Lockheed Martin 2011 Annual Report Download - page 36

Services Sales
Services sales at Electronic Systems increased about $165 million in 2011 compared to 2010 primarily due to growth on
the Special Operations Forces Contractor Logistics Support Services (SOF CLSS) program partially offset by lower volume
on various other logistic and training services programs. Services sales at IS&GS increased approximately $155 million in
2011 compared to 2010 due to activities on a number of smaller contracts. Most of our services sales are in the Electronic
Systems and IS&GS business segments.
Services sales at Electronic Systems increased about $645 million in 2010 compared to 2009 primarily due to growth on
various logistic and training programs and the start of the SOF CLSS program in the third quarter of 2010. IS&GS’ services
sales increased about $310 million in 2010 compared to 2009 due to activities on the Hanford Mission Support contract and
numerous other services contracts at IS&GS.
Cost of Sales
Cost of sales, for both products and services, consist of materials, labor, and subcontracting costs, as well as an
allocation of indirect costs (overhead and general and administrative). For each of our contracts, we manage the nature and
amount of costs at the contract level, which form the basis for estimating our total costs at completion of the contract.
Management evaluates performance on our contracts by focusing on net sales and operating profit, and not by type or
amount of operating expense. Consequently, our discussion of business segment performance focuses on net sales and
operating profit, consistent with our approach for managing the business. This approach is consistent with the overall life
cycle of our contracts, as management assesses the bidding of each contract by focusing on net sales and operating profit, and
monitors performance on our contracts in a similar manner through their completion.
We regularly provide customers with reports of our costs as the contract progresses. The cost information in the reports
is accumulated in a manner specified by the requirements of each contract. For example, cost data provided to our customer
for a product would typically align to the subcomponents of that product (such as a wing-box on an aircraft) or for services,
the type of work being performed (such as help-desk support).
Our contracts generally are cost-based, which allows for the recovery of costs in the pricing of our products and
services. Most of our contracts generally are bid and negotiated with our customers based on the mutual awareness of our
estimated costs to provide the product or service. This approach for negotiating contracts with our U.S. Government
customers generally allows for the recovery of our costs. We also may enter into long-term supply contracts for certain
materials or components, to coincide with the production schedule of certain products and to ensure their availability at
known unit prices.
(In millions) 2011 2010 2009
Cost of sales
Cost of product sales $(32,968) $(32,539) $(31,643)
% of product sales 89.3% 89.4% 88.7%
Cost of services sales (8,514) (8,382) (7,406)
% of services sales 88.9% 90.2% 90.6%
Severance and other charges (136) (220) —
Other unallocated corporate costs (1,177) (742) (671)
Total $(42,795) $(41,883) $(39,720)
Due to the nature of POC accounting, changes in our cost of product and services sales are typically accompanied by
changes in our net sales. The following discussion of material changes in our consolidated cost of sales should be read in
tandem with the preceding discussion of changes in our consolidated net sales and with our “Discussion of Business
Segments.”
Cost of sales was $42.8 billion in 2011, a $912 million or 2% increase over 2010 cost of sales of $41.9 billion. The
increase was due to a $429 million increase in cost of product sales, a $132 million increase in cost of services sales and a
$435 million increase in other unallocated corporate costs, partially offset by a reduction in severance and other charges of
$84 million as further discussed in the following sections. Cost of sales was $41.9 billion in 2010, a $2.2 billion or 5%
increase over 2009 cost of sales of $39.7 billion. The increase was due to a $896 million increase in cost of product sales, a
$976 million increase in cost of services sales, a $71 million increase in other unallocated corporate costs and an increase for
severance and other charges of $220 million, as further discussed in the following sections.
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