12 - 1 ©2003 prentice hall business publishing, cost accounting 11/e, horngren/datar/foster pricing...

12 - 1©2003 Prentice Hall Business Publishing, Cost Accounting 11/e, Horngren/Datar/Foster

Pricing Decisions andCost Management

Pricing Decisions andCost Management

Chapter 12


Learning Objective 1Learning Objective 1

Discuss the three major

influences on pricing.


Major Influences onPricing Decisions

Major Influences onPricing Decisions

Customers influence prices throughtheir effect on demand.

Competitors influence prices throughtheir actions.

Costs influence prices because theyaffect supply.



Distinguish between short-runand long-run pricing decisions.


Time Horizon ofPricing DecisionsTime Horizon ofPricing Decisions

Short-run decisionshave a time horizonof less than a year:

pricing a one-time-only special order adjusting product

mix and output volume

Long-run decisionsinvolve a time horizon

of a year or longer: pricing a product ina major market where

price setting hassome leeway


Time Horizon ofPricing DecisionsTime Horizon ofPricing Decisions

1. Costs that are oftenirrelevant for short-run

pricing decisions(fixed costs) are often

relevant in the long run.

2. Profit margins inlong-run pricing

decisions are often setto earn a reasonable

return on investment.


Costing and Pricingfor the Short Run – Example


Lomas Corporation operates a plant witha monthly capacity of 500,000 cases

of tomato sauce.

Lomas is presently producing300,000 cases per month.

Del Valle has asked Lomas and two othercompanies to bid on supplying 150,000

cases each month for the next four months.




Cost Per CaseVariable manufacturing $38Variable marketing and distribution 13Fixed manufacturing 14Fixed marketing and distribution 15Total $80




If Lomas makes the extra 150,000 cases, the existingtotal fixed manufacturing overhead ($4,200,000 permonth) would continue, plus an additional $165,000

of fixed overhead will be incurred per month.

Total fixed marketing and distributioncosts will not change.

What price should Lomas bid?




Relevant CostsVariable manufacturing $38.00Fixed manufacturing 1.10Total $39.10

$165,000 ÷ 150,000 = $1.10

Any bid above $39.10 will improveLomas’s profitability in the short run.




Suppose that Lomas believes that Del Vallewill sell the tomato sauce in Lomas’s current

markets but at a lower price than Lomas.

Relevant costs of the bidding decisionshould include revenues lost on sales

to existing customers.


Costing and Pricingfor the Long Run – Example


Latisha Computer Corporation manufacturestwo brands of computers: Simple Computer (SC)

and Complex Computer (CC).

Latisha uses a long-run time horizon to priceComplex Computer (CC).




Direct materials costs vary with thenumber of units produced.

Direct manufacturing labor costs varywith direct manufacturing labor-hours.

Ordering and receiving, testing andinspection, and rework costs vary

with their chosen cost drivers.




Ordering: $78 per orderTesting: $ 2 per inspection hourRework: $38 per unit reworked

Cost per UnitDirect materials $450.00Direct labor:3.50 hours @ $19 per hour 66.50Total $516.50




Number of orders placed: 17,000Number of testing hours: 3,000,000Number of units reworked: 8,000

The direct fixed costs of machines usedexclusively for the manufacture of

Complex Computer total $7,000,000.

What is the cost of producing 100,000units of Complex Computer?




Direct material and labor $51,650,000Direct fixed costs 7,000,000Ordering (17,000 × $78) 1,326,000Testing (3,000,000 × $2) 6,000,000Rework (8,000 × $38) 304,000Total $66,280,000

$66,280,000 ÷ 100,000 units = $662.80/unit


Alternative Long-RunPricing Approaches

Alternative Long-RunPricing Approaches

Market-based

Cost-based(also called cost-plus)



Price products using the

target-costing approach.


Target Price and Target CostTarget Price and Target Cost

Target price is the estimated price fora product (or service) that potentialcustomers will be willing to pay.

Target Price– Target operating income per unit

= Target cost per unit


Target Price and Target CostTarget Price and Target Cost

Steps in developing target prices and target costs:

1. Develop a product that satisfies the needsof potential customers.

2. Choose a target price.

3. Derive a target cost per unit.

4. Perform value engineering to achieve target costs.


Implementing Target Pricingand Target Costing


Latisha’s management wants a 15% targetoperating income on sales revenues of CC.

Target sales revenue is $750 per unit.

What is the target cost per unit?

$750 × .15 = $112.50, $750 – $112.50 = $637.50

Current full cost per unit of CC is $662.80




Value engineering is a systematicevaluation of all aspects of the

value-chain business function withthe objective of reducing costs.


Value-Added CostsValue-Added Costs

A value-added cost is a cost that customers perceiveas adding value, or utility, to a product or service:

Adequate memory

Pre-loaded software

Reliability

Easy-to-use keyboards


Nonvalue-Added CostsNonvalue-Added Costs

A nonvalue-added cost is a cost thatcustomers do not perceive as adding

value, or utility, to a product or service.

Cost of expediting

Rework

Repair



Apply the concepts of costincurrence and locked-in costs.


Cost IncurrenceCost Incurrence

This describes when a resource is sacrificedor forgone to meet a specific objective.

Research and development

Manufacturing

Distribution

Design

Marketing

Customer support


Locked-in CostsLocked-in Costs

These are those costs that have not yet beenincurred but which, based on decisions thathave already been made, will be incurred

in the future (designed-in costs).

It is difficult to alter or reducecosts that are already locked in.


Cost Incurrence andLocked-in Costs


R&D andDesign Manufacturing Mkt., Dist.,

& Cust. Svc.

Value-ChainFunctions

Cu

mu

lati

ve C

osts

per

Un

it

Locked-in Cost Curve

Cost-Incurrence

Curve




At the end of the design stage, direct materials,direct manufacturing labor, and many

manufacturing, marketing, distribution,and customer-service costs are all locked in.




When a sizable fraction of the costs are locked inat the design stage, the focus of value engineeringis on making innovations and modifying designs

at the product design stage.



Price products using thecost-plus approach.


Cost-Plus PricingCost-Plus Pricing

The general formula for setting acost-based price is to add a markup

component to the cost base.

Cost base $ XMarkup component YProspective selling price $X + Y



Assume that Latisha’s engineershave redesigned CC into CCI at

a new cost of $637.50.

The company desires a 20% markupon the full unit cost.

What is the prospective selling price?



Cost base: $637.50

Markup component: (637.50 × .20) 127.50

Prospective selling price: $765.00



Assume that the capital investment needed forCCI is $75 million, and the company (pretax)

target rate of return on investment is 17%.

What is the target annual operating incomethat Latisha needs to earn from CCI?

$75,000,000 × .17 = $12,750,000



What is the target operating income per unit?

$12,750,000 ÷ 100,000 units = $127.50/unit



The 17% target rate of return on investmentexpresses the company’s expected annual

operating income as a percentage of investment.

The 20% markup expresses operatingincome per unit as a percentage of the

full product cost per unit.


Advantages of Using Full CostsAdvantages of Using Full Costs

Full recovery of all costs of the product

Price stability

Simplicity


Alternative Cost-Plus MethodsAlternative Cost-Plus Methods

Variable manufacturing costs

Variable costs of the product

Manufacturing function costs



Use life-cycle budgetingand costing when making

pricing decisions.


Life-Cycle BudgetingLife-Cycle Budgeting

The product life cycle spans the time fromoriginal research and development, throughsales, to when customer support is no longer

offered for that product.

A life-cycle budget estimates revenues andcosts of a product over its entire life.


Life-Cycle BudgetingLife-Cycle Budgeting

Features that make life-cycle budgeting important:

Nonproduction costs

Development period for R&D and design

Other predicted costs


Nonproduction CostsNonproduction Costs

These costs are less visible on aproduct-by-product basis.

When nonproduction costs are significant,identifying these costs by product is

essential for target pricing, target costing,value engineering, and cost management.


Development PeriodDevelopment Period

When a high percentage of total life-cyclecosts are incurred before any production

begins and before any revenues are received,it is crucial for the company to have as

accurate a set of revenue and costpredictions for the product as possible.


Predicted CostsPredicted Costs

Many of the production, marketing, distributionand customer service costs are locked in

during the R&D and design stage.

Life-cycle budgeting facilitates value engineeringat the design stage before costs are locked in.


Life-Cycle Budgetingand Costing

Life-Cycle Budgetingand Costing

Consider a life-cycle average salesprice of $55,000 per unit.

If the desired life-cycle contribution is45%, what is the allowable cost over

the life cycle of the product?

$55,000 – ($55,000 × .45) = $30,250



Describe two pricing practicesin which noncost factors are

important when setting prices.


Other Considerations inPricing Decisions

Other Considerations inPricing Decisions

Price discrimination

Peak-load pricing



Explain the effects of

antitrust laws on pricing.


Price Discrimination LawsPrice Discrimination Laws

Under the U.S. Robinson-Patman Act, amanufacturer cannot price-discriminatebetween two customers if the intent is to

lessen or prevent competition for customers.



They apply to manufacturers, not service providers.

Price discrimination is permissible if differencesin prices can be justified by differences in costs.



Predatory pricing occur when…

…the predator company charges a price that isbelow an appropriate measure of its costs, and

…the predator company has a reasonableprospect of recovering in the future the money

it lost by pricing below cost.



Most courts in the United States have definedthe “appropriate measure of costs” as the

short-run marginal and average variable costs.



Dumping occurs when a non-U.S. company sellsa product in the United States at a price below

the market value in the country of its creation, andits action injures an industry in the United States.



Collusive pricing occurs when companiesin an industry conspire in their pricingand output decisions to achieve a price

above the competitive price.


End of Chapter 12End of Chapter 12

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