Suppose that Stillwater Designs has two classes of distributors: JIT distributors and non- JIT distributors. The JIT distributor places small, frequent orders, and the non-JIT distributor tends to place larger, less frequent orders. Both types of distributors are buying the same product. Stillwater Designs provides the following information about customer-related activities and costs for the most recent quarter:

Required:
1. Calculate the total revenues per distributor category, and assign the customer costs to each distributor type by using revenues as the allocation base. Selling price for one unit is $125.
2. Calculate the customer cost per distributor type using activity-based cost assignments. Discuss the merits of offering the non-JIT distributors a $3 price decrease(assume that they are agitating for a price concession).
3. Assume that the JIT distributors are simply imposing the frequent orders on Stillwater Designs. No formal discussion has taken place between JIT customers and Stillwater Designs regarding the supply of goods on a JIT basis. The sales pattern has evolved over time. As an independent consultant, what would you suggest to Stillwater Designs'management?

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JIT Distributors Non-JIT Distributors 20 20 50 5,000 $100 Sales calls 100 Average order size Manufacturing cost/unit Customer costs: $100 Processing sales orders Selling goods Servicing goods $880,000 320,000 300,000 $1,500,000 Total