IntroductionCASE 3-2HANOVER-BATES CHEMICAL CORPORATIONRequired:Using the data provided, determine the source of the North East district's profit performance and recommend a course of action for Sprague. How well has the North East district performed in comparison to other Hanover-Bates districts? What are some general explanations for the North East districts performance?

Input FormCASE 3-2HANOVER-BATES CHEMICAL CORPORATIONInput FormN.E.N.C.DistrictDistrictNumberPercentNumberPercentActive Accounts by Category:A539%4210%B21036%18241%C31354%21849%576100%442100%Total Sales Calls by Category:A129720%103021%B305147%261853%C211833%129926%6466100%4947100%Potential Accounts by Category:A908%607%1,058.21B38134%28634%C63557%49959%1106100%845100%Account Sales by Category:A$ 1,372,50027%$ 1,126,50024%B$ 2,521,50049%$ 2,553,00055%24.4716981132C$ 1,215,00024%$ 978,00021%14.52857142866.7667731629$ 5,109,000100%$ 4,657,500100%Gross Profits by Category:A$ 534,00029%$ 495,00025%10075.4716981132B$ 934,50050%$ 1,087,50055%C$ 390,00021%$ 382,50019%$ 1,858,500100%$ 1,965,000100%Direct Selling Expenses:$ 552,541$ 452,187510900046575000.110.10

&APage &P of &N

Margin Analysis by Active AcctCASE 3-2HANOVER-BATES CHEMICAL CORPORATIONSales, Gross Profit, and Contribution Margin Analysis by Active AccountN.E. DistrictN.C. DistrictNumberPercentNumberPercentAverage Sales per Active Account:A$25,89661.97%$26,82159.16%B$12,00728.74%$14,02730.94%C$3,8829.29%$4,4869.90%$41,785100.00%$45,335100.00%Average Gross Profit per Active Account:A$10,07563.88%$11,78660.39%B$4,45028.22%$5,97530.62%C$1,2467.90%$1,7558.99%$15,771100.00%$19,516100.00%Average Contribution Margin per Active Account:A$7,98467.32%$9,54461.92%B$3,20827.05%$4,66030.23%C$6685.63%$1,2107.85%$11,861100.00%$15,414100.00%

Page &P

Margin Analysis by Sales CallCASE 3-2HANOVER-BATES CHEMICAL CORPORATIONSales, Gross Profit, and Contribution Margin Analysis by Sales CallN.E. DistrictN.C. DistrictNumberNumberAverage Sales per Sales Call:A$1,058$1,094B$826$975C$574$753Average Gross Profit per Sales Call:A$412$481B$306$415C$184$294Average Contribution Margin per Sales Call:A$326$389B$221$324C$99$203

Page &P

Active Accounts5342210182313218

N.E. DistrictN.C. District# Active AccountsActive Accounts by Sales District