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Chapter 6 Case Morocco Corporation manufactures disposable thermometers that are sold to hospitals through a network of independent sales agents located in the United States
Chapter Case
Morocco Corporation manufactures disposable thermometers that are sold to hospitals through a network of independent sales agents located in the United States and Canada. These agents sell a variety of products to hospitals in addition to Moroccos disposable thermometer. The sales agents are currently paid an commission on sales, and this commission rate was used when Moroccos management prepared the following budgeted income statement for the coming year.
Morocco Corporation
Budgeted Income Statement
Sales..................................... $
Cost of Goods Sold:
Variable......................... $
Fixed............................
Gross Margin...........................
Selling and Admin. Expenses:
Commissions...................
Fixed Advertising Exp.......
Fixed Admin. Exp............
Net Operating Income................. $
Since completion of the above statement, Moroccos management has learned that the independent sales agents are demanding an increase in the commission rate to of sales for the upcoming year. This would be the third increase in commissions demanded by the independent sales agents in five years. As a result, Moroccos management has decided to investigate the possibility of hiring its own sales staff to replace the independent sales agents.
Moroccos controller estimates that the company will have to hire eight salespeople to cover the current market area, and the total annual payroll cost of these employees will be about $ including fringe benefits. The salespeople will also be paid commissions of of sales. Travel and entertainment expenses are expected to total about $ for the year. The company will also have to hire a sales manager and support staff whose salaries and fringe benefits will come to about $ per year. To make up for the promotions that the independent sales agents had been running on behalf of Morocco, management believes that the companys budget for fixed advertising expenses should be increased by $
Required:
points Assuming sales of $ construct a budgeted contribution margin format income statement for the upcoming year with the following alternatives:
a The independent sales agents commission rate stays the same at
b The independent sales agents commission rate increases to
c The company employs its own sales force.
points Calculate Moroccos breakeven point in sales dollars next year for each of these alternatives:
a The independent sales agents commission rate stays the same at
b The independent sales agents commission rate increases to
c The company employs its own sales force.
continued on next page
points Refer to your answer in b above. If the company employs its own sales force, what volume of sales would be necessary to generate the same net operating income the company would generate in b above?
points Determine the volume of sales at which net operating income would be equal regardless of whether Morocco Corporation sells through agents at a commission rate or employs its own sales force.
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