Kelsey Kehoe-Kozak
Retail Buying
Spring 2015
2
COMPANY HISTORY Ann Inc. is the parent company of Ann Taylor, LOFT, and Lou & Grey. Ann’s history dates back to 1954 when Richard Liebeskind opened the first Ann Taylor store in New Haven, Connecticut. The store featured the “Ann Taylor” which was a best-selling dress design his father gifted him for good luck. From then on Ann Taylor sought to understand and cater to her lifestyle. Always on trend, we are never trendy. We keep pace with evolving silhouettes and styles and interpret them in our our ways to best suit our customer. We offer a unique combination of fashion, work, and flattering fit. Our goal is to bring out the modern working woman’s confidence, femininity, and feeling of success. Allowing her to always put her best foot forward.
3
CATEGORY § Women’s
Jackets § Fall § Average Price: $189 § Locations: Chicago § Bolingbrook § Oakbrook §
4
CHICAGO 231 S. LaSalle St., Chicago, IL 60604
5
STORE PROFILE § Located in the
Loop near the Metra train station
§ Caters to the
working woman
§ Not located near
many other clothing stores
§ Caters to the
working woman and the commuter
6
CHICAGO CUSTOMER GENDER: Female AGE: 25-40 INCOME: $30,000 - $70,000 SOCIAL CLASS: Middle Class RACE: All HOUSEHOLD SIZE: 1-4 OCCUPATION: Creative Director, Lawyer EDUCATION: College Degree LIFESTYLE: Suburban and/or Urban, commutes for work near location, stylish and aware of trends, shops mostly for work clothes
7
ORLAND PARK 14215 S. LaGrange Rd., Orland Park, IL, 60462
8
STORE PROFILE § Located in Main
Place Mall Shopping Plaza
§ Francesca’s,
Charming Charlie, Black House White Market, Chico’s as well
§ Lunch spots and
coffee shops and nail salons
§ One stop shop for
a whole family’s needs
9
ORLAND PARK CUSTOMER GENDER: Female AGE: 30-45 INCOME: $55,000 - $75,000 SOCIAL CLASS: Upper Middle Class RACE: Predominantly Caucasian HOUSEHOLD SIZE: 3-6 OCCUPATION: Secretary, Teacher, Mid-level EDUCATION: College Degree LIFESTYLE: Suburban, working woman, family
oriented, enjoys one-stop, convenient shopping, shops for work and play
10
OAKBROOK 208 Oakbrook Center, Oakbrook, IL 60523
11
STORE PROFILE § Located in
Oakbrook Mall
§ Near Brooks
Brothers, Louis Vuitton, J. Crew, Burberry, Anthropologie
§ Easily accessible
from 3 different mall entrances
§ Close to a
number of restaurants
12
OAKBROOK CUSTOMER GENDER: Female AGE: 25-45 INCOME: $35,000 - $75,000 SOCIAL CLASS: Upper Middle Class RACE: All HOUSEHOLD SIZE: 2-6 OCCUPATION: Mid-level professional EDUCATION: College Degree LIFESTYLE: Suburban, values quality and name
brands, loves day long shopping outings, always wants to look her best, shops for work and play
13
BUYING JUSTIFICATIONS § Based on size and wide
variety of foot traffic in Oakbrook, I will buy more styles and sizes for this location
§ Oakbrook will have the most
merchandise based on size of store and variety of customers
• Based on Loop customer,
more business wear will be bought for this location
• Based on Orland Park
customer, more casual wear will bought for this location
14
6 MONTH BUYING PLAN
15 Aug Sept Oct Nov Dec Jan Total Actual Markdown 157.2 185.0 260.0 275.1 346.5 256.8 1480.6 $246.4 31.2% $76.1 $98.5 $124.2 $194.8 $204.6 $92.1 $790.3 Sales Change -‐1.7% 9.6% 12.5% 15.7% 24.6% 25.9% 11.7% 100.0% $36.9 $25.2 $19.1 $45.8 $77.1 $42.3 $246.4 Average Stock 15.0% 10.2% 7.8% 18.6% 31.3% 17.2% 100.0% 140.8 198.7 158.4 312.0 192.0 77.5 1079.4 PLN ACT $240.1 185.0 260.0 275.1 346.5 256.8 199.9 1523.3 Turnover PLN ACT 3.29 Future Sales Feb Mar April WOS/STS 77.1 97.8 91.2 PLN ACT Plan - This Year Plan Aug Sept Oct Nov Dec Jan Total Actual Markdown Beg.Month Stock $158.2 $206.0 $258.6 $405.2 $426.6 $192.7 $1,647.3 $311.6 38.2% Sales $78.3 $102.0 $128.0 $200.6 $211.2 $95.4 $815.6 Sales Change +3.2 % Sales % Total 9.6% 12.5% 15.7% 24.6% 25.9% 11.7% 100.0% Markdowns $46.7 $31.8 $24.3 $58.0 $97.5 $53.6 $311.6 Average Stock Markdown % Total 15.0% 10.2% 7.8% 18.6% 31.3% 17.2% 100.0% PLN $274.6 ACT $258.3 Purchases $172.8 $186.4 $298.9 $280.0 $74.8 $117.1 $1,130.0 End Month Stock $206.0 $258.6 $405.2 $426.6 $192.7 $160.8 $1,649.9 Turnover PLN 2.97 ACT 3.16 Future Sales Feb Mar April WOS/STS 79.6 100.9 94.1 PLN 2.02:1 ACT 1.90:1 Mark-‐Up 62.1% Avg. Monthly Sales Ann Taylor $ 135.9 Chicago, Orland Park, Oakbrook Average Price $189 Actual - Last Year Plan Beg.Month Stock Sales Sales % Total Markdowns Markdown % Total Purchases End Month Stock
16
STOCK ASSORTMENT & CLASSIFICATION PLAN
17
Classifica2on Blazer Crop Long Moto/UWlity Vest Other/Trend Reserve Total
August 15% 27% 10% 5% 23% 10% 10% 100%
STOCK ASSORTMENT Months September October November December 18% 18% 20% 25% 20% 15% 15% 15% 10% 10% 18% 22% 8% 15% 15% 10% 16% 15% 7% 8% 18% 17% 15% 10% 10% 10% 10% 10% 100% 100% 100% 100%
January 25% 15% 20% 15% 5% 10% 10% 100%
CLASSIFICATION PLAN BLAZER Plan - This Year Plan
AUG
SEPT
OCT
NOV
DEC
JAN
Total
Beg.Month Stock
23.7
37.1
46.5
81.0
106.7
48.2
343.2
Sales
11.7
18.4
23.0
40.1
52.8
23.9
169.9
Purchases
25.9
33.6
53.8
56.0
18.7
29.3
217.2
End Month Stock
30.9
46.5
72.9
85.3
48.2
40.2
324.1
CROP Plan - This Year Plan
AUG
SEPT
OCT
NOV
DEC
JAN
Total
Beg.Month Stock
42.7
41.2
38.8
60.8
64.0
28.9
276.4
Sales
21.1
20.4
19.2
30.1
31.7
14.3
136.8
Purchases
46.7
37.3
44.8
42.0
11.2
17.6
199.6
End Month Stock
55.6
51.7
60.8
64.0
28.9
24.1
285.1
18 LONG Plan - This Year Plan
AUG
Beg.Month Stock
SEPT
OCT
NOV
DEC
JAN
Total
15.8
20.6
25.9
72.9
93.9
38.5
267.6
7.8
10.2
12.8
36.1
46.5
19.1
132.5
Purchases
17.3
18.6
29.9
50.4
16.5
23.4
156.1
End Month Stock
20.6
25.9
40.5
76.8
42.4
32.2
238.3
Sales
MOTO/UTILITY Plan - This Year Plan
AUG
SEPT
OCT
NOV
DEC
JAN
Total
Beg.Month Stock
7.9
16.5
38.8
60.8
42.7
28.9
195.5
Sales
3.9
16.5
19.2
30.1
21.1
14.3
105.1
Purchases
8.6
14.9
44.8
42.0
7.5
17.6
135.4
10.3
20.7
60.8
64.0
19.3
24.1
199.1
End Month Stock
VEST Plan - This Year Plan
AUG
SEPT
OCT
NOV
DEC
JAN
Total
Beg.Month Stock
36.4
33.0
38.8
28.4
34.1
9.6
180.3
Sales
18.0
16.3
19.2
14.0
16.9
4.8
89.2
Purchases
39.7
29.8
44.8
19.6
6.0
5.9
145.8
End Month Stock
47.4
41.4
60.8
29.9
15.4
8.0
202.9
19
OTHER/TREND Plan - This Year Plan
AUG
Beg.Month Stock
SEPT
OCT
NOV
DEC
JAN
Total
15.8
37.1
44.0
60.8
42.7
19.3
219.6
7.8
18.4
21.8
30.1
21.1
9.5
108.7
Purchases
17.3
33.6
50.8
42.0
7.5
11.7
162.8
End Month Stock
20.6
46.5
68.9
64.0
19.3
16.1
235.4
Sales
RESERVE Plan - This Year Plan Beg.Month Stock
AUG
SEPT
OCT
NOV
DEC
JAN
Total
15.8
20.6
25.9
40.5
42.7
19.3
164.7
7.8
10.2
12.8
20.1
21.1
9.5
81.6
Purchases
17.3
18.6
29.9
28.0
7.5
11.7
113.0
End Month Stock
20.6
25.9
40.5
42.7
19.3
16.1
165.0
Sales
20
MARKET PURCHASES
AUGUST
22 Vendor Name Ship Date
Ann Taylor Blzrs 8/1-‐8/15
NOTES Total Cost
$9,818.00
Total Retail
$25,792.00
Total Units
186
61.9%
Mark-‐up
Stores Style Number
Descrip2on
Color
Size
1234561
Textured Blazer
Black
0
1
1
2
Total Units 4
2
1
1
2
4
2
2
6
2
8
Product
Chicago Orland Oakbrook
Unit Cost Unit Retail Total Cost Total Retail $60.00
$159.00
$240.00
$636.00
4
$60.00
$159.00
$240.00
$636.00
3
7
$60.00
$159.00
$420.00
$1,113.00
2
3
7
$60.00
$159.00
$420.00
$1,113.00
3
3
4
10
$60.00
$159.00
$600.00
$1,590.00
10
4
3
4
11
$60.00
$159.00
$660.00
$1,749.00
12
4
4
4
12
$60.00
$159.00
$720.00
$1,908.00
14
3
3
3
9
$60.00
$159.00
$540.00
$1,431.00
20
19
25
64
$3,840.00 $10,176.00
0
1
1
2
4
$49.00
$128.00
$196.00
$512.00
2
1
2
2
5
$49.00
$128.00
$245.00
$640.00
4
2
2
2
6
$49.00
$128.00
$294.00
$768.00
6
3
3
3
9
$49.00
$128.00
$441.00
$1,152.00
8
3
3
4
10
$49.00
$128.00
$490.00
$1,280.00
10
3
4
4
11
$49.00
$128.00
$539.00
$1,408.00
12
3
4
4
11
$49.00
$128.00
$539.00
$1,408.00
14
2
3
3
8
$49.00
$128.00
$392.00
$1,024.00
18
22
24
64
1234562
Chambray Blazer Light Blue
$3,136.00 $8,192.00
23
1234563
All Season Stretch Ash Grey Blazer
0
2
1
1
4
$49.00
$128.00
$196.00
$512.00
2
2
1
2
5
$49.00
$128.00
$245.00
$640.00
4
2
1
2
5
$49.00
$128.00
$245.00
$640.00
6
2
2
3
7
$49.00
$128.00
$343.00
$896.00
8
3
3
3
9
$49.00
$128.00
$441.00
$1,152.00
10
3
3
4
10
$49.00
$128.00
$490.00
$1,280.00
12
3
3
4
10
$49.00
$128.00
$490.00
$1,280.00
14
3
2
3
8
$49.00
$128.00
$392.00
$1,024.00
20
16
22
58
$2,842.00 $7,424.00
Vendor Name Ship Date
Ann Taylor Crps 8/1-‐8/15
NOTES Total Cost
$17,749.00
Total Retail
$46,620.00
Total Units
296
61.9%
Mark-‐up
Stores
0
1
1
2
Total Units 4
2
2
1
2
4
2
1
6
2
8
Product
Style Number
Descrip2on
Color
2345671 Crop Wrap Front Jckt Sage
Size
Chicago Orland Oakbrook
Unit Cost Unit Retail Total Cost Total Retail $64.00
$168.00
$256.00
$672.00
5
$64.00
$168.00
$320.00
$840.00
3
6
$64.00
$168.00
$384.00
$1,008.00
2
3
7
$64.00
$168.00
$448.00
$1,176.00
3
2
3
8
$64.00
$168.00
$512.00
$1,344.00
10
3
2
4
9
$64.00
$168.00
$576.00
$1,512.00
12
3
3
4
10
$64.00
$168.00
$640.00
$1,680.00
14
3
3
4
10
$64.00
$168.00
$640.00
$1,680.00
19
15
25
59
$3,776.00 $9,912.00
24
2345672
Khaki
0
1
1
2
4
$64.00
$168.00
$256.00
$672.00
2
2
1
2
5
$64.00
$168.00
$320.00
$840.00
4
2
1
3
6
$64.00
$168.00
$384.00
$1,008.00
6
2
2
3
7
$64.00
$168.00
$448.00
$1,176.00
8
3
2
3
8
$64.00
$168.00
$512.00
$1,344.00
10
3
2
4
9
$64.00
$168.00
$576.00
$1,512.00
12
3
3
4
10
$64.00
$168.00
$640.00
$1,680.00
14
3
3
4
10
$64.00
$168.00
$640.00
$1,680.00
19
15
25
59
$3,776.00 $9,912.00
2345673
Textured Crop Shell
Coral
0
1
2
2
5
$49.00
$128.00
$245.00
$640.00
2
1
2
2
5
$49.00
$128.00
$245.00
$640.00
4
2
2
2
6
$49.00
$128.00
$294.00
$768.00
6
2
2
2
6
$49.00
$128.00
$294.00
$768.00
8
2
2
3
7
$49.00
$128.00
$343.00
$896.00
10
2
3
3
8
$49.00
$128.00
$392.00
$1,024.00
12
3
3
3
9
$49.00
$128.00
$441.00
$1,152.00
14
3
3
3
9
$49.00
$128.00
$441.00
$1,152.00
16
19
20
55
$2,695.00 $7,040.00
0
1
1
2
4
$49.00
$128.00
$196.00
$512.00
2
2
1
2
5
$49.00
$128.00
$245.00
$640.00
4
2
2
3
7
$49.00
$128.00
$343.00
$896.00
6
2
2
3
7
$49.00
$128.00
$343.00
$896.00
8
3
2
3
8
$49.00
$128.00
$392.00
$1,024.00
10
3
3
4
10
$49.00
$128.00
$490.00
$1,280.00
12
4
3
4
11
$49.00
$128.00
$539.00
$1,408.00
14
4
3
5
12
$49.00
$128.00
$588.00
$1,536.00
21
17
26
64
2345674
White
$3,136.00 $8,192.00
25 2345675
Dbl Weave Crop Jckt Navy
Vendor Name Ship Date NOTES Total Cost Total Retail Total Units Mark-‐up
Ann Taylor Long 8/1-‐8/15
0 2 4 6 8 10 12 14
1 1 2 2 3 3 4 4 20
1 1 1 2 2 3 3 3 16
1 2 2 3 3 4 4 4 23
3 4 5 7 8 10 11 11 59
$74.00 $74.00 $74.00 $74.00 $74.00 $74.00 $74.00 $74.00
$196.00 $196.00 $196.00 $196.00 $196.00 $196.00 $196.00 $196.00
$222.00 $296.00 $370.00 $518.00 $592.00 $740.00 $814.00 $814.00 $4,366.00
$588.00 $784.00 $980.00 $1,372.00 $1,568.00 $1,960.00 $2,156.00 $2,156.00 $11,564.00
$6,545.00 $17,255.00 119 62.1%
Product
Stores Style Number
Descrip2on
Color
Size
3456781
Long Lace Topper
Ivory
XS S M L XL
2 3 4 4 3 16
3 4 5 5 4 21
4 4 5 5 5 23
Total Units 9 11 14 14 12 60
Black
XS S M L XL
3 4 5 5 4 21
2 2 4 4 3 15
4 4 5 5 5 23
9 10 14 14 12 59
3456782
Chicago Orland Oakbrook
Unit Cost Unit Retail Total Cost Total Retail $55.00 $55.00 $55.00 $55.00 $55.00
$145.00 $145.00 $145.00 $145.00 $145.00
$55.00 $55.00 $55.00 $55.00 $55.00
$145.00 $145.00 $145.00 $145.00 $145.00
$495.00 $605.00 $770.00 $770.00 $660.00 $3,300.00
$1,305.00 $1,595.00 $2,030.00 $2,030.00 $1,740.00 $8,700.00 $495.00 $1,305.00 $550.00 $1,450.00 $770.00 $2,030.00 $770.00 $2,030.00 $660.00 $1,740.00 $3,245.00 $8,555.00
26 Vendor Name
Ann Taylor M/U
8/1-‐8/15
Ship Date
NOTES Total Cost
$3,283.00
Total Retail
$8,576.00
Total Units
67
61.7%
Mark-‐up Product
Stores Style Number 4567891
Descrip2on
Color
Chicago Orland Oakbrook
Total Units
Unit Cost Unit Retail Total Cost Total Retail
XS
1
2
3
$49.00
$128.00
$147.00
$384.00
S
2
3
5
$49.00
$128.00
$245.00
$640.00
M
3
4
7
$49.00
$128.00
$343.00
$896.00
L
3
4
7
$49.00
$128.00
$343.00
$896.00
XL
2
3
5
$49.00
$128.00
$245.00
$640.00
16
27
Drapey UWlity Jacket Olive
Size
11
0
$1,323.00 $3,456.00
XS
1
1
2
4
$49.00
$128.00
$196.00
$512.00
S
2
2
3
7
$49.00
$128.00
$343.00
$896.00
M
3
3
4
10
$49.00
$128.00
$490.00
$1,280.00
L
3
3
4
10
$49.00
$128.00
$490.00
$1,280.00
XL
3
3
3
9
$49.00
$128.00
$441.00
$1,152.00
12
12
16
40
4567892
Black
$1,960.00 $5,120.00
27 Vendor Name Ship Date
Ann Taylor Vests 8/1-‐8/15
NOTES Total Cost
$14,994.00
Total Retail
$39,642.00
Total Units
296
62.2%
Mark-‐up
Stores
Product
Style Number
Descrip2on
Color
Size
5678901
Denim Vest
Lght Wsh
XS
2
3
4
Total Units 9
S
2
3
5
M
3
4
L
3
XL
Chicago Orland Oakbrook
Unit Cost Unit Retail Total Cost Total Retail $37.00
$98.00
$333.00
$882.00
10
$37.00
$98.00
$370.00
$980.00
6
13
$37.00
$98.00
$481.00
$1,274.00
4
6
13
$37.00
$98.00
$481.00
$1,274.00
3
4
6
13
$37.00
$98.00
$481.00
$1,274.00
13
18
27
58
$2,146.00 $5,684.00
5678902
Med Wsh
XS
2
3
4
9
$37.00
$98.00
$333.00
$882.00
S
2
3
5
10
$37.00
$98.00
$370.00
$980.00
M
3
4
6
13
$37.00
$98.00
$481.00
$1,274.00
L
3
4
6
13
$37.00
$98.00
$481.00
$1,274.00
XL
3
4
6
13
$37.00
$98.00
$481.00
$1,274.00
13
18
27
58
$2,146.00 $5,684.00
XS
2
3
4
9
$37.00
$98.00
$333.00
$882.00
S
2
3
5
10
$37.00
$98.00
$370.00
$980.00
M
3
4
6
13
$37.00
$98.00
$481.00
$1,274.00
L
3
4
6
13
$37.00
$98.00
$481.00
$1,274.00
XL
3
4
6
13
$37.00
$98.00
$481.00
$1,274.00
13
18
27
58
5678903
Wht Wsh
$2,146.00 $5,684.00
28
5678904
Lace Detail Belted Vest
White
XS
3
3
4
10
$75.00
$198.00
$750.00
$1,980.00
S
4
4
5
13
$75.00
$198.00
$975.00
$2,574.00
M
5
4
6
15
$75.00
$198.00
$1,125.00 $2,970.00
L
5
5
6
16
$75.00
$198.00
$1,200.00 $3,168.00
XL
4
5
5
14
$75.00
$198.00
$1,050.00 $2,772.00
21
21
26
68
$5,100.00 $13,464.00
Long Belted Slvls Duster
XS
2
2
3
7
$64.00
$169.00
$448.00
$1,183.00
S
3
3
4
10
$64.00
$169.00
$640.00
$1,690.00
M
4
4
5
13
$64.00
$169.00
$832.00
$2,197.00
L
4
4
5
13
$64.00
$169.00
$832.00
$2,197.00
XL
3
4
4
11
$64.00
$169.00
$704.00
$1,859.00
16
17
21
54
5678905
Lilac
$3,456.00 $9,126.00
29 Vendor Name
Ann Taylor T/O
8/1-‐8/15
Ship Date NOTES Total Cost Total Retail Total Units Mark-‐up
$6,496.00 $17,160.00 108 62.1%
Stores Chicago Orland Oakbrook
Total Units
Product
Style Number
Descrip2on
Color
Size
4567891
Embroidered Dot Bomber
White
XS
2
2
3
7
$64.00
$169.00
$448.00
S M L XL
4 4 4 3 17
3 4 4 4 17
4 5 5 5 22
11 13 13 12 56
$64.00 $64.00 $64.00 $64.00
$169.00 $169.00 $169.00 $169.00
$704.00 $832.00 $832.00 $768.00 $3,584.00
Unit Cost Unit Retail Total Cost Total Retail
4567891
Capelet Jckt
Navy
XS S M L XL
2 3 4 4 3 16
2 3 4 4 3 16
3 4 5 5 3 20
7 10 13 13 9 52
$56.00 $56.00 $56.00 $56.00 $56.00
$148.00 $148.00 $148.00 $148.00 $148.00
$1,183.00
$1,859.00 $2,197.00 $2,197.00 $2,028.00 $9,464.00 $392.00 $1,036.00 $560.00 $1,480.00 $728.00 $1,924.00 $728.00 $1,924.00 $504.00 $1,332.00 $2,912.00 $7,696.00
30
SALES MARKETING, TRAINING, & PROMOTION
31
OBJECTIVES & STRATEGIES 1. Increase Brand Awareness • Ann cares program, Philanthropy events, Social media campaign 2. Increase Sales • Friends and family promotions, giveaways, bi-monthly shopping events 3. Motivate Sales Associates • Seasonal style guide book with coupon, monthly meetings, style challenges, associate of the month award **Employees **Customers
32
AUGUST 2016 Beginning of Month Breakfast Event
Style Challenge – Dress for Success
Style Challenge – Dress for Success
AT Loyalty Card – 25% off
AT Loyalty Card – 25% off
Additional 50% off Sale
Additional 50% off Sale
Additional 50% off Sale
Style Challenge – Dress for Success
Style Challenge – Dress for Success
Style Challenge – Dress for Success
Associate of the Month Awarded
33
AUGUST • Beginning of Month Breakfast Event • Associates learn about last months numbers (sales, loyalty members, shrink, etc.) • Associates learn product knowledge of new incoming shipment for the month • Bagels, pastries, coffee, and juices will be served
• Additional 50% off Sale • Markdowns will be an additional 50% off in order to clear out old inventory for new
shipment
• Style Challenge – Dress For Success • Associates will Dress for Success this week with one piece of new shipment from this
month • Winner gets a $10 Starbucks gift card, announced at end of the week
• Ann Taylor Loyalty Card – 25% off • AT Loyalty Cardholders get 25% off purchase • New members get 25% as opposed to 15% when they open a new card
• Associate of the Month Award • Awarded based on sales goals, customer service, loyalty cards opened, etc. • Winner gets $50 Ann Taylor gift card
34
GROSS MARGIN
Item Entry
Cost
BOP Purchase Receipts Freight Stock Available
$60.0 $428.3 $4.3 $492.6
Retail $158.2 $1,130.0 $1,288.2
Mark-‐up 59.8% BMU 62.1% IMU 60.7%
CMU
60.7%
CMU
Subtract Sales Markdowns Shortage Employee Discount
$815.6 $285.6 $16.0 $10.0
EOP
$97.7
Cost of Goods Sold
$394.9
$161.0
Net Sales
$815.6
Cost of Good Sold Workroom
$394.9 $0.5
Cash Discount
$1.0
Subtract
Add
Gross Margin $ Gross Margin %
$421.2 51.6%
Subtract Expenses Net AdverWsing Supply Chain Selling/Store Processing Storage Interest on Inventory Headquarters Contribu2on $ Contribu2on %
$78.0 $5.7 $3.4 $0.2 $33.9 $8.2 $291.9 35.8%
35