for businesses who choose to advertise their business by giving away or selling regular
or travel mugs.
The owners meet formally every month, and have informal meetings two or three times
per week to discuss particular clients or new approaches. About a quarter of the sales
are via the company’s secure web site, while the remainder are by telephone or purchase
order. MBL works with distributors of kitchenware, selling wholesale to hundreds of
outlets in Canada. Most of these sales are done via the telephone, although a
salesperson does spend some time in major cities across the country visiting some of
the large customers, helping with shelf layout and marketing to the ultimate consumers
for larger distributors. These efforts have resulted in gradually increasing market share
for the company.
All sales are recorded in the accounting software package used by the company. The
accounting manager reports directly to one of the owners, and there are two other
employees in the accounting department. Password controls are used to limit functions
that are accessible by employees. For example, only the controller can implement wage
rate increases or product price increases (which are reviewed and approved by the
owner responsible for marketing). Two owners are required to sign cheques, and do so
with source documents attached. Similarly, two owners are required to approve new
employees.
All manufacturing is outsourced to local producers who work with different materials.
For example, a different supplier handles steel mugs versus plastics or glass. Ceramics
is rarely used as it is quite breakable, whereas some forms of glass are very durable.
MBL does not hold any inventory, as manufacturing is all done to order. However, as
there have been some collection problems from customers, the company has had to go
to the maximum of its line of credit, and has no additional borrowing capacity
available. It is waiting for the results of the audited financial statements to approach the
bank for an increase in its line of credit.
Internet sales are prepared (via credit card), while sales to distributors are net thirty. The
company has an April year end.
Following are extracts from the annual financial statements: