Mattel 2013 Annual Report Download - page 59

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Non-GAAP Financial Measure
In this Annual Report on Form 10-K, Mattel includes a non-GAAP financial measure, gross sales, which it
uses to analyze its operations and to monitor, assess, and identify meaningful trends in its operating and financial
performance. Net sales, as reported in the consolidated statements of operations, include the impact of sales
adjustments such as trade discounts and other allowances. Gross sales represent sales to customers, excluding the
impact of sales adjustments. Consistent with its segment reporting, Mattel presents changes in gross sales as a
metric for comparing its aggregate, business unit, brand, and geographic results to highlight significant trends in
Mattel’s business. Changes in gross sales are discussed because, while Mattel records the detail of such sales
adjustments in its financial accounting systems at the time of sale, such sales adjustments are generally not
associated with individual products, making net sales less meaningful.
A reconciliation of gross sales to the most directly comparable GAAP financial measure, net sales, is as
follows:
For the Year
2013 2012 2011
(In thousands)
Revenues by Segment
North America .............................................. $3,181,205 $3,330,217 $3,296,995
International ............................................... 3,277,840 3,126,088 3,001,705
American Girl .............................................. 658,768 596,298 542,387
Gross sales ................................................. 7,117,813 7,052,603 6,841,087
Sales adjustments ........................................... (632,921) (631,722) (575,050)
Net sales .................................................. $6,484,892 $6,420,881 $6,266,037
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