Sally Inc. (the Company) manufactures needles used to inflate and deflate sporting equipment (e.g., footballs, basketballs, soccer balls). The Company produces high-quality stainless steel needles at a price of $7 per needle. To incentivize customers to purchase its needles, the Company utilizes a customer loyalty program (the Program) that rewards customers with one loyalty point per dollar spent. Customers can enjoy a $1 credit on future needle purchases for every 25 points redeemed. Assume that the loyalty points are expected to accumulate to an amount that could provide a customer a discount on future purchases that is significant relative to discounts provided to customers that did not participate in the loyalty program. Facts are as follows: Customers can join the Program for no monetary cost but must provide an e-mail address.

Customers earn zero points for purchases that are paid partially or fully through redemption of points.

Historically, 95 percent of the points earned under the Program are redeemed.

The Company only manufactures one style of the needle and recognizes revenue upon shipment.

Costs to acquire a customer and commissions associated with a sale are both zero.

The collection of all invoiced amounts is deemed probable. On January 1, 2018, the Company enters into a contract with Gary Inc. to provide 20,000 needles for a price of $140,000. By joining the loyalty program, Gary will earn 140,000 loyalty points worth $5,600 ($140,000 25). The Company ships all 20,000 needles to Gary on January 15, 2018.

1. Assume the loyalty program is structured such that it gives rise to a material right; what then would be an appropriate stand-alone selling price of the loyalty points? How do you know?

2. What entry/ies should the Company record upon shipping the 20,000 needles to Gary? On August 1, 2018, Gary redeems 14,000 loyalty points and receives 80 needles. As of August 1, 2018, the Company still believes that 95 percent of the total points Gary earned will ultimately be redeemed.