Question

Colleen Company has gathered the following data pertaining to activities it performed for two of its major customers.

	Jerry, Inc.			Kate Co.
Number of orders		6			30
Units per order		1,000			420
Sales returns:
Number of returns		4			5
Total units returned		50			140
Number of sales calls		13			5

Colleen sells its products at $290 per unit. The firm’s gross margin ratio is 20%. Both Jerry and Kate pay their accounts promptly and no accounts receivable is over 30 days. After using business analytics software to carefully analyze the operating data for the past 30 months, the firm has determined the following activity costs:

Activity	Cost Driver and Rate
Sales calls	$	800	per visit
Order processing		180	per order
Deliveries		410	per order
Sales returns		270	per return and $3 per unit returned
Sales salary		107,000	per month

Required:

1. Using customers as the cost objects, classify the activity costs into cost categories (unit-level, batch-level, etc.) and compute the total cost for Colleen Company to service Jerry, Inc. and Kate Co.

2. Compare the profitability of these two customers.

Answer 1

Solution

1		Jerry Inc.	Kate Co.
	Customer Unit Level Costs-
	Sales returns (50 * $3), (140 * $3)	$150	$420
	Cutomer batch level costs-
	Sales Return ($270*4), ($270*5)	$1,080	$1,350
	Order Processing ($180*6), ($180*30)	$1,080	$5,400
	Deliveries ($410*6), ($410*30)	$2,460	$12,300
	Customer Sustaning Cost -
	Sales calls ($800*13), ($800*5)	$10,400	$4,000
	Total	$15,170	$23,470
2		Jerry Inc.	Kate Co.
	Sales (6*1000*$290), (30*420*290)	1740000	3654000
	Less - Sales returns (50*$290), (140*$290)	14500	40600
	Net Sales (A)	1725500	3613400
	Less - Cost of Goods Sold (80% of Net Sales)	1380400	2890720
	Gross Margin (20%)	345100	722680
	Less - Sales Support Cost (Calculated in part 1)	$15,170	$23,470
	Operating Income (loss) (B)	$329,930	$699,210
	Operating Margin (loss) (B/A)	19.12%	19.35%

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