Advertising Technologies, Inc. (ATI) specializes in providing both published and online advertising services for the business marketplace. The company monitors its costs based on the cost per column inch of published space printed in print advertising media and based on the cost per minute of telephone advertising time delivered on The AD Line, a computer-based, online advertising service. ATI has one new competitor, Tel-a-Ad, in its local tele advertising market; and with increased competition, ATI has seen a decline in sales of online advertising in recent years. ATIs president, Robert Beard, believes that predatory pricing by Tel-a-Ad has caused the problem. The following is a recent conversation between Robert and Jane Minnear, director of marketing for ATI.

Jane: I just received a call from one of our major customers concerning our advertising rates on The AD Line who said that a sales rep from another firm (it had to be Tel-a-Ad) had offered the same service at $1 per minute, which is $1.50 per minute less than our price.

Robert: Its costing about $1.27 per minute to produce that product. I dont see how they can afford to sell it so cheaply. Im not convinced that we should meet the price. Perhaps the better strategy is to emphasize producing and selling more published ads, which were more experienced with and where our margins are high and we have virtually no competition.

Jane: You may be right. Based on a recent survey of our customers, I think we can raise the price significantly for published advertising and still not lose business.

Robert: That sounds promising; however, before we make a major recommitment to publishing, lets explore other possible explanations. I want to know how our cots compare with our competitors. Maybe we could be more efficient and find a way to earn a good return on tele advertising.

After this meeting, Robert and Jane requested an investigation of production costs and comparative efficiency of producing published versus online advertising services. The controller, Tim Gentry, indicated that ATIs efficiency was comparable to that of its competitors and prepared the following cost data:

Published Advertisin Online Advertisin Estimated number of production units Selling Price Direct Product Costs Overhead Allocation (based on DL costs Overhead per unit Direct costs per unit # of customers # of salesperson da # of art and design hours # of creative services subcontract hours # of customer service calls 200,000 200 21,000,000 10,175,000 49 $105 180,000 28,500 35,000 100,000 72,000 10,000000 2.50 5,000,000 8,325,000 0.77 0.50 25,000 3,500 5,000 25,000 8,000 Upon examining the data, Robert decided that he wanted to know more about the overhead costs since they were such a high proportion of total production costs. He was provided the following list of overhead costs and told that they were currently being assigned to products in proportion to direct labor costs. Selling costs Visual and audio design costs Creative services costs Customer service costs Total Overhead costs 8,000,000 3,000,000 5,500,000 2,000,000 $18,500,000 Required Using the data provided by the controller, prepare analyses to help Robert and Jane in making their decisions. Prepare an executive memo which touches on the following points: Should ATI switch from the fast-growing, online advertising market back into the well-established published advertising market? Does the charge of predatory pricing seem valid? Why are customers likely to be willing to pay a higher price to get published services