Abstract
InDecor Ltd., Inc. is a small manufacturer of the Avant series of candleholders and is located in Omaha, Nebraska. Annual sales have increased from $20,400 in 1969 when the company was founded to $72,000 in 1972. | Manufacturing is of the sheet metal fabrication class and involves light punch press operations, assembly, welding, finishing, and packaging. | The company distributes some 59 styles of candleholders and associated starter groupings (Exhibit 5) solely through factory coordinated sales representatives. These representatives have exclusive rights within their respective regions and display the products at regional gift shows. A large portion of their sales is derived from calling directly on retailers and each representative receives a 20% commission on gross sales. All shipments and invoicing and any special problems are handled by the factory directly with the customer. Sales are also stimulated through a continuous advertising program in the two prime trade magazines and by the direct mailing of catalogs with self-addressed order forms to past customers.