Mawer Management Questionnaire

Mawer Investment Candidate Questionnaire

Thank you taking our Investment Candidate Questionnaire.

The 10 themes are seeking approximate, historical values (no future estimates). Time period applicable is an approximation of the last twelve months unless otherwise stated. If you have any questions, please do not hestiate to contact us at [email protected].

(1) Segments: How does the company (internally) segment the operations? What are the main product lines and their % contribution to revenue and gross margins?

(2) Currency: In which currencies is revenue collected (by %)? In which currencies are operating and capital expenses made (by %)? How much currency hedging?

(3) Prices: Describe recent trends/changes in the company's product mix. Describe recent trends/changes in product pricing. How are prices set?

(4) Contracts: What % revenue is contracted? What is the contract distribution by length of contract? How often are contracts renewed? How often are they cancelled prior to expiry?

(5) Costs: How does COGS breakdown into materials, labor and other (by %)? How does SG&A breakdown into direct selling, indirect selling and non sales (by %)? How does R&D break-down into new product development and existing product support/upgrading (by %)? Recent trends/changes in COGS, SG&A and R&D?

(6) Markets: List the key addressable market (AM) sizes, product penetration and the company's market share in those markets.

(7) Competition: List key competitors and other important stakeholders in your addressable markets and their market share or role.

(8) Industry Trends: Describe the key industry trends/changes affecting your products and markets.

(9) Growth: Over the past 3 years, how quickly have the addressable markets/penetration grown? If materially different than GDP growth, why?

(10) Customers / Suppliers: What are the recent trends/changes in industry customer/supplier concentration? What are the recent trends/changes in the company's own customer and supplier base?