Reliable Tool Company Manufactures Hubs and Axles for the Trailer

question 141

Essay

Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry. Though the customer base is small, monthly sales at Reliable are approximately $1 million. "You might say we have all of our eggs in one basket," says owner Arthur Deetz. Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts. Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana. Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential.
-What are some factors that may be considered when qualifying customer prospects at Reliable Tool Company?

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Definitions:

GAAP

Generally Accepted Accounting Principles, a standard framework of guidelines for financial accounting used in any jurisdiction.

U.S. Government Agency

A governmental body within the United States that operates under specific regulatory or administrative purposes, either at the federal, state, or local level.

Limited Liability

A legal structure that limits the financial liability of the owners of a business to their investment in the company.

Indefinite Business Life

A term indicating that a company or asset is expected to operate or remain useful without a foreseeable limit or end date.