CVP Analysis; Commissions; Ethics Lionel Corporation manufactures pharmaceutical products sold through a network of sales agents in the United States and Canada. The agents are currently paid an 18% commission on sales; that percentage was used when Lionel prepared the following budgeted income statement for the fiscal year ending June 30, 2019: Lionel Corporation Budgeted Income Statement For the Year Ending June 30, 2019 ($000 omitted) Sales $28,500 Cost of goods sold Variable $12,825 Fixed 3,500 16,325 Gross profit $12,175 Selling and administrative costs Commissions $ 5,130 Fixed advertising cost 800 Fixed administrative cost 2,150 8,080 Operating income $ 4,095 Fixed interest cost 705 Income before income taxes $ 3,390 Income taxes (30%) 1,017 Net income $ 2,373 Since the completion of the income statement, Lionel has learned that its sales agents are requiring a 5% increase in their commission rate (to 23%) for the upcoming year. As a result, Lionel’s president has decided to investigate the possibility of hiring its own sales staff in place of the network of sales agents and has asked Alan Chen, Lionel’s controller, to gather information on the costs associated with this change. Alan estimates that Lionel must hire eight salespeople to cover the current market area, at an average annual payroll cost for each employee of $80,000, including fringe benefits expense. Travel and entertainment expenses is expected to total $600,000 for the year, and the annual cost of hiring a sales manager and sales secretary will be $150,000. In addition to their salaries, the eight salespeople will each earn commissions at the rate of 10% of sales. The president believes that Lionel also should increase its advertising budget by $500,000 if the eight salespeople are hired. Required What is the indifference point in sales for the firm to either accept the agents’ demand or adopt the proposed change? Which plan is better for the firm? Why? What are the ethical issues, if any, that Alan should consider?
CVP Analysis; Commissions; Ethics Lionel Corporation manufactures pharmaceutical products sold through a network of sales agents in the United States and Canada. The agents are currently paid an 18% commission on sales; that percentage was used when Lionel prepared the following
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Lionel Corporation Budgeted Income Statement For the Year Ending June 30, 2019 ($000 omitted) |
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Sales |
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$28,500 |
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Cost of goods sold |
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Variable |
$12,825 |
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Fixed |
3,500 |
16,325 |
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Gross profit |
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$12,175 |
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Selling and administrative costs |
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|
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Commissions |
$ 5,130 |
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Fixed advertising cost |
800 |
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Fixed administrative cost |
2,150 |
8,080 |
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Operating income |
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$ 4,095 |
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Fixed interest cost |
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705 |
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Income before income taxes |
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$ 3,390 |
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Income taxes (30%) |
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1,017 |
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Net income |
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$ 2,373 |
Since the completion of the income statement, Lionel has learned that its sales agents are requiring a 5% increase in their commission rate (to 23%) for the upcoming year. As a result, Lionel’s president has decided to investigate the possibility of hiring its own sales staff in place of the network of sales agents and has asked Alan Chen, Lionel’s controller, to gather information on the costs associated with this change.
Alan estimates that Lionel must hire eight salespeople to cover the current market area, at an average annual payroll cost for each employee of $80,000, including
Required
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What is the indifference point in sales for the firm to either accept the agents’ demand or adopt the proposed change? Which plan is better for the firm? Why?
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What are the ethical issues, if any, that Alan should consider?
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