                          WIDGET BROKERS TREND STUDY

PLEASE INDICATE HOW YOU EXPECT YOUR OFFICE'S SALES FOR THE NEXT THREE MONTHS
WILL COMPARE WITH THOSE FOR THE SAME PERIOD A YEAR AGO IN EACH CATEGORY BELOW.

[CHECK ONE BOX TO THE RIGHT              SOME-    ABOUT   SOME-
   FOR EACH LINE BELOW]           MUCH   WHAT     THE     WHAT    MUCH
                                 BETTER  BETTER   SAME    WORSE   WORSE
                                    5       4       3       2       1

1A. INDUSTRIAL/CORPORATE           [ ]     [ ]     [ ]     [ ]     [ ]   -8
1B. INSTITUTIONAL                  [ ]     [ ]     [ ]     [ ]     [ ]   -9
1C. GOVERNMENT                     [ ]     [ ]     [ ]     [ ]     [ ]  -10
1D. INDIVIDUAL/OTHER               [ ]     [ ]     [ ]     [ ]     [ ]  -11


2A  PLEASE RATE THE BRANDS LISTED ON OVERALL REPUTATION FOR QUALITY USING A
    SCALE FROM 1 TO 10, WHERE 1 IS THE LOWEST RATING AND 10 THE HIGEST RATING.

2B  PLEASE RANK THE TOP THREE BRANDS FOR TOTAL VOLUME OF SALES BY YOUR OFFICE.
2C  PLEASE RANK THE TOP THREE BRANDS ON THE QUALITY OF THEIR CUSTOMER SERVICE.

               OVERALL REPUTATION       -SALES-        -SERVICE-
                  (RATE 1-10)             (RANK 1ST, 2ND, 3RD)
    [A] ALPHA       ______  - 12        ___  - 19       ___  - 26
    [B] BEST        ______  - 13        ___  - 20       ___  - 27
    [C] CRANE       ______  - 14        ___  - 21       ___  - 28
    [D] DELTA       ______  - 15        ___  - 22       ___  - 29
    [E] ENSIGN      ______  - 16        ___  - 23       ___  - 30
    [F] FIRTH       ______  - 17        ___  - 24       ___  - 31
    [G] GRAY        ______  - 18        ___  - 25       ___  - 32


2D. PLEASE WRITE IN THE LETTERS OF THE TWO BRANDS YOU PERSONALLY PREFER.

                        _____ 33-      _____ 34-

3A.  LISTED BELOW ARE SEVERAL SOURCES OF INFORMATION ON WIDGETS.  IN THE FIRST
COLUMN , PLEASE CHECK THE BOXES THAT INDICATE FROM WHICH SOURCES, IF ANY, YOU
RECEIVED INFORMATION ON WIDGETS DURING THE PAST YEAR.

3B.  IN THE SECOND COLUMN, FOR SOURCE CHECKED IN THE FIRST COLUMN, PLEASE RATE
HOW USEFUL THE INFORMATION PROVIDED WAS, ON A SCALE FROM 1 TO 5, WHERE 1 MEANS
THAT IT WAS NOT AT ALL USEFUL AND 5 MEANS THAT IT WAS VERY USEFUL.  [WRITE A
NUMBER ON EACH LINE WHERE THERE IS A CHECK IN THE FIRST COLUMN]

3C.  IN THE THIRD COLUMN, FOR EACH SOURCE CHECKED IN THE FIRST COLUMN, PLEASE
RATE HOW OFTEN YOU REFERED BACK TO IT FOR INFORMATION ON WIDGETS, ON A SCALE
FROM 1 TO 5, WHERE 1 MEANS THAT YOU NEVER REFER BACK AND 5 MEANS THAT YOU
REFER TO IT EVERY TIME YOU NEED INFORMATION.  [WRITE A NUMBER ON EACH LINE
WHERE THERE IS A CHECK IN THE FIRST COLUMN]

                         SOURCES FROM WHICH         USEFULNESS     FREQUENCY
                         RECEIVED INFORMATION       OF PROVIDED    OF USE AS
                         ON WIDGETS IN PAST YEAR    INFORMATION    REFERENCE

BROCHURES                         [ ] -35              ___ -43       ___ -51
REFERENCE MATERIALS               [ ] -36              ___ -44       ___ -52
TRADE ADVERTISING                 [ ] -37              ___ -45       ___ -53
OTHER ADVERTISING                 [ ] -38              ___ -46       ___ -54
NEWS ARTICLES                     [ ] -39              ___ -47       ___ -55
DIRECT MAIL                       [ ] -40              ___ -48       ___ -56
SALES PEOPLE                      [ ] -41              ___ -49       ___ -53
OTHER                             [ ] -42              ___ -50       ___ -58



4.  TO HELP US ANALYZE THE INFORMATION ABOVE, PLEASE PROVIDE US WITH THE
    FOLLOWING CLASSIFICATION INFORMATION ABOUT YOUR SALES OFFICE.


   A.   THE SALES OFFICE YOU WORK IN IS ...

        A FRANCHISE       [ ] 1
        A SUBSIDIARY      [ ] 2
        A BRANCH OFFICE   [ ] 3
        UNAFFILIATED      [ ] 4                                        61-


   B.   PLEASE TELL US WHERE YOUR SALES OFFICE IS LOCATED.

        CITY ______________     STATE______________                 62,63-


   C.   PLEASE TELL US HOW MANY OTHER SALES OFFICES YOUR
        FIRM OWNS IN ADDITION TO THE ONE YOU WORK IN.     _____     64,65-


   D.   WHAT PROPORTION OF YOUR WIDGET SALES ARE FOR RESALE?

        LESS THAN 10%    [ ] 1
        10% UP TO 50%    [ ] 2
        50% UP TO 75%    [ ] 3
        75% OR MORE      [ ] 4                                         66-


   E.   WHAT PROPORTION OF YOUR WIDGET SALES ARE FOR EXPORT?

        LESS THAN 10%    [ ] 1
        10% UP TO 50%    [ ] 2
        50% UP TO 75%    [ ] 3
        75% OR MORE      [ ] 4                                         67-


   F.   WHAT IS THE TOTAL ANNUAL VOLUME OF WIDGET SALES FOR YOUR OFFICE?

        LESS THAN $1 MILLION                    [ ] 1
        $1 MILLION UP TO $10 MILLION            [ ] 2
        $10 MILLION UP TO $50 MILLION           [ ] 3
        $50 MILLION OR MORE                     [ ] 4                  68-


   G.   WHAT IS YOUR POSITION IN THE COMPANY?

        PRINCIPAL/OWNER     [ ] 1
        MANAGER             [ ] 2
        SENIOR SALESPERSON  [ ] 3                                      69-


   H.   HOW ARE SALES PERSONS REWARDED FOR WIDGET SALES PERFORMANCE
        IN YOUR FIRM?

        SALARY REVIEW          [ ] 1
        COMMISSION             [ ] 2
        SPECIAL PERKS          [ ] 3
        STOCK/PROFIT SHARING   [ ] 4
        ANNUAL BONUS           [ ] 5                                   70-

