Antelope Manufacturing makes a component called A1030. This component is manufactured only when ordered by a customer, so Antelope keeps no inventory of A1030. The list price is $ 115 per unit, but customers who place “large” orders receive a 12% discount on price. The customers are manufacturing firms. Currently, the salespeople decide whether an order is large enough to qualify for the discount. When the product is finished, it is packed in cases of 10. If the component needs to be exchanged or repaired, customers can come back within 10 days for free exchange or repair. The full cost of manufacturing a unit of A1030 is $ 95. In addition, Antelope incurs customer-level costs. Customer-level cost-driver rates are:

Order taking ...........$ 360 per order

Product handling .........$ 15 per case

Rush order processing ........$ 560 per rush order

Exchange and repair costs .....$ 50 per unit

Information about Antelope’s five biggest customers follows:

All customers except E ordered units in the same order size. Customer E’s order quantity varied, so E got a discount part of the time but not all the time.

Required
1. Calculate the customer-level operating income for these five customers. Use the format in Exhibit 14-3. Prepare a customer-profitability analysis by ranking the customers from most to least profitable, as in Exhibit 14-4.
2. Discuss the results of your customer-profitability analysis. Does Antelope have unprofitable customers? Is there anything Antelope should do differently with its fivecustomers?

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Number of units purchased Discounts given Number of orders Number of cases Number of rush orders Number of units exchanged/repaired 5,400 ,800 1,200 4,400 12% 20 540 180 120 440 8,100 12% on half the units 16 810 12% 12% 52 14 72 16 40 180