In the sales variance, numbers in parentheses are negative, meaning the actual sales were lower than planned. Positive numbers here mean actual sales were higher than planned.

As you look at the variance for the sales forecast for the first three months, you should see several important trends:

1. Unit sales of systems are disappointing, well below expectations.
2. The average revenue for systems sales is also disappointing.
3. Unit sales for service are disappointing, but dollar sales are way up.
4. Sales are well above expectations for software and training.