Credit Managment

Luvly Jubbly Inc. - wholesaler of merchandise with a British flavour.

The merchandise is distributed to Canadian retailers in all provinces.

Due to the rise in popularity in Canada of British television shows the company's sales have grown by about 15% per year over the last five years.

The company's sales are expected to grow by 10% next year, with all costs and expenses growing proportionately with sales.

The company was started 10 years ago by Camilla and Phillip Samuelson, who emigrated from Sweden to Canada 15 years ago. Before they started the company, they were avid collectors of British memorabilia, particular those for the long-running British soap, East Enders.

Camilla and Phillip decided to combine their business acumen with their love of British memorabilia and started their company. With profits from the business, they were able to put all three daughters through university. One of their daughters, Margaret, now works for them as their office manager. Margaret is responsible for sending out invoices and bills, checking on when these invoices and bills come due, and calling customers if bills are still unpaid 60 days after sale.

Even with the recent growth in sales, the Samuelsons have noticed a steady decline in their quarterly net profit in the last two years. They think that this may be due to their current policy of giving trade credits. When they first started 10 years ago, to attract customers to their new business they set their credit policy to net 50, which was more generous than the wholesale industry average of net 30. Since then, the company has built up a steady customer base, but has retained the net 50 credit policy. Unfortunately, the rising popularity of British shows and their associated memorabilia in Canada has enticed more companies into the business, including mega-companies such as Walmart.

A severe financial crisis hit the world market two years ago, forcing some of Luvly Jubbly's customers to reduce their orders and forcing a few into bankruptcy. As a result, bad debt increased to about 2% during the last two years. The upcoming year is the first year that bad debt is forecasted to drop back down to its historical level of 1%. Under the current net 50 policy, 85% of customers pay by Day 50, and the remainder pay 10 days later. With the delays in collecting from customers, the Samuelsons have had to use the company's line of credit to pay its expenses. Their bank, the United Bank of Canada, sets both short-term and long-term debt interest rates for the company at 15%.

Considering the company's lowered net profit, Camilla and Phillip are finally ready to take a deeper look at their credit policy, and if necessary, to change it. They asked their second daughter, Diana (who has an MBA degree), to take a look at their books. After completing her analysis, Diana gave them two possible alternatives for their credit policy, with suggested outcomes:

Alternative #1: 2/20 net 30

Lose 5% sales

50% of customers will pay at Day 20

40% of customers will pay at Day 30

10% of customers will pay at Day 60

Cash, inventory, fixed assets, accounts payable, long-term debt, and equity will remain unchanged

Alternative #2: 2/25 net 45

No lost sales

60% of customers will pay at Day 25

35% of customers will pay at Day 45

5% customers will pay at Day 60

Cash, inventory, fixed assets, accounts payable, long-term debt, and equity will remain unchanged

Industry average: 2/20 net 30

Average collection period = 28 days

Net profit margin = 5%

Return on assets = 5.2%

Return on equity = 13%

The company's most recent statement of comprehensive income and statement of financial position are presented below.

The Samuelsons will have to make a decision on the company's credit policy based on the available information.

Statement of Comprehensive Income

Sales

$500,000

Cost of goods sold

300,000

Gross profit

$200,000

Operating expenses

100,000

Earnings before interest and taxes

$100,000

Interest expense

35,332

Earnings before taxes

$64,668

Income taxes (35%)

22,634

Net income

$42,034

Statement of Financial Position

Cash

10,000

Accounts payable

$15,000

Accounts receivable

70,548

Notes payable

35,548

Inventory

20,000

Current liabilities

$50,548

Current assets

$100,548

Long-term debt

200,000

Fixed assets

500,000

Equity

$350,000

Total assets

$600,548

Total liabilities & equity

$600,548

Questions:

1.What are the three components of a credit policy? Does the company's current credit policy satisfy these three components?

2.What are the effective annual costs for the two proposed credit policy alternatives? Ifthe average borrowing rate for the company's customers is 15%, will these credit policies be attractive to these customers?

3.Construct aging schedules for the current credit policy and the two proposed new credit policies.

4.Construct the Pro-forma Statement of Comprehensive Income and Statement of Financial Position based on the current credit policy and the two proposed credit policies.

5.Calculate the average collection period, net profit margin, return on assets, and return on equity for both the current and the proposed policies.

6.How does the company compare with the industry average in terms of its average collection period, profitability, and returns on assets and equity under the current and proposed policies?

7.Which credit policy should the Samuelsons choose? Provide reasons for your recommendation.