Question

Differential Analysis Report for Sales Promotion Proposal

Rocket Shoe Company is planning a one-month campaign for August to promote sales of one of its two shoe products. A total of $182,000 has been budgeted for advertising, contests, redeemable coupons, and other promotional activities. The following data have been assembled for their possible usefulness in deciding which of the products to select for the campaign.

	Cross-Trainer Shoe		Running Shoe
Unit selling price	$77		$85
Unit production costs:
Direct materials	$ (14)		$(18)
Direct labor	(5)		(6)
Variable factory overhead	(3)		(5)
Fixed factory overhead	(7)		(9)
Total unit production costs	$(29)		$(38)
Unit variable selling expenses	(24)		(23)
Unit fixed selling expenses	(14)		(8)
Total unit costs	$(67)		$(69)
Operating income per unit	$ 10		$ 16

No increase in facilities would be necessary to produce and sell the increased output. It is anticipated that 26,000 additional units of cross-trainer shoes or 22,000 additional units of running shoes could be sold without changing the unit selling price of either product.

Required:

1. Prepare a differential analysis report presenting the additional revenue and additional costs anticipated from the promotion of cross-trainer shoes and running shoes.

Rocket Shoe Company
Proposals for Sales Promotion Campaign
Differential Analysis Report
	Cross-Trainer Shoes	Running Shoe
Differential revenue from proposals	$	$
Differential cost of proposals:
	$	$
Differential cost of proposals	$	$
	$	$

2. The sales manager had tentatively decided to promote cross-trainer shoes, estimating that operating income would be increased by $170,000 ($16 operating income per unit for 22,000 units, less promotion expenses of $182,000). The manager also believes that the selection of running shoes will decrease operating income by $78,000 ($10 operating income per unit for 26,000 units, less promotion expenses of $182,000). Should the sales manager’s tentative decision be accepted or opposed?
The sales manager’s tentative decision should be_______. The_______will contribute more to operating income than would be contributed by promoting the________.

Answer 1

Ans.

1.

Rocket Shoe Company

Proposals for Sales Promotion Campaign

Differential Analysis Report

	Cross Trainer Shoes	Running Shoe
Differential Revenue	$             2,002,000.00	$             1,870,000.00
Differential costs:
Direct Material	$              (364,000.00)	$               (396,000.00)
Direct labor	$              (130,000.00)	$               (110,000.00)
Variable factory overhead	$                (78,000.00)	$               (132,000.00)
Variable selling expense	$              (624,000.00)	$               (506,000.00)
Sales Promotional Expenses	$              (182,000.00)	$               (182,000.00)
Differential costs	$           (1,378,000.00)	$            (1,348,000.00)
Contribution Margin from proposal	$                624,000.00	$                544,000.00

Formulas

A/1	B	C	D
2		Cross Trainer Shoes	Running Shoe
3	Differential Revenue	=26000*77	=22000*85
4	Differential costs:
5	Direct Material	=-26000*14	=-22000*18
6	Direct labor	=-26000*5	=-22000*6
7	Variable factory overhead	=-26000*3	=-22000*5
8	Variable selling expense	=-26000*24	=-22000*23
9	Sales Promotional Expenses	-182000	-182000
10	Differential costs	=SUM(C5:C9)	=SUM(D5:D9)
11	Contribution Margin from proposal	=+C3+C10	=+D3+D10

Cross trainer would contribute more than running shoe as its contribution margin is higher.

2.

The sales manager’s tentative decision should be opposed .

The Cross trainer will contribute more to operating income than would be contributed by promoting the Running Shoe as its contribution margin is higher.

This is because fixed cost is irrelevant in making decision.