979.84 Sports 2671.80 Builders 3829.38 Government 3907.72 Furniture 4343.52 HRM 4347.46 Books 5444.64 Computing 9510.64 Clothing 12329.04 Wine 14694.66 Food 15143.10 Grand Total 79671.78

#### III.BEMC’s best and worst sales representatives by total income

 Sales representative by total income Row Labels Sum of sales representative total income Alex 16743.04 Jane 18072.96 Luke 32169.04 Chris 41329.68 Grand Total 108314.72

#### I.Should BEMC focus on any particular

(a)Customer

Although BMEC should not neglect any customers, as customers are the king pin of the market and neglecting customer will decrease the brand image of the group. Still special attention is given to the special group of customer which provides sustainable markets, are regular customers of the group. Onlyscotchco is returning customer of the group and lead the chart of top 5 customer of the group in terms of profitability.