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Marston Corporation

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Marston Corporation To: | President, Marston Corporation | From: | Sally Smith | Date: | 4/3/2012 | Re: | Financial Advice | | |
It has come to my attention that the current team of sales agents have asked for a 2% raise from 18% to 20% commission. Currently, the company’s net operating income is at $400,000, while paying an annual commission fee of $5,400,000 to the sales agents. However, with a 2% raise in commissions, the sales team will require an annual commission of $6,000,000, leaving the company at a loss with a net operating income of ($200,000). I propose that, to attain maximum profit, the company should hire its own sales team to replace the independent sales team. * Commissions paid to the sales team are increasing to $6,000,000. Hiring your own sales staff would also incur various costs; however, they do not equal to the cost of the commissions fee. The annual payroll for an independent sales staff is $700,0000, plus additional expenses of $400,000 (travel and entertainment expenses), 10% sales commission, $200,000 (sales manager to lead the sales team), and a $500,000 increase in advertising. This is a total of $4,100,000 compared to the $6,000,000 expense from the independent sales team. * After the expenses, the company’s net operating income will result in $1,000,000, compared to the $200,000 loss you will suffer by keeping an independent sales team on commission. * When comparing the break-even points of the two scenarios, the option of hiring your own sales staff results in a faster gain in profits. While the company would have to sell $30,909,000 in order to break even with an independent sales team on commission, the company would only have to sell $26,875,000 a year to break even with its own sales staff. * Another factor to look into is the contribution margin. When hiring your own sales staff, the contribution

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