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2012201251MERCER“”“”“”1232MERCER3MERCER——…………/——/——…………1344MERCER--“5MERCER--//7MERCER18MERCER//12080119MERCER-4-202468-20,00040,00060,00080,000100,000120,000TotalcashcostsperemployeeProfitpertotalcashcostGroup(Median)=2.10Group(Median)=42,458IIIIVIIISHCOTDBJAOTBSHAGZAOTEOTAOTFSHBOTCvs.10MERCERvs.0102030405060BJAOTAOTBOTCOTDOTESHASHBOTFSHCGZA0.0%10.0%20.0%30.0%40.0%50.0%60.0%70.0%80.0%RevenueperHumanCapitalCostVariablebonusasa%ofbasesalaryvs.11MERCERManagementemployeeasa%oftotalnon-managementemployees3.1%3.8%2.5%5.4%5.2%1.5%5.5%2.0%2.3%2.5%12.7%0.0%2.0%4.0%6.0%8.0%10.0%12.0%14.0%BJAOTAOTBOTCOTDOTESHASHBOTFSHCGZA12MERCER213MERCER/2:——14MERCER360——IX./VIII.VII.VI.V.KPIIV.III.II.2010vs2011I.15MERCER05101520150,000160,000170,000180,000190,000200,000210,000220,000AnnualTotalCash/SalesFunction20102011RMBN=5Revenue/AnnualTotalCashRMBY:6.4%X:6.2%IIIIIIIVMedian:175,530Median:193,10810.0%Median:11.07Median:10.366.9%10%7%16MERCER——