Broadening Your Perspective 8-1 The financial statements of Tootsie Roll are presented below. TOOTSIE ROLL INDUSTRIES, INC. AND SUBSIDIARIES CONSOLIDATED STATEMENTS OF Earnings, Comprehensive Earnings and Retained Earnings (in thousands except per share data) For the year ended December 31, 2011 2010 2009 Net product sales $528,369 $517,149 $495,592 Rental and royalty revenue 4,136 4,299 3,739 Total revenue 532,505 521,448 499,331 Product cost of goods sold 365,225 349,334 319,775 Rental and royalty cost 1,038 1,088 852 Total costs 366,263 350,422 320,627 Product gross margin 163,144 167,815 175,817 Rental and royalty gross margin 3,098 3,211 2,887 Total gross margin 166,242 171,026 178,704 Selling, marketing and administrative expenses 108,276 106,316 103,755 Impairment charges — — 14,000 Earnings from operations 57,966 64,710 60,949 Other income (expense), net 2,946 8,358 2,100 Earnings before income taxes 60,912 73,068 63,049 Provision for income taxes 16,974 20,005 9,892 Net earnings $43,938 $53,063 $53,157 Net earnings $43,938 $53,063 $53,157 Other comprehensive earnings (loss) (8,740 ) 1,183 2,845 Comprehensive earnings $35,198 $54,246 $56,002 Retained earnings at beginning of year. $135,866 $147,687 $144,949 Net earnings 43,938 53,063 53,157 Cash dividends (18,360 ) (18,078 ) (17,790 ) Stock dividends (47,175 ) (46,806 ) (32,629 ) Retained earnings at end of year $114,269 $135,866 $147,687 Earnings per share $0.76 $0.90 $0.89 Average Common and Class B Common shares outstanding 57,892 58,685 59,425 (The accompanying notes are an integral part of these statements.) CONSOLIDATED STATEMENTS OF Financial Position TOOTSIE ROLL INDUSTRIES, INC. AND SUBSIDIARIES (in thousands except per share data) Assets December 31, 2011 2010 CURRENT ASSETS: Cash and cash equivalents $78,612 $115,976 Investments 10,895 7,996 Accounts receivable trade, less allowances of $1,731 and $1,531 41,895 37,394 Other receivables 3,391 9,961 Inventories: Finished goods and work-in-process 42,676 35,416 Raw materials and supplies 29,084 21,236 Prepaid expenses 5,070 6,499 Deferred income taxes 578 689 Total current assets 212,201 235,167 PROPERTY, PLANT AND EQUIPMENT, at cost: Land 21,939 21,696 Buildings 107,567 102,934 Machinery and equipment 322,993 307,178 Construction in progress 2,598 9,243 455,097 440,974 Less—Accumulated depreciation 242,935 225,482 Net property, plant and equipment 212,162 215,492 OTHER ASSETS: Goodwill 73,237 73,237 Trademarks 175,024 175,024 Investments 96,161 64,461 Split dollar officer life insurance 74,209 74,441 Prepaid expenses 3,212 6,680 Equity method investment 3,935 4,254 Deferred income taxes 7,715 9,203 Total other assets 433,493 407,300 Total assets $857,856 $857,959 Liabilities and Shareholders’ Equity December 31, 2011 2010 CURRENT LIABILITIES: Accounts payable $10,683 $9,791 Dividends payable 4,603 4,529 Accrued liabilities 43,069 44,185 Total current liabilities 58,355 58,505 NONCURRENT LIABILITES: Deferred income taxes 43,521 47,865 Postretirement health care and life insurance benefits 26,108 20,689 Industrial development bonds 7,500 7,500 Liability for uncertain tax positions 8,345 9,835 Deferred compensation and other liabilities 48,092 46,157 Total noncurrent liabilities 133,566 132,046 SHAREHOLDERS’ EQUITY: Common stock, $.69-4/9 par value—120,000 shares authorized—36,479 and 36,057 respectively, issued 25,333 25,040 Class B common stock, $.69-4/9 par value—40,000 shares authorized—21,025 and 20,466 respectively, issued 14,601 14,212 Capital in excess of par value 533,677 505,495 Retained earnings, per accompanying statement 114,269 135,866 Accumulated other comprehensive loss (19,953 ) (11,213 ) Treasury stock (at cost)—71 shares and 69 shares, respectively (1,992 ) (1,992 ) Total shareholders’ equity 665,935 667,408 Total liabilities and shareholders’ equity $857,856 $857,959 TOOTSIE ROLL INDUSTRIES, INC. AND SUBSIDIARIES CONSOLIDATED STATEMENTS OF Cash Flows (in thousands) For the year ended December 31, 2011 2010 2009 CASH FLOWS FROM OPERATING ACTIVITIES:   Net earnings $43,938 $53,063 $53,157   Adjustments to reconcile net earnings to net cash provided by operating activities:     Depreciation 19,229 18,279 17,862     Impairment charges — — 14,000     Impairment of equity method investment — — 4,400     Loss from equity method investment 194 342 233     Amortization of marketable security premiums 1,267 522 320     Changes in operating assets and liabilities:     Accounts receivable (5,448 ) 717 (5,899 )     Other receivables 3,963 (2,373 ) (2,088 )     Inventories (15,631 ) (1,447 ) 455     Prepaid expenses and other assets 5,106 4,936 5,203     Accounts payable and accrued liabilities 84 2,180 (2,755 )     Income taxes payable and deferred (5,772 ) 2,322 (12,543 )     Postretirement health care and life insurance benefits 2,022 1,429 1,384     Deferred compensation and other liabilities 2,146 2,525 2,960     Others (708 ) 310 305   Net cash provided by operating activities 50,390 82,805 76,994 CASH FLOWS FROM INVESTING ACTIVITIES:   Capital expenditures (16,351 ) (12,813 ) (20,831 )   Net purchase of trading securities (3,234 ) (2,902 ) (1,713 )   Purchase of available for sale securities (39,252 ) (9,301 ) (11,331 )   Sale and maturity of available for sale securities 7,680 8,208 17,511   Net cash used in investing activities (51,157 ) (16,808 ) (16,364 )   CASH FLOWS FROM FINANCING ACTIVITIES:     Shares repurchased and retired (18,190 ) (22,881 ) (20,723 )     Dividends paid in cash (18,407 ) (18,130 ) (17,825 )     Net cash used in financing activities (36,597 ) (41,011 ) (38,548 ) Increase (decrease) in cash and cash equivalents (37,364 ) 24,986 22,082 Cash and cash equivalents at beginning of year 115,976 90,990 68,908 Cash and cash equivalents at end of year $78,612 $115,976 $90,990 Supplemental cash flow information   Income taxes paid $16,906 $20,586 $22,364   Interest paid $38 $49 $182   Stock dividend issued $47,053 $46,683 $32,538 (The accompanying notes are an integral part of these statements.) Five Year Summary of Earning and Financial Hightlights TOOTISE ROLL. INDUSTRY, INC. AND SUBSIDIARIES (Thousands of dollars except per share, percentage and ratio figures) 2011 2010 2009 2008 2007 Sales and Earnings Data   Net product sales $528,369 $517,149 $495,592 $492,051 $492,742   Product gross margin 163,144 167,815 175,817 158,055 165,456   Interest expenses 121 142 243 378 535   Provision for income taxes 16,974 20,005 9,892 16,347 25,401   Net earnings 43,938 53,063 53,157 38,880 52,175     % of net product sales 8.3 % 10.3 % 10.7 % 7.9 % 10.6 %     % of shareholders’ equity 6.6 % 8.0 % 8.1 % 6.1 % 8.1 % Per Common Share Data   Net earnings $0.76 $0.90 $0.89 $0.65 $0.85   Cash dvidends declared 0.32 0.32 0.32 0.32 0.32   Stock dividends 3 % 3 % 3 % 3 % 3 % Additional Financial Data   Working capital $153,846 $176,662 $154,409 $129,694 $142,163   Net cash provided by opreating activities 50,390 82,805 76,994 57,333 90,148   Net cash provided by (used by) investing activities (51,157 ) (16,808 ) (16,364 ) (7,565 ) (43,429 )   Net cash used in financing activities (36,597 ) (41,011 ) (38,548 ) (38,666 ) (44,842 )   Property, plant & equipment additions 16,351 12,813 20,831 34,355 14,767   Net property, plant & equipment 212,162 215,492 220,721 217,628 201,401   Total assets 857,856 857,959 836,844 813,252 813,134   Long-term debt 7,500 7,500 7,500 7,500 7,500   Shareholders’ equity 665,935 667,408 654,244 636,847 640,204   Average shares outstanding 57,892 58,685 59,425 60,152 61,580 Notes to Consolidated Financial Statements ($ in thousands) Revenue recognition: Products are sold to customers based on accepted purchase orders which include quantity, sales price and other relevant terms of sale. Revenue, net of applicable provisions for discounts, returns, allowances and certain advertising and promotional costs, is recognized when products are delivered to customers and collectability is reasonably assured. Shipping and handling costs of $45,850, $43,034, and $38,628 in 2011, 2010 and 2009, respectively, are included in selling, marketing and administrative expenses. Accounts receivable are unsecured. Revenues from a major customer aggregated approximately 23.3%, 21.4% and 22.9% of net product sales during the years ended December 31, 2011, 2010 and 2009, respectively. SEGMENT AND GEOGRAPHIC INFORMATION: The Company operates as a single reportable segments encompassing the manufacturing and sale of confectionery products. Its principal manufacturing operations are located in the United States and Canada, and its principal market is in the United States. The Company also manufactures and sells confectionery products in Mexico, and exports products to Canada and countries worldwide. The following geographic data includes net product sales summarized on the basis of the customer location and long-lived assets based on their location: 2011 2010 2009 Net product sales: United states $487,185 $471,714 $455,517 Foreign 41,184 45,435 40,075 $528,369 $517,149 $495,592 Long-lived assets: United states $170,173 $172,087 $176,044 Foreign 41,989 43,405 44,677 $212,162 $215,492 $220,721 Calculate the accounts receivable turnover and average collection period for 2011. (Use “Net Product Sales.” Assume all sales were credit sales.) (Round answers to 1 decimal place, e.g. 15.2.) Accounts receivable turnover times Average collection period days       Broadening Your Perspective 8-2 The financial statements of The Hershey Company and Tootsie Roll are presented below. THE HERSHEY COMPANY CONSOLIDATED STATEMENTS OF INCOME For the years ended December 31, 2011 2010 2009 In thousands of dollars except per share amounts Net Sales $6,080,788 $5,671,009 $5,298,668 Costs and Expenses:   Cost of sales 3,548,896 3,255,801 3,245,531   Selling, marketing and administrative 1,477,750 1,426,477 1,208,672   Business realignment and impairment (credits) charges, net (886 ) 83,433 82,875     Total costs and expenses 5,025,760 4,765,711 4,537,078 Income before Interest and Income Taxes 1,055,028 905,298 761,590   Interest expense, net 92,183 96,434 90,459 Income before Income Taxes 962,845 808,864 671,131   Provision for income taxes 333,883 299,065 235,137 Net Income $628,962 $509,799 $435,994 Net Income Per Share—Basic—Class B Common Stock $2.58 $2.08 $1.77 Net Income Per Share—Diluted—Class B Common Stock $2.56 $2.07 $1.77 Net Income Per Share—Basic—Common Stock $2.85 $2.29 $1.97 Net Income Per Share—Diluted—Common Stock $2.74 $2.21 $1.90 Cash Dividends Paid Per Share:   Common Stock $1.3800 $1.2800 $1.1900   Class B Common Stock 1.2500 1.1600 1.0712 The notes to consolidated financial statements are an integral part of these statements and are included in the Hershey’s 2011 Annual Report, available at www.thehersheycompany.com. THE HERSHEY COMPANY CONSOLIDATED BALANCE SHEETS December 31, 2011 2010 In thousands of dollars ASSETS Current Assets:   Cash and cash equivalents $693,686 $884,642   Accounts receivable—trade 399,499 390,061   Inventories 648,953 533,622   Deferred income taxes 136,861 55,760   Prepaid expenses and other 167,559 141,132     Total current assets 2,046,558 2,005,217 Property, Plant and Equipment, Net 1,559,717 1,437,702 Goodwill 516,745 524,134 Other Intangibles 111,913 123,080 Deferred Income Taxes 38,544 21,387 Other Assets 138,722 161,212     Total assets $4,412,199 $4,272,732 LIABILITIES AND STOCKHOLDERS’ EQUITY Current Liabilities:   Accounts payable $420,017 $410,655   Accrued liabilities 612,186 593,308   Accrued income taxes 1,899 9,402   Short-term debt 42,080 24,088   Current portion of long-term debt 97,593 261,392     Total current liabilities 1,173,775 1,298,845 Long-term Debt 1,748,500 1,541,825 Other Long-term Liabilities 617,276 494,461     Total liabilities 3,539,551 3,335,131 Commitments and Contingencies — — Stockholders’ Equity:   The Hershey Company Stockholders’ Equity     Preferred Stock, shares issued: none in 2011 and 2010 — —     Common Stock, shares issued: 299,269,702 in 2011 and 299,195,325 in 2010 299,269 299,195     Class B Common Stock, shares issued: 60,632,042 in 2011 and 60,706,419 in 2010 60,632 60,706     Additional paid-in capital 490,817 434,865     Retained earnings 4,699,597 4,374,718     Treasury—Common Stock shares, at cost: 134,695,826 in 2011 and 132,871,512 in 2010 (4,258,962 ) (4,052,101 )     Accumulated other comprehensive loss (442,331 ) (215,067 )       The Hershey Company stockholders’ equity 849,022 902,316   Noncontrolling interests in subsidiaries 23,626 35,285       Total stockholders’ equity 872,648 937,601       Total liabilities and stockholders’equity $4,412,199 $4,272,732 THE HERSHEY COMPANY CONSOLIDATED STATEMENTS OF CASH FLOWS For the years ended December 31, 2011 2010 2009 In thousands of dollars Cash Flows Provided from (Used by) Operating Activities Net income $628,962 $509,799 $435,994 Adjustments to reconcile net income to net cash provided from operations: Depreciation and amortization 215,763 197,116 182,411 Stock-based compensation expense, net of tax of $15,127, $17,413 and $19,223, respectively 28,341 32,055 34,927 Excess tax benefits from stock-based compensation (13,997 ) (1,385 ) (4,455 ) Deferred income taxes 33,611 (18,654 ) (40,578 ) Gain on sale of trademark licensing rights, net of tax of $5,962 (11,072 ) — — Business realignment and impairment charges, net of tax of $18,333, $20,635 and $38,308, respectively 30,838 77,935 60,823 Contributions to pension plans (8,861 ) (6,073 ) (54,457 ) Changes in assets and liabilities, net of effects from business acquisitions and divestitures: Accounts receivable—trade (9,438 ) 20,329 46,584 Inventories (115,331 ) (13,910 ) 74,000 Accounts payable 7,860 90,434 37,228 Other assets and liabilities (205,809 ) 13,777 293,272 Net Cash Provided from Operating Activities 580,867 901,423 1,065,749 Cash Flows Provided from (Used by) Investing Activities Capital additions (323,961 ) (179,538 ) (126,324 ) Capitalized software additions (23,606 ) (21,949 ) (19,146 ) Proceeds from sales of property, plant and equipment 312 2,201 10,364 Proceeds from sales of trademark licensing rights 20,000 — — Business acquisitions (5,750 ) — (15,220 ) Net Cash (Used by) Investing Activities (333,005 ) (199,286 ) (150,326 ) Cash Flows Provided from (Used by) Financing Activities Net change in short-term borrowings 10,834 1,156 (458,047 ) Long-term borrowings 249,126 348,208 — Repayment of long-term debt (256,189 ) (71,548 ) (8,252 ) Proceeds from lease financing agreement 47,601 — — Cash dividends paid (304,083 ) (283,434 ) (263,403 ) Exercise of stock options 184,411 92,033 28,318 Excess tax benefits from stock-based compensation 13,997 1,385 4,455 Contributions from noncontrolling interests in subsidiaries — 10,199 7,322 Repurchase of Common Stock (384,515 ) (169,099 ) (9,314 ) Net Cash (Used by) Financing Activities (438,818 ) (71,100 ) (698,921 ) (Decrease) Increase in Cash and Cash Equivalents (190,956 ) 631,037 216,502 Cash and Cash Equivalents as of January 1 884,642 253,605 37,103 Cash and Cash Equivalents as of December 31 $693,686 $884,642 $253,605 Interest Paid $97,892 $97,932 $91,623 Income Taxes Paid 292,315 350,948 252,230 TOOTSIE ROLL INDUSTRIES, INC. AND SUBSIDIARIES CONSOLIDATED STATEMENTS OF Earnings, Comprehensive Earnings and Retained Earnings (in thousands except per share data) For the year ended December 31, 2011 2010 2009 Net product sales $528,369 $517,149 $495,592 Rental and royalty revenue 4,136 4,299 3,739 Total revenue 532,505 521,448 499,331 Product cost of goods sold 365,225 349,334 319,775 Rental and royalty cost 1,038 1,088 852 Total costs 366,263 350,422 320,627 Product gross margin 163,144 167,815 175,817 Rental and royalty gross margin 3,098 3,211 2,887 Total gross margin 166,242 171,026 178,704 Selling, marketing and administrative expenses 108,276 106,316 103,755 Impairment charges — — 14,000 Earnings from operations 57,966 64,710 60,949 Other income (expense), net 2,946 8,358 2,100 Earnings before income taxes 60,912 73,068 63,049 Provision for income taxes 16,974 20,005 9,892 Net earnings $43,938 $53,063 $53,157 Net earnings $43,938 $53,063 $53,157 Other comprehensive earnings (loss) (8,740 ) 1,183 2,845 Comprehensive earnings $35,198 $54,246 $56,002 Retained earnings at beginning of year. $135,866 $147,687 $144,949 Net earnings 43,938 53,063 53,157 Cash dividends (18,360 ) (18,078 ) (17,790 ) Stock dividends (47,175 ) (46,806 ) (32,629 ) Retained earnings at end of year $114,269 $135,866 $147,687 Earnings per share $0.76 $0.90 $0.89 Average Common and Class B Common shares outstanding 57,892 58,685 59,425 (The accompanying notes are an integral part of these statements.) CONSOLIDATED STATEMENTS OF Financial Position TOOTSIE ROLL INDUSTRIES, INC. AND SUBSIDIARIES (in thousands except per share data) Assets December 31, 2011 2010 CURRENT ASSETS: Cash and cash equivalents $78,612 $115,976 Investments 10,895 7,996 Accounts receivable trade, less allowances of $1,731 and $1,531 41,895 37,394 Other receivables 3,391 9,961 Inventories: Finished goods and work-in-process 42,676 35,416 Raw materials and supplies 29,084 21,236 Prepaid expenses 5,070 6,499 Deferred income taxes 578 689 Total current assets 212,201 235,167 PROPERTY, PLANT AND EQUIPMENT, at cost: Land 21,939 21,696 Buildings 107,567 102,934 Machinery and equipment 322,993 307,178 Construction in progress 2,598 9,243 455,097 440,974 Less—Accumulated depreciation 242,935 225,482 Net property, plant and equipment 212,162 215,492 OTHER ASSETS: Goodwill 73,237 73,237 Trademarks 175,024 175,024 Investments 96,161 64,461 Split dollar officer life insurance 74,209 74,441 Prepaid expenses 3,212 6,680 Equity method investment 3,935 4,254 Deferred income taxes 7,715 9,203 Total other assets 433,493 407,300 Total assets $857,856 $857,959 Liabilities and Shareholders’ Equity December 31, 2011 2010 CURRENT LIABILITIES: Accounts payable $10,683 $9,791 Dividends payable 4,603 4,529 Accrued liabilities 43,069 44,185 Total current liabilities 58,355 58,505 NONCURRENT LIABILITES: Deferred income taxes 43,521 47,865 Postretirement health care and life insurance benefits 26,108 20,689 Industrial development bonds 7,500 7,500 Liability for uncertain tax positions 8,345 9,835 Deferred compensation and other liabilities 48,092 46,157 Total noncurrent liabilities 133,566 132,046 SHAREHOLDERS’ EQUITY: Common stock, $.69-4/9 par value—120,000 shares authorized—36,479 and 36,057 respectively, issued 25,333 25,040 Class B common stock, $.69-4/9 par value—40,000 shares authorized—21,025 and 20,466 respectively, issued 14,601 14,212 Capital in excess of par value 533,677 505,495 Retained earnings, per accompanying statement 114,269 135,866 Accumulated other comprehensive loss (19,953 ) (11,213 ) Treasury stock (at cost)—71 shares and 69 shares, respectively (1,992 ) (1,992 ) Total shareholders’ equity 665,935 667,408 Total liabilities and shareholders’ equity $857,856 $857,959 TOOTSIE ROLL INDUSTRIES, INC. AND SUBSIDIARIES CONSOLIDATED STATEMENTS OF Cash Flows (in thousands) For the year ended December 31, 2011 2010 2009 CASH FLOWS FROM OPERATING ACTIVITIES:   Net earnings $43,938 $53,063 $53,157   Adjustments to reconcile net earnings to net cash provided by operating activities:     Depreciation 19,229 18,279 17,862     Impairment charges — — 14,000     Impairment of equity method investment — — 4,400     Loss from equity method investment 194 342 233     Amortization of marketable security premiums 1,267 522 320     Changes in operating assets and liabilities:     Accounts receivable (5,448 ) 717 (5,899 )     Other receivables 3,963 (2,373 ) (2,088 )     Inventories (15,631 ) (1,447 ) 455     Prepaid expenses and other assets 5,106 4,936 5,203     Accounts payable and accrued liabilities 84 2,180 (2,755 )     Income taxes payable and deferred (5,772 ) 2,322 (12,543 )     Postretirement health care and life insurance benefits 2,022 1,429 1,384     Deferred compensation and other liabilities 2,146 2,525 2,960     Others (708 ) 310 305   Net cash provided by operating activities 50,390 82,805 76,994 CASH FLOWS FROM INVESTING ACTIVITIES:   Capital expenditures (16,351 ) (12,813 ) (20,831 )   Net purchase of trading securities (3,234 ) (2,902 ) (1,713 )   Purchase of available for sale securities (39,252 ) (9,301 ) (11,331 )   Sale and maturity of available for sale securities 7,680 8,208 17,511   Net cash used in investing activities (51,157 ) (16,808 ) (16,364 )   CASH FLOWS FROM FINANCING ACTIVITIES:     Shares repurchased and retired (18,190 ) (22,881 ) (20,723 )     Dividends paid in cash (18,407 ) (18,130 ) (17,825 )     Net cash used in financing activities (36,597 ) (41,011 ) (38,548 ) Increase (decrease) in cash and cash equivalents (37,364 ) 24,986 22,082 Cash and cash equivalents at beginning of year 115,976 90,990 68,908 Cash and cash equivalents at end of year $78,612 $115,976 $90,990 Supplemental cash flow information   Income taxes paid $16,906 $20,586 $22,364   Interest paid $38 $49 $182   Stock dividend issued $47,053 $46,683 $32,538 (The accompanying notes are an integral part of these statements.) Based on the information contained in these financial statements, compute the following 2011 values for each company. (Round answers to 1 decimal place, e.g. 15.2.) (1) Accounts receivable turnover. (For Tootsie Roll, use “Net product sales.” Assume all sales were credit sales.) (2) Average collection period for accounts receivable. Tootsie Roll Hershey Company Accounts receivable turnover times times Average collection period days days

The financial statements of Tootsie Roll are presented below.

Notes to Consolidated Financial Statements ($ in thousands)

Revenue recognition:

Products are sold to customers based on accepted purchase orders which include quantity, sales price and other relevant terms of sale. Revenue, net of applicable provisions for discounts, returns, allowances and certain advertising and promotional costs, is recognized when products are delivered to customers and collectability is reasonably assured. Shipping and handling costs of $45,850, $43,034, and $38,628 in 2011, 2010 and 2009, respectively, are included in selling, marketing and administrative expenses. Accounts receivable are unsecured. Revenues from a major customer aggregated approximately 23.3%, 21.4% and 22.9% of net product sales during the years ended December 31, 2011, 2010 and 2009, respectively.

Calculate the accounts receivable turnover and average collection period for 2011. (Use “Net Product Sales.” Assume all sales were credit sales.) (Round answers to 1 decimal place, e.g. 15.2.)

Accounts receivable turnover			times
Average collection period			days