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1.
Customer Project Engineering
322 serv. reqs. 104 bids 217 desgn. chngs.
$260 /serv. req. $590 /bid $400 /change
of Activities Rate = Total
Good Knowledge University
Customer service 60 serv. reqs. $260 /req. 15,600$
Project bidding 36 bids $590 /bid 21,240
Hot Shotz Arena
Customer service 52 serv. reqs. $260 /req. 13,520$
Project bidding 18 bids $590 /bid 10,620
Engineering support 30 desgn. chngs. $400 /chng. 12,000
3.
University Arena Hospital
Revenues 1,650,000$ 1,050,000$ 450,000$
4.
Break-a-Leg Hospital is unprofitable, while the other two customers have acceptable margins. This is because Break-a-Leg Hospital requires
many customer service, project bidding, and design change activities. For example, Break-a-Leg Hospital awards contracts on only 12% of the
bid efforts (6 contracts/50 bids); it requests a large amount of service; and it requires extensive design change effort. The company‘s options
b. Reprice Break-a-Leg Hospital work. Charge Break-a-Leg Hospital a higher price to compensate for the higher activities required to serve it.
However, the customer may not accept the price increase required to move it to a profitable relationship.
c. Encourage Break-a-Leg Hospital to reduce the amount of design changes and customer service requests. The design changes are probably
driving the customer service requests. This may be appealing, but there may be no incentive for Break-a-Leg Hospital to change its behavior.
d. Charge a price for customer service and design change separately. That is, unbundle the pricing of goods from the
support services. This is a good long-term solution. In addition, improve the bidding process in order to improve the
“hit rate” or the percentage of awarded contracts to bids.
COLD ZONE MECHANICAL INC.
Customer Profitability Report
For the Year Ended December 31
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