Answer to a) Answer to b)
2001 2002 Change in Change in Change in
(thousands of US$) Sales ($) Sales ($) Gross Sales Currency Rates Sales
Europe 933,450$ 1,126,177$ 20.6% 7.0% 13.6%
Latin America 471,301 466,349 -1.1% -9.0% 7.9%
Canada 155,791 161,469 3.6% 0.0% 3.6%
Asia Pacific 119,749 136,944 14.4% 3.0% 11.4%
Total International 1,680,291$ 1,890,939$ 12.5%
United States 3,392,284 3,422,405 0.9%
Sales Adjustments (384,651) (428,004) 11.3%
Total Net Sales 4,687,924$ 4,885,340$ 4.2%
2002 2003 Change in Change in Change in
(thousands of US$) Sales ($) Sales ($) Gross Sales Currency Rates Sales
Europe 1,126,177$ 1,356,131$ 20.4% 15.0% 5.4%
Latin America 466,349 462,167 -0.9% -6.0% 5.1%
Canada 161,469 185,831 15.1% 11.0% 4.1%
Asia Pacific 136,944 171,580 25.3% 13.0% 12.3%
Total International 1,890,939$ 2,175,709$ 15.1%
United States 3,422,405 3,203,814 -6.4%
Sales Adjustments (428,004) (419,423) -2.0%
Total Net Sales 4,885,340$ 4,960,100$ 1.5%
2003 2004 Change in Change in Change in
(thousands of US$) Sales ($) Sales ($) Gross Sales Currency Rates Sales
Europe 1,356,131$ 1,410,525$ 4.0% 8.0% -4.0%
Latin America 462,167 524,481 13.5% -2.0% 15.5%
Canada 185,831 197,655 6.4% 5.0% 1.4%
Asia Pacific 171,580 203,575 18.6% 6.0% 12.6%
Total International 2,175,709$ 2,336,236$ 7.4%
United States 3,203,814 3,209,862 0.2%
Sales Adjustments (419,423) (443,312) 5.7%
Total Net Sales 4,960,100$ 5,102,786$ 2.9%
Mattel (U.S.) achieved significant sales growth in its major international regions between 2001 and 2004. In its filings with the
United States Security and Exchange Commission (SEC), it reported what percentage change in regional sales occurred as a
result of exchange rate changes.
Note: The “net change in sales” by global region is determined by netting the change in currency rates from the calcualted
percent change in gross sales. Column (3) = Column (1) + Column (2).
Over the 2001 to 2004 period, Mattel benefited greatly from the change in exchange rates. Only in the case of Latin America,
where exchange rate changes were actually negative in impact on sales levels for the entire period, did the exchange rate
changes not positively impact regional sales.
Problem 4.13 Mattel’s Global Sales Performance