ACCA - P5 Study text - Emile Woolf INT

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Chapter 11: Economic, fiscal and environmental factors

There are also other disadvantages:

 The choice of profit margin or mark-up is arbitrary. How is it decided?

 When the entity makes and sells different types of products, the calculation of a

full cost becomes a problem, due to the weaknesses of absorption costing. The

method of apportioning costs between the different products in absorption

costing is largely subjective. This affects the calculation of full cost and the

selling price.

Example

Entity Q makes two products, product X and product Y. These products are both

made by the same work force and in the same department. The budgeted fixed costs

are $900,000. Variable costs per unit are as follows:

Product X Product Y

Direct costs $ $

Materials

Labour (2 hours)

(3 hours)

Expenses (1 machine hour)

(1 machine hour)

Budgeted production and sales are 15,000 units of product X and 10,000 units of

product Y.

Required

Calculate the sale prices for each unit of product X and product Y which give a

profit margin of 20% on the full cost, if overheads are absorbed on the following

bases:

(a) on a direct labour hour basis

(b) on a machine hour basis.

Answer

(a) Direct labour hour basis

Budgeted direct labour hours = (15,000 × 2) + (10,000 × 3) = 60,000 hours.

Overhead absorption rate = $900,000/60,000 = $15 per direct labour hour.

Product X Product Y

Direct costs

$ $

Materials

6.00

Labour

12.00

Expenses

6.00

24.00

Absorbed overhead 30.00

Full cost

54.00

Mar

-up (20%) 10.80

Selling price/unit 64.80

The budgeted profit would be (15,000 × $10.80) + (10,000 × $15) = $312,000.

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(b) Machine hour basis

Budgeted machine hours = (15,000 × 1) + (10,000 × 1) = 25,000 hours.

Overhead absorption rate = $900,000/25,000 = $36 per machine hour.

Product X Product Y

Direct costs

$ $

Materials

6.00

Labour

12.00

18.00

Expenses

6.00

24.00

30.00

Absorbed overhead 36.00

36.00

Full cost

60.00

66.00

Mar

-up (20%) 12.00

13.20

Selling price/unit 72.00

79.20

The budgeted profit would be (15,000 × $12) + (10,000 × $13.20) = $312,000.

However, the different bases of absorbing overheads would give a

significantly different full cost for each product, and a different selling price. It

must be doubtful whether the entity can sell 15,000 units of product X and

10,000 units of product Y, no matter which prices are chosen.

3.3 Marginal cost plus pricing (mark-up pricing)

With marginal cost plus pricing, also called mark-up pricing, a mark-up or profit

margin is added to the marginal cost in order to obtain a selling price.

Variable production costs 600

Other variable costs

200

Marginal cost 800

Mar

-up (added to marginal cost)

400

Selling price 1,200

The mark-up represents contribution.

When marginal cost plus pricing is used to calculate a selling price for standard

units of a product, the selling price per unit may be calculated as:

Budgeted total variable costs (production and non-production costs) + Mark-up

Budgeted sales units

The total mark-up is the required percentage mark-up on total budgeted variable

costs.

Advantages of marginal cost plus pricing

The advantages of a marginal cost plus approach are as follows:

 It is useful in some industries such as retailing, where prices might be set by

adding a mark-up to the purchase cost of items bought for resale. The size of the

mark-up can be varied to reflect demand conditions. For example, in a

competitive market, a lower mark-up might be added to high-volume items.

Chapter 11: Economic, fiscal and environmental factors

 It draws management attention to contribution and the effects of higher or lower

sales volumes on profit. This can be particularly useful for short-term pricing

decisions, such as pricing decisions for a market penetration policy (described

later).

 It is more appropriate where fixed costs are low and variable costs are high.

Disadvantages of marginal cost plus pricing

A marginal cost plus approach to pricing also has disadvantages.

 Although the size of the mark-up can be varied according to demand conditions,

marginal cost plus pricing is a cost-based pricing method, and does not properly

take market conditions into consideration.

 It ignores fixed overheads in the pricing decision. Prices must be high enough to

make a profit after covering all fixed costs. Cost-based pricing decisions

therefore cannot ignore fixed costs altogether.

3.4 Return on investment (ROI) pricing

This method of pricing might be used in a decentralised environment where the

investment centre is required to meet a target return on capital employed. Prices

might be set to achieve a target percentage return on the capital invested.

With return on investment pricing, the selling price per unit may be calculated as:

[

]

volumeBudgeted

employed Capital ROI%Target +division theof costs totalBudgeted

 When the investment centre makes and sells a single product, the budgeted

volume is sales volume.

 When the investment centre makes and sells several different products,

budgeted volume might be production volume in hours, and the mark-up added

to cost is then a mark-up for the number of hours worked on the product item.

 Alternatively, the budgeted volume might be sales revenue, and the mark-up is

then calculated as a percentage of the selling price (a form of full cost plus

pricing).

Advantages of ROI pricing

The advantages of an ROI approach to pricing are as follows:

 ROI pricing is a method of deciding an appropriate profit margin for cost plus

pricing.

 The target ROI can be varied to allow for differing levels of business risk.

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Disadvantages of ROI pricing

An ROI approach to pricing also has disadvantages.

 Like all cost-based pricing methods, it does not take market conditions into

sufficient consideration, and the prices that customers will be willing to pay.

 Since it is a form of full cost plus pricing, it shares most of the other

disadvantages as full cost plus pricing.

Example

A manufacturer is about to launch a new product.

The non-current assets needed for production will cost $4,000,000 and working

capital requirements are estimated at $800,000.

The expected annual sales volume is 40,000 units.

Variable production costs are $60 per unit.

Fixed production costs will be $600,000 each year and annual fixed non-production

costs will be $200,000.

Required

(a) Calculate selling price using:

(i) full cost plus 20%

(ii) marginal cost plus 40%

(iii) pricing based on a target return on investment of 10% per year.

(b) If actual sales are only 20,000 units and the selling price is set at full cost plus

20%, what will the profit be for the year?

Answer

(a)

(i) Full cost plus 20% $ per unit

Variable cost 60

Fixed costs ($600,000 + $200,000)/40,000 units

Full cost

Mar

-up: 20% on cost 16

Selling price 96

(ii) Marginal cost plus 40% $ per unit

Variable cost 60

Mar

-up: 40% on variable cost

Selling price 84

Chapter 11: Economic, fiscal and environmental factors

(iii) Target ROI pricing $

Non-current assets 4,000,000

Working capital 800,000

Capital employed 4,800,000

Profit required ($4,800,000

10%)

480,000

Profit required per unit (40,000 units)

$12

Variable cost 60

Fixed costs (see above) 20

Full cost

Profit 12

Selling price 92

(b)

Profit for the year

Sales (20,000 units × $96)

1,920,000

Variable costs (20,000 units

$60)

(1,200,000)

Fixed costs (800,000)

Net loss

(80,000)

3.5 Opportunity cost pricing (minimum pricing)

Opportunity cost pricing might be used for pricing a product or a service in special

circumstances. In some circumstances, an entity might be prepared to charge a price

for an item that leaves it no worse off than if it were to choose the next most

profitable course of action. This is the marginal price or minimum price of an item.

A minimum price of an item is the total of the relevant costs of making and selling

it.

A profit margin can be added to the minimum price, to obtain an opportunity cost

price. The profit margin added to the relevant costs is the additional profit the entity

will earn from selling the item, instead of choosing the next most profitable course

of action.

 Minimum price = Relevant costs of making and selling the item

 If a margin is added for incremental profit:

Price = Relevant costs + Profit margin.

If resources are in scarce supply (limiting factors), minimum prices must include an

allowance for the opportunity cost of using the resources for making and selling the

item.

Example

Southampton is a shipbuilding company. It uses two materials, steel and fibreglass.

It needs to complete a shipping order using 500 tonnes of steel and 1,000 tonnes of

fibreglass.

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The work force will have to work 2,000 hours on making the boat: 1,200 hours will

be in the assembly process and the remainder will be in the finishing (painting the

boat and other finishing tasks).

Southampton will quote a price of relevant cost plus 50%.

Southampton has 200 tonnes of steel held in inventory. This originally cost $10 per

tonne. It now has a current price of $12 and could be sold for $8 per tonne.

Southampton no longer produces steel boats and has no other use for steel. It only

produces fibreglass boats on a regular basis.

There are 400 tonnes of fibreglass held in inventory. This originally cost $20 per

tonne. It currently has a purchase price of $23 per tonne and a selling price of $15

per tonne. (Selling price and net realisable value can be assumed to be the same

figure).

All labour is paid $4 per hour. To complete the contract on time, labour for the

finishing process will have to be transferred from other work which produces

contribution at a rate of $3 per hour (after labour costs). There is currently surplus

capacity for assembly labour amounting to 1,000 hours for the duration of the

contract. Owing to other work requirements, however, any further assembly labour

hours in excess of these 1,000 hours will have to be hired on a temporary basis at a

rate of $5 per hour.

Required

Calculate the price Southampton will quote on the contract.

Answer

Steel

–

lost net realisable value (200 × $8)

1,600

–

purchases (300 × $12)

3,600

Fibreglass (1,000 × $23)

23,000

Finishing labour

–

cost (800 × $4)

3,200

–

lost contribution (800 × $3)

2,400

Assembly labour (200 × $5)

1,000

Relevant cost 34,800

Mar

-up (50%)

17,400

Quoted price 52,200

3.6 Limitations of cost-based pricing

Cost-based approaches to pricing all ignore external market factors such as the

prices that customers are prepared to pay and what competitors are charging for

rival products or services.

Cost-based pricing does not ensure a profit, because sales volume must be sufficient

to cover all fixed costs, and not even full cost plus pricing can ensure that sufficient

sales volumes will be achieved to cover all fixed costs.

Chapter 11: Economic, fiscal and environmental factors

Pricing decisions: market-based approaches to pricing

 The economist’s demand curve and profit-maximising model

 The product life cycle and pricing

 Market skimming prices

 Market penetration prices

 Price discrimination (differential pricing)

 Loss leaders

 Going rate pricing

 Target pricing

4 Pricing decisions: market-based approaches to

pricing

There are various methods of pricing based on market conditions and marketing

strategies.

4.1 The economist’s demand curve and profit-maximising model

The economist’s model can be used to identify the profit-maximising selling price

and sales volume. There are two sets of market conditions to consider:

 a market in which there is perfect competition

 a market in which there is imperfect competition.

Perfect competition

When there is perfect competition in the market, there are many different suppliers

competing to sell identical products. In the real world, perfect competition is rare,

but markets with features similar to those of perfect competition include foreign

exchange markets and some commodities markets.

In perfect competition:

 an individual firm is unable to influence the price for its own goods, because

identical products are obtainable from competitors

 the selling price in the market is determined by the forces of supply and demand

 the selling price in the market is the price that all suppliers in the market must

accept to remain competitive: every supplier can produce and sell as much

output as the want to and sell it at this price.

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Suppliers in a perfectly competitive market are ‘price takers’, and they will

maximise their profit by:

 producing output up to the limit of their output capacity, provided that the

marginal cost of producing extra units is less than the sales price for the units; or

 producing output up to the point where its marginal costs of producing and

selling more units is higher than the marginal revenue from selling them at the

ruling market price.

Imperfect competition

When there is imperfect competition in the market, a supplier has more influence

over the selling price that it charges for its products. Imperfect competition exists

when there are relatively few suppliers in the market, and suppliers seek to

differentiate their products from those of their competitors.

The effect of imperfect competition is that firms are able to decide their selling

prices (they are ‘price takers’). However, the higher the sales price, the lower the

sales demand for their product. In microeconomics terms, firms in imperfectly-

competitive markets face a ‘downward-sloping demand curve’.

In the economist’s model, a firm maximises its profits by setting the sales price at a

level where:

[The marginal revenue from selling an extra unit] = [The marginal cost of making

and selling the unit].

In other words, profit is maximised where MR = MC.

You might be expected to calculate the formula for MR, given a demand curve. The

technique is explained in detail in the next section.

4.2 The product life cycle and pricing

As a product goes through the different stages of its life cycle, the pricing policy

might be changed.

 Introduction stage. During the introduction stage, the product is introduced to

the market. If the product is new, and there are no rival products on the market,

there is a choice between a market skimming policy for pricing or a market

penetration policy. These are explained below.

 Growth stage. During the growth stage of the life cycle, demand for the product

increases rapidly, but more competitors enter the market. If the market is

competitive, each firm might have to lower its prices to win a share of the

growing market. However, because sales demand is strong, prices and profit

margins are likely to be fairly high (although falling). Some companies might try

to identify a specialist ‘niche’ of the market, where they have more control over

pricing of their products. Similarly, companies might try to keep prices higher

by differentiating their product from those of competitors on the basis of quality

or other distinguishing features (such as design differences).

Chapter 11: Economic, fiscal and environmental factors

 Maturity stage. When a product reaches the maturity stage of its life cycle, total

sales demand in the market becomes stable, but the product may become a

‘commodity’. Firms must then compete for market share, often by cutting prices.

Companies might use product differentiation strategies to keep the price of their

product higher than it might otherwise be, but prices generally will be lower

than during the growth stage of the life cycle.

 Decline. Eventually the market demand for a product declines. When sales

demand falls, companies leave the market. Those that remain keep on selling the

product as long as they can make a profit. Prices might remain very low. In some

cases, however, a product might acquire ‘rarity value’, allowing companies to

raise prices. However, since unit costs will also be higher, it is still difficult to

make a profit.

When a business entity is trying to decide whether or not to develop and launch a

new product, the expected sales demand over its life cycle should be taken into

consideration in the DCF analysis.

4.3 Market skimming prices

When a company introduces a product to the market for the first time, it might

choose a pricing policy based on ‘skimming the market’.

When a new product is introduced to the market, a few customers might be

prepared to pay a high price to obtain the product, in order to be one of the first

people to have it. Buying the new product gives the buyer prestige, so the buyer

will pay a high price to get it.

In order to increase sales demand, the price must be gradually reduced, but with a

skimming policy, the price is reduced slowly and by small amounts each time. The

contribution per unit with a skimming policy is very high.

To charge high prices, the firm might have to spend heavily on advertising and

other marketing expenditure.

Market skimming will probably be more effective for new ‘high technology’

products, such as digital televisions and plasma screen televisions. Other examples

in the past have been personal computers and laptop computers.

Firms using market skimming for a new product will have to reduce prices later as

new competitors enter market with rival products.

Skimming prices and a product differentiation strategy

It is much more difficult to apply a market skimming pricing policy when

competitors have already introduced a rival product to the market. Customers in

the market will already have a view of the prices to expect, and might not be

persuaded to buy a new version of a product in the market unless its price is lower

than prices of existing versions.

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However, it may be possible to have a policy of market skimming if it is possible to

differentiate a product from its rivals, usually on the basis of quality. This is

commonly found in the market for cars, for example, where some manufacturers

succeed in keeping prices very high by producing and selling a high-quality

product. High-quality cars cost more to produce, and sales demand may be fairly

low: however, profits are obtained by charging high prices and earning a high

contribution for each unit sold.

4.4 Market penetration prices

Market penetration prices is an alternative pricing policy to market skimming, when

a new product is launched onto the market for the first time.

With market penetration pricing, the aim is to set a low selling price for the new

product, in order to create a high sales demand as quickly as possible. With a

successful penetration pricing strategy, a company might ‘capture the market’.

A firm might also use market penetration prices to launch their own version of a

product into an established market, with the intention that offering low prices will

attract customers and win a substantial share of the market.

Penetration pricing and a cost leadership strategy

A cost leadership market strategy is a strategy of trying to become the lowest-cost

producer of a product in the market. Low-cost production is usually achieved

through economies of scale and large-scale production and sales volumes.

Penetration pricing is consistent with a cost leadership strategy, because low prices

help a company to obtain a large market share, and a large market share means high

volumes, economies of scale and lower costs.

4.5 Price discrimination (differential pricing)

With price discrimination (or differential pricing), a firm sells a single identical

product in different segments of the market at different prices.

For price discrimination to work successfully, the different market segments must

be kept separate. It might be possible to charge different prices for the same

product:

 in different geographical areas – for example in the US and in China

 at different times of the day – for example, travel tickets might be priced

differently at different times of the day or the week

 to customers in different age groups – for example offering special prices to

individuals over a certain age, or to students or to children.

4.6 Loss leaders

Some products might be sold for a short time as ‘loss leaders’. This type of pricing is

used in retailing, where some products are offered at very low prices (below cost, or

ACCA - P5 Study text - Emile Woolf INT - 2010

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