1. First Annual
WHMA Performance Benchmark
Survey Results
Presented by John Horgan

2. Background On Survey

3. WHY do a survey?
Goal of WHMA is to add value for members and this was perceived as one way to do that, as do many other organizations;
WHAT was the survey about?
Finding out more about our membership and sharing information on a confidential “no name” basis;
WHO did the survey and HOW was it done?
A committee of the WHMA Board of Directors developed the questions using SURVEY MONKEY, but Bishop and Associates independently administered and tallied the survey;
WHERE and WHEN was the survey done?
Survey was sent out in Q and results obtained July 1, See next page for details.

4. WHMA had 204 members as of the Survey date;
There are over 1100 identified wire and cable harness manufacturers in North America (1);
WHMA had 204 members as of the Survey date;
Survey response from 33 companies (16%);
The 33 responses were pretty evenly split between small (<50 EE’s), medium ( EE’s) and larger firms (>100 EE’s).
About half the respondents had one facility, and had LCC capabilities;
Almost all (85%) were ISO certified.
(1) Report T North American Cable Assembly Manufacturers (October 2013) NEW

5. SUMMARY Survey Results
Quantitative
Qualitative

6. Financial

7. Q17 How big is your company in terms of annual revenue?
WHMA Performance Benchmark
Q17 How big is your company in terms of annual revenue?
Answered: Skipped: 0
< $1 million
$1 - $10 million
$11- $25
million
$ million
$101-$1 billion
>$1 billion 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
< $1 million
6.06% 2
$1 - $10 million
36.36% 12
$11- $25 million
27.27% 9
$ million
$101-$1 billion
3.03% 1
>$1 billion
0.00%
Total 33

8. Q19 What did your sales do in 2014 relative to 2013?
WHMA Performance Benchmark
Q19 What did your sales do in 2014 relative to 2013?
Answered: Skipped: 1
Increased significantl...
Increased moderately...
Stayed the same
Decreased moderately
Decreased significantly 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
Increased significantly (>5%)
50.00% 16
Increased moderately (1-5%)
28.13% 9
Stayed the same
6.25% 2
Decreased moderately
9.38% 3
Decreased significantly
Total 32

9. Q20 What kind of growth do you expect in 2015?
WHMA Performance Benchmark
Q20 What kind of growth do you expect in 2015?
Answered: Skipped: 1
-5% - 0% % %
5 - 10%
>10% 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
-5% - 0%
9.38% 3 %
12.50% 4 %
25.00% 8
5 - 10%
18.75% 6
>10%
34.38% 11
Total 32

10. Q21 What was your approximate gross profit margin in 2014?
WHMA Performance Benchmark
Q21 What was your approximate gross profit margin in 2014?
Answered: Skipped: 2
<15%
15-20%
20-25%
25-30%
>30% 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
<15%
19.35% 6
15-20%
20-25%
16.13% 5
25-30%
>30%
25.81% 8
Total 31

11. WHMA Performance Benchmark
Q24 What was your contribution margin (sales less cost of material, direct labor only and variable overhead, divided by sales) in 2014?
Answered: Skipped: 6
<30%
30-40%
40-50%
50-60%
>60% 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
<30%
37.04% 10
30-40%
51.85% 14
40-50%
7.41% 2
50-60%
3.70% 1
>60%
0.00% 0
Total 27

12. WHMA Performance Benchmark
Q22 What was your "material margin" (sales less cost of materials only, divided by sales) in 2014?
Answered: Skipped: 5
<40%
40-50%
50-60%
60-70%
>70% 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
<40%
32.14% 9
40-50%
39.29% 11
50-60%
25.00% 7
60-70%
3.57% 1
>70%
0.00%
Total 28

13. Q23 Was 2014 better or worse than 2013 in terms of material margin?
WHMA Performance Benchmark
Q23 Was 2014 better or worse than 2013 in terms of material margin?
Answered: Skipped: 4
Better
Worse 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
Better
68.97% 20
Worse
31.03% 9
Total 29

14. Q26 What was your SG&A as a percent of sales in 2014?
WHMA Performance Benchmark
Q26 What was your SG&A as a percent of sales in 2014?
Answered: Skipped: 7
<5%
5-10%
10-15%
15-20%
>20% 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
<5%
7.69% 2
5-10%
30.77% 8
10-15%
34.62% 9
15-20%
>20%
19.23% 5
Total 26

15. Q31 What was your largest cost increase this year?
WHMA Performance Benchmark
Q31 What was your largest cost increase this year?
Answered: Skipped: 4
Material
Direct labor
Indirect labor
Utilities
Occupancy costs 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
Material
27.59% 8
Direct labor
44.83% 13
Indirect labor
24.14% 7
Utilities
0.00%
Occupancy costs
3.45% 1
Total 29

16. Q32 How much did your health insurance costs increase?
WHMA Performance Benchmark
Q32 How much did your health insurance costs increase?
Answered: Skipped: 3
0-5%
5-10%
10-20%
20-30%
>30% 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
0-5%
26.67% 8
5-10%
46.67% 14
10-20%
20.00% 6
20-30%
6.67% 2
>30%
0.00%
Total 30

17. Qualitative

18. Q11 What is the trend you see in terms of price competition?
WHMA Performance Benchmark
Q11 What is the trend you see in terms of price competition?
Answered: Skipped: 0
Increasingly competitive
About the same over the pas...
Somewhat less price competive 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
Increasingly competitive
48.48% 16
About the same over the past few years
45.45% 15
Somewhat less price competive
6.06% 2
Total 33

19. WHMA Performance Benchmark
Q14 If there was one thing you think your customers "wished you were a little better at", what would it be?
Answered: Skipped: 0
Price competitive
Quality
Flexibility (shorter lea...
Service 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
Price competitive
69.70% 23
Quality
3.03% 1
Flexibility (shorter lead times)
21.21% 7
Service
6.06% 2
Total 33

20. WHMA Performance Benchmark
Q9 Do you assess your internal quality in terms of defective parts per million (PPM), and, if so, what is your defect rate in PPM?
Answered: Skipped: 8
<1000
>5000 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
<1000
48.00% 12
40.00% 10
4.00% 1
>5000
8.00% 2
Total 25

21. WHMA Performance Benchmark
Q15 My customers and I would agree that our engineering support services to them are:
Answered: Skipped: 0
Outstanding
Excellent
Good
Fair
Poor 0%
10%
20%
30%
40%
50%
60%
70%
80%
90% 100%
Answer Choices
Responses
Outstanding
12.12% 4
Excellent
51.52% 17
Good
27.27% 9
Fair
6.06% 2
Poor
3.03% 1
Total 33

22. Thank You