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Case 5–33 Cost Structure; Break-Even and Target Profit Analysis

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FINAL PROJECT
12/17/2015
Case 5-33
Problem 1) a) Break-even point in dollar sales @ 15% commission

fixed expenses/CM ratio = $4,800,000/.40 = $12,000,000

b) If the commission increases to 20%:

$4,800,000/.35 = $13,714,286

c) If the company uses its own sales force: $7,125,000/.475 = $15,000,000

Problem 2)

$ Sales to attain target = tgt income before taxes + fixed expenses CM ratio

$1,600,000 + $4,800,000/0.35 = $18,285,714

Problem 3) x = total sales revenue
.65x + $4,800,000 = .525x + $7,125,000
.125x = $2,325,000
X = $2,325,000 / .125
X = $18,600,000

Problem 4)
Part a)
CM
15% commission = $6,400,000 / income before taxes $1,600,000 = 4
Part b)
20% =$5,600,000 / $800,000 = 7
Part c)
In-house sales force = $7,600,000 / $475,000 = 16

Problem 5) The company should continue to use the sales agents for at least one more year based on the fact that the use of the sales agents wouldn’t effect net income quite as much. Also, with the use of an in-house sales force, the company would have to reach sales of $18,600,000/year and this level wouldn’t be reached for at least one more year. Finally, the in-house sales force plan is highly leveraged, so when sales do reach $18.6 million, that leverage would assist the company quite a bit. So, at this point, till that 18.6 million sales goal is reached, the company should stay with the outside sales agents despite a 5% increase to their commission.

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