Problem 12-40 Full Cost-Plus Pricing and Negotiation

Techno via Inc. has two divisions: Auxiliary Components and Audio Systems. Divisional man- agers are encouraged to maximize ROI and EVA. Managers are essentially free to determine whether goods will be transferred internally and what will be the internal transfer prices. Head- quarters has directed that all internal prices be expressed on a full cost-plus basis. The markup in the full cost pricing arrangement, however, is left to the discretion of the divisional managers. Recently, the two divisional managers met to discuss a pricing agreement for a subwoofer that would be sold with a personal computer system. Production of the subwoofers is at capacity. Subwoofers can be sold for $31 to outside customers. The Audio Systems Division can also buy the subwoofer from external sources for the same price; however, the manager of this division is hoping to obtain a price concession by buying internally. The full cost of manufacturing the sub- woofer is $20. If the manager of the Auxiliary Components Division sells the subwoofer inter- nally, $5 of selling and distribution costs can be avoided. The volume of business would be 250,000 units per year, which is well within the capacity of the producing division.

After some discussion, the two managers agreed on a full cost-plus pricing scheme that would be reviewed annually. Any increase in the outside selling price would be added to the transfer price by simply increasing the markup by an appropriate amount. Any major changes in the factors that led to the agreement could initiate a new round of negotiation. Otherwise, the full cost-plus arrangement would continue in force for subsequent years.

Required:

1. Calculate the minimum and maximum transfer prices.

2. Assume that the transfer price agreed on between the two managers is halfway between the minimum and maximum transfer prices. Calculate this transfer price. What markup over full cost is implied by this transfer price?

3. Refer to Requirement 2. Assume that in the following year, the outside price of subwoofers increases to $32. What is the new full cost-plus transfer price?

4. CONCEPTUAL CONNECTION Assume that 2 years after the initial agreement, the market for subwoofers has softened considerably, causing excess capacity for the Auxiliary Compo- nents Division. Would you expect a renegotiation of the full cost-plus pricing arrangement for the coming year? Explain.