Lockheed Martin 2011 Annual Report Download - page 35

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The following provides an overview of our consolidated results of operations by focusing on key elements in our
Statements of Earnings. Product sales are predominantly generated in the Aeronautics, Electronic Systems, and Space
Systems business segments, and most of our services sales are generated in our Electronic Systems and IS&GS business
segments.
Net Sales
(In millions) 2011 2010 2009
Net Sales
Products $36,925 $36,380 $35,689
Services 9,574 9,291 8,178
Total $46,499 $45,671 $43,867
Approximately 95% of our contracts are accounted for using the percentage-of-completion (POC) method of
accounting. Under the POC method, we record net sales on contracts based upon our progress towards completion on a
particular contract, as well as our estimate of the profit to be earned at completion. The following discussion of material
changes in our consolidated net sales should be read in tandem with the following discussion of changes in our consolidated
cost of sales and our “Discussion of Business Segments,” because, due to the nature of POC accounting, changes in our sales
are typically accompanied by a corresponding change in our cost of sales.
Net sales for 2011 were $46.5 billion, a $828 million or 2% increase over 2010 net sales of $45.7 billion. The increase
was due to a $545 million or 1% increase in product sales and a $283 million or 3% increase in services sales. Net sales for
2010 were $45.7 billion, a $1.8 billion or 4% increase over 2009 net sales of $43.9 billion. The increase was due to a
$691 million or 2% increase in product sales and a $1.1 billion or 14% increase in services sales.
Product Sales
Product sales at Aeronautics increased about $1.2 billion in 2011 compared to 2010 primarily due to production
activities on the F-35 LRIP contracts, volume on C-130 programs (including eight additional C-130J aircraft deliveries), F-16
support activities and deliveries (two additional F-16 aircraft deliveries) and volume on C-5 programs (including one
additional C-5M aircraft delivery) partially offset by lower volume on the F-22 program and F-35 SDD contract. Electronic
Systems’ product sales increased approximately $60 million in 2011 compared to 2010 primarily due to production on air
defense programs (including PAC-3 and THAAD) and the LCS program partially offset by lower volume on certain ship and
aviation programs, tactical missile programs (including Multiple Launch Rocket System (MLRS) and Joint Air-to-Surface
Standoff Missile (JASSM)) and fire control programs. Product sales decreased at IS&GS in 2011 compared to 2010 by about
$700 million primarily due to the absence of the Decennial Response Integration System (DRIS) program that supported the
2010 U.S. census and a decline in activities on the Airborne Maritime Fixed Station Joint Tactical Radio System (JTRS)
program. Product sales at Space Systems declined about $60 million in 2011 compared to 2010 primarily due to lower sales
on the Orion Multi-Purpose Crew Vehicle (Orion) program and the NASA External Tank program, due to the completion of
the Space Shuttle program, partially offset by higher volume on fleet ballistic missile programs and commercial satellites.
Product sales at Aeronautics increased about $1.0 billion in 2010 compared to 2009 primarily due to production volume
on the F-35 LRIP contracts, activities on C-130 programs (including nine additional C-130J aircraft deliveries), and volume
on C-5 programs (including one additional C-5M aircraft delivery) partially offset by lower volumes on the F-22 program,
F-35 SDD contract and F-16 (including 11 fewer F-16 aircraft deliveries) program. Electronic Systems’ product sales
increased approximately $125 million in 2010 compared to 2009 primarily due to production on air defense programs
(including PAC-3) and tactical missile programs (including Hellfire, MLRS, and JASSM) partially offset by lower sales on
various underseas programs. IS&GS’ product sales were relatively unchanged between 2010 and 2009 as increasing
activities on DRIS were offset by lower activities on many smaller programs. Product sales at Space Systems decreased
about $460 million in 2010 compared to 2009 primarily due to lower volume on defensive missile systems, activities on the
NASA External Tank program due to the wind down of the Space Shuttle program and volume from commercial satellite and
launch vehicle activities. There was one commercial satellite delivery in both 2010 and 2009, and there were no commercial
launches in 2010 compared to one commercial launch in 2009.
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