Question

Pittman Company is a small but growing manufacturer of telecommunications equipment. The company has no sales force of its own; rather, it relies completely on independent sales agents to market its products. These agents are paid a sales commission of 15% for all items sold.

Barbara Cheney, Pittman’s controller, has just prepared the company’s budgeted income statement for next year as follows:

Pittman Company Budgeted Income Statement For the Year Ended December 31
Sales				$	25,000,000
Manufacturing expenses:
Variable	$	11,250,000
Fixed overhead		3,500,000			14,750,000
Gross margin					10,250,000
Selling and administrative expenses:
Commissions to agents		3,750,000
Fixed marketing expenses		175,000	*
Fixed administrative expenses		2,160,000			6,085,000
Net operating income					4,165,000
Fixed interest expenses					875,000
Income before income taxes					3,290,000
Income taxes (30%)					987,000
Net income				$	2,303,000

*Primarily depreciation on storage facilities.

As Barbara handed the statement to Karl Vecci, Pittman’s president, she commented, “I went ahead and used the agents’ 15% commission rate in completing these statements, but we’ve just learned that they refuse to handle our products next year unless we increase the commission rate to 20%.”

“That’s the last straw,” Karl replied angrily. “Those agents have been demanding more and more, and this time they’ve gone too far. How can they possibly defend a 20% commission rate?”

“They claim that after paying for advertising, travel, and the other costs of promotion, there’s nothing left over for profit,” replied Barbara.

“I say it’s just plain robbery,” retorted Karl. “And I also say it’s time we dumped those guys and got our own sales force. Can you get your people to work up some cost figures for us to look at?”

“We’ve already worked them up,” said Barbara. “Several companies we know about pay a 7.5% commission to their own salespeople, along with a small salary. Of course, we would have to handle all promotion costs, too. We figure our fixed expenses would increase by $3,750,000 per year, but that would be more than offset by the $5,000,000 (20% × $25,000,000) that we would avoid on agents’ commissions.”

The breakdown of the $3,750,000 cost follows:

Salaries:
Sales manager	$	156,250
Salespersons		937,500
Travel and entertainment		625,000
Advertising		2,031,250
Total	$	3,750,000

“Super,” replied Karl. “And I noticed that the $3,750,000 equals what we’re paying the agents under the old 15% commission rate.”

“It’s even better than that,” explained Barbara. “We can actually save $115,000 a year because that’s what we’re paying our auditors to check out the agents’ reports. So our overall administrative expenses would be less.”

“Pull all of these numbers together and we’ll show them to the executive committee tomorrow,” said Karl. “With the approval of the committee, we can move on the matter immediately.”

Required:

1. Compute Pittman Company’s break-even point in dollar sales for next year assuming:

a. The agents’ commission rate remains unchanged at 15%.

b. The agents’ commission rate is increased to 20%.

c. The company employs its own sales force.

2. Assume that Pittman Company decides to continue selling through agents and pays the 20% commission rate. Determine the dollar sales that would be required to generate the same net income as contained in the budgeted income statement for next year.

3. Determine the dollar sales at which net income would be equal regardless of whether Pittman Company sells through agents (at a 20% commission rate) or employs its own sales force.

4. Compute the degree of operating leverage that the company would expect to have at the end of next year assuming:

a. The agents’ commission rate remains unchanged at 15%.

b. The agents’ commission rate is increased to 20%.

c. The company employs its own sales force.

Use income before income taxes in your operating leverage computation.

	Break-Even Point a. The agents’ commission rate remains unchanged at 15%. b. The agents’ commission rate is increased to 20%. c. The company employs its own sales force.

	Volume of sales (in dollars)

Determine the dollar sales at which net income would be equal regardless of whether Pittman Company sells through agents (at a 20% commission rate) or employs its own sales force. (Do not round intermediate calculations.)

	Volume of sales (in dollars)

• 	Degree of Operating Leverage a. The agents’ commission rate remains unchanged at 15%. b. The agents’ commission rate is increased to 20%. c. The company employs its own sales force.

Answer 1

Solution:

Calculating net income of Pittman Company in three scenarios based on the Agents commission as 15% and Agents commission as 20% and the Companies own sales force.

Particulars	Agents Commission 15%	Agents Commission 20%	Own Salesforce
Sales	25,000,000	25,000,000	25,000,000
Less: Variable Expenses	11,250,000	11,250,000	11,250,000
Commission	3,750,000	5,000,000	1,875,000
Contribution Margin	10,000,000	8,750,000	11,875,000
Contribution margin ratio	40%	35%	47.5%
Overhead	3,500,000	3,500,000	3,500,000
Marketing	175,000	175,000	3,925,000
Administrative expenses	2,160,000	2,160,000	2,275,000
Interest	875,000	875,000	875,000
Total Fixed expenses	6,710,000	6,710,000	10,575,000
Income before Tax	3,290,000	2,040,000	1,300,000
Less: Tax (30%)	987,000	612,000	390,000
Net Income	2,303,000	1,428,000	910,000

a) Calculating Break even point in dollars

break even point = fixed costs / contribution margin ratio

= 6,710,000 / 40%

= 16,775,000

b) Calculating break even point in dollars in agent commission is 20%

break even point = fixed costs / contribution margin ratio

= 6,710,000 / 35%

= 19,171,431

c) Calculating break even point in dollars if companies own salesforce

break even point = fixed costs / contribution margin ratio

= 10,575,000 / 47.5%

= 22,263,162