4.7 KiB
Worked example — John Wayne Airport Shuttle (S01027 × Passent JWA001-071425)
Use this to check your own output. If your numbers for this deal differ from these, something was misread — usually a discount, a section header counted as a line, or a recurring line classified as one-time.
Inputs
Ad proposal (Passent Media, 14-Jul-2026): 64,000 monthly on-boardings, 6-minute average journey, 24 fifteen-second slots, 1,536,000 monthly impressions at an assumed 65% blended fill. Three revenue lines — TransitAds.co local at $12,000/mo, programmatic ad-floor at $2,765/mo ($12.00 CPM, 15% fill), national direct buy at $7,373/mo ($24.00 CPM, 20% fill). Gross total $22,138/mo, $265,651/yr. A 2028 LA Games block worth $334,200 over 2.5 months is captured but disabled.
Odoo S01027: 17 money lines across Hardware, Installation, Professional Services, Licensing & Support, and Optional Support. Quote total $84,334.45.
Pairing check: the proposal's PROJECT/REF is "SNA JOHN WAYNE ARPT" and S01027 is billed to John Wayne Airport-Orange County — same agency, same site. The proposal's impression math assumes eleven onboard screens; S01027 carries eleven M27V vehicle displays. Both documents describe an onboard/mobile deployment. This pair reconciles, so the model may be built. These revenue figures belong to this deployment alone and must not be carried to any other quote.
Classification
Four lines are recurring: LIC-MPTV-Pro-Base ($5,489/yr, $2,189/yr cost),
API - Tripshot ($1,125/yr, $0 cost), LIC-ADV-FM ($0 — the vehicle for the revenue share
itself, not a billable line), and SUP-MP-FM ($7,150/yr, $2,200/yr cost). Everything else
is one-time.
MPTV Professional at $199/unit/year across 11 units is $182.42/month — the figure Andy thinks of as "roughly $20 per controller per month."
Two lines carry zero margin legitimately: DBE-Dispatch ($4,000) and PS-Travel ($4,000)
are pass-throughs at full cost. Several hardware and cabling lines carry 100% margin
because no standard cost is set in Odoo — worth flagging, since it makes COGS optimistic.
Expected outputs
| Figure | Value |
|---|---|
| One-time COGS target (yellow) | $45,365.01 |
| One-time sale price target (orange) | $70,570.45 |
| One-time MSRP target (green) | $87,857.00 |
| Recurring lines, annual net | $13,764.00 |
| Recurring cost carried monthly | $365.75/mo |
| Blended discount on one-time scope | 19.7% |
Cross-check: $70,570.45 one-time + $13,764.00 recurring = $84,334.45, the printed quote total.
With a 12-month ramp starting at 25%, a projection start of 2027-02, and 12% money:
Model 2A — MPM financed (MPM 30 / Passent 30 / Reseller 10 / End User 30)
Principal $45,365.01 at 12% APR, retired in month 13 with $3,888.81 of interest paid. No negative amortization: MPM's month-1 share of $1,660 covers the $454 of first-month interest comfortably.
| Milestone | Target | Reached |
|---|---|---|
| COGS | $45,365.01 | month 13 |
| Sale price | $70,570.45 | month 17 |
| MSRP | $87,857.00 | month 20 |
60-month distribution: MPM $368,598, Passent $368,598, Reseller $122,866, End User $368,598.
Model 2B — same split, revenue only. Identical distribution figures, no targets, no cost basis sheet. The check that matters is that nothing in this file discloses margin.
Model 2C — customer financed (MPM 5 / Reseller 2.5 / Passent 22.5 / End User 70)
60-month distribution: MPM $61,433, Reseller $30,716, Passent $276,448, End User $860,061. The End User's 70% share, net of the $1,147/month they pay for licensing at invoiced price, recovers the $87,857 MSRP they paid in month 11.
How to read it
Both structures work on this deal, and the interesting comparison is what MPM trades away. Financing costs $45,365 of cash for thirteen months plus $3,889 of interest, and returns $368,598 over five years. Selling outright books the hardware immediately and returns $61,433 — a $307,165 difference for capital that is fully recovered by month 13. On these assumptions financing is clearly the better use of the money, which is precisely why the assumptions deserve scrutiny rather than celebration.
Everything rests on a 65% fill rate the proposal itself warns may not hold early. Halving
monthly_gross is the stress test worth running: COGS recovery slips from month 13 to 23,
MSRP from month 20 to 38, and interest paid rises from $3,889 to $6,696. More telling is the
first month, where MPM's net of $464 barely clears the $454 of accruing interest. The deal
does not tip into negative amortization, but it comes within ten dollars a month of doing
so — meaning a slower ramp, a deeper fill miss, or a higher rate would. If a deal ever does
tip, the script flags it in red on the Summary; treat that as a reason to renegotiate the
share or the rate, not a cosmetic warning.