WORKBOOK ANSWERS

Pearson Edexcel A-level

Business
Theme 2 Managing business activities
Theme 3 Business decisions and strategy

Including revised answers to material

updated in 2021

Theme 2
Managing business activities
2.1 Raising finance
Practice questions
1 Retained profits are the profits kept in the business instead of being paid to shareholders.
They are an important source of finance for growth.
2 Owner’s capital is the shares in the company held by shareholders. A sale of assets is a
method that a business uses to raise finance, usually by selling items it owns such as
machinery, vehicles or land.

3 A dividend is a payment of profits earned by a company to shareholders. A company can

choose whether to pay a dividend and how much should be allocated to the entire
shareholding.
4 percentage change = 2019 retained profits – 2010 retained profits × 100 (1)
2010 retained profits

= 45,898 – 37,169 (2) × 100

37,169 (3)
= 23.48% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage change.
(2) AO2: 1 mark for correctly calculating the difference between the 2019 and 2010
retained profits.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 1

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

(3) AO2: 1 mark for correctly showing the 2010 retained profits.
(4) AO2: 1 mark for correctly calculating the percentage change in retained profits.

Total mark = 4 marks

5 Expansion of the business

6 Indicative content:
Knowledge — 1 mark for one reason why sales of assets by a farmer can reduce costs:

• May reduce overheads by selling equipment that is expensive to run.

• Selling land may fund more efficient methods of farming.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Old tractor.

• Move from growing cabbages to crops that have a higher yield per acre.

Analysis — 1 mark for:

• Where the asset sold used more petrol, expensive servicing.

• Therefore, helps to fund a more efficient and productive tractor that can be less costly
and more productive.

7 See workbook.

8 Indicative content:

Knowledge — 1 mark for one benefit of a government grant:

• A cheap source of finance.

• Helps subsidise costs.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Pay for more efficient furnaces.

• The high cost of electricity to produce rolled steel.

Analysis — 1 mark for:

• Means the unit cost of each tonne of steel is more competitive on the global market.

• Therefore, increases the competitiveness of British Steel.

9 Indicative content:
• Retained profit is a source of internal finance kept by the business rather than used as
a dividend to shareholders.

Arguments for retained profits/possible effects/usefulness:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 2

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• May be able to cover critical overheads, e.g. paying for fuel for aircrafts.

• Pay no interest on loans, so reduced costs and reduce losses of £53m.

• Flexibility/control in how to use funds.

Possible counterbalance:

• Retained profits may not be sufficient to help survival as Thomas Cook has seen
reductions in profits over a number of years.

• Retained profits can only be used once and then are not available for other purposes,
e.g. contingency for fluctuations in fuel costs due to exchange rates.

Potential judgement:

• Retained profits are the cheapest and quickest method of covering shortfalls in
revenues to ensure survival in the short term.

• As Thomas Cook’s business has been making losses for some time, it is unlikely to
have any retained profits to aid survival, so will have to seek funding from investors.

10 A plan made by part of a business that sets out the actions it will take to support the
overall business objectives. For example, the production line of a Toyota car factory may
have an operational plan giving steps showing how it will move to electric car production,
to support Toyota’s goal of increasing electric vehicle production.

11 A marketing plan outlines the advertising effort of a business for a period of time whereas
a financial plan contains the forecast expenditure needed to pay for it. A marketing plan
includes ideas for increasing the promotion of products and services whereas a financial
plan forecasts the income that a company hopes to generate13 from this activity.

12 A financial objective is a target set by a business that is measured in monetary terms. For
example, the business may wish to increase its revenue by £50,000 in the next financial
year.

13 20 – 25 (1)
= –5 (2)

(1) AO2: 1 mark for correctly showing the calculation for net cash flow for July.

1) AO2: 1 mark for correctly calculating the net cash flow for July.

14 Overdraft

15 Indicative content:

Knowledge — 1 mark for one benefit of a business plan:

• Helps to convince a bank to loan start-up capital.

• Focuses marketing on the needs of the target market.

Application — 2 marks for two uses of context that answer the question, e.g.:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 3

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• To purchase equipment such as hairdresser’s chair and hairdryers.

• Place ads in local newspaper for introductory prices for hair colouring.

Analysis — 1 mark for:

• Allows the business to set up in an area where it is more likely to gain sales.

• Therefore, increases the chances of survival and longer-term success.

16 Indicative content:

• A cash flow forecast is a prediction of cash flowing into and out of the business over a
period of time.

Arguments for creating a cash flow forecast:

• Allows for targeting of short-term finance so ChargedUp can invest in more charging
banks above its current 250 locations.

• Acts as an early warning system to sort out financial problems, e.g. lower levels of
rentals of its mobile charging packs.

• Makes sure the business has sufficient cash to pay its suppliers of charging packs.

Possible counterbalance:

• The cash flow forecast may be unreliable due to a lack of accurate data as this is a
new and untested business, meaning negative cash flow predictions may be even
greater.

• As this is a start-up business, renting charging packs is untested and the costs
associated with placing these in pubs and shops may be much higher than
anticipated.

17 Indicative content:

Knowledge — 1 mark for one benefit of a business plan:

• Helps to convince investors of increased profitability and growth.

• Allows for clear operational objectives to be set to ensure success in different parts of
the business.

Application — 2 marks for two uses of context that answer the question, e.g.:

• M&S has announced more than 100 store closures by 2022 to improve profitability.

• A joint venture with Ocado to start home delivery of M&S food.

Analysis — 1 mark for:

• May enable the business to return to growth in profits from its 10% drop in 2019.

• Therefore, becoming a more streamlined and modernised food and clothing business.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 4

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

18 Indicative content:

• Retained profits are a source of internal finance kept by the business rather than given
as a dividend to shareholders.

Arguments for retained profits/possible effects/usefulness:

• More easily accessible than other sources of finance such as coronavirus loans for
small businesses.

• Pay no interest on loans so reduced costs.

• Flexibility/control in how funds are used.

Possible counterbalance:

• May be able to get larger loan than retained profits as established business.

• Retained profits can only be used once and then are not available for other purposes,
e.g. contingency.

Potential judgement:

• Retained profits are more likely to enable Clever Mike to meet the immediate upsurge
in demand for cycles and repairs.

• A government-backed coronavirus future fund loan may enable Clever Mike to expand
to a level that satisfies more of the upsurge in demand, resulting in larger profit growth.

Data-response questions
1 Knowledge — 1 mark for one reason why Boohoo may use internal finance to expand:

• Retained profits mean lower costs.

• Greater independence to make higher-risk decisions.

Application — 2 marks for two uses of context that answer the question, e.g.:

• £283m sales

• Sales in over 200 countries.

Analysis — 1 mark for:

• Boohoo will be able expand without incurring the extra costs of interest.

• Therefore, it can continue to offer dresses at the lowest cost, e.g. £3 each.

2 Percentage change = new GDP – old GDP × 100 (1)

old GDP

= 33,598 – 33,058 (2) × 100

33,058 (3)

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 5

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

= 1.63% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage change.

(2) AO2: 1 mark for correctly calculating the change in GDP.

(3) AO2: 1 mark for correctly showing the original GDP.

(4) AO2: 1 mark for correctly calculating the percentage change in GDP.

Total mark = 4 marks

3 Indicative content:

• Limited liability means that investors in the business can only lose the money they
have paid for a share of the business.

Arguments for retained profits/possible effects/usefulness:

• Encourages investors to risk their money in new shops due to uncertain GDP growth.

• As a separate entity to main Boohoo internet business, lowers risk of successful

£2.6bn powerhouse being dragged down financially.

Possible counterbalance:

• Will be more difficult to benefit from Boohoo’s financial help as separate legal entity,
e.g. sales of £283m.

• Any investors will want to have control over decisions through voting rights and/or a
seat on the board of directors, meaning Kamani has less control.

Potential judgement:

• As UK high street is showing increased sales of only 0.6% and UK GDP reducing,
having a separate limited company from main internet business limits risks.

• As long as Kamani retains overall control of the limited company it will still be able to
benefit from relatively cheap loans from Boohoo and expertise in retail sales.

4 Indicative content:

• A cash flow forecast is a prediction of cash flowing into and out of the business over a
period of time.

Arguments for the usefulness of cash flow forecast:

• Can predict how much net cash flow is at any given time, e.g. a positive net cash flow
of £50,000 in August 2019 according to Pizza Express Cash flow in Extract C.

• Can put in place appropriate finance such as overdraft.

• Allows investors to look at the level of risk before funding the business.

Possible counterbalance:
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 6

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• Not reliable as makes assumptions about future, e.g. sales of pizza.

• Difficult to build in the effect of customer eating habits so could be over-optimistic,

e.g. Just Eat delivery.

Potential judgement

• Realistic cash flow forecast taking into account large debt payments may convince
creditors to allow lower payments if it shows increase in income in the medium term.

• Business can identity which restaurants are performing best compared to their
forecast and increase investment there to increase cash inflow further, helping to
cover debt in poorly performing outlets

5 August 2019: 250 + 150 − 350 = £50,000

August 2020: 200 + 130 − 400 = −£70,000

January 2019: 340 + 80 − 260 = £160,000

January 2020: 250 + 20 − 310 = −£40,000

Indicative content:

• Internal finance means funds found inside the business. External finance means funds
found outside the business.

Internal methods of finance — arguments for:

• Sale of assets such as restaurant pizza ovens would mean incurring less debt than
£665m.

• Pay no interest on any retained profits loans, so reduced costs.

• Flexibility/control in how to use funds to target more profitable restaurants.

External methods of finance — arguments for:

• Venture capitalist may see opportunity for high returns with £93m debts not payable
until 2021.

• Loans could be based on profitable restaurants and lenders charging higher interest
rates in short term until return to profitability with new delivery service.

Potential judgement:

• Unlikely to have sufficient retained profits due to reducing profits and high debts.

• Sale of assets at underperforming stores likely to be only source of internal finance

and way of financing delivery service this way.

• With growth of delivery services such as Just Eat, venture capitalist may see this as a
growth opportunity for a well-known brand, though may ask for high returns.

Possible recommendations:
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 7

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• Sell off assets from closing underperforming restaurants which could provide some of
the funding for delivery service.

• Renegotiating rents on profitable restaurants may also release cash that can be
pumped into delivery service.

• Short-term finance via sale of assets and cost reduction then venture capital as high
risk due to large debt burden.

Market — Market for restaurants fiercely competitive as is delivery service.

Objectives — Pizza Express’s main objective is to survive by differentiating.

Product — Pizza Express’s USP is its long-standing brand image and quality food.

Situation — Distribution methods not meeting customer needs, hence poor sales and high
costs.

2.2 Financial planning

Practice questions
1 Consumer trends are the habits and behaviours of people who purchase goods and
services. They can include how people use products or services.
2 A cash flow forecast predicts the movement of cash in and out of a business whereas a
sales forecast only predicts the number of sales the business could generate. A cash flow
forecast can be used to encourage investment in a business but a sales forecast will allow
the business to plan the number of staff needed to meet expected sales demand.
3 Economic variables are measurements of key indicators of an economy that help show
how the economy is performing. They can include poverty rates, inflation, gross domestic
product and population.

4 percentage difference = Walkers sales volume – Mackie’s sales volume × 100 (1)
Mackie’s sales volume

= 77 − 0.51 (2) × 100

0.51 (3)

= 14,998.04% (4)
(1) AO1: 1 mark for correctly showing the formula for percentage difference.
(2) AO2: 1 mark for correctly calculating the difference between the Walkers and Mackie’s
sales volume.
(3) AO2: 1 mark for correctly showing the Mackie’s sales volume.

(4) AO2: 1 mark for correctly calculating the percentage difference between the Walkers
and Mackie’s sales volume.

Total mark = 4 marks

5 Indicative content:
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 8

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

Knowledge — 1 mark for one reason why Walkers crisps have seen little effect of
economic variables:

• Brand image.

• Large market share.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Gary Lineker and other celebrities appearing in adverts.

• 56% of UK market share.

Analysis — 1 mark for:

• Have allowed the brand to become less price elastic.

• Therefore, have enabled demand and revenues to be maintained even when UK wage
growth has been low or negative.

6 Indicative content:

• A sales forecast is a prediction of sales revenue based on the historical number of

sales made and current market research and trends.

Arguments for having an accurate sales forecast:

• Ensures costly leather for car interiors is closely matched to sales, avoiding waste.

• A realistic budget and cash flow forecast ensure the number of sales staff employed
reflects the level of demand for the Rolls-Royce Silver Dawn.

• An accurate forecast can help match projected dips in sales with increased spending
on advertising.

Possible counterbalance:
• External shocks to markets, e.g. the impact of Covid-19 on Chinese sales of Rolls-
Royce cars, are extremely difficult to predict in a sales forecast, so Rolls-Royce may
be left with a significant amount of unsold stock, leading to higher costs and lower
profits.

• Sales forecasts may not be able to take into account the effect of new competitors on
sales of the luxury car, such as the production of Teslas in China, which may lead to
far lower sales than predicted.

7 Indicative content:
Knowledge — 1 mark for one reason why sales forecast of Samsung affected by
consumer trends:

• Sales may be higher than those forecasted.

• Sales may be much less than those forecasted.

Application — 2 marks for two uses of context that answer the question, e.g.:
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 9

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• Consumer demand for large but more affordable 65-inch LCD TVs jumps higher than
the 19% forecast increase for 2020.

• Due to increased competition from new TV brands, e.g. Chinese company Konka.

Analysis — 1 mark for:

• Samsung may not have sufficient capacity to meet higher demand for its 65-inch
QLED value range.

• Therefore, consumers may be pushed to try out new brands such as Konka,
potentially losing Samsung valuable sales revenue.

8 See workbook.

9 Variable costs are costs that change depending on the number of products produced or
sold, e.g. the more cars that are manufactured, the greater the variable cost of the steel
used to produce the cars.

10 Fixed costs are those that do not vary regardless of changes in production or sales levels;
OR fixed costs include rent on a factory or office premises, salaries paid to staff,
insurance.

11 Break-even analysis is the study of the revenues and costs of a business at all possible
levels of output to establish the point where loss turns into profit. Break-even output shows
the business at what point output matches total costs incurred to make each product.

12 sales revenue = sales volume × selling price (1)

= 93.75m (2) × £1.80 (3)

= £168.75m (4)

(1) AO1: 1 mark for correctly showing the formula for sales revenue.

(2) AO2: 1 mark for correctly showing the volume of sales.

(3) AO2: 1 mark for correctly showing the price per item sold.

(4) AO2: 1 mark for correctly calculating the total sales revenue.

Total mark = 4 marks

13 contribution = total sales – total variable costs (1)

= (50 × 10) (2) − £50 (3)

= £450 (4)

(1) AO1: 1 mark for correct formula for contribution

(2) AO2: 1 mark for correct calculation of total sales

(3) AO2: 1 mark for correctly showing variable costs

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 10

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

(4) AO2: 1 mark for correct answer for contribution

Total marks = 4

14 One benefit of Apple having a high level of contribution is that it means it can pay off its
fixed costs from a lower level of sales revenue than its competitors. (1) For example, the
iPhone X was priced at a premium of £999 which may have allowed Apple to gain a high
level of contribution from each sale of the phone, to pay for its fixed costs. (2) With high
demand for the innovative smartphone the break-even output required from sales revenue
may have been much lower than required by competitors such as Samsung. As a
consequence, this may have allowed Apple to make profits earlier in the production of the
iPhone X which it could then quickly reinvest in more research and development at an
early stage, so as to have a competitive edge over its rivals when introducing its next
phone. High levels of contribution could have allowed Apple to start development of a new
phone earlier and therefore given the company first mover advantage in terms of the
introduction of its next product. This could have allowed Apple to charge premium prices
as it has created a technological monopoly compared to Huawei and other rivals,
increasing its ability to make large sales revenue and maximise long-term profits. (3)

However, Apple may have based its break-even analysis and therefore high level of
contribution on unrealistic assumptions regarding the static nature of variable costs. For
example, key raw materials such as gold and silver vary dramatically in price. As
production of the iPhone X continues it is possible that the cost of gold may increase
dramatically having a negative impact on the variable costs and contribution of each
iPhone sold. The total level of contribution will therefore be less due to higher raw material
costs. This could mean Apple may struggle to reach break-even, particularly if demand is
more sensitive to the premium price charged. To avoid the potential negative impact of
rising raw material costs Apple may need to look at the opportunity cost of significant bulk
buying of gold and silver for future production vs the potential to be able to buy the raw
materials more cheaply at a later date in the future. (4)

(1) AO1: Credit for a benefit of a high level of contribution.

(2) AO2: Credit for using an appropriate piece of context to answer the question.

(3) (4) AO3: Credit for briefly explaining a positive and negative consequence to Apple of
having a high level of contribution.

15 One way in which a business such as an ice-cream parlour can benefit from margin of
safety is that it acts as an early warning mechanism to allow the business to take action
before sales decline to a point where it may not be able to cover its costs. (1) For example,
ice-cream sales are likely to be lower in winter months as traditionally customers do not
eat as many cold snacks in cold weather. (2) By setting a margin of safety that covers all
costs, if sales start to dip into the margin of safety, (3) the ice-cream parlour may be able
to increase its level of promotion, such as local adverts showing special events, in order to
increase the number of sales. This way promotion is allowed time to work and improve ice-
cream sales before costs outweigh sales revenue. (4)

(1) AO1: 1 mark for giving a reason why an ice-cream parlour may benefit from using
margin of safety.

(2) AO2: 1 mark for using an appropriate piece of context to answer the question.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 11

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

(3) AO2: 1 mark for using an appropriate piece of context to answer the question.

(4) AO3: 1 mark for briefly explaining a positive consequence to an ice cream parlour of
using margin of safety.

Total mark = 4 marks

16 Indicative content:

• Contribution looks at the surplus made on each product sold by the business. It shows
how many products need to be sold to cover the fixed operating costs.

Arguments for a high level of contribution:

• As Ferrari sells only a small number of GTC4s, each car must cover a large proportion
of fixed costs above those required to produce the sports car.

• Selling each Ferrari GTC4 for a premium price of £243,191 means contribution levels
are high for each car sold, ensuring only a low level of sales is needed to cover all
costs and achieve an overall profit.

• High levels of contribution allow Ferrari to devote more money to maintaining its
competitive advantage through research and development such as F1.

Possible counterbalance:

• As high levels of contribution mean Ferrari may need to charge significantly higher
prices for the GTC4 compared to competitors’ cars, such as those from McLaren,
customers may decide to purchase other marks’ offerings.

• Due to the low volume of Ferrari production, it is likely that variable costs, such as
carbon fibre used for each car, cannot benefit from economies of scale, meaning
contribution may remain low.

Potential judgement:

• As Ferrari is an ultra-premium manufacturer of sports cars, it is more able to increase

the selling price and contribution per car sold as products may be inelastic to changes
in price.

• Ferrari’s ability to increase the level of contribution and aid its continued success as a
profitable business is more likely to be related to its relative success in motor racing.

17 A historical budget is one that uses a previous period’s budget or actual performance as a
basis for the new budget period. The budget may then have a sum added to reflect
inflationary rises in costs.

18 Using historical budgeting, the business would start off by using figures from a previous
period’s budget. A zero-based budget is where revenue and sales are set to zero,
requiring the business to base the budget on new proposals for sales and costs.

19 Expenditure is the spending on day-to-day operations of the business, e.g. rent, staff costs
and electricity.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 12

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

20 percentage variance = budget 2018 – actual 2018 × 100 (1)

budget 2018

= 134 – 156 (2) × 100

134 (3)

= −16.42% (4)

(1) AO1: 1 mark for correctly showing the formula for budget variance.

(2) AO2: 1 mark for correctly calculating the difference between the budget and actual
expenditure.

(3) AO2: 1 mark for correctly showing the budget expenditure.

(4) AO2: 1 mark for correctly calculating the percentage variance.

Total mark = 4 marks

21 There will be little data on sales and costs.

22 Indicative content:

• A budget is a financial plan for the future concerning the revenues and costs of a
business.

Arguments for having a budget:

• To help different parts of the organisation achieve its targets, e.g. average costs in
producing each model 3 vehicle.

• To motivate sales staff to hit sales targets for the model 3, thus achieving forecast
sales revenue and profit.

• To convince investors that Tesla has realistic cost and sales expectations, thus
encouraging the raising of capital to build its giga factory in China.

Possible counterbalance:

• As the Tesla 3 is a new model the budget may be over optimistic as it cannot be
based on any historical sales of this type of electric vehicle.

• If the budget forecasts relatively high costs for producing each model 3, there are few
incentives for staff to make further efficiency savings and ultimately have a more
competitive cost base.

23 Indicative content:

Knowledge — 1 mark for one reason why a business can benefit from zero-based
budgeting:

• Encourages a more efficient allocation of resources.

• Encourages the business to be forward thinking and look for cost-effective ways to
improve.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 13

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

Application — 2 marks for two uses of context that answer the question, e.g.:

• Tesco used zero-based budgeting to achieve costs savings target of £35m in 2018/19.

• Diageo used zero-based budgeting to reduce its advertising budget by 5% in 2015.

Analysis — 1 mark for:

• Allowed Tesco to become more price competitive compared to Aldi.

• Therefore, increased like-for-like sales in 2018 by 2.2%.

24 Indicative content:

• Budget variances are the difference between the budgeted amount and actual amount
for each item in a budget.

Arguments for being able to see budget variances:

• Can act as an early warning system to identify reductions in sales revenue at each of
the 19 Chiquito restaurants remaining open.

• Allows any adverse variances, e.g. higher food costs, to be taken into account, e.g. by
increasing the prices of meals.

• Allows for an injection of short-term finance to avoid insolvency, e.g. Restaurant

Group’s significant investment in the brand to avoid insolvency.

Possible counterbalance:

• Being able to identify an adverse variance in restaurant budgets does not in itself
guarantee survival — despite Restaurant Group’s cash injection, most of the
restaurants closed in 2021.

• Variances rely on early identification and appropriate corrective action and it may be
that Chiquito’s managers were not sufficiently sensitive to problems such as low
customer numbers to take early action.

Potential judgement:

• Monitoring variances can act as a method of picking up on a lack of customers in

Chiquito’s 19 remaining restaurants and potentially aid survival.

• Variances identified still require management expertise to investigate what problems

are causing a lack of revenue and put in place a plan to resolve them.

Data-response questions
1 One reason why Dacia may benefit from using break-even analysis is that the company
can see how long it will take before the updated Sandero reaches profitability. (1) As Dacia
has increased the selling price to £6,995, it can see at what level of output is required in
terms of sales, before the increase in costs to produce the car can be covered. (2) As a
consequence, Dacia can set targets in its UK dealerships to sell sufficient cars to achieve
the break-even output and then monitor the targets against actual sales, increasing

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 14

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

promotional measures if sales are less than required. As a result, Dacia can use break-
even analysis to act as an early warning system to put in place more measures to
encourage sales and lower the risk of being able to cover its costs, ensuring a fast return
on its investment of 2.8bn euros (3) in technology. (4)

(1) AO1: 1 mark for giving a benefit of Dacia using break-even analysis.

(2) AO2: 1 mark for using an appropriate piece of context to answer the question.

(3) AO2: 1 mark for using an appropriate piece of context to answer the question.

(4) AO3: 1 mark for briefly explaining a positive consequence of Dacia using break-even
analysis.

Total mark = 4 marks

2 break-even output = total fixed costs at £90,000

contribution per unit at £90,000 (1)

= £20,000,000
£90,000 − (33,000,000/600) (2)

= £20,000,000 (3)
£35,000

= 571 sales (4)

AO1 = 1 mark for formula for break-even output.

AO2 = 1 mark for correct calculation for break-even output

AO2 = 1 mark for correct calculation for break-even output

AO2 = 1 mark correct answer for break-even output

Total mark = 4 mark

3 One benefit of TVR deciding to use more efficient manufacturing processes to increase its
contribution is that there will be more revenue available per car (1) to be put towards the
fixed costs of £20m. (3) The contribution at the selling price of £90,000 per car would be
£35,000 per sale, which is likely to be a greater amount than if TVR used less efficient
methods of manufacturing, such as using steel rather than the fibre glass stated. As a
consequence, TVR may be able to break even at a lower level of sales than if the level of
contribution was lower. As TVR is a low-volume car manufacturer and is just relaunching
the brand, it is likely to be able to survive if it covers its costs at a lower level of sales,
building in a margin of safety compared to its predicted sales. This will allow TVR to be
able to make its production process more efficient while establishing its brand and gaining
more sales, finally selling sufficient cars to make a profit. (5)

However, contribution can be an unrealistic method of calculating how much each sale of
a Griffith will give to meeting fixed costs as it fails to take into account the effect on
variable costs if fewer cars than forecast are sold. (2) Even though TVR is a low-volume
producer of cars, if demand for the sports cars is much lower than predicted it may be that
variable costs may be higher due to being unable to benefit from the bulk purchasing of
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 15

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

raw materials such as fibre glass. (6) This would therefore increase the variable costs at
the selling price of £90,000 per car and decrease contribution. (4) As TVR is relaunching
into a very competitive market, profit margins are already likely to be comparatively low
and any unpredicted change in contribution could mean fixed costs cannot be covered,
with investors such as the Welsh government less likely to see a return on their £0.5m
cash injection.

Using more efficient manufacturing processes to reduce contribution is a critical element

for TVR to remain competitive against more established car manufacturers such as
Porsche. Even if contribution has a number of risks associated with it, it is still critical for
TVR to be able to undertake break-even analysis to look at worst- and best-case scenarios
when setting a sale price for its new Griffith. It allows TVR to focus on driving down unit
costs so that it can relaunch its product with as low a volume as possible to cover total
costs, leading to a greater chance of survival and longer-term growth. (7)

(1) (2) Thorough knowledge and understanding are shown through a benefit of TVR using
a more efficient manufacturing process to increase the contribution per car sold.

(3) (4) Application is shown through the use of appropriate context applied to the question.

(5) (6) Coherent and logical analysis is linked together, giving cause and effect of the
positive and negative aspects of TVR using a more efficient manufacturing process to
increase the contribution per car sold, using context-based quantitative and qualitative
data for competing arguments.

(7) An evaluation of competing arguments with context is used to support a judgement

about TVR’s decision to use a more efficient manufacturing process to increase the
contribution per car sold.

Total = 10 marks (Level 4 response)

4 One reason why margin of safety may be useful in helping Dacia to maximise sales is that
it can allow the business to take corrective action if a sales forecast is over-optimistic. (1)
Even though Dacia has seen a 16% growth in car sales in Europe, external factors such
as Brexit, where UK car factories are shutting down for 2 weeks, may mean weaker sales
than forecast. (3) Margin of safety allows Dacia to set a level of sales that it is above its
break-even output, which ensures it has ‘early warning’ of a dip in actual sales that is still
above its fixed and variable costs. Dacia can then take action either to increase sales,
such as lowering the price of a Sandero, or lower its costs. As a consequence, Dacia may
be able to avoid a situation where sales fall below the total costs incurred in producing
models such as the Sandero, such as the £425m fixed costs in 2018. This would therefore
avoid a negative cash flow situation, perhaps by lowering the £6,995 sale price of the
Sandero to increase the numbers sold, thus reducing the average fixed costs and making
it more likely for break-even output to be reached. This can all be achieved before the
sales drop to a point that is below the margin of safety. (5)

However, margin of safety only records the level of output Dacia wishes to achieve and
does not take into account external factors. (2) It could be that the margin of safety has
been set at an unrealistic level and does not realistically take into account the external
slowdown in the global economy and the contraction in sales of 4 million in 2019. Dacia
may incorrectly believe that global growth of its car sales from 700,0000 in 2018 will
continue at rates such as the 16% shown in Europe. Dacia may be unrealistic about
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 16

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

this assumption and therefore set a margin of safety that is based on a 16% growth in
sales. (4) This may be based on the need to recoup its 2.8bn euro investment in
manufacturing technology as quickly as possible, to satisfy its owner, Renault. Renault
may see Dacia as a brand that can buck the trend in lower sales and fill the gap in
revenues that Renault’s own cars may be suffering due to the 4.1% decrease in UK sales.
As a result, sales may fall well below the margin of safety set by Dacia, particularly
recently with the rise in the price of the Sandero by 17% being seen by its customer base
as a move away from its traditionally cheap offering. Sales may dip so quickly that by the
time Dacia has looked at its margin of safety the number of Sanderos sold will already
have fallen below the level of break-even output, meaning that revenues are unable to
cover fixed and variable costs, placing Dacia in a negative cash flow position, from which it
may be difficult to recover. By the time Dacia has put in place promotional and other
strategies to rectify the negative cash flow it may have already suffered from a significant
loss in its customer base, who may switch to other brands that now are a price substitute.
An unrealistic margin of safety may therefore cause increases in unit costs due to lower
sales, and as the manufacturing plants produce a car every 54 seconds, Dacia may have
a significant number of unsold vehicles. (6)

There is a risk that Dacia may become complacent when setting its margin of safety
unrealistically high, based on its 16% growth in Europe, and that the external influences
that show a contraction in global sales mean that sales dip quickly below the break-even
output set. This would mean Dacia would not be able to benefit from the margin of safety’s
ability to act as a cushion and early warning system to amend its pricing and cost strategy,
to ensure sales revenue stays above the break-even point. However, it would appear that
the global contraction of car sales of 5.5 million in 2020 is not affecting all brands.
Premium products such as Porsche appear to be bucking the trend and only mainstream
manufacturers such as Ford are seeing reductions in sales. It may be that Dacia’s
prediction of sales and its margin of safety will be set realistically enough to allow for it to
take into account any small dips in sales. It may actually be the case that those customers
who bought Fords are now considering buying substitute cars, with Dacia well placed to
benefit from an influx of new customers. (7)

(1) (2) Knowledge and understanding are shown through a benefit of Dacia using margin of
safety to maximise its sales.

(3) (4) Application is shown through the use of appropriate context applied to the question.

(5) (6) Coherent and logical analysis is linked together giving cause and effect of the positive
and negative aspects of Dacia using margin of safety to maximise its sales, using context
based on qualitative data for competing arguments.

(7) An evaluation of competing arguments with context is used to support a judgement about
Dacia’s decision to use margin of safety to maximise its sales.

Total = 12 marks (Level 4 response)

5 contribution = selling price − variable costs per unit

= £6,995 – £3,200

= £3,795

total contribution = contribution per unit × number of units sold

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 17

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

= £3,795 × 211,000

= £800,745,000

Dacia would be better reducing its costs rather than increasing its selling price to increase
profits, as it may be more likely to increase sales. (1) According to Extract A there has
been a reduction of 5.5 million cars sold globally in 2020. As a budget brand Dacia
appears to have based its record annual sales growth of 700,000 in 2018 on market-
beating selling prices, such as the Sandero’s selling price of £5,995. (3) With increasing
uncertainty in the global market, such as Brexit in the UK, there may be significant risks to
increasing the selling price of the Sandero, which may alienate its customer base.
Increasing the selling price of the Sandero may also affect the demand for the product as
the Sandero, being a budget brand, is likely to have a high responsiveness to price, a PED
greater than 1. Therefore, by increasing the selling price by about 18% from £5,995 to
£6,995 it is likely to decrease the demand by a greater proportion, perhaps by 25%. Sales
may also reduce as customers may see that their £6,995 will buy a car from another
manufacturer, such as a Ford Fiesta which is not only a substitute in terms of selling price
but also has the advantage of using more up-to-date technology. This could further reduce
the demand for Sanderos, offsetting the 18% rise achieved in sales revenue with more
significant reductions in demand. This could lead to much higher fixed costs per unit and
therefore result in Dacia being unable to achieve its break-even point on Sandero
production. This could result in a reduction in profits in the short term, perhaps even a loss
on Sandero models. In the medium to longer term, otherwise loyal customers may be
tempted to stick with manufacturers such as Ford as the selling price differential is not
sufficiently different to encourage customers back to Dacia, which is no longer perceived
as a budget brand. Dacia would then have a significant number of unsold vehicles as the
factory will still be producing a car every 54 seconds. This could result in Dacia’s working
capital being tied up in its assets and an increasing negative cash flow. Ultimately raising
prices could actually result in Dacia having to significantly discount Sanderos below the
previous price of £5,995 in order to avoid significant cash flow problems, and having no
money to pay for the 2.8bn euro investment in manufacturing. (6)

However, Dacia has already made the decision to raise the price of the Sandero by about
18% from £5,995 to £6,995 after updating the model. Contribution per unit sold at this
price is £3,795, a very healthy 54% of the car’s selling price being available to meet fixed
costs (4) of £425m in 2018. (2) It may be that Dacia already has a good understanding of
the effect on demand of increasing the car’s selling price and has factored this into its
break-even position and margin of safety. So long as Dacia is able to use realistic sales
forecasts, incorporating external factors such as global reductions in car sales into its
break-even analysis, it may be that it has already struck the appropriate balance between
the benefits of increasing prices and the risks to demand and sales. Increasing the sales
price of the Sandero may therefore be an option that can increase profits. (7)

The option of cutting costs compared to increasing prices does, however, appear to be the
solution to increasing profits that carries the least risks for Dacia. Looking at Extract A, it
appears that mainstream manufacturers and even mass-market premium brands, such as
Mercedes and BMW, are experiencing a global contraction in car sales. It may be that
price-conscious customers are tempted by Dacia’s offering if it maintains its current
Sandero selling price of £5,995. (5) Therefore, if Dacia could reduce its variable or fixed
costs to absorb at least some of the recently introduced updates to the Sandero model,
this could not only ensure it keeps loyal customers and maintains sales of 211,000, but
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 18

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

also attracts customers from other brands. This could increase the number of sales of the
Sandero, reducing the average fixed costs over a larger number of sales, meaning that
even though contribution per car may be lower than £3,795, Dacia could maintain or even
reduce its overall costs, thus reducing its break-even point and increasing its profits. In the
longer term, customers who decided to switch to Dacia due its lower sales price may be
impressed with the value the Sandero offers, ensuring repeat custom and an increased
market share. This may allow Dacia to maximise its profits over a longer period of time.

However, Dacia has made a large number of updates to the Sandero model which may
not allow the business to reduce its cost base. It may be that the variable costs have
already been reduced as much as possible and the same applies to fixed costs. If break-
even output has already been determined by Dacia, it may risk not being able to sell
sufficient cars to maximise profits, as the brand may be part of the general contraction in
global sales. It may also be the case that reducing costs further by adopting even older
technology or reducing marketing to almost zero could risk not meeting customers’
expected levels of quality, thus reducing sales and ultimately profits. (8)

As Dacia is known as a budget brand it is already likely to have gained as many cost
efficiencies as possible, such as offshoring its manufacturing to low-cost countries such as
Romania and South America. It also appears to have a well-tested marketing mix with
carefully considered pricing and promotional strategies. This has resulted in Dacia
continuing to grow by 16% in Europe when other brands are likely to have suffered in
terms of sales. Sales growth is already being targeted on emerging markets such as
Brazil, to take into account lower growth levels in Europe. (9) Therefore, Dacia may be
better taking a market development approach in emerging economies where it can
perhaps focus on cutting costs, to maximise profits. In its current markets, increasing the
sales price of Dacia to maximise profits may be the only short-term strategy available due
to its already low cost base. With the possibility of many economies having much slower
growth in 2019 and customers therefore having less disposable income, even a price rise
of about 17% still makes the Dacia one of the cheapest new cars available. As customers
switch from more expensive brands, they are still likely to see the Sandero as a good
option for new car purchases, thus continuing the growth of the brand at a higher sales
price, and maximising profits in Europe. (10)

NB: in 20-mark questions that require calculations as well as an essay-style answer, the
candidate is likely to gain Level 2 marks for correct calculations only.

(1) (2) Knowledge and understanding are shown through a benefit of a decision to
increase profits through increasing the selling price of the Sandero or cutting costs.

(3) (4) (5) Application is shown through the use of appropriate context applied to the
question.

(6) (7) (8) Well-developed, coherent and logical analysis is linked together, giving cause
and effect of the positive and negative aspects of each option in increasing Dacia’s profits,
using context based on qualitative and quantitative data.

(9) An evaluation of the most important competing arguments with context is used to
support a judgement and recommendation as to which option is more likely to increase
profits for Dacia.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 19

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

(10) The conclusion looks at the situation Dacia finds itself in, reflecting a recommendation
that takes into account increasing the selling price of the Sandero or cutting costs, and
suggests a logical course of action to aid in existing and future markets through either/both
options.

Total = 20 marks (Level 4 response)

2.3 Managing finance

Practice questions
1 Cash flow is different from profit because:
• Cash flow monitors all cash inflows and outflows from the firm’s bank account. This
will include non-profit items such as cash in from shareholder investment or cash out
when the business repays a bank loan. Profit only measures the revenue and costs
from trading.
• There are timing differences — cash may not be received straight away as sales may
be given on credit or suppliers may give the business trade credit.
2 Liquidity position is a where the working capital can be assessed by the use of working
capital ratios to provide a guide on whether the business has sufficient cash to pay its bills.

3 If sales revenue decreased, this would reduce gross profit, meaning operating profit would
also decrease.

4 See workbook.

5 current ratio = current assets

current liabilities (1)

= (39.74 + 13.69) (2)

(23.98 + 0) (3)

= 2.23 (4)

(1) AO1: 1 mark for correctly showing the formula for current ratio.

(2) AO2: 1 mark for correctly calculating the current assets.

(3) AO2: 1 mark for correctly calculating the current liabilities.

(4) AO2: 1 mark for correctly calculating the current ratio.

Total mark = 4 marks

6 One way in which a business such as British Airways (BA) may benefit from having a high
level of gross profit is that it is effective at keeping its cost of sales low, compared to the
revenue generated. (1) In 2019 BA’s revenues increased by 2.30% (2) compared to the
previous year, to £13.3bn. By keeping cost of sales such as the purchase of aviation fuel
and maintenance of aircraft to a minimum, BA may be able to improve its gross profit. As a
consequence, it would be able to reinvest gross profit into maintaining its competitive edge
with the prices it charges customers for flights on both short-haul and long-haul routes. For
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 20

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

short-haul routes, for example, the gross profit can help it offer competitive prices
compared to carriers such as Easy Jet, which also operate on a very low cost base. If BA
can continue with the effective management of its costs of sales, this may help it retain
and build on its market share in both the domestic and global markets, further increasing
its levels of gross profits in the longer term. (3) Ultimately a high level of gross profits may
also translate into higher levels of net profit, allowing BA to lower its cost base further by
purchasing aircraft from retained profits, rather than by using expensive loans from banks
or other financial institutions.

However, high levels of gross profit on their own do not guarantee BA success. As BA
operates globally, it is likely to have a significant level of other operating expenses for
maintaining its offices and administration in global hubs such as New York, London and
the Far East. (4) This could significantly reduce the levels of operating profit, which may
also be further reduced by large interest payments on loans for new aircraft such as the
72 Airbus planes scheduled to be delivered over the next 5 years. This may mean that any
gains made on gross profit will not convert to meaningful profits that can be reinvested in
pricing strategies such as penetration pricing, when entering new global routes. Without
ensuring that high levels of gross profit translate into high levels of net profit, BA may lose
is competitive financial advantage and ultimately risk having to finance its new planes and
its competitive edge. So while high levels of gross profit are imperative for BA to meet its
need to be profitable, costs at all levels of the business also need to be kept as small as
possible in order for this to be maximised in terms of what is available for reinvestment,
shareholder dividends and/or plans for growth. (5)

(1) AO1: Credit for an impact of high level of gross profit.

(2) AO2: Credit for using an appropriate piece of context to answer the question.

(3) (4) AO3: Credit for briefly explaining positive and negative aspects for BA of having
high gross profit.

(5) AO4: Credit for a brief evaluation of the effects on BA of having high gross profit, with
short recommendation.

7 Two ways Amazon may have better profit margins than Waterstones are as follows:

• As Amazon operates almost totally online, it has much lower costs of sales. For
example, Waterstones still operates retail outlets with significant costs, e.g. rent and
business rates, whereas Amazon has no physical retail presence. This represents a
significant reduction in the cost of sales for Amazon and better gross profit margins.

• As Amazon operates across the globe, it is able to base its salaried staff in the most
cost-effective locations whereas Waterstones has much less flexibility to reduce
operating expenses as it operates almost exclusively in the UK. Therefore, Amazon is
likely to have much higher operating profit margins than Waterstones.

8 Indicative content:

• Acid test ratio is a more severe test of a firm’s capabilities to meet its debts. The
formula is the same as for the current ratio except that it excludes the value of stock.

Arguments for negative impact on survival:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 21

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• 0.5 acid test ratio is lower than the accepted level of 1 which may indicate Mothercare
cannot pay its short-term debts, e.g. suppliers of baby grows.

• 0.5 may indicate that Mothercare is struggling to move stock in the form of sales,
leading to possible discounting and lower levels of sales revenue, affecting its chances
of survival.

• 0.5 may indicate that Mothercare is failing to spot and meet customer expectations in
baby clothing products, meaning the value of stock purchased may not cover the cost
of purchase, leading to negative cash flow.

Possible counterbalance:

• 0.5 may be a figure that is acceptable or better than that accepted by the baby retail
sector.

• If 0.5 is not a trend, then this may only indicate a small blip in Mothercare’s ability to
meet its debts.

Potential judgement:

• Current ratio is an important measure of liquidity for Mothercare, particularly if there

has been a worsening of the ratio over a period of time.

• The ratio can act as an early warning mechanism for Mothercare to invest in corrective
action such as publicity of its prams and pushchairs, which may increase sales and
cash flow, increasing the chances of longer-term survival.

Data-response questions
1 One reason why Next may benefit from reducing its cost of sales is that it will allow it to
increase its profits. (1) For example, with the UK clothing market only growing by 1% in
2019 and the market being particularly challenging with high levels of discounting, cutting
costs of sale means gross profit margins are likely to improve. (2) As a consequence, Next
may decide to operate a penetration pricing strategy in order to undercut the competition
such as M&S and Primark while still achieving similar profits. (3) This could result in Next
being able to gain market share from Primark and ultimately improve its profitability. (4)
(1) AO1: 1 mark for giving a benefit of Next reducing its cost of sales.
(2) AO2: 1 mark for using an appropriate piece of context to answer the question.

(3) AO2: 1 mark for using an appropriate piece of context to answer the question.

(4) AO3: 1 mark for briefly explaining a positive consequence of Next reducing its cost of
sales.

Total mark = 4 marks

2 gross profit margin = gross profit × 100 (1)

revenue

= £4,167.4 − £686.1 (2) × 100

£4,167.4 (3)

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 22

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

= 83.54% (4)

(1) AO1 = 1 mark for formula for gross profit margin.

(2) AO2 = 1 mark for correct calculation for gross profit margin.

(3) AO2 = 1 mark for correct calculation for revenue.

(4) AO2 = 1 mark for correct answer for gross profit margin.

Total = 4 marks

3 Indicative content:

• Net profit margin looks at profit after tax as a percentage of sales revenue.

Arguments for usefulness of net profit margin:

• Helps Next to determine the effect of its pricing strategy, e.g. using more premium
pricing to take advantage of its trendy designs and forecast growth of 12.3% in
menswear.

• Next can also look at the effect of cost reduction strategies to counter the increase in
raw material costs and the industry’s 11-year-high wage costs.

• Net profit margin may allow store managers a simple way of monitoring the success of
different pricing strategies depending on market conditions, e.g. discounting by M&S
or Primark.

Possible counterbalance:

• Net profit margin does not indicate how many sales have been made and may not give
Next sufficient data about whether choosing a premium pricing strategy to take
advantage of forecast growth in menswear is negatively affecting the number of suits
sold.

• Net profit margin could mask pricing and cost reduction strategies that are ineffective
in improving net profits, as the figure does not take into account the USP of selling ‘on-
trend designs’, possibly leading to Next reversing its 23% rise in international sales.

Potential judgement:

• Net profit margin is a useful periodic measure of the quality of net profit for Lord
Wolson, perhaps to be used at monthly reviews of the group’s performance.

• However, as the growth of the UK clothing market is sluggish at 1% and retailers are
said to be struggling, Next cannot rely on net profit margin alone to maintain its
competitive advantage as its success is down to more factors than just price and
costs, e.g. successful targeting of 25–45 with on-trend designs.

4 Indicative content:

• Gross profit margin is the calculation used to assess the proportion of revenue that a
business has left after taking into account the cost of goods sold.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 23

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

Arguments for usefulness of gross profit margin:

• Shows Forever 21’s investors how effective their sales to the over-22 demographic
are.

• Allows Forever 21 to measure the success of its survival plan compared to other
retailers such as Abercrombie & Fitch, e.g. the quality of the revenue generated from
the 22–30-year-old market.

• Forever 21 can look for increases from the gross profit margin of 43.64% in 2017 as a
result of targeting 22–40-year-olds.

Possible counterbalance:

• Gross profit margin does not take into account all the costs, so may give unreliable
results regarding the effectiveness of Forever 21’s survival plan, e.g. the extra leasing
costs of £33,488,000.

• Retained profits can only be used once and then are not available for other purposes,
e.g. contingency.

Potential judgement:

• Forever 21 UK may be able to use gross profit margin to show that its focus on
22–30-year-olds is reaping rewards in terms of increased effectiveness of its sales
versus cost of sales.

• However, Forever 21 appears to have a large number of costs, e.g. administrative

expenses of £23,068,000 in 2017, that gross profit margin does not take into account
and which could lead to the US fashion chain being unable to gauge the effectiveness
of the survival plan on this measurement alone.
5 gross profit margin = gross profit × 100
revenue

= £26,189 − £14,760 × 100

£26,189

= 43.64% (1)
operating profit margin = operating profit × 100
revenue

= £11,429 − £33,488 − £23,068 × 100

£26,189

= −172.31%

A negative operating profit margin means the business can’t cover its costs with its sales
revenue. For every £1 made in sales revenue, it actually loses £1.72.

Indicative content:

• Increasing profitability means increasing the level of profit earned in a period or rate of
profit earned compared with revenue.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 24

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

Expanding its target market — arguments for:

• Potentially untapped market with a focus on growth of sales and sales revenue in the
expanding UK clothing market.

• If costs of sales are able to stay similar to the 2017 figure of £14,760,000 and sales
revenue increases due to effective targeting of 22–30-year-old demographic, gross
profit margin may increase from its 2017 level of 43.64% to one which shows more
effective sales.

• More importantly, profitability will improve with more challenging profitability measures,
e.g. operating profit margin which was −172.31% in 2017, due to increased revenue.

Closing more stores — arguments for:

• Is more likely to be successful in the short term by closing more of its 21 UK stores.

• If sales remain at the 2017 figure of £26,189,000, even a 50% reduction in leasing and
administration costs could reduce costs by £28,278,000 and significantly improve
profitability.

• Operating profit margin could improve from −172.31% to −64.34% or for every £1
made in sales revenue a loss of £0.64.

• Creditors and potential investors could be more confident of providing further financial
backing because of such a large reduction in costs and an increase in profitability.

Potential judgement:

• Forever 21 appears to have too high a cost base and falling sales really need
resolving quickly if it is to increase profitability and survive in the short term.

• Strategies to increase sales, e.g. widening its customer base by launching clothing
ranges for the 22–30-year-old demographic, may take some time to bear fruit,
particularly with the level of competition.

Possible recommendations:

• Closing stores that are the least profitable may therefore be the best strategy in the
short term.

• This would show investors that Forever 21 is serious about relaunching its brand to a
wider audience and therefore secure valuable finance and a lower cost base from
which to increase sales revenue and profitability.

Market — Market for clothing is growing sluggishly at 1% and is highly competitive.

Objectives — Forever 21’s main objective is survival.

Product — Is aimed at too narrow a market with too high costs from discounting and
celebrity endorsement.

Situation — Forever 21 has been close to bankruptcy in the UK and needs to be

aggressive in cost cutting if it is to survive.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 25

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

2.4 Resource management

Practice questions
1 Job production refers to the system where a business concentrates on producing a single
unit at a time. On completion the next job is started.

2 Introduce new technology.

Introduce a more efficient method of production.

3 Robotic welding of cars using a conveyor production line.

4 percentage difference = India GDP 2019 – India GDP 2010 × 100 (1)
India GDP 2010

= 19,534 – 12,078 (2) × 100

12,078 (3)

= 61.73% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage difference.

(2) AO2: 1 mark for correctly showing the 2018 GDP.

(3) AO2: 1 mark for correctly showing the 2010 GDP.

(4) AO2: 1 mark for correctly calculating the percentage difference.

Total mark = 4 marks

5 capacity utilisation = actual output 2019 × 100 (1)

maximum possible output 2019

= 346,535 (2) × 100

565,000 (3)

= 61.33% (4)
(1) AO1: 1 mark for correctly showing the formula for capacity utilisation.
(2) AO2: 1 mark for correctly showing the actual output 2019.
(3) AO2: 1 mark for correctly showing the maximum possible output 2019.
(4) AO2: 1 mark for correctly calculating the capacity utilisation.
Total mark = 4 marks

6 Indicative content:

• Job production refers to the systems where a business concentrates on producing a

single unit at a time.

Arguments for job production:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 26

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• Ability to create high-quality handbags to meet the needs of niche market customers
helps increase exclusivity and selling price.

• High job satisfaction of employees who individually make an entire Hermes bag is
likely to lead to higher-quality products and provide a competitive advantage.

• Suits the relatively short production runs for different designs of Kelly bags, leading to
greater customer demand and lower price elasticity.

Possible counterbalance:

• Labour-intensive production, e.g. hand sticking of the Kelly bag, leads to much lower
levels of productivity and increased costs.

• As workers may have a high level of skills, they may be able to demand higher wages,
leading to greater costs of production.

7 Indicative content:

Knowledge — 1 mark for one reason way Manchester United can benefit from full
capacity:

• Maximises sales revenue.

• Maximises the amount of contribution.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Ground capacity of 74,879.

• Ticket price of £48.50 in 2019.

Analysis — 1 mark for:

• Allows for higher profit margins.

• Therefore, allows the club to achieve break-even and maximise its overall profits.

8 See workbook.

9 Just-in-case stock control means the business keeps a certain amount of stock in reserve
to allow for problems such as late delivery by suppliers or unexpected demand.

10 Just-in-case stock control means the business will have to invest in storage facilities for
buffer stock. Just-in-time stock control requires no extra investment in storing stock but
requires a very efficient supply line to ensure supply can always match demand for
products.

11 Buffer stock or minimum stock level is the reserve level of stock, which is held just in case
there is a problem.

12 re-order level = maximum stock – buffer stock (1)

= maximum stock (700) (2) – buffer stock (100) (3)

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 27

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

= reorder 600, delivered month 4 (4)

(1) AO1: 1 mark for correctly showing the formula for reorder level

(2) AO2: 1 mark for correctly showing maximum stock

(3) AO2: 1 mark for correctly showing the buffer stock

(4) AO2: 1 mark for correctly calculating the reorder amount and delivery month

Total mark = 4 marks

13 1 month

14 Indicative content:

• Just-in-time management of stock is where inputs into the production process arrive
only when they are needed.

Arguments for possible effects/usefulness:

• Eliminate the cost of unnecessarily high stock of Lego bricks, reducing costs of raw
materials.

• A reduction in the costs of storage space used for Lego parts that are unsold,
e.g. Lego Ford Mustang, allowing more of the 2019/20 revenues made by Lego of
£4.5bn to be kept as profit.

• Less wasted stock as only the amount of Lego Hogwarts needed are created,
ensuring that waste is minimised when trends for Lego sets change.

Possible counterbalance:

• There is little room for mistakes in the production of Lego sets as no spare capacity.

• Without excellent relations with its suppliers, Lego may miss crucial orders as it has no
spare stock, meaning a high level of customer dissatisfaction and lower sales revenue.

15 Indicative content:

Knowledge — 1 mark for one reason why Aldi may be disadvantaged from overstocking:

• Perishable good may be unsaleable.

• Stock may have to be significantly reduced in price.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Tomatoes.

• Aldi special buy, e.g. £359.99 LCD TV.

Analysis — 1 mark for:

• Leads to increased food waste and higher costs.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 28

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• Therefore, leads to profit margins that are below the 1–2% achieved reported in press
analysis of Aldi’s financial performance in spring 2020.

16 Indicative content:

• Just-in-time management of stock is where inputs into the production process arrive
only when they are needed.

Arguments for Tesco using JIT:

• Only stocking the number of Tesco Finest meals that are needed means less money
spent on warehousing and refrigerating of food.

• Improves its brand image as a sustainable grocer by reducing its food waste by 17%
in 2018/19.

• Allows a competitive advantage over Aldi and other supermarkets by being able to
stock products more quickly to meet the needs of customers, e.g. Magnum ice creams
on a hot day.

Possible counterbalance:

• As fresh products need to be grown well in advance of hitting the shelves for some
products, e.g. fresh stuffing for Christmas, ordering a product when it is demanded
may mean paying higher prices if other supermarkets are ordering most of the supply
in advance.

• A failure to deliver stock such as eggs on time may mean customers are forced to
shop at competitors such as Sainsbury’s with the risk of losing customer loyalty.

Potential judgement:

• As Tesco is the UK’s biggest supermarket with 27% of market share, it is able to
dictate terms to suppliers, so it is more likely that it can deliver products using JIT
efficiently to the large scale required.

• Some products may not be able to use JIT due to the need to plan for growing and
processing, meaning Tesco may still incur costs for storage and waste, e.g. fresh
turkeys for Christmas.

17 Quality circles are where groups of employees are specifically brought together to identify
potential improvements in product quality.

18 Quality control is the process of inspecting products to ensure that they meet the required
quality standards. Total Quality Management is a process that aims to prevent
mistakes/poor quality by designing systems to ensure that mistakes do not arise in the first
place.

19 Zero defects are the processes used to prevent mistakes being made in the production
process and resulting in poor quality products.

20 percentage difference = BT – TalkTalk × 100 (1)

TalkTalk

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 29

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

= 60 – 40 (2) × 100
40 (3)

= 50% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage difference.

(2) AO2: 1 mark for correctly showing the cost of BT broadband.

(3) AO2: 1 mark for correctly showing the cost of TalkTalk broadband.

(4) AO2: 1 mark for correctly calculating the percentage difference.

Total = 4 marks

21 More motivated staff, greater teamwork and lower costs

22 Indicative content:

• Quality control is the process of inspecting products to ensure that they meet the
required quality standards.

Arguments for quality control reducing costs:

• For a niche premium maker of men’s shirts, highly skilled staff checking the end
products ensure any errors are rectified as cheaply as possible.

• As staff know the £99 Worcester shirt is likely to be quality checked, they may be more
motivated to ensure the product has no errors and is of high quality, avoiding costly
rework.

• As customer expectations of high-quality shirts are maintained, it is less likely that

garments will be returned, reducing rework costs.

Possible counterbalance:

• Staff may see the issue of quality of the shirts as no longer their responsibility, leading
to a higher number of mistakes, more rework and increased costs.

• Employing staff to check garments once produced increases the overall costs of
production.

23 Indicative content:

Knowledge — 1 mark for one reason why Warburtons may benefit from quality
assurance:

• Reduced waste.

• Higher quality as all staff are responsible for product defects.

Application — 2 marks for two uses of context that answer the question, e.g.:

• New artisan loaves.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 30

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• Drop of 3.5% sales in 2019.

Analysis — 1 mark for:

• Staff ensure the dough used to create more handcrafted breads is of higher quality.

• Therefore, Warburtons meets customer needs in more premium loaves, allowing for
greater sales and increased profit margins.

24 Indicative content

• Total Quality Management (TQM) is a philosophy of getting all workers to take

responsibility for building in better quality in their own jobs.

Arguments for TQM increasing Airbus’s competitive advantage:

• As A320s are $77.4m each, mistakes can cost millions of pounds — TQM encourages
issues to be spotted earlier in the production process, avoiding higher costs and
allowing for more competitive pricing strategies.

• As workers are encouraged to build a ‘quality chain’ and get production right first time,
productivity may increase, reducing the time it takes to produce an A320, which
airlines are more likely to purchase than the more slowly produced Boeing 737.

• As teams are encouraged to improve the processes used to make the wings,
e.g. using more digital design platforms, this allows for more efficient modelling of
parts, improving customer satisfaction and brand loyalty.

Possible counterbalance:

• Costs of introducing TQM, e.g. specialised training in teamworking, could reduce

competitive advantage as staff are unable to be productive on the A320 line.

• TQM needs to be introduced across all of Airbus, e.g. management levels, to allow for
large cost savings and a competitive advantage.

Potential judgement:

• TQM may mean a significant investment in training and new methods of working such
as teamwork that some staff may not be able to adapt to, particularly as employees
are spread over 136 countries.

• Investing in TQM may not be necessary in the short term as Airbus’s biggest
competitor has suffered catastrophic sales due to the 737Max crashes, a major factor
in Airbus doubling its profits by 118% in 2019, creating an effective monopoly.

Data-response questions
1 Knowledge — 1 mark for one reason why Apple may benefit from more capital-intensive
production:

• Economies of scale as production can run without stopping.

• Quality of iPhone is easier to maintain due to use of machinery.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 31

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

Application — 2 marks for two uses of context that answer the question, e.g.:

• Reducing costs of iPhone will improve profits which have fallen because of lower sales
of 216 million.

• Profits may continue to rise.

Analysis — 1 mark for:

• More capital-intensive production of iPhones may allow Apple to reverse its reduction
in profits in 2018.

• Therefore, even if sales continue to fall, capital-intensive production may improve

reliability of handsets, meaning significant cost reductions and increased customer
loyalty.

2 capacity utilisation = actual level of output × 100 (1)

maximum possible output

= 12,000 (2) × 100

13,475 (3)

= 89.05% (4)

(1) AO1: 1 mark for correctly showing the formula for capacity utilisation.

(2) AO2: 1 mark for correctly showing actual output.

(3) AO2:1 mark for correctly showing maximum output.

(4) AO2: 1 mark for correctly calculating the capacity utilisation.

Total = 4 marks

3 One important reason for Apple to minimise waste through recycling is because it has had
a legal obligation since 2007 to safely dispose of products customers no longer use. (1)
With Apple producing 700 million iPhones, this means it must find ways to safely dispose
of all the phones that are out of date or broken and it has created a robot to undertake this
process. (3) By using Liam, Apple can not only meet its legal obligations and avoid
unlimited fines for not providing safe disposal of its phones for customers, but also benefit
from recovering a significant amount of valuable metals. (5) For example, Apple has
already recovered 30 million kilograms of materials from old phones which can be sold or
reused in new phones, reducing costs or creating another source of income. (4)

However, it would have been even more effective for Apple to minimise waste by using a
more efficient method of production such as lean production, which aims to minimise costs
and enhance quality by using a range of waste-saving measures. For example, Apple
could use continuous improvement methods to try to minimise waste, e.g. finding more
eco-friendly materials to make its phones out of or just use less materials in the first place.
As a consequence, waste would be minimised at the point of production rather than
through recycling, meaning greater value added to the product and a reduction in the costs
to make the phone, say from $230 down to $200. This could mean higher profit margins as
well as minimised waste for Apple. (6)

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 32

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

Another important reason why Apple may wish to reduce waste is to show its customers
that it takes its environmental responsibilities seriously. (2) By offering customers credit for
their old iPhones and having the capability to recycle and reuse the old parts using the
robot, customers may feel Apple’s premium-priced products are good value due to their
green credentials, encouraging customer loyalty, more sales and cheaper raw material
costs for Apple due to the recycling programme. Apple should therefore continue with its
recycling programme to reuse waste and cut costs in the short term, but should also
consider ever more environmentally friendly methods of constructing handsets with the
least waste in the longer term, to ensure customers continue to buy handsets. (7)

(1) (2) Thorough knowledge and understanding are shown through a benefit of Apple
minimising waste.

(3) (4) Application is shown through the use of appropriate context applied to the question.

(5) (6) Coherent and logical analysis is linked together, giving cause and effect of the
positive and negative aspects of Apple minimising waste, using context-based quantitative
and qualitative data for competing arguments.

(7) An evaluation of competing arguments with context is used to support a judgement

about Apple’s decision to reduce waste.

Total = 10 marks (Level 4 response)

4 Stock control is the attempt by the business to ensure that stock levels are managed
efficiently; stock level is simply the amount of stock held by a business. (1) Sirin Labs was
holding £80,000 of stock at the end of June 2019 and would have to have paid out extra
costs for the storage of this stock. (3) If Sirin’s stock level is an example of overstocking, it
means its demand forecast has been overestimated (2). As a consequence, it will have too
much money tied up in stock and may not have enough working capital available to pay its
current liabilities, for example the mortgage interest shown in Extract D of £3,000. (5) If
this were to continue in the longer term, Sirin would have cash flow problems and not be
able to pay its debts, resulting in the business failing.

However, Sirin Labs is a new business which, according to Extract D, has done research
into the likely market for customers who will buy its £10,000 phones. (4) It also has raised
a significant amount of funding of £50m, so if poor stock control is simply down to a lack of
historical data available about demand for phones then this is likely to improve as the
business starts to sell in London. (5) As long as stock ordering becomes more realistic as
the business gains sales, overstocking will become less of a problem as Sirin Labs can
more accurately ensure it only has sufficient to meet demand. As a consequence, the
£80,000 of stock held in June would reduce, lowering the extra costs of purchasing and
holding such stock. (6) Therefore, working capital would be available to pay for the
mortgage and other costs. In conclusion, Sirin appears to have sufficient funds to cover
any short-term problems with poor stock control. (7)

(1) (2) Thorough knowledge and understanding are shown through a benefit of stock
control.

(3) (4) Application is shown through the use of appropriate context applied to the question.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 33

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

(5) (6) Coherent and logical analysis is linked together giving cause and effect of the
positive and negative aspects of Sirin’s stock control, using context-based quantitative and
qualitative data for competing arguments.

(7) An evaluation of competing arguments with context is used to support a judgement as

to Sirin’s stock control.

Total mark = 12 marks (Level 4 response)

5 Just-in-time management of stock is where inputs into the production process arrive only
when they are needed. (1) The aim of this type of stock management is for Sirin Labs to
reduce overall spending on stock, for example holding no precious metals or mobile phone
parts until an order has been placed. As a consequence, there will be no expenses
incurred in storing these items in the shop, not only reducing the costs of storage, such as
higher mortgage costs for such space, but gaining working capital to help reduce costs
further, such as investing in new technologies to make the mobile phones more efficient
for less money. (3) As just-in-time means there will be no stock held, the stock will not go
out of date in the way a new Apple phone would. This means Sirin will provide the most
up-to-date technology to millionaire buyers with no risk of having stock that it cannot sell,
again achieving the business objective of being cost efficient. (6)

However, just-in-time requires a large investment in specialised tills that link to suppliers of
the materials and makers of the unique phones. As a consequence, the initial costs of
putting such a stock management system in place will not deliver cost efficiencies in the
short term and may in fact increase costs. As the business is new, investors who have
given £50m to set up the business may be unhappy with this use of their funds as they will
not see a return on their investment immediately but a rise in costs. (4) (7)

Just-in-case stock management, on the other hand, would not require this initial
investment in technology and a short-term rise in costs. (2) The benefit of just-in-case is
that as Sirin is a new business it will be able to carry a certain amount of buffer stock. This
might incur extra costs from the fact that it has to be held until there is a demand for it, but
there is no need to rely on suppliers to deliver stock to a specific deadline. As Sirin Labs
has only just opened its shop this year and has no actual sales data, just in case will give it
the flexibility to meet demand if the business takes off, as the chief executive Tal Cohen
anticipates it will. (5) With such a niche market product being offered to a small market of
millionaires, it may be better to sacrifice cost efficiencies that just-in-time theoretically may
achieve, to ensure new customers’ needs are satisfied as quickly as possible, without the
risk of new suppliers letting Sirin down. (8) The lost sale of £10,000 may be a much bigger
cost than keeping stock just-in-case.

In the longer term, once Sirin has historical data showing a pattern of sales, it can move to
just-in-time stock management, by which time it will also have built up sufficiently close
relationships with its suppliers to ensure such as system is robust enough to keep up with
demand. (9) Perhaps profit maximisation and survival should be Sirin’s first objectives as a
new business, particularly as Extract C states that other competitors have ‘struggled’ in
this niche market. (10)

(1) (2) Knowledge and understanding are shown through a benefit of a decision to use
just-in-time stock management.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 34

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

(3) (4) (5) Application is shown through the use of appropriate context applied to the
question.

(6) (7) (8) Well-developed, coherent and logical analysis is linked together, giving cause
and effect of the positive and negative aspects of each option, using context-based
qualitative and quantitative data.

(9) An evaluation of the most important competing arguments with context is used to
support a judgement and recommendation about which option is likely to be more cost
efficient for Sirin Labs.

(10) The conclusion looks at the situation Sirin Labs finds itself in, reflecting a
recommendation that takes into account the fierce competition in the market from
discounters and suggests a logical course of action to aid in the short- to long-term
increase of sales through either/both options.

Total = 20 marks (Level 4 response)

2.5 External influences

Practice questions
1 Currency appreciation is an increase in the value of the pound in terms of another
currency. Currency depreciation is the loss of value of the pound with respect to one or
more foreign reference currencies.

2 An index number is a figure for a time period that has been related to a base figure of 100.

3 Consumer protection law is aimed at making sure that businesses act fairly towards their
customers and consumers. Employee protection law is aimed at protecting staff from
discrimination or unfair treatment in the workplace.

4 percentage change = shopping basket 2021 – shopping basket 2020 × 100 (1)
shopping basket 2020

= 590.80 – 578.90 (2) × 100

578.90 (3)

= 2.06% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage change.

(2) AO2: 1 mark for correctly showing the shopping basket for 2021.

(3) AO2: 1 mark for correctly showing the shopping basket for 2020.

(4) AO2: 1 mark for correctly calculating the percentage change in the cost of a monthly
shopping basket.

Total mark = 4 marks

5 Indicative content:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 35

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

Knowledge — 1 mark for one reason why employers may benefit from paying minimum
wage:

• More motivated staff.

• Increase in productivity.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Trutex workers making school clothing.

• Increase in number of school shirts produced in an hour.

Analysis — 1 mark for:

• Increases the quality of shorts produced.

• Therefore, increases customer satisfaction, encourages repeat purchase and offsets

minimum wage extra costs.

6 Indicative content:

• An interest rate is the amount charged by banks and other lenders for borrowing a set
amount of money.

Arguments for low levels of interest rates:

• Wain Homes will incur lower costs for borrowing money to help finance new house
builds.

• With interest rates in the UK falling to a historical low of 0.1% this may encourage first-
time buyers to purchase a Wain home, leading to increased sales revenue.

• Wain homes may be able to pay off loans more quickly as the cost of borrowing is
cheaper, leading to lower levels of gearing and lower costs.

Possible counterbalance:

• As lower interest rates are available to competitors such as Taylor Wimpey, there may
be little or no cost advantage.

• Even with lower interest rates funding increased levels of growth in building new
houses, Wain Homes may lose investor confidence if its gearing levels are high.

7 Indicative content:

Knowledge — 1 mark for one-way Louis Vuitton can benefit from trade descriptions
protection:

• Exclusive designs can command a higher price.

• Little or no competition from imitation products.

Application — 2 marks for two uses of context that answer the question, e.g.:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 36

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• Toile Monogram design has been used exclusively for 120 years.

• 15% increase in revenues in 2019.

Analysis — 1 mark for:

• By having exclusive rights to the monogram design on its bags, LV has created an
exclusive niche market.

• Therefore, it can charge super premium prices for its bags, resulting in revenue of
25.1bn euros in 2019.

8 See workbook.

9 A monopoly is normally said to be a business which has 25% or more of the industry’s
sales. Monopolies are often said to have a negative impact on customers.

10 A monopoly business must have 25% or more of a market’s sale. An oligopoly is a market
dominated by a few producers, each of which has control over the market.

11 An example of a market with fierce competition is the car industry. Manufacturers are
constantly updating their models in terms of performance and efficiency in order to gain a
competitive advantage over similar vehicles in the same price range.

12 percentage difference
= Arla Foods turnover – County Milk Products turnover (1) × 100
County Milk Products turnover

= 2,010 – 253 (2) × 100

253 (3)

= 694.47% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage difference.

(2) AO2: 1 mark for correctly showing the Arla Foods turnover.

(3) AO2: 1 mark for correctly showing the County Milk Products turnover.

(4) AO2: 1 mark for correctly calculating the percentage difference.

Total = 4 marks

13 Fiercely competitive

14 Indicative content:

• The competitive environment is how fiercely other businesses compete with the
products that another business makes.

Arguments for competitive environment and growth:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 37

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

• Grocery shoppers’ price sensitivity for products that are up to 30% cheaper has
ensured 6.2% growth from 2014 to 2019 in the UK.

• By stocking only 2,000 regular grocery items Aldi has been able to achieve large
economies of scale, allowing for higher profit margins to invest in growth.

• By creating products that look similar to branded items at a significant cost reduction
to shoppers, Aldi has been able to grow its market share from 6.8 to 7.6% in 2018.

Possible counterbalance:

• Aldi has had to sacrifice profit growth in order to continue increasing sales and market
share, with a reduction of 18% in 2018.

• Tesco and other supermarkets have started to offer comparable discount products
which is slowing their loss of market share and making growth much more difficult.

15 Indicative content:

• A niche market is where a business targets the needs and wants of customers in a
small part of a larger market.

Arguments for positive impact of niche market ice-cream brands:

• As Magnum is the top-selling ice-cream brand with £192m in revenue in 2018, niche
brands such as Sambazon are likely to target different segment of customers with little
impact on Magnum sales.

• As the ice-cream market is set to continue to grow by 12.8% in 2018 Magnum’s

market share is unlikely to be negatively affected by increases in niche brands.

• The Magnum brand is seen as a luxury treat and is likely to maintain/grow its market
share due to its ability to offer quality ice cream and a comparatively low price point
compared to Booja-Booja.

Possible counterbalance:

• Magnum has come under pressure from low calorie alternatives such as Halo Top as
part of a growing trend for more healthy ice-cream purchases.

• Niche market ice-cream makers such as Siggi’s are able to respond quicker to
changing customer tastes and preferences towards dairy-free and locally sourced
ingredients, with niche brand launches up 166% in the last 5 years.

Potential judgement:

• Magnum and other mass-market brands still account for 80% of UK market share,
which gives them a significant cost advantage over niche brand offerings.

• However, with brands such as Halo Top taking advantage of a large growth in more
health-conscious ice-cream purchases, Magnum will need to launch products that
compete to satisfy changing customer needs or start to lose market share.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 38

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

Data-response questions
1 Quality control can help reduce costs for HMV by checking for faulty products, e.g. music
CDs, to ensure customers do not receive faulty products at stores such as Manchester.
For example, some CDs may have got broken in the delivery to the headquarters and be
unfit for purchase. The benefit of quality control to HMV is that the quality of CDs being
purchased by customers will increase, leading to less waste and reduced variable costs.

2 exchange rate = selling price of 1 week’s DVDs

US$/£ exchange rate (1)

= $50,000 (2)
1.30 (3)

= £38,461.54 (4)

(1) AO1: 1 mark for correctly showing the formula for exchange rates.

(2) AO2: 1 mark for correctly showing the total revenue per week.

(3) AO2: 1 mark for correctly showing the exchange rate in US dollars.

(4) AO2: 1 mark for correctly calculating the selling price in pounds.

Total = 4 marks

3 Extract C shows that one extra cost for HMV through legislation will be the national living
wage, a minimum payment of £7.20 an hour for those staff employed aged 25 or over. (1)
If HMV has a large number of 25-plus staff then this means an increase in costs of 50p an
hour per worker. (3) As a consequence, HMV will have a significant increase in its fixed
costs across its 143 stores and head office. This would mean operating profits of £17m
would be reduced as would profits overall. (5) It could mean that some stores like the
Manchester branch might become unprofitable unless staff are made redundant, as
backed up by the British Retail Consortium.

However, Extract C states that jobs could be lost across all shops so the national living
wage legislation would not only affect HMV but also stores such as Action Records. (2)
This means that all shops that are in the same market as HMV would have the same rise
in costs, so the potential impact would be similar on competitors. As long as HMV is
operating at a high margin of safety, it should be able to absorb the extra costs in the short
term. (6) In the longer term it would be better to hire staff who are younger, where the
costs of legislation are less, e.g. 16–17-year-olds only have to be paid £3.87 per hour, a
saving of £3.33 per hour and a large reduction in fixed costs. (4) (7)

(1) (2) Thorough knowledge and understanding are shown through the extra costs/benefits
of legislation on HMV.

(3) (4) Application is shown through the use of appropriate context applied to the question.

(5) (6) Coherent and logical analysis is linked together, giving cause and effect of the
positive and negative aspects of legislation on HMV, using context-based quantitative and
qualitative data for competing arguments.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 39

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

(7) An evaluation of competing arguments with context is used to support a judgement

about the effects of legislation on HMV.

Total = 10 marks (Level 4 response)

4 Inflation is a sustained increase in the cost of living or the general price level, leading to a
fall in the purchasing power of money. (1) If there is a rise in inflation, it means consumers’
disposable income will be worth less. As a consequence, customers of Action Records
may be able to afford to purchase fewer CDs and records as their price will have risen due
to the rise in inflation. (3) For example, with less purchasing power customers of Action
Records are less likely to buy new bands’ music released on Action’s own record label and
instead purchase more mainstream music as they know they will like this music, a better
use of their more limited income. (5) With less own-record label purchases Action may
start making a loss from this side of the business.

However, Extract B states Action Records is a ‘unique’ business, indicating that it operates
in a niche market. (2) (4) As the business has been established since 1979 and has a
good reputation for being at the ‘forefront of music trends’, its customer base is likely to be
loyal in their music purchases and still prioritise the purchasing of music from Action even
though inflation may have increased the cost compared to their disposable income.
Source D also states that CD sales in the UK are ‘proving more robust than downloads’
together with the rise in the sale of LPs. This means that Action Records’ target market
may be less affected by a rise in inflation as consumers seem to be switching to the
purchase of physical music formats. Customers of Action may see their purchases as a
luxury they might wish to keep regardless of the rise in cost of living. (6) Action needs to
ensure it keeps offering limited edition and own-brand music to entice customers to keep
seeing the music purchases as essential regardless of the rise in inflation. As long as
inflation does not rise too steeply and the rises in costs do not last for a significant time,
the effects are likely to be only small on the sales and continuing success of this niche
market business. (7)

(1) (2) Thorough knowledge and understanding are shown through the extra costs/benefits
of inflation on Action Records.

(3) (4) Application is shown through the use of appropriate context applied to the question.

(5) (6) Coherent and logical analysis is linked together, giving cause and effect of the
positive and negative aspects of inflation on Action Records, using context-based
quantitative and qualitative data for competing arguments.

(7) An evaluation of competing arguments with context is used to support a judgement as

to the effects of inflation on Action Records.

Total = 12 marks (Level 4 response)

5 One benefit to Action Records of focusing on increasing sales is that higher sales
volumes of records and CDs potentially mean more customer purchases, thus more
market share. (1) Extract D seems to show that there are two areas Action may need to
concentrate on in order to ensure such market share. Firstly, there is the growth of vinyl
records, which has surged by 65% to £42m in 2019. (3) As Extract C states, Action
already has a strong hold on such specialised sales in its Manchester branch, so it may
potentially have the expertise in such a niche market area to make important gains in sales

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 40

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

volumes. (4) For instance, its customers are already displaying the demand for this
product and HMV customers may feel that such a niche product would need expert advice
that Action can already offer over that of HMV, which may not have the current specialist
knowledge to aid customers when making their purchase. Therefore, HMV customers
are likely to purchase vinyl records from Action, which may also mean they are likely to
make other purchases, such as CDs, there as well, perhaps due to excellent customer
service. (6) This could result in an increase in market share for Action in the short term.
Secondly, Action could enhance its globally appealing internet sales further. It is already
able to charge a premium price while still increasing its appeal to the global market, so
clearly this niche area for bands like the Boo Radleys could be enhanced further: for
example, by linking its website to other sites such fan sites, sales will increase further
beyond the market HMV currently occupies. Action will therefore tap into a growth area of
the market online, giving it potentially first-mover advantage and increased market share
as there may be few if any retailers that have discovered this potential customer base.

However, HMV, Tesco and Amazon clearly have a large share of the mass-market sales
of mainstream music already, which means that customers can be targeted through
promotion in store even before they have thought about looking at Action Records for
niche market products. (5) (7) Therefore, Action Records may find it very difficult to tempt
these customers to its store as customers may already be sufficiently satisfied with the
offering they receive. It may also be the case that Action has already captured the
maximum market share for its niche products. For example, HMV has 32.7% of the market
overall, so vinyl sales are likely to be a very small proportion of this figure, 6.4% of UK
sales in 2019. This may also be the case for niche products sold on Action’s website.
Therefore, trying to increase sales may be a fruitless task as saturation has already been
reached.

Decreasing costs is an indirect way of improving market share (2). Action can look at
reducing its fixed costs such as the rent on the Manchester store. It could reduce the
overall store space perhaps by allowing customers to browse the online catalogue in store
rather than storing records on shelves to browse, with staff then giving specific advice and
guidance. This could also reduce the number of sales staff, thus reducing another
potentially large cost. With a move to increasingly online methods of sales, fixed costs
could be reduced a lot so that Action could then pass these savings on to customers in the
form of cheaper CDs and records. This may tempt HMV customers to switch loyalty to
Action Records and thus improve market share. However, Extract C shows that even if
Action can reduce the rent costs and move to a more online process of selling, it will have
a rise in costs due to the need to pay staff a national living wage and the minimum wage. It
will also have a significant disadvantage in reducing costs as it cannot benefit from the
types of economies of scale when purchasing raw materials such as CDs that HMV can.
Thus, costs are often going to be higher per unit of sale for Action simply because it has
significantly less buying power. (8)

Both strategies have their merits and the best recommendation is not to choose just one of
the strategies to improve market share but to undertake both approaches. The reduction in
costs strategy could actually end up risking business failure for Action as it ignores the
obvious niche expertise it has built up in promoting and selling new and upcoming band
materials. (9) This is likely to be seen by customers as a key strength and therefore any
move to alter this approach may be seen as the store being less appealing. At the end of
the day Action is already able to sell products at premium prices, so cutting costs and
increasing sales volumes needs to be approached in a way that enhances rather than
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 41

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 2 Managing business activities

damages its excellent reputation. Therefore, to ensure success in increasing market share,
careful market research needs to be conducted before either strategy is put into action.
(10)

(1) (2) Knowledge and understanding are shown through a benefit of a decision to
increase sales/decrease costs.

(3) (4) (5) Application is shown through the use of appropriate context applied to the
question.

(6) (7) (8) Well-developed, coherent and logical analysis is linked together, giving cause
and effect of the positive and negative aspects of each option for Action Records, using
context-based qualitative and quantitative data.

(9) An evaluation of the most important competing arguments with context is used to
support a judgement and recommendation about which option is likely to be more cost
efficient for Action Records.

(10) The conclusion looks at the situation Action Records finds itself in, reflecting a
recommendation that takes into account the competition in the market and its current
market niche.

Total = 20 marks (Level 4 response)

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 42

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

Theme 3
Business decisions and strategy
3.1 Business objectives and strategy
Practice questions
1 A mission statement is a vision of what a business aspires to achieve and is aimed at
conveying its values to internal and external stakeholders. A business objective is a
specific goal usually for the medium- or long-term benefit of the business and should be
SMART.

2 An example of a differentiation strategy would be where the business objective is to add

greater value to a product than the amount it has cost to produce.

3 Diversification is a growth strategy where a business markets new products in new

markets.

4 percentage change = pizza servings 2019 − pizza servings 2017 × 100 (1)
pizza servings 2017

= 165 – 171 (2) × 100

171 (3)

= −3.51% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage change.

(2) AO2: 1 mark for correctly calculating the difference between the old and new numbers.

(3) AO2: 1 mark for correctly showing the 2017 pizza servings.

(4) AO2: 1 mark for correctly calculating the percentage change in pizza servings.

Total = 4 marks

5 Indicative content:

Knowledge — 1 mark for one reason why Apple may benefit from video-on-demand
market:

• To make greater revenues.

• To increase its revenues in growth market of services it delivers.

Application — 2 marks for two uses of context that answer the question, e.g.:

• 7.6 million buyers of iPhone in 2017.

• Apple service division increased growth by 18% in 2018.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 43

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Analysis — 1 mark for:

• Offsetting the 9% drop in iPhone sales.

• Therefore, ensuring it continues to increase sales revenue from the 2% rise in 2019.

6 Indicative content:

• SMART objectives are said to be the most effective way of ensuring businesses can
measure business success as they are specific, measurable, achievable, realistic and
time specific.

Arguments for SMART objectives:

• Uber can create a clear direction with SMART objectives for its current expansion into
South America, e.g. increasing advertising until it achieves its target market share in
Brazil.

• SMART targets can be broken down into operational areas so that local managers can
tailor-make their marketing strategy to suit local customer needs in São Paulo,
increasing cost effectiveness.

• Investors can independently measure the success of Uber in its ability to make
progress in the areas where it has secured funds.

Possible counterbalance:

• SMART targets may not be flexible enough to allow for unforeseen obstacles to target
achievement, e.g. the impact of Covid 19 on fares in London.

• SMART targets do not guarantee success, e.g. the potential loss of markets due to
local regulators withdrawing operating licences in London.

7 Indicative content:

Knowledge — 1 mark for one reason why using portfolio analysis may be a risk:

• Ignores the relationship of one product to others.

• Predictions of future product performance are based on estimates.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Tesla fatality due to use of autonomous driving mode.

• Launch of Tesla 3.

Analysis — 1 mark for:

• Causes a reduction in customer confidence across the whole car range.

• Therefore, results in a drop in Tesla 3 future sales.

8 See workbook.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 44

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

9 As Lidl is a German supermarket based on discounting, a threat to its success may be

from the depreciation of the pound to the euro. This is because products imported from
Germany to sell in its UK supermarkets will cost more to import, meaning Lidl will have to
either absorb the extra costs or pass on the costs to their customers. Higher prices may
mean their customer base could look elsewhere for their groceries.

10 External threats are anything outside a business that adversely affect its goals. Threats
include changing market conditions, trends, economics, cultural environmental issues.

11 A strength is a facet of the business that may give it a competitive advantage such as its
brands, skills, levels of customer service and products. Opportunities are factors outside
the business that can be used to achieve business goals such as growth.

12 percentage difference = car journeys − rail journeys × 100 (1)

rail journeys

= 41,453.70 – 121.90 (2) × 100

121.90 (3)

= 33,906.32% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage difference.

(2) AO2: 1 mark for correctly calculating the difference between car journeys and rail
journeys.

(3) AO2: 1 mark for correctly showing rail journeys.

(4) AO2: 1 mark for correctly calculating the percentage difference.

Total = 4 marks

13 Inconvenience

14 Indicative content:

• SWOT analysis is a method for analysing a business, its resources and its
environment and stands for internal Strengths and Weaknesses and external
Opportunities and Threats.

Benefits of Forever 21 using SWOT analysis:

• Identify future threats such as losing its competitive advantage from selling fast
fashion when moving to more mass-market model with 600+ stores.

• Identify the strength of the business in being able to produce quickly on-trend
sweaters and other clothing for $20 or less, giving increasing customer satisfaction
and sales revenue of $4.4bn in 2017.

• Help Forever 21 to prioritise the issues that are key to its continued success,
e.g. ensuring it continually meets the needs of 15–21-year-old female customers by
offering a limited stock of on-trend clothes at much lower prices than competitors.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 45

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Possible counterbalance:

• SWOT can oversimplify the issues affecting Forever 21, e.g. aggressive expansion to
600 stores in 2016 ignored its customers’ switch to online shopping.

• Undertaking a rigorous SWOT can mean significant investment in primary and

secondary market research, e.g. trying to ascertain customer needs for dresses, by
which time the fast fashion market has already moved on.

15 Indicative content:

Knowledge — 1 mark for one reason why BP could benefit from SWOT analysis:

• Assess the threat of the government’s reduction in the use of fossil fuels.

• Assess its strengths as a business in order to meet new environmental objectives.

Application — 2 marks for two uses of context that answer the question, e.g.:

• UK government banning of petrol and diesel cars by 2035.

• BP using its skills in energy production to move to bio fuels and clean energy
generation by 2050.

Analysis — 1 mark for:

• Allows the business to move into new and more ethically acceptable markets.

• Therefore, gives it a competitive advantage over Mobil and makes it more likely to
continue its longer-term profitability.

16 Indicative content:

• SWOT analysis is a method for analysing a business, its resources and its
environment and stands for internal Strengths and Weaknesses and external
Opportunities and Threats.

Arguments for usefulness of SWOT to Iceland supermarket:

• Identify threats from discount grocers Lidl and Aldi, resulting in 2018 fall in profits to
£27.5m.

• Assess opportunities to improve its profits by increased spending on online premium

frozen food.

• Capitalise on its key strengths, e.g. free home deliveries of groceries and making all of
its products palm oil free from 2018, helping to increase sales revenue by 8.6% to
January 2019.

Possible counterbalance:

• SWOT analysis only identifies potential problems, e.g. threats from Aldi; it does not
provide solutions to increasing profitability, e.g. Iceland’s £750m debts in December
2019.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 46

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• SWOT can oversimplify the issues affecting Iceland, e.g. as profits have reduced
SWOT may have indicated a cost-cutting approach but the business has decided to
expand by a further 43 stores.

Potential judgement:

• SWOT may provide Iceland with a useful framework to prioritise and deal with its
current threats, e.g. the rise of Aldi and Lidl, and also offer opportunities, e.g. its
growth into higher-value frozen foods.

• However, Iceland needs to provide a set of solutions and goals that investors feel can
increase profitability in order to be able to improve on its sales revenue and profits
while paying back its large amount of borrowings, which SWOT provides few solutions
for.

17 Monetary policy is the process by which the government (through the Bank of England)
decides on the interest rate in order to achieve a moderate inflation rate and general trust
in the currency.

18 Political influences look at how regional, national and international laws and government
policies could affect the business. Economic influences look at a variety of economic
factors that may impact on business performance, e.g. consumer activity, economic
variables, exchange rates.

19 Environmental influences include issues such as sustainability, the business’s impact on

its environment, pollution and carbon emissions.

20 interest = capital amount borrowed × interest rate payable per annum (1)

2017 interest = £7,800 × 0.25%

= £19.50 (2)

(1) AO1 mark = 1 mark for correctly showing the formula for calculating interest on a loan.
(2) AO2 mark = 1 mark for correctly calculating the annual interest payable in 2017.
Total = 2 marks

21 Indicative content:

Knowledge — 1 mark for one impact on Lagavulin of increasing US tariffs:

• Reduction in sales.

• Increase in costs of exporting.

Application — 2 marks for two uses of context that answer the question, e.g.:

• £344m of single malt whisky exports to US each year.

• Increase of 25% on the selling price of £53.95 on US customers.

Analysis — 1 mark for:

• Means Lagavulin may have unsold stock.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 47

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Therefore, may mean reducing the selling price in the USA, which may reduce profits.

22 Indicative content

• Porter’s Five Forces analysis is a framework for analysing the nature of competition
within an industry or market.

Arguments for possible usefulness:

• Can help Specsavers identify if the US market has opportunities for entry of a low-cost
optician in order to increase its 845-shop network.

• Allows Specsavers to find ways of improving its offering to meet the needs of the
US market, such as designer-style frames at lower price points than competitors.

• Combining five forces with PESTLE may allow Specsavers to look at industry trends in
the USA, e.g. providing training for opticians in the USA through its Specsavers
partnership scheme, further diversifying its product offering.

Possible counterbalance:

• Five Forces is a static model and only allows for a snapshot of the US opticians
market.

• The model only views competitors as a threat, meaning that Specsavers may miss out
on valuable partnerships with US chains such as National Vision.

23 Indicative content

Knowledge — 1 mark for one reason why Ecotricity may benefit from PESTLE:

• Identify opportunities in the electricity generation market.

• Identify threats to Ecotricity’s continued success.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Business customer volume grew by 62% in 2018.

• Rival electric car charging networks such as Tesla.

Analysis — 1 mark for:

• By offering businesses a way to obtain greener energy Ecotricity has first-mover

advantage.

• Therefore, gained a sharp increase in revenues and profits to £176m in 2018.

24 Indicative content:

• PESTLE is a method used to analyse external influences on a business and in

particular Political, Economic, Social, Technological, Legal and Environmental
influences.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 48

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Arguments for positive impact on sales of Mercedes cars of autonomous vehicles:

• As a premium car manufacturer making 172bn euros in 2018, Mercedes was able to
spend 500m euros in 2019 on R&D to ensure it maintains its competitive advantage.

• Mercedes is able to charge premium prices for self-driving features, increasing its
profits from £2.3bn in 2019, having little effect on demand due to relatively inelastic
PED.

• Mercedes can focus on emerging markets such as Brazil where the introduction of
autonomous vehicles is likely to be delayed compared to western markets, allowing it
to maintain higher profit margins on products requiring less investment in new
technology.

Possible counterbalance:

• Mercedes appears to have underestimated the effect of disruptive technologies such

as auto pilot introduced by Tesla, meaning a loss of competitive advantage and a
slump in net profits in 2019 by 5bn euros.

• Mercedes also appears to have underestimated the effect of western governments

moving to zero carbon vehicles and its link to the introduction of autonomous vehicles,
contributing to lower market share and 10,000 job cuts by 2022.

Potential judgement:

• Mercedes and other mainstream car manufacturers have been slow to realise the
disruptive impact of new technology such as autonomous vehicles, leading to a loss of
competitive edge.

• Mercedes introduced a new SUV in 2019 and is starting to regain ground in

technology leading to autonomous cars, but it needs to be more proactive in dealing
with potential threats to its success, e.g. production stopping in China due to the
coronavirus.

Data-response questions
1 Knowledge — 1 mark for one reason why a mission statement may help a business with
expansion:

• Gives an indication of what Pinewood wants to achieve in terms of expansion.

• Allows stakeholders to see the key vision of Pinewood’s growth.

Application — 2 marks for two uses of context that answer the question, e.g.:

• £200m expansion.

• Double in size.

Analysis — 1 mark for:

• Motivates skilled workers and technicians to play their part in expansion of the studios.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 49

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Therefore, allows the business to work more effectively to a common goal, with a
greater chance of maintaining competitive advantage against studios such as Wanda.

2 gross earnings in pounds = gross earnings of Solo in US$

2018 US$/£ exchange rate (1)

= 392,000,000 (2)
1.30(3)

= £301,538,461.54 (4)

(1) AO1: 1 mark for correctly showing the formula for gross earnings in pounds.

(2) AO2: 1 mark for correctly showing the gross earnings in US dollars.

(3) AO2: 1 mark for correctly showing the exchange rate in US dollars.

(4) AO2: 1 mark for correctly calculating the gross earnings in pounds.

Total = 4 marks

3 Indicative content:

• PESTLE is a method used to analyse external influences on a business and in

particular Political, Economic, Social, Technological, Legal and Environmental
influences.

Arguments for potential benefits of using PESTLE for Pinewood:

• Political influences such as tax incentives encouraging US studios to use the UK

for film production give Pinewood a cost advantage of over other global studios,
e.g. Hollywood, which can be planned for.

• PESTLE allows Pinewood to assess any economic influences on its competitive

advantage, e.g. the growth of Wanda studios, taking action such as its £200m
expansion.

• Allows Pinewood to assess the technological developments in filmmaking to ensure it

keeps its state-of-the-art production techniques and enhances its reputation with
customers.

Possible counterbalance:

• The government may suddenly alter its fiscal policy regarding tax incentives, leaving
Pinewood with double the studio size, as PESTLE cannot influence changes, only
provide a framework for monitoring them.

• PESTLE cannot provide solutions for Pinewood to maintain its competitive advantage
even if it can highlight risks such as the entry of Wanda into the market.

Potential judgement:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 50

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• PESTLE can help Pinewood focus on key risk areas to its business and may allow it
time to create a strategy that reduces those risks, e.g. early adoption of 4k film
technology.

• However, it can only help enhance Pinewood’s competitive advantage for known risks
and any dynamic changes to the film production market, e.g. the effect of streaming on
cinema attendance may require entrepreneurial skills beyond its analytical abilities.

4 Indicative content:

Corporate strategy is concerned with the overall purpose and scope of the business in
meeting stakeholder expectations.

Arguments for usefulness of corporate strategy:

• Provides stakeholders with clear vision of long-term goals, e.g. £200m expansion.

• Enhances the ability of Pinewood to attract customers, e.g. state-of-the-art studios.

• Allows Pinewood to have sufficient time to reduce the risks to its continued success,
e.g. the rise of Wanda.

Possible counterbalance:

• Long-term goals depend on issues out of the control of Pinewood, e.g. the offering of
tax incentives to US production companies.

• The use of tools to help create long-term goals is only theoretical, e.g. market
penetration by expanding Pinewood’s facilitates over the next 15 years may risk failure
due to issues such as the rise of Netflix and streaming.

Potential judgement:

• Due to the dynamic nature of the film production market, Pinewood needs to have a
corporate strategy that encourages continued investment.

• Even if external influences cannot be controlled, a failure to continually evolve through

its corporate strategy risks Pinewood losing its competitive advantage, e.g. its unique
offering of skilled technicians.

5 Both SWOT and Five Forces analysis aim to give Pinewood a strategic and tactical
framework with which to consider the environment the business operates in, so that the
business can make a plan to manage any potential issues that may affect its objective of
doubling in size. SWOT analysis is a method for analysing a business, its resources and
its environment and stands for internal Strengths and Weaknesses and external
Opportunities and Threats. (1) For example, a key internal strength of Pinewood may be
its long track record of success in managing very large film productions such as the James
Bond films together with a small group of very skilled technicians. (3) This means that US
productions are more likely to use Pinewood facilities and as the size of this type of work is
very large at £1.5bn SWOT would seem to indicate that as long as this high level of skill is
maintained then the objective of doubling in size is achievable. A key threat to Pinewood is
US studios, and in the longer term, Chinese studios such as Wanda Group. SWOT allows
Pinewood both to identify these threats and develop strategies to convert them into
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 51

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

strengths. (2) (6) For example, the doubling in size of Pinewood and the fact that it has
more highly skilled technicians than Chinese studios would act as a barrier to such
competitors being able to derail the expansion by taking away customers.

However, SWOT does tend to oversimplify the analysis of threats and opportunities. For
example, there may be potential competitors who are not yet known to Pinewood, who
could take valuable customers away from its facilities and mean the doubling in growth
could be jeopardised. (7)

Porter’s Five Forces analysis is a framework for analysing the nature of competition within
an industry or market and specifically considers the threat of new entrants to a market, the
bargaining power of suppliers and customers, the threat of substitute products and the
degree of competitive rivalry. (2) In some ways Five Forces analysis allows Pinewood to
complete the same analysis of threats to its £200m expansion as SWOT. (4) (5) For
example, it would encourage Pinewood to consider in detail the threat to expansion from
Chinese and US competitors just like SWOT. However, Five Forces can be seen as a
better tool for Pinewood to use because it also allows for a more detailed framework for
analysis of the film studio market. Threats from new entrants may show that there are only
a few businesses dominating the market, such as Pinewood, so Five Forces analysis may
describe rivalry between businesses as low. Also, barriers to entry, the ability of
competitors to enter a market, could be considered as very high for this industry based on
the large amount of money needed to set up a studio and the technical barriers to entry
achieved by Pinewood having a unique highly skilled workforce. Therefore, Five Forces
allows Pinewood to make more detailed analysis of and decisions about potential
competitors that could stop the doubling of growth through expansion, which SWOT might
not have shown. (8) However, Five Forces analysis assumes market forces do not change
and clearly the film industry is changing, e.g. more state-of-the-art skills are needed in
making a film. Five Forces would also not consider the clearly large positive effect that tax
incentives have on Hollywood production companies in choosing to use Pinewood’s
studios. SWOT could consider both these issues in its framework, so may be considered a
less risky analysis tool.

Using just SWOT or Porter’s Five Forces analysis runs the risk of missing out on the
identification, analysis and creation of a wide-ranging corporate strategy for dealing with a
doubling in size over 15 years and is something that any investors thinking of helping to
pay for the expansion will be concerned about. (9) Pinewood needs to look at a wide range
of decision-making tools with SWOT and Five Forces analysis being just two of the
evidence-based decision-making tools needed to ensure risks to growth are kept to a
minimum. Investors are likely to put as much trust in the subjective decision-making skills
and intuition of Dunleavy as he has a long track record of success with Pinewood. All
these tools need to be used over the period of 15 years to ensure that the company is
successful in doubling growth. (10)

(1) (2) Knowledge and understanding are shown through a benefit of a decision to
use SWOT analysis/Five Forces analysis.

(3) (4) (5) Application is shown through the use of appropriate context applied to the
question.

(6) (7) (8) Well-developed, coherent and logical analysis is linked together, giving cause
and effect of the positive and negative aspect of each option for Pinewood Studios, using
context-based qualitative and quantitative data.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 52

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

(9) An evaluation of the most important competing arguments with context is used to
support a judgement and recommendation about which option is likely to be more cost
efficient for Pinewood Studios.

(10) The conclusion looks at the situation Pinewood Studios finds itself in, reflecting a
recommendation that takes into account the competition in the market and the studio’s
current niche market position.

Total = 20 marks (Level 4 response)

3.2 Business growth

Practice questions
1 Economies of scale are where the business reduces its average costs as a result of
producing on a greater scale. These can be either internal or external economies of scale.

2 Increased market power gives the business more control over its future, including a
greater ability to increase prices. Increased market share gives greater control today and
higher brand recognition gives greater influence over what will happen to the business in
the future.

3 Diseconomies of scale occur when managerial inefficiencies put upward pressure on costs
per unit, e.g. poor internal communication between different departments and along the
chain of command.

4 percentage savings = total savings × 100 (1)

Argos purchase price

= £499.5m (2) × 100

£1.4bn (3)

= 35.68% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage savings.

(2) AO2: 1 mark for correctly calculating the total savings.

(3) AO2: 1 mark for correctly showing the Argos purchase price.

(4) AO2: 1 mark for correctly calculating the percentage savings.

Total = 4 marks

5 Marketing economies of scale

6 Indicative content:

• A merger is when two separate businesses of roughly equal size agree to combine
into a new business.

Arguments for merger:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 53

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• The merged new company can pool R&D costs in areas where one part of the
business has greater expertise, e.g. electric vehicle production of the Renault Zoe,
reducing overall costs.

• Can improve overall competitiveness through cost cutting and economies of scale on
production of vehicles, e.g. joint manufacturing of engines for the Renault Clio and
Chrysler Pacifica.

• Access to wider distribution of Renault and Chrysler products, e.g. selling Renault
Clios at current Chrysler dealerships in the USA.

Possible counterbalance:

• Diseconomies of scale such as poor communication across the new business,

e.g. researchers from Chrysler and Renault failing to understand battery technology
issues, leading to much higher costs.

• A lack of best fit between the two businesses, e.g. different leadership styles that lead
to cultural friction and increased costs due to the retraining of senior staff.

7 Indicative content:

Knowledge — 1 mark for one reason why BMW can benefit from economies of scale:

• A fall in unit costs.

• Increased quality of products.

Application — 2 marks for two uses of context that answer the question, e.g.:

• $14bn of savings by 2022.

• Purchase of expensive computer systems to undertake virtual simulations.

Analysis — 1 mark for:

• Eliminates the need for 2,500 prototypes by 2024.

• Therefore, able to reduce the unit costs of its new iSeries electric vehicles.

8 See workbook.

9 A merger is when two separate businesses of roughly equal size agree to combine into a
new business. A takeover is where one business acquires a controlling interest in another
business; effectively there is a change of ownership.

10 Inorganic growth takes place by a business taking over or merging with a competitor,
increasing growth rapidly. Organic growth is the growth of revenues and profits that arises
when a business expands its existing operations. Organic growth is usually slower than
inorganic growth.

11 Horizontal integration is where businesses operating at the same stage in

production/supply become one business. For example, Coca-Cola merging with Pepsi:
both manufacture and distribute soft drinks for resale by retailers.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 54

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

12 See workbook.

13 Indicative content:

Knowledge — 1 mark for one problem a business may have with organic growth:

• Likely to take a long time to grow market share.

• Funding of growth may be difficult.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Heck sausages has grown by 20% per year.

• £600,000 investment in equipment to make Heck sausages.

Analysis — 1 mark for:

• Leads to an inability to compete with other niche brand sausage producers.

• Therefore, leads to a loss of competitive edge and lower revenues and profits due to a
lack of access to capital investment.

14 Indicative content:

• Takeover is where one business acquires a controlling interest in another business;

effectively there is a change of ownership.

Benefits of Hays’ takeover of Thomas Cook retail stores:

• Tripling of Hays stores in the UK ensuring significant growth in revenues.

• The cost of the takeover of £6m for 555 stores could lead to extremely quick return on
investment while ensuring high barriers to entry from potential new entrants.

• Significant increase in brand profile due to the saving of 2,500 jobs at Thomas Cook is
likely to gain further customers and increase revenue above the £1bn of 2019.

Possible counterbalance:

• The new stores may not be able to generate sufficient revenues to make them a
profitable investment.

• Hays may not have the managerial expertise as a family owned business to effectively
integrate and manage the 2,500 staff, creating managerial diseconomies of scale.

15 Indicative content:

Knowledge — 1 mark for one benefit of Waitrose expanding organically:

• Builds on its own abilities and resources.

• Allows for a growth rate that is likely to be sustainable and avoid overtrading.

Application — 2 marks for two uses of context that answer the question, e.g.:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 55

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Growth of its online business to £1bn annually.

• Developing three new automated distribution centres.

Analysis — 1 mark for:

• Increasing online sales from its 2019 figure of 14.9%.

• Therefore, reversing total reduced sales trend of 1.9% in 2019 while maintaining
financial and management independence.

16 Indicative content:

• A merger is when two separate businesses of roughly equal size agree to combine
into a new business.

Arguments for benefits of Disney and Fox merger:

• Benefit from economies of scale, e.g. reduction in unit costs of production of TV shows
and films such as Star Wars series.

• Increased earnings by the combination of halo products, e.g. consumers being able to
access films that feature Disney and Fox characters such as the X-men and Fantastic
Four, boosting revenues and profits.

• Diversification of product offerings across global markets, e.g. the launch of the Disney
channel and the integration of Fox superhero characters into theme parks, creating
greater customer demand and revenues.

Possible counterbalance:

• Management diseconomies of scale may mean friction over the strategic direction of
the new company, leading to higher unit costs and potential customer dissatisfaction.

• Clashes of culture between Fox and Disney may mean products and services are not
integrated in a way that meets customer needs, leading to lower staff motivation, lower
quality and a loss of revenue.

Potential judgement:

• With the increasing competition from streaming services such as Netflix, the merger is
targeted at reducing costs by $2bn per year, allowing the new business to remain
price competitive while ensuring the costs of the merger are met quickly.

• The newly formed business still relies on older revenue streams such as films and
parks for the majority of its revenue and may find breaking into streaming services
more difficult due to the need for quick decision making, so the merger may actually
be a longer-term negative to achieving competitive advantage.

17 Product differentiation is actual or perceived features of a product or service that the

business uses to convince customers to buy its product instead of those of competitors in
the market.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 56

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

18 Niche market is the smaller section of a larger market on which a product or service is
focused. Niche marketing is aimed at satisfying specific market needs by creating a unique
product.

19 percentage change = small businesses 2019 − small businesses 2009 × 100 (1)
small businesses 2009

= 5.82 − 4.80 (2) × 100

4.8 (3)

= 21.25% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage change.

(2) AO2: 1 mark for correctly calculating the difference between the old and new numbers.

(3) AO2: 1 mark for correctly showing the old number.

(4) AO2: 1 mark for correctly calculating the percentage change in small businesses.

Total mark = 4 marks

20 Indicative content:

Knowledge — 1 mark for one reason why Voucher Codes UK prefers to stay small:

• Flexibility.

• Reduced risk.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Able to make own decisions, e.g. advertising Interflora on banners on website.

• Costs are kept low by having fewer overheads, e.g. creating own website for £300.

Analysis — 1 mark for:

• Allows for competitive advantage.

• Therefore, gains increased revenues from advertisers, resulting in higher profits.

21 Indicative content:

• Organic growth is the growth of revenues and profits that arises when a business
expands its existing operations.

Arguments for remaining a small business:

• Product differentiation and USP of squeezable baby food packaging allowed for a 36%
increase in turnover in 2012.

• Ability to develop products to meet customer desire for additive-free organic baby
food, creating a competitive advantage and accounting for a 20% share of the UK
baby food market.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 57

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Enhanced customer service through business interactions directly with owner Paul
Lindley has helped established US contracts with Walmart, which has 245 million
shoppers a week, increasing revenues by $100m a year.

Possible counterbalance:

• May not be able to benefit from significant economies of scale reducing unit costs,
thus creating smaller profit margins.

• Larger competitors such as Cow & Gate may be able to offer products that are similar
at much lower price points, losing sales and revenue for Ella’s Kitchen.

22 Indicative content:

• Organic growth is the growth of revenues and profits that arises when a business
expands its existing operations.

Risks of Settle Hydro remaining a small business:

• It may be at risk of takeover from a larger energy provider, e.g. SSE, which will
prioritise profit maximisation rather than social objectives.

• Inability to benefit from reduced unit costs of electricity for the local Settle community
through economies of scale.

• Loss of customers as larger providers such as Ecotricity are able to offer sustainable
energy generation at a much cheaper cost per kWh.

Possible counterbalance:

• Settle Hydro was able to offer 50kWh green energy production that met the needs of
businesses in the Settle area, putting the profits into regenerating the local economy.

• The project was able to enhance the skills of Steve Amphlett, responsible for the
implementation of local electricity generation, enabling him to start other social
enterprises to meet wider objectives of the Settle area, e.g. the opening of a brandy
distillery.

Potential judgement:

• It is unlikely that electricity generation would have even got off the ground in Settle due
to the unique challenges of convincing local stakeholders such as the owners of Settle
Weir to allow the project to go ahead.

• Staying small was a fundamental part of the success of Settle Hydro that may not
have been reproduced if the business had set profit maximisation as a goal.

Data-response questions
1 Knowledge — 1 mark for one reason why Wetherspoon has grown organically:

• Builds on own capabilities.

• Reduces risk.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 58

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Application — 2 marks for two uses of context that answer the question, e.g.:

• 44 to 750 pubs.

• Discount drinks and food.

Analysis — 1 mark for:

• Allows Wetherspoon to offer food and drinks at significant savings to customers.

• Therefore, creates repeat purchases and a loyal customer base.

2 gearing = non-current liabilities (1)

capital employed

= 236.9 (2) × 100

792.6 (3)

= 29.89%(4)

(1) AO1: 1 mark for correctly showing the formula for gearing.

(2) AO2: 1 mark for correctly showing the non-current liabilities.

(3) AO2: 1 mark for correctly showing the capital employed.

(4) AO2: 1 mark for correctly calculating the gearing.

Total mark = 4 marks

3 Indicative content:

• Businesses may decide that their objectives are best met by remaining comparatively
small.

Arguments for Wetherspoon brewing its own beers:

• Take advantage of the growth niche market of micro brewing, twice the rate of large
chains.

• Greater product differentiation is likely to gain increased revenue; 60% of drinkers

more likely to purchase local beer.

• Costs may be significantly lower than buying from large manufacturers due to tax
relief.

Possible counterbalance:

• High set-up costs across the 750 outlets and profits already down as a source of
finance by 3.8%.

• May have to reduce areas in pubs for customers to incorporate brewing, meaning
lower revenues.

Potential judgement:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 59

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Trade-off needs to be considered between significant investment required and

potential to increase sales revenue by a more localised craft beer offering.

• It may be better to trial micro-breweries at a small number of sites first in order to

weigh up the potential for increased revenue, rather than risking significant investment
and not recouping this in increased sales.

4 Indicative content:

• Growth means expanding the sales revenue of a business globally — probably in the
hope that profits will increase too.

Arguments for the usefulness of global expansion to Wetherspoon’s continued

success:

• Take advantage of global economies of scale, such as purchasing economies,

e.g. reduced unit costs of craft beers sold in the UK and global market, e.g. Canada or
Australia.

• Take advantage of markets that are expanding, e.g. Canada or Australia, with its
discount drink and food offerings.

• Reduce the risks of uncertainty and its impact on its profits from reducing UK pub
numbers.

Possible counterbalance:

• Wetherspoon appears to be still showing signs of growth with increased revenues of

£1.8bn, so market penetration may be less risky.

• As Wetherspoon’s offering may not translate well to markets such as China or India,
there could be significant costs in glocalising its product to ensure success.

Potential judgement:

• The UK pub market appears to be shifting to smaller brands such as Brunning and
Price and more niche products, which Wetherspoon may not be able to compete with.

• Global expansion of its current product offering may offer a way of Wetherspoon being
able to continue its success in countries such as Canada and Australia, which have
similar customer needs, value beer and food.

5 A merger would mean that Wetherspoon and Brunning and Price would become one
business. (1) As a consequence, Wetherspoon will immediately achieve its growth
objective as it is gaining 54 new pubs and therefore wider distribution channels as well. (3)
As the owners of Brunning will be given shareholding in the new business, they are likely
to play an active role in the development of the Wetherspoon brand, bringing their
experience in developing pubs that respond quickly to customer wants, which may be a
further benefit to the new business. This would not only give Wetherspoon access to more
niche market customers in the Brunning and Price chain that they currently don’t gain
sales from, but this could be reflected across the merged business, giving Wetherspoon a
further growth prospective. (6) As a result of this inorganic growth there will be greater
innovation through new skills and competences in the business, at the same time giving
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 60

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Wetherspoon more market power and the potential to increase its prices in the longer
term, further increasing its profits made in 2020. (4)

However, for a merger to be successful it is normally of two relatively equal businesses,

and looking at the extracts Wetherspoon is significantly larger than Brunning with
750+ pubs compared to 54. (2) Brunning also does not seem to be the best strategic fit to
Wetherspoon as Brunning appears to be aimed more at a niche range of customers who
enjoy experimenting with unique bears whereas Wetherspoon is described as a discount
chain. As a consequence, there is likely to be significant opposition from Brunning to such
a merger unless the business is able to keep a significant amount of its unique identity. As
Wetherspoon appears to be dominated by Tim Martin, who holds 21.8% of the shares,
even if a merger took place, the short-term gains of growth may in the longer term be lost
in the extra costs of a reduction in flexibility due to the new owners having conflicting
corporate objectives. (7)

A takeover would allow Wetherspoon to take full control of Brunning without the dilution of
shares or loss of control that normally occurs with a merger. The key benefit of takeover is
the ability to make decisions independently of Brunning’s owners, e.g. rebranding pubs
and therefore benefiting from economies scale that the introduction of 54 new pubs would
bring to the buying power for beer. (5) However, whereas a merger may cost Wetherspoon
very little in the short term, a takeover will mean it will have to pay for the controlling
interest in Brunning, which may be expensive as the business seems to be steadily
expanding and becoming more profitable. Wetherspoon will also have to be careful that
customers are not driven away by losing the uniqueness of Brunning,
e.g. losing the ability to experiment with unique beers. (8)

Merger and takeover have similar problems for Wetherspoon — too much interference
with the Brunning brand will lose the growth benefit of acquisition. The best possible
approach may be a controlling interest through a takeover that allows the Brunning brand
to continue in the short term as a separate business, enabling Wetherspoon to grow very
quickly, with more pubs, and to benefit from the knowledge and expertise the owners have
acquired in a more niche market. (9) This means that Wetherspoon can start to develop
more niche market brand features in its pubs, e.g. experimenting with unique beers and
food, possibly attracting a new customer base and using premium pricing for such
products to generate higher profits. In the longer term Wetherspoon may be able to
rebrand Brunning and Price pubs without losing its niche market customers and giving a
further competitive advantage to Wetherspoon that increases its market share and enables
it to become the market leader. (10)

(1) (2) Knowledge and understanding are shown through a benefit of a decision to
merge/take over Brunning.

(3) (4) (5) Application is shown through the use of appropriate context applied to the
question.

(6) (7) (8) Well-developed, coherent and logical analysis is linked together, giving cause
and effect of the positive and negative aspects of each option for Wetherspoon, using
context-based qualitative and quantitative data.

(9) An evaluation of the most important competing arguments with context is used to
support a judgement and recommendation as to which option is more likely to achieve
growth for Wetherspoon.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 61

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

(10) The conclusion looks at the situation Wetherspoon finds itself in, reflecting a
recommendation that takes into account the competition in the market and Wetherspoon’s
current market position.

Total = 20 marks (Level 4 response)

3.3 Decision-making techniques

Practice questions
1 Time series analysis is a method that allows a business to predict future levels of sales
from past figures. The data used are known as time series data and consist of figures
arranged in order, based on the time they occurred.

2 A trend is the general direction in which sales or other related data are moving based on
actual data, whereas a forecast is a prediction of future data, e.g. sales. A trend is based
on historical data whereas a forecast may be based on a business’s subjective
assessment of a market.

3 Line of best fit is a line that goes roughly through the middle of all the scatter points on a
graph. The closer the points are to the line of best fit, the stronger the correlation.

4 See workbook.

5 February centred 3-month moving average = 156,000 (1)

3

= £52,000 (2)

(1) AO1: 1 mark for correctly calculating the three-month moving average.

(2) AO2: 1 mark for correctly calculating the three-month moving average for February.

Total = 2 marks

6 Indicative content:

• Forecasting by extrapolation means predicting the future from the trend line. This is
based on the fact that the future is presumed to be similar to the past.

Arguments for extrapolation:

• May help develop accurate auction capacity to match trends in customer auctions as
eBay has data going back to 1995.

• Helps to accurately predict future trends in auction use, such as moving to sellers
being able to sell new products through ‘make an offer’, gaining a competitive
advantage over other platforms such as Amazon.

• Helps target areas of eBay’s business that are forecast to decline in sales with
promotions such as £1 fees.

Possible counterbalance:
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 62

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• May not be able to predict exceptional trends such as the effect of coronavirus on
auctions run in Italy.

• Forecasting by extrapolation does not take into account the quality of service offered
by eBay.

7 Indicative content:

Knowledge — 1 mark for one benefit of Starbucks using time series analysis:

• Be able to match staffing levels with demand.

• Be able to reduce levels of wasted stock.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Sales trend has been of constant rise from $11.8bn in 2012 to $26.52bn.

• $1.1bn spent on coffee beans in 2018.

Analysis — 1 mark for:

• Purchasing fewer coffee beans for times when the trends show lower demand.

• Therefore, reducing waste and increasing net profit margins.

8 See workbook.

9 Discounted cash flow is the process of calculating the present value of an investment's
future cash flows in order to arrive at a current value of the investment, known as the net
present value.

10 Simple payback is relatively easy to calculate simply by dividing the cost of the investment
by the predicted number of years it is forecast to take to recover the money; whereas
discounted cash flow can consider more complex effects of the investment, e.g. the
timings of cash flow. Simple payback does not allow interest rates or required investor
returns to be taken into account, which discounted cash flow is able to calculate.

11 simple payback = sum invested

net cash per time period

12 payback = investment outstanding

monthly cash in year of payback (1)

amount outstanding year 4 = £500,000 − £375,000 = £125,000 (2)

average monthly cash flow year 4 = £125,000

(£150,000/12) (3)

payback period = 3 years 10 months (4)

(1) AO1: 1 mark for correctly showing the formula for payback.

(2) AO2: 1 mark for correctly calculating outstanding investment in year 4.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 63

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

(3) AO2: 1 mark for correctly calculating the average monthly cash flow payback.

(4) AO2: 1 mark for correctly calculating payback.

Total mark = 4 marks

13 ARR (%) = average annual profit × 100 (1)

initial outlay

average net profit per annum = £470,000/5 = £94,000 (2)

ARR (%) = £94,000 × 100 (3)

£500,000

ARR = 18.8% (4)

(1) AO1: 1 mark for correctly showing the formula for ARR.

(2) AO2: 1 mark for correctly calculating the average profit per annum.

(3) AO2: 1 mark for correctly calculating the annual average profit.

(4) AO2: 1 mark for correctly stating the ARR.

Total mark = 4 marks

14 Indicative content:

• Average rate of return (ARR) divides the average annual net profit from the investment
by the initial investment to get the percentage return that can be expected.

Arguments for using ARR:

• Lush can see the forecasted cash flows over the life of the investment in the factory
taken into account, possibly based on current growth of 13% in 2018.

• Lush can compare the forecast percentage return on the investment in the factory with
other potential investments, e.g. increasing shop openings from 39 currently in France.

• Focuses on the profitability of the investment which is a key indicator for shareholders
and investors, particularly as revenues fell from £932m to £928m in 2018.

Possible counterbalance:

• ARR is based on predicted returns which may be inaccurate, e.g. the 2019 poor
performance of 111 Japanese stores.

• ARR ignores the timing of cash flow as positive cash flow may only be possible when
the factory has been in operation for most of the 5 years.

15 Indicative content:

Knowledge — 1 mark for one way in which discounted cash flow may help Nissan cars:

• Allows Nissan to take into account the forecast profits from the investment.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 64

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Takes into account the opportunity cost of this investment compared to others.

Application — 2 marks for two uses of context that answer the question, e.g.:

• $1.58bn income from European car sales in 2020.

• 70% of the cars from the Sunderland plant are sold in the EU.

Analysis — 1 mark for:

• Can compare the UK and Japan investment, including shipping and potential tariff
costs.

• Therefore, gives Nissan a clear picture of which investment is likely to help improve
the 70% fall in operating profits in 2019.

16 Indicative content:

• Simple payback or the payback method refers to the length of time it takes for a
business to recover the initial amount invested.

Arguments for using payback to secure funding:

• Allows investors a simple method of viewing projected time for paying off each of the
five 737max planes on order.

• Payback can be based on Ryanair’s detailed forecasts of trends in air travel, which
may be boosted by 2020 reductions in ticket prices to increase demand, showing
when each plane will start making a profit.

• Potential investors can compare competing investments to decide which is the best
investment and with an increase of 7% in passengers in 2019 may decide the risks to
the return on their investment in the new aircraft are low.

Possible counterbalance:

• Payback only shows how quickly each 737max will return the investment, not the
ongoing cash flow and profitability after this, so may give a more negative picture than
the 20+ years of revenues that Ryanair may gain from each plane.

• Payback may encourage short-term thinking about funding each plane rather than
looking at other issues, e.g. the effect of Ryanair’s recently launched customer loyalty
programme.

Potential judgement:

• As investment in each plane is at least $99m, payback is likely to be seen as far too
simplistic an investment appraisal tool to aid investors’ decision making, risking
Ryanair’s funding requirement.

• Even using more sophisticated investment appraisal tools, e.g. discounted cash flow,
Ryanair may risk not being able to secure funding unless Michael O’Leary is able to
supply other types of data including his view of the future competitive market, which he

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 65

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

sees as having fewer airlines, allowing for current ‘artificially low’ airfares to be raised
and increasing returns on investment.

17 A weighted average is a calculation that takes into account the importance of numbers
within the data being considered.

18 A circle in a decision tree represents the probability or chance of something happening.

They are the chance events or alternatives which the business cannot control and are
linked to a probability of each alternative occurring.

19 Weighted average for launching new product = £15m × 0.7 = £10.5m

£3m × 0.3 = £0.9m
£11.4m

20 Launching the new product will on average make a net gain of £1.4 million.

21 Indicative content:

• A decision tree is a mathematical model that uses estimates and probabilities to

calculate likely outcomes in order to help a business decide whether a net gain from a
decision is worthwhile.

Arguments for using decision trees:

• Tesla can set out the choices logically and in a quantitative way, enabling the financial
risks and benefits to be weighed up for the multibillion-dollar investment in Shanghai.

• Tesla can consider other potential options at the same time, e.g. whether to base the
factory in Shanghai or another country such as Malaysia.

• Costs can be considered, e.g. the costs of labour to produce the $5bn factory.

Possible counterbalance:

• Probabilities are only estimates, so the forecast income from the factory of £190m in
2019 may not actually be achieved, leading to a poorer return on investment.

• Decision trees ignore qualitative issues surrounding the decision to build the factory in
Shanghai, e.g. the stability of the Chinese economy.

22 Indicative content:

Knowledge — 1 mark for one reason why Microsoft can benefit from using decision trees:

• Quantitative and logical method of assessing risks of an investment.

• Microsoft can consider a range of potential options at the same time.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Invest in its Intelligent Cloud division, which saw 19% revenue increase in 2019.

• Gaming division saw a 10% drop in revenue in 2019.

Analysis — 1 mark for:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 66

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Allows Microsoft to quantify returns on investment in different divisions.

• Therefore, allows the business to maximise its investments and increase its 2020
profits above the 14% increase achieved in 2019.

23 Indicative content:

• A decision tree is a mathematical model that uses estimates and probabilities to

calculate likely outcomes in order to help a business decide whether a net gain from a
decision is worthwhile.

Arguments for Sainsbury’s using decision trees to take over Argos:

• Sainsbury’s can quantify the financial risks and benefits relating to the takeover of
Argos, e.g. savings from closing 60 stores.

• Sainsbury’s can consider a range of financial options at the same time to decide
whether the takeover is a financially viable option, e.g. increasing underlying profits by
offering a more diverse range of products from groceries to TVs.

• Projected costs, e.g. redundancy payments from closing 60 Argos stores, can be
considered together with the probability of success.

Possible counterbalance:

• Probabilities are only estimates, e.g. the forecast increases in revenues from basing
Argos stores in Sainsbury’s space may not be realistic.

• Decision trees ignore qualitative factors affecting the takeover, e.g. the increasing
dominance of online shopping for TVs and household white goods through
competitors such as Amazon.

Potential judgement:

• Decision trees are only as good as the data and forecasts Sainsbury’s is able to use in
its calculations, though sales can be based on historical records.

• Decision trees need to be used with a range of other quantitative and qualitative
techniques, e.g. the discounted cash flow for the £1.4bn investment in Argos, to try to
reduce the risks of investment to levels that investors are willing to consider.

24 An activity is part of a project that requires time and/or resources and is a term used in
critical path analysis. For example, waiting for parts would be an activity.

25 The earliest start time is shown in the top right of a node whereas the latest finish time is
shown in the bottom right of a node. The earliest start time is the earliest that a task can
begin whereas the latest finish time is the latest a previous task can finish without delaying
the next task.

26 Float time is the length of time that a task in a project network can be delayed without
causing a delay to following tasks. It is spare time.

27

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 67

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

A
6
E
1 00 314
16 418
18
2
B C
2 10
10
10 4
D
8

28 total float = LFT (this activity) − duration − EST (this activity) (1)

B total float = 16 (2) − 6 (3) − 0

= 0 (4)

(1) AO1: 1 mark for correctly showing the formula for total float time.

(2) AO2: 1 mark for correctly using the correct LFT.

(3) AO2: 1 mark for correctly using the correct duration.

(4) AO2: 1 mark for correctly calculating the total float time.

Total = 4 marks

29 Indicative content:

• Critical path analysis (CPA) is a technique that is used to find the cheapest or fastest
way to complete a task.

Arguments for BA using critical path analysis:

• Allows BA to estimate the minimum time to be taken to get passengers on a 747 flight,
helping to ensure planes take off on time, increasing customer loyalty.

• Allows BA to identify the earliest time at which a later stage of a task can be started,
e.g. the latest point at which food can be precooked for loading onto its 650 flights
leaving Heathrow each day, ensuring less food waste through spoilt food and helping
to reverse a 60% reduction in profits in 2019.

• Helps anticipate possible over-capacity of planes, helping BA to more accurately

match the number of flying passengers with flights, cutting costs from poor capacity
utilisation.

Possible counterbalance:

• As CPA relies on estimates and assumptions, BA may still not be able accurately to
match its capacity with demand as resources still need to be managed well by staff.

• Resources may not be as flexible as the float indicates, e.g. scheduled flights cannot
normally be cancelled due to under-capacity.

30 Indicative content:

Knowledge — 1 mark for one reason why Apple can benefit from critical path analysis:
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 68

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• More efficient use of resources.

• Cut costs.

Application — 2 marks for two uses of context that answer the question, e.g.:

• $93 labour costs for manufacturing an iPhone.

• First quarter 2020 profit of $91.8bn.

Analysis — 1 mark for:

• By looking at each activity in the production of iPhones, Apple can identify those that
are critical.

• Therefore, it can plan to place resources such as staff on these tasks, reducing the
time taken to make each phone and reducing unit costs.

31 Indicative content:

• Critical path analysis (CPA) is a technique that is used to find the cheapest or fastest
way to complete a task.

Arguments for usefulness of critical path analysis for Aldi:

• Allows Aldi to estimate the time it takes to get each customer through the checkout,
creating greater customer satisfaction by matching staff on tills to demand,
encouraging more repeat visits from the 800,000 extra shoppers gained in 2018.

• Allows Aldi to identify the latest time food for the shelves needs to be re-ordered to
avoid overstocking and waste of perishable produce, e.g. tomatoes.

• Allows tasks to be linked to other aspects of business planning, e.g. cash flow
forecasting and budgeting, allowing the 360 new stores opening by 2025 to be
effectively resourced with staff and produce.

Possible counterbalance:

• CPA relies on estimates and assumptions particularly in areas where there are new
store openings, meaning stock ordering may be excessive, leading to higher levels of
waste and increased costs.

• Resources may not be as flexible as the float indicates, e.g. staff may not be able to
switch to manning tills due to other important tasks, meaning customers may become
dissatisfied with long queues, resulting in lost revenues.

Potential judgement:

• CPA can help Aldi assess each activity that staff undertake in stores to identify the
least and most critical elements to meeting customer expectations, e.g. freshness of
produce.

• With Aldi’s focus on growing its number of stores to 1,200, CPA may not be as useful
to the unique needs of different stores, though as Aldi is a discounter it is likely that
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 69

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

critical path solutions are very similar in meeting customer needs throughout its chain
of stores.

Data-response questions
1 Knowledge — 1 mark for one reason why sales may have benefited from time series
analysis:

• Match supply to historical periods of high demand.

• Alter the marketing mix to increase sales based on any trends.

Application — 2 marks for two uses of context that answer the question, e.g.:

• £299

• Revenues rise by 26%.

Analysis — 1 mark for:

• Ensuring there are sufficient hairdryers available for customers to purchase.

• Therefore, can take advantage of premium prices, thus increasing profits to match the
trend.

2 probability of success for each node = profit or loss × success or failure expressed as a
weighted average (1)

Option B Success = £15m × 0.2 = £3m

Failure = −£2m × 0.8 = −£1.6m

Total = £1.4m (2)

Option C Success = £7m × 0.4 = £2.8m

Failure = −£1m × 0.6 = −£0.6m

Total = £2.2m (3)

Option D Do nothing = £0m (4)

(1) AO1: 1 mark for correct formula for calculating the probability of success or failure.

(2) AO2: 1 mark for correctly calculating option B.

(3) AO2: 1 mark for correctly calculating option C.

(4) AO2: 1 mark for correctly showing the ‘do nothing’ option as a zero value.

Total = 4 marks

3 Indicative content:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 70

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• A decision tree is a mathematical model that uses estimates and probabilities to

calculate likely outcomes in order to help a business decide whether a net gain from a
decision is worthwhile.

Arguments for benefits of decision trees:

• Likely costs of investing in the Airwrap, e.g. new digital motor, are considered as well
potential benefits, e.g. ability to sell a super-premium product in a stagnant market.

• The use of probabilities allows for the risk of each option to be considered, e.g. £50m
spent on research and development.

• Potential options and choices are set out in a logical way, e.g. developing the Airwrap
compared to other potential products, such as improving features on the Dyson
hairdryer.

Possible counterbalance:

• Probabilities are estimates and may lead to erroneous values for forecast sales
revenue of Airwrap.

• Uses only quantitative data, e.g. predicted sales of the Airwrap, risking not taking into
account the effect of the super-premium price charged on demand for the product.

Potential judgement:

• As the Airwrap is a disruptive piece of technology in the hair tongs market, a decision
tree may not have been able to show the effect of this innovation on the development
process, which took 4 years, leading to inaccurate predictions.

• However, with a significant amount of investment in market research Dyson may have
been able alleviate the risks of using poor data in the decision tree.

4 Indicative content:

• Investment appraisal is a process used to determine whether the funds given to the
business for investment are likely to be profitable.

Arguments for benefits of investment appraisal:

• Payback is a simple method of assessing investment which is easy to interpret and

compare with competing investments, e.g. making a mass-market electric vehicle for a
sale price of £15,500 or a premium car to compete with Tesla.

• Discounted cash flow allows Uniti to take into account the opportunity cost of money
so that it can allow for the timings and amounts of its projected cash flow, e.g. the
50% deposits projected to be paid and their effect on crowdfunding requirements.

• Investment appraisal may be necessary due to the significant amount of capital Uniti
needs to raise in order to develop and bring to market its three-seater electric vehicle.

Possible counterbalance:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 71

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Payback may encourage short-term thinking about investing, e.g. building a short-
range vehicle to take advantage short-term demand instead of building a more
innovative vehicle.

• Discounted cash flow is a complex calculation, so Uniti may struggle getting

crowdfunders to understand the strengths of investing in the 600kg car compared to
other electric vehicle projects, e.g. Tesla’s new electric sports car.

Potential judgement:

• As Uniti is a start-up, assessment appraisal, particularly using more sophisticated

methods such as discounted cash flow, may be necessary to gain funding from large
investors like the bank. It may already have shown success in gaining a government
grant.

• However, investment appraisal may prove unreliable as it is based on predictions

regarding cash flow and sales revenue, and social, ethical and political issues, e.g. the
withdrawal of grants by the government or the Swedish government failing to
implement the 2025 ban.

5 Indicative content:

3-month moving total:

A: September = Sept. 418,500 + Aug. 217,000 + July 193,700 = £829,200

C: October = Oct. 490,750 + Sep. 418,500 + Aug. 217,000 = £1,126,250

Centred 3-month moving average:

B: September = £829,200/3 = £276,400

D: October = £1,126,250/3 = £375,416.67

• Moving averages can be used calculate a trend, particularly where there are strong
seasonal influences on sales or random fluctuations of sales for no obvious reason.

• Growth means expanding the sales revenue of a business.

Uniti expanding its existing operations — arguments for:

• Increase market share with the £15,500 car built for the Swedish market with its
already competitive pricing compared to other electric vehicles — market penetration.

• Deposits taken for the electric vehicle show a moving average which has significantly
improved from £276,400 to £375,416.67, indicating that the product is gaining market
share.

• As production is only just starting in 2020, it is less risky to consolidate and build on its
market share in Sweden.

Selling vehicles in China — arguments for:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 72

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Market development takes advantage of the biggest growing global market for electric
vehicles with 85% increase in sales.

• As Uniti’s electric vehicle is aimed at the mass market, few changes may be needed
for it to gain significant market share in the Chinese market.

• May act as a way of spreading market risks, e.g. Sweden deciding to delay the ban on
selling petrol and diesel in 2025, which could cause cancellation of orders and a failure
to achieve domestic growth targets.

Potential judgement:

• Deposits have fluctuated throughout 2019, so demand from local customers has not
increased consistently, e.g. centred moving average for July was £108,500 less than
June, indicating that the market for Uniti’s car may not be as large as expected.

• As Uniti has only just started selling cars in Sweden, consolidation in this market may
be the least risky approach in the short term, particularly as investors gave funding
based on success in this market.

Possible recommendations:

• As Chinese electric vehicle makers are the second largest in the world, the barriers to
entry to the Chinese market, particularly for a start-up business, may be too high for
Uniti to overcome, particularly in terms of competing on price, i.e. £15,500 may
actually be a high amount for a developing market to pay compared to cheaper local
offerings.

• As Uniti’s design appears to be tailored to the Swedish market, it would be better

focusing on this market and boosting its sales growth with relevant strategies,
e.g. penetration pricing.

Market — Market for electric vehicles is growing significantly.

Objectives — Uniti’s objective is to grow.

Product — Uniti’s USP is a product that is comparatively low priced for the Swedish
market with reasonable range.

Situation — Uniti has spotted a gap in the Swedish market for a relatively cheap electric
vehicle, though this product may not meet the needs of the Chinese market, particularly on
price.

3.4 Influences on business decisions

Practice questions
1 Evidence-based (scientifically based) decision making is where a business makes
strategic decisions after analysing and evaluating relevant evidence.

2 A person culture is focused on the superiority of individuals compared to the organisation

whereas a task culture is concerned with benefits of team work in the organisation. A
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 73

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

person culture creates an organisation that provides a strong emphasis on customer wants
and needs whereas a task culture is focused on short-term goals.

3 Subjective decision making is less structured and more about the experience and intuition
of owners and managers of the business.

4 percentage change = sales revenue 2020 − sales revenue 1997 × 100 (1)
sales revenue 1997

= 325.4 − 7 (2) × 100

7 (3)

= 4,548.57% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage change.

(2) AO2: 1 mark for correctly calculating the difference between 2020 and 1997 sales
revenue.

(3) AO2: 1 mark for correctly showing 1997 sales revenue.

(4) AO2: 1 mark for correctly calculating the percentage change in sales revenue.

Total = 4 marks

5 Indicative content:

Knowledge — 1 mark for one disadvantage of operating a power culture:

• High levels of employee dissatisfaction.

• Team becomes less successful.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Pep Guardiola.

• Raheem Stirling.

Analysis — 1 mark for:

• Results in poor levels of player motivation as they feel disenfranchised.

• Therefore, leads to a failure to win trophies (e.g. won Premier League in 2019),
leading to lower ticket sales.

6 Indicative content:

• Long termism is where the business is focused on sustained growth through

comparatively low levels of borrowing and significant investment in research and
development.

Arguments for merger:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 74

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Create innovative aircraft, e.g. the Dreamliner, that are recognised as much safer to fly
in, reversing Boeing’s poor brand image.

• Create a competitive advantage over its rivals, e.g. Airbus, in developing more fuel-
efficient aircraft.

• Help meet tightening government restrictions on environmental targets for carbon

reduction, gaining increased sales from airlines wanting to improve environmental
credentials.

Possible counterbalance:

• Shareholders may not be satisfied with sacrificing short-term dividends, leading to a

potential loss of investors.

• As Boeing’s profits fell by 53% in 2019, due to the poor safety record of the 737max,
there may not be sufficient profits to meet the research and development requirements
to make innovative new products.

7 See workbook.

8 Pressure groups emphasise conflicts with the community by providing a way of voicing
opinions which businesses will find difficult to ignore, including financial and legal expertise
and backing.

9 A stakeholder is a person, group or organisation that has interest or concern in a business.

Stakeholders include shareholders, employees, managers, suppliers, lenders and the
community the business operates in. Shareholders are defined as any person, company or
other institution that owns at least one of a company’s shares.

10 Internal stakeholders are groups within a business, e.g. owners, workers and
shareholders.

11 percentage difference = US employee-owned − UK employee-owned × 100 (1)

UK employee-owned

= 610 − 171 (2) × 100

171 (3)

= 256.73% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage difference.

(2) AO2: 1 mark for correctly calculating the difference between US and UK employee-
owned companies.

(3) AO2: 1 mark for correctly showing UK employee-owned companies.

(4) AO2: 1 mark for correctly calculating the percentage difference.

Total = 4 marks

12 Organic growth

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 75

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

13 Indicative content:

• The shareholder approach is where the business acts in the shareholders’ best
interests with the principal aim to maximise shareholder returns through focusing on
profit.

Arguments for shareholder approach to long-term growth:

• Consistent decision making focused on increasing revenue by higher than the 2019
5.3% by opening stores in Slovenia and other new markets.

• By targeting higher revenues, Primark may adopt pricing strategies that focus on
increasing sales, e.g. penetration pricing, leading to higher profits of £639m in 2019.

• By outsourcing clothes production to low-cost countries, e.g. Bangladesh, unit costs

can be kept low, resulting in higher profit margins and allowing shareholders to get
increased dividends, up 10% in 2017.

Possible counterbalance:

• A growth objective for Primark may not be compatible with profit maximisation as it
often means the business makes decisions that have a narrow focus, e.g. the use of
cheap labour in Bangladesh to make clothes, risking damage to brand image and
profits in the longer term.

• Primark is likely to spend little on research and innovation, which may ultimately lose
the business its competitive edge in selling cheap clothing, e.g. the rise of ethically
sourced clothing.

14 Indicative content:

• A pressure group is defined as group that tries to influence company policy in the
interest of a particular cause.

Arguments for negative impact on BP:

• Groups such Extinction Rebellion have raised the profile of environmentally

questionable exploration of fossil fuels such as fracking in the northwest, which is
likely to force BP to consider fracking in countries such as Argentina, where pressure
is less harmful to BP’s brand image.

• With the upcoming Glasgow UN summit on climate change, Friends of the Earth has
been able to place significant pressure on the government to sign up to reductions in
fossil fuel use, which is likely to affect negatively any UK fracking exploration BP may
have been considering, particularly as the business has agreed to a carbon-neutral
target by 2050.

• Current fracking sites in Lancashire have been extremely expensive to run due to the
extra costs associated with the constant presence of pressure groups trying to block
production, meaning BP may find it much more cost effective to undertake fracking in
the USA, where it is widely accepted, as shown by its large US shale acquisition.

Possible counterbalance:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 76

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• BP is more likely to be concerned with maximising revenues from sources of shale gas
in countries where reserves are more reliable, e.g. Argentina, rather than with the
effect of pressure groups.

• With strong government backing for shale exploration in the UK, BP is likely to
consider potential revenues more than a trade-off for any negative impact of pressure
groups on its sites.

Potential judgement:

• With shale gas exploration currently halted in the UK due to unpredictable earth
tremors, BP may find investment in other countries a much less risky approach to
fracking and an easier way to continue its doubling of profits to $12.7bn in 2019.

• BP is only just recovering as a brand and financially from the Deepwater Horizon
disaster and is likely to be much more sensitive to the potential adverse publicity
generated by fracking in the UK, concentrating on less contentious sources of income,
e.g. its 1,200 petrol stations.

15 Business ethics define acceptable conduct in all the business’s dealings and underpin how
management should make decisions. Corporate social responsibility (CSR) is the
willingness of a business to accept responsibility for its actions and their impact on a range
of stakeholders.

16 Trade-offs arise where having more of one thing potentially results in having less of
another. The business will look at the possible trade-offs to try to ensure limited resources
are used in the most effective way.

17 Ethical pay includes the differences between senior managers and staff.

18 percentage difference = Deepwater Horizon cost − Exxon Valdez cost × 100 (1)
Exxon Valdez cost

= 65 − 7 (2) × 100
7 (3)

= 828.57% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage difference.

(2) AO2: 1 mark for correctly calculating the difference in cost between Deepwater Horizon
and Exxon Valdez.

(3) AO2: 1 mark for correctly showing the Exxon Valdez cost.

(4) AO2: 1 mark for correctly calculating the percentage difference.

Total = 4 marks

19 100%

20 Indicative content:

Knowledge — 1 mark for one reason why BP’s costs may increase in the short term:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 77

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Move away from polluting energy sources.

• Investment in sustainable energy technologies.

Application — 2 marks for two uses of context that answer the question, e.g.:

• $200m stake in 2018 in Europe’s biggest solar panel developer.

• £211m stake in France’s biggest sustainable energy producer.

Analysis — 1 mark for:

• Take-up of customers to more expensive green energy providers is likely to be slow.

• Therefore, leads to sustainable energy investments having high unit costs and low
returns on investment.

21 Indicative content:

• Business ethics define acceptable conduct in all the business’s dealings and underpin
how management should make decisions.

Arguments for ethically sourced clothing to maintain a competitive advantage:

• Positive consumer support may increase customer loyalty and increase sales revenue
after the 1.6% fall in 2019.

• Employees’ motivation may improve as they are selling M&S bras and socks that fit in
with their own ideals, increasing customer satisfaction and repeat purchases.

• By investing in new methods of growing sustainably sourced cotton, M&S is able to

gain a competitive advantage over competitors such as Primark, while also reducing
long-term potential costs, e.g. the government imposing a legal requirement for M&S
to recycle its products, improving its 10% drop in 2019 profits.

Possible counterbalance:

• Costs are likely to increase in the short term as M&S adopts policies such as paying a
fair minimum wage to workers under its Global Sources Principles of 2013, which
make it difficult to have an advantage in terms of its cost base compared to
competitors.

• More money may need to be invested in staff training on issues such ethical
procurement procedures, which may mean a trade-off between short-term profits and
competitive advantage.

22 Indicative content:

Knowledge — 1 mark for one benefit from an ethically focused recruitment process:

• Increased intrapreneurship.

• Enhanced brand image.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 78

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Application — 2 marks for two uses of context that answer the question, e.g.:

• In 2019 profits were squeezed down by 14% due to high levels of competition.

• £32.8m fine due to serious failings in dealing with deceased customers’ accounts.

Analysis — 1 mark for:

• Means staff are recruited from a diverse range of backgrounds and skills, bringing
creative and new ideas to the business.

• Therefore, Santander is able to create new products that offer a USP and improve
sales revenues.

23 Indicative content:

Trade-offs arise where having more of one thing potentially results in having less of
another.

Arguments for Google becoming carbon neutral:

• Google may reduce its costs in the longer term by moving its data centres to colder
areas to reduce the costs currently incurred in carbon, offsetting its 4.9 million tonnes
of carbon gases produced each year.

• Google may reverse some of its employee dissatisfaction with its failure to set a target
to become completely powered by carbon-free sources, increasing staff motivation
and ultimately its profits from the 2019 figure of $7.1bn.

• With the cost of sustainable energy generation reducing significantly, becoming

carbon neutral may help reduce the 25% rise in costs in 2019, leading to a competitive
advantage over competitors such as Microsoft cloud services.

Possible counterbalance:

• Google may feel that its market dominance in search and other internet services
means the trade-off of having to increase short-term costs to become carbon neutral
may add little to its profits, and may prefer to invest in promoting its cloud services.

• As Google operates globally it may be that data centres based in emerging markets
such as Africa may mean a significant investment in the infrastructure required to
become carbon neutral.

Potential judgement:

• As consumers and businesses become increasingly aware of the impact of large

businesses on the environment, there is likely to be significant pressure on Google to
use sustainable sources of energy.

• Google may suffer from a decrease in its brand image and sales revenue if it does not
take action to move quickly towards sustainable methods and customers choose more
ethically sourced internet services.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 79

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Data-response questions
1 Knowledge — 1 mark for one reason why Cuadrilla may be influenced by long-term
objectives:

• Exploration for gas and oil requires long-term investment.

• Production of gas and oils takes many years to return a profit.

Application — 2 marks for two uses of context that answer the question, e.g.:

• Investing since 2007.

• Potentially huge profits to be made from shale gas.

Analysis — 1 mark for:

• More likely to gain investors who are prepared to accept lower initial profits.

• Therefore, can raise the significant capital needed from investors to fund new sites
that will eventually return large profits.

2 percentage change = nuclear, wind, solar 2017 − nuclear, wind, solar 1990 × 100 (1)
nuclear, wind, solar 1990

= 20.9 – 16.7 (2) × 100

16.7 (3)

= 25.15% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage change.

(2) AO2: 1 mark for correctly calculating the difference between 2017 and 1990 figures for
nuclear, wind and solar power.

(3) AO2: 1 mark for correctly showing the 1990 figure.

(4) AO2: 1 mark for correctly calculating the percentage change in nuclear, wind and solar
tonnes of oil equivalent.

Total = 4 marks

3 Indicative content:

• The business acts in the stakeholders’ best interests with the principal aim of
balancing the need to maximise profits with the potentially conflicting goals of other
parties affected by its activities.

Arguments for stakeholder approach:

• Helps convince government that it is worth the investment of £11.8m in policing as a

fair trade-off for better energy security.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 80

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Community more likely to support shale drilling in Lancashire if Cuadrilla abides by

strict environmental standards.

• Shareholders more likely to see a larger return on their investment if shale exploration
gains the support of key stakeholders.

Possible counterbalance:

• Shareholders may decide to withdraw investment in favour of other oil companies due
to a lack of focus on profit maximisation.

• If Cuadrilla is seen to be simply paying lip service to community goals, e.g. dismissing
earth tremors as a result of fracking, there will be increased costs with little payback —
greenwashing.

Potential judgement:

• Cuadrilla may need to invest significantly in local causes, educating communities

about the benefits and low risks of fracking to allow for the continued exploration for
gas.

• In the short term this approach is likely to reduce profits and shareholder returns and it
may be that the key issue is energy security and the rise of renewables.

4 Indicative content:

• Corporate culture is the shared values, beliefs and norms of a business that affect
every aspect of work life.

Arguments for strong corporate culture ensuring success:

• Leadership is comparatively easy with Dale Vance pioneering green grass biofuel in
the UK.

• Change is welcomed by Ecotricity staff with the business growing in terms of turnover
to £223.3 m in 2020.

• Customer needs are at the centre of Ecotricity’s business with a greater emphasis on
providing wind-generated electricity to businesses.

Possible counterbalance:

• Dale Vance’s leadership style (autocratic rather than democratic) may mean he finds it
difficult to keep senior managers and makes strategic errors, e.g. the loss of 15,000
energy customers.

• Overly strong culture may stop staff admitting to errors, meaning that they are less
likely to be motivated to be creative and innovative, e.g. helping reduce the costs
involved in creating renewable energy to compete with fossil fuels before 2030.

Potential judgement:

• A strong culture can enable intrapreneurship among all staff, leading to higher levels
of innovation, e.g. green grass, that can retain and grow its customer base.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 81

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Too strong a culture can undermine the dynamic USP of Ecotricity, which can allow
competitors to gain cost and technological advantages which could reduce customer
retention and leave Ecotricity with underutilised power from its 22 wind parks.

5 Indicative content:

• Corporate social responsibility (CSR) is the willingness of a business to accept

responsibility for its actions and their impact on a range of stakeholders.

Higher wages for workers — arguments for:

• Taylor’s motivational theory states that staff may be more motivated by higher pay
rates and improve customer service, regaining some of the 15,000 customers lost.

• Higher wage rates may attract staff with more skills, e.g. those with creative and
scientific skills, allowing introduction of innovative products such as green grass.

• Pay could be related to staff performance and/or business performance, promoting

responsibility for sales revenue across the whole organisation.

Corporate social responsibility — arguments for:

• Investing further in CSR projects such as sympathetic placement of wind farms to suit
the local community may improve the image of Ecotricity and increase sales revenue.

• CSR may encourage greater subsidies from government for projects that help
increase wind and solar meaning Ecotricity could reduce its prices and regain some of
the 15,000 domestic customers it has lost, whilst still maintaining its green credentials.

• CSR can improve Ecotricity’s brand image and encourage environmentally conscious
consumers to switch energy provider.

Potential judgement:

• As Ecotricity is founded on ethical principles, paying staff a living wage and

compensating them for their creativity and productivity should already be well
embedded in Vance’s business.

• CSR appears to be the founding principle of Ecotricity’s power generation business,

though potential customers may not be prepared to pay the premium for their energy
needs, as shown by the loss of 15,000 customers.

Possible recommendations:

• Presuming staff are remunerated appropriately, CSR development may be the best
strategy to increase sales revenue.

• The short-term cost of investing in environmental projects and more sustainable

energy production may in the longer term give Ecotricity technological economies of
scale that allow it to gain a competitive advantage over other energy providers,
increasing its customer base and ultimately its sales revenue.

Market — Market for energy is price sensitive.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 82

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Objectives — Ecotricity’s objective is to focus on business customers and contribute to a

low-carbon economy.

Product — Sustainable power generation is currently more expensive than fossil fuels.

Situation — With increasing focus on a sustainable economy, Ecotricity may be able to

use its technological advantage to gain a competitive advantage.

3.5 Assessing competitiveness

1 Business competitiveness is the ability of a business to create goods or services with a
competitive advantage in the market in which it operates, and high levels of profitability.

2 A profit and loss account is a record of the revenues and costs generated by a business
over a specific period (normally 1 year). It shows the profit or loss made by the business. A
balance sheet provides a summary of the assets and liabilities of a business at a particular
moment in time.

3 Cash and other items such as property that can be converted into cash within 12 months.

4 See workbook.

5 gross profit = revenue − cost of sales (1)

= £704.4m (2) − £326.5m (3)

= £377.9m (4)

(1) AO1: 1 mark for correctly showing the formula for gross profit.

(2) AO2: 1 mark for correctly stating the revenue.

(3) AO2: 1 mark for correctly stating the cost of sales.

(4) AO2: 1 mark for correctly calculating gross profit.

Total = 4 marks

6 Indicative content:

• Financial statements consist of a statement of comprehensive income and a statement

of financial position. A statement of comprehensive income is a record of the revenues
and costs generated by a business over a specific period (normally 1 year). A
statement of financial position provides a summary of the assets and liabilities of a
business at a particular moment in time.

Arguments for financial statements helping Sainsbury’s with the takeover of Argos:

• Look at key financial measures, e.g. profitability of Argos, to ensure it will recoup the
£1.4bn paid for takeover.

• Identify areas of the business that may allow Sainsbury’s to undertake cost savings,
e.g. terminating leases of Argos stores to improve current liabilities.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 83

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Can ensure the current ratio is within industry norms for general retailers so that Argos
can be shown to be a low-risk takeover.

Possible counterbalance:

• The statement of financial position is only a snapshot of the business’s assets and
liabilities and may be out of date.

• The statement of comprehensive income shows only a limited amount of information

on revenue and does not show whether sales are increasing or falling, leading to
higher risks in Sainsbury’s recouping its investment.

Possible judgement:

• Financial statements provide a wide range of profitability and liquidity data that can
help Sainsbury’s decide on the level of risk compared to its investment.

• Sainsbury’s will need much more detailed data, e.g. which of the 844 stores are
profitable, before risks can be reduced to a level that makes the investment a
manageable risk.

7 Indicative content:

• Financial statements consist of a statement of comprehensive income and a statement

of financial position. A statement of comprehensive income is a record of the revenues
and costs generated by a business over a specific period (normally 1 year). A
statement of financial position provides a summary of the assets and liabilities of a
business at a particular moment in time.

Usefulness of financial statements for Airbnb attracting venture capital:

• Look at key financial measures, e.g. the $93m profits made by Airbnb in 2019, to
ensure any investment made by venture capitalist can be recouped.

• Show venture capitalists the positive trends in revenues, e.g. increase to $1bn
quarterly revenues in 2018, possibly resulting in lower levels of interest and
preferential terms on amounts invested.

• Can ensure the current ratio is within industry norms for booking accommodation so
that Airbnb can be shown to be a low-risk investment.

Possible counterbalance:

• The statement of financial position is only a snapshot of the business’s assets and
liabilities and may be out of date.

• The statement of comprehensive income shows only a limited amount of information

on revenue and does not show predictions of future growth for Airbnb’s emerging
markets, which may be much worse than more recent growth.

Potential judgement:

• Financial statements provide a wide range of profitability and liquidity data that can
help Airbnb secure venture capital at advantageous rates.
Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 84

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Airbnb will need much more detailed data, e.g. its forecasts for growth in emerging
markets, before risks can be reduced to a level that make the investment a
manageable risk.

8 The gearing ratio measures the proportion of assets invested in a business that are
financed by long-term borrowing and is a way of measuring the long-term financial stability
of the business.

9 Current liabilities are amounts owed by the business that are repayable in the next
12 months whereas non-current liabilities are amounts that are due to be repaid over a
longer period than 12 months. Current liabilities are normally linked to working capital
whereas non-current liabilities are normally associated with the long-term funding of the
business.

10 Capital employed is all the long-term finance of the business, including share capital,
retained profits and non-current liabilities.

11 gearing ratio = non-current liabilities × 100 (1)

capital employed

= 729,175 (2) × 100

729,175 + 1,061,429 + 1,650,678 (3)

= 21.19% (4)

(1) AO1: 1 mark for correctly showing the formula for gearing.

(2) AO2: 1 mark for correctly showing the non-current liabilities.

(3) AO2: 1 mark for correctly calculating the capital employed.

(4) AO2: 1 mark for correctly calculating the gearing ratio.

Total = 4 marks

12 ROCE = operating profit × 100 (1)

capital employed

= 295,308 (2) × 100

729,175 + 1,061,429 + 1,650,678 (3)

= 8.58% (4)

(1) AO1: 1 mark for correctly showing the formula for ROCE.

(2) AO2: 1 mark for correctly calculating the operating profit.

(3) AO2: 1 mark for correctly calculating the capital employed.

(4) AO2: 1 mark for correctly calculating ROCE.

Total = 4 marks

13 Indicative content:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 85

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Gearing means the proportion of finance that is provided by debt relative to all the
long-term finance within the business (the capital employed).

Arguments for having low gearing:

• Apple’s low gearing means it is able to reduce the costs of financing growth,
e.g. paying for the $5bn new HQ without incurring any interest costs, allowing the
business to maintain its competitive advantage while keeping healthy profit margins.

• Apple is able to purchase raw materials for its iPhone, e.g. the A13 microprocessor, in
bulk without incurring costs for trade credit, which is likely to mean it is able to reduce
the unit cost of each item significantly.

• Apple is able to maintain its current liquidity without suffering from upward trends in
interest rates compared to competitors such as Hewlett Packard, allowing it a
significant cost advantage in times of high interest rates, meaning it is more likely to be
able to maintain its profit levels of $91.8bn in January 2020.

Possible counterbalance:

• As Apple is able to retain more profit, there are likely to be greater calls by
shareholders for larger dividends, possibly resulting in lower retained profits for future
investment.

• Apple bears all the risk of its investments in areas such as research and development
rather than sharing the risk in developing new iPhone technology with investors.

14 Indicative content:

• Liquidity ratios investigate the short-term financial stability of a firm by examining

whether there are sufficient short-term assets to meet the short-term liabilities (debts).

Arguments for possible usefulness of liquidity ratios:

• The current ratio may give Sports Direct an idea of how poor House of Fraser’s ability
to pay its short-term debt is, e.g. if the ratio is near to 1.5, even though the chain has
significant outstanding leasehold debts, reducing rents may make it financially viable.

• The acid test ratio may give Sports Direct a greater idea of the risks involved when
paying £90m for the chain in terms of its ability to cover debt from its current assets
such as cash in the bank, e.g. the closer the ratio is to 1, the lower the risk.

• Liquidity ratios may help Sports Direct to decide how many stores and staff it needs to
cull before the business can start to become successful financially. The figure has
been set at five stores.

Possible counterbalance:

• As the business has already gone into administration, the ratios may be of little help in
resolving significant financial problems, e.g. over-expensive rents payable on stores.

• The ratios may be of little value without access to industry norms, e.g. a clothing
retailer norm of 0.56 for the acid test ratio.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 86

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Potential judgement:

• As Sports Direct already holds 11% of the shares in House of Fraser, it is already
likely to have a good working knowledge of liquidity issues and more importantly how
difficult these may be to improve, e.g. the need to renegotiate costly store rents to
decrease fixed costs and improve profit margins.

• Liquidity ratios form only part of a wider set of data, e.g. profitability ratios and trends
in sales and market share, that Sports Direct may need to consider before risking
taking over House of Fraser. With it already in administration, the risks of a complete
collapse are higher.

15 Labour productivity is a measure of the efficiency of a person in converting inputs into

useful outputs.

16 Labour retention calculates how many employees have remained with a business whereas
absenteeism is concerned only with employees who have not worked. Labour retention is
unlikely to have any direct effect on a business’s productivity, but absenteeism is likely to
reduce the productivity data for the period of absence.

17 Labour turnover is the proportion of a firm's workforce that leaves during the course of a
year.

18 labour productivity = output per time period (1)

number of employees at work

= 277 (2)
6,000 (3)

= 0.05 of a car per 7 hours (4)

(1) AO1: 1 mark for correctly showing the formula for labour productivity.

(2) AO2: 1 mark for correctly showing the output for 7 hours.

(3) AO2: 1 mark for correctly showing the number of staff.

(4) AO2: 1 mark for correctly calculating the percentage difference.

Total = 4 marks

19 labour turnover = no. of staff leaving the firm per year × 100 (1)
average no. of staff

= 25 (3) × 100
1,750 (3)

= 1.43% (4)

(1) AO1: 1 mark for correctly showing the formula for labour turnover.

(2) AO2: 1 mark for correctly showing the no. of staff leaving.

(3) AO2: 1 mark for correctly showing the average no. of staff.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 87

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

(4) AO2: 1 mark for correctly calculating the percentage labour turnover.

Total = 4 marks

20 Indicative content:

• Labour productivity is a measure of the efficiency of a person in converting inputs into

useful outputs.

Arguments for high levels of productivity:

• Producing 99 cars per worker per year means the average unit costs of each car are
lower than competitors such as Ford.

• Output from the Sunderland plant in a given time period is likely to be higher than
other manufacturers, allowing Nissan to maximise the use of fixed assets such as
factory space and robots, helping to counteract a 50% fall in revenues.

• Fewer staff are needed to produce cars such as the Nissan Juke, meaning Nissan can
offer more incentives from cost savings to improve quality and productivity further,
giving it a competitive advantage over other manufacturers.

Possible counterbalance:

• Pressure on workers to maintain a high level of productivity may lead to stress, less
motivated staff and a reduction in the quality of each of the 99 cars produced.

• High productivity may mean staff are unable to work effectively as a team, meaning
the business misses out on intrapreneurship that may help Nissan reverse its 70% fall
in operating profits in 2019.

21 Indicative content:

• Absenteeism is the proportion of employees not at work on a given day.

Arguments for reducing absenteeism:

• Means lower costs in covering missing staff on the production line producing Minis,
leading to increased profit margins.

• Reduced absenteeism may lead to an underlying trend of staff who are more
motivated and creative, leading to increased productivity and greater output, allowing
for the possibility of higher profits than the 2.1bn euros in 2019, through lower costs.

• Decreased absenteeism on the Mini production line means that the plant becomes
more competitive compared to other production facilities in Europe, e.g. the Leipzig
plant, safeguarding jobs at risk due to Brexit uncertainty, thus improving staff loyalty,
motivation and ultimately the quality of each Mini produced.

Possible counterbalance:

• Some absences such as those required for a serious illness are unavoidable and
pressure to reduce this type of absenteeism may be counterproductive in terms of

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 88

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

BMW incurring financial penalties for breaking the law and staff feeling overly stressed
as they are unable to take a break, leading to lower productivity.

• Operating human resource policies such as back-to-work interviews after sickness and
disciplinary procedures for long periods of sickness may cause distrust among staff
and lead to further costs through lower-quality products.

Potential judgement:

• BMW is likely to gain enhanced productivity and quality in its products through a well-
motivated workforce, and reducing absenteeism will aid in this goal.

• However, the policies used to reduce absenteeism need to be seen as fair and
supportive to staff at the Oxford plant or BMW may risk industrial action and
demotivated staff, leading to higher costs and lower output.

Data-response questions
1 Knowledge — 1 mark for one reason why Amazon may benefit from increased employee
retention:

• Lower costs, e.g. training.

• Increase in productivity.

Application — 2 marks for two uses of context that answer the question, e.g.:

• ‘Make rates’.

• 480,000 output per shift.

Analysis — 1 mark for:

• Increases the quality and efficiency of Amazon warehouse fulfilment.

• Therefore, reduces unit costs and increases profit margins and customer satisfaction.

2 labour productivity = output per time period

no. of employees at work (1)

= 480,000 (2)
200 (3)

= 2,400 per 7-hour shift

(1) AO1: 1 mark for correctly showing the formula for labour productivity.

(2) AO2: 1 mark for correctly showing the output per time period.

(3) AO2: 1 mark for correctly showing the number of employees.

(4) AO2: 1 mark for correctly calculating labour productivity.

Total = 4 marks

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 89

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

3 Indicative content:

• Labour productivity is a measure of the efficiency of a person in converting inputs into

useful outputs.

Arguments for reducing staff productivity targets:

• Reduction in sick absence due to stress of make rates that are unachievable.

• Improved staff retention due to make rates that are seen as fairer by staff.

• Improved image of Amazon, potentially improving share price after 8% drop.

Possible counterbalance:

• Amazon’s costs may increase due to having to take more staff on if it wishes to
maintain its make rates.

• Amazon may lose its competitive advantage with customers who have an expectation
regarding quick delivery of orders.

Potential judgement:

• Most of the 125,000 staff appear to be able to cope with make rates, so it may
encourage a less efficient workforce.

• However, it may be that sick absence rates are higher than the UK 2020 rates of
3.6 days, meaning the challenging productivity targets may have an increasingly
negative effect on costs in the medium to long term.

• If Amazon loses its positive brand image, this may further reduce its repeat customers,
who prefer to shop with brands seen as more ethical.

4 Indicative content:

• Financial statements record a business’s performance over a specific period of time.

• A statement of comprehensive income is a record of the revenues and costs

generated by a business over a specific period (normally 1 year).

• A balance sheet provides a summary of the assets and liabilities of a business at a

particular moment in time.

Arguments for usefulness of financial statements:

• Assess the effectiveness of John Lewis to generate profit from goods sold (gross
profit) and then take action to improve performance, e.g. investment in online ordering.

• Operating profit allows the business to look at how efficient it has been in selling its
products, e.g. own-brand John Lewis washing machines, compared to the costs of
selling the product. Increasing the internet as a distribution method could reduce
costs.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 90

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Potential investors can look at the borrowings of business, such as any money
borrowed to invest in the IT partnership with Today Development Partners, so they
can assess the business’s ability to repay any new investment required for further
machinery to increase productivity.

Possible counterbalance:

• Financial statements are a snapshot of John Lewis’s performance and could paint an
overly negative or positive picture of business performance, e.g. the loss of £25.9m
may now be a profit due to excellent Christmas 2019 trading.

• Statements cannot capture the value of the brand, customer loyalty and other
important non-financial information, e.g. the move to more internet sales.

Potential judgement:

• Financial statements are more useful to John Lewis when they are looked at over a
period of historical performance rather than in isolation, e.g. £25.9m loss may be down
to exceptional trading conditions such as the effects of Brexit uncertainty on customer
confidence.

• Other forms of data also need to be considered, e.g. customer satisfaction or the
current situation in the market for premium food offerings sold by Waitrose, before
Sharon White can make strategic decisions.

• Strategies introduced will not be directly measured in financial statements until some
time after introduction, so may not be an effective short-term measure of success and
decision making.

5 Return on capital employed:

ROCE = operating profit × 100

capital employed

= 227 × 100
716 + 6.5 + 2,620

= 6.79%

Gearing ratio:

gearing = non-current liabilities × 100

capital employed

= 716 (2) × 100

716 + 6.5 + 2,620

= 21.42%

Indicative content:

• Increasing profitability is improving the ability of a business to generate as much profit

as possible from its activities.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 91

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Financial methods of motivating staff — arguments for:

• With relatively low gearing of 21.42% John Lewis is in a position to finance financial
methods of motivating staff through further borrowing or through the use of its
significant retained profit.

• John Lewis could improve its profit-sharing scheme to a higher rate than the 3%
offered in 2019, encouraging staff to become more productive and maximise profits.

• John Lewis could offer more competitive pay rates to encourage partners, who have
more creativity and experience, to join the group from competitors with a flourishing
online offering such as Next.

Non-financial methods of motivating staff — arguments for:

• With an ROCE of 6.79% investors may be happier with a potentially lower-cost

approach of non-financial methods to motivate staff as the investment may not detract
significantly from the returns generated by John Lewis’s profits.

• John Lewis may try job enlargement, which may motivate staff by giving them a
greater range of tasks, e.g. serving on the tills and offering advice on a wider range of
products.

• Team working may encourage partners to share their knowledge and experiences,
generating new and novel ways to improve motivation, productivity and sales,
e.g. making store visits more like an attraction visit with novel gifts such as make your
own KitKat.

Potential judgement:

• Motivational theories such as Herzberg’s see financial motivators as largely neutral in

improving staff motivation and value team work and empowerment as the key to
increasing loyalty, creativity and productivity.

• John Lewis is already unique in that its staff have a direct share in the success of the
business, and while increased bonuses may have a positive effect, the key to long-
term sustainable profit maximisation is more likely to lie with encouraging creativity
and intrapreneurship.

Possible recommendations:

• John Lewis may benefit more from developing staff skills and creativity through non-
financial motivators as a way of redressing the first 6-month loss in its history.

• It may also be the case that profit maximisation is down more to the John Lewis
marketing mix not moving with developments such as online shopping, with less
reliance on costly stores to decrease costs and increase profit. Store offerings may
need to change to a more experience-based approach, which requires the creativity
and skill of staff to improve its profitability.

Market — Market in UK is changing to online purchases.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 92

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Objectives — To maximise profits John Lewis may need to encourage greater innovation
in store.

Product — A wide range of products marketed at the middle-class income group.

Situation — First loss in its history and reducing revenues may be a sign that John Lewis
is not keeping pace with preferred customer distribution, i.e. online.

NB: in 20-mark questions that require calculations as well as an essay-style answer, the
candidate is likely to gain Level 2 marks for correct calculations only.

3.6 Managing change

Practice questions
1 Downsizing refers to reducing the size of a company by eliminating workers and/or
functions within the company.

2 One difference between an environmental and social change affecting a business is that
environmental changes may be enshrined in legislation meaning a business must adopt
the changes, whereas a social change allows the business flexibility to decide whether or
not it should change its business model. Social change may also mean that a business’s
product may become obsolete immediately, whereas environmental changes are much
more likely to have a gradual effect on the business as a whole.

3 Transformational leadership is where a leader identifies the needed change, creates a

vision to guide the change through inspiration and executes the change with the
commitment of the members of the group.

4 percentage change = gym members 2020 − gym members 2013 × 100 (1)
gym members 2013

= 9.7m − 4.8m (2) × 100

4.8m (3)

= 102.08% (4)

(1) AO1: 1 mark for correctly showing the formula for percentage change.

(2) AO2: 1 mark for correctly calculating the difference between 2020 and 2013 gym
members.

(3) AO2: 1 mark for correctly showing the 2013 gym members.

(4) AO2: 1 mark for correctly calculating the percentage change in private gym
membership.

Total = 4 marks

5 Social change

6 Indicative content:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 93

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Downsizing refers to reducing the size of a company by eliminating workers and/or

functions within the company.

Benefits of Natwest downsizing its high-street branches:

• Increases competitiveness as able to reduce fixed costs through less rent paid for
branches, helping to increase profits above the £3.1bn figure of 2019.

• Competitive advantage over other banks such as HSBC, allowing Natwest to offer
better interest rates on savings, increasing market share.

• Greater market orientation as customers increasingly move to online banking services,

potentially gaining new customers while reducing staff costs.

Possible counterbalance:

• Risk of alienating up to 1 in 5 customers who do not use digital platforms for banking,
possibly leading to decreases in customers who switch to banks with a high level of
physical high-street presence.

• Loss of formal and informal communication networks, e.g. being able to offer support
to customers who are adversely affected by coronavirus, leading to customer
hardship, dissatisfaction and lost sales to banks with larger branch networks.

7 See workbook.

8 Risk assessment is a systematic process of evaluating the potential risks that may be
involved in a future situation.

9 Business planning is a forecast of business operations, including a cash flow

forecast/statement of business objectives and a plan of staffing needs or marketing
methods. Succession planning is a process for identifying and developing staff with the
potential to fill key business leadership positions in the company.

10 price of Continental GT ($) = price in £s × US$/£ exchange rate 2020 (1)

= 151,800 (2) × 1.28 (3)

= $194,304.00 (4)

(1) AO1: 1 mark for correctly showing the formula for the price of a Continental GT.

(2) AO2: 1 mark for correctly showing the selling price in pounds.

(3) AO2: 1 mark for correctly showing the exchange rate in US dollars.

(4) AO2: 1 mark for correctly calculating the selling price in US dollars.

Total = 4 marks

11 Indicative content:

Knowledge — 1 mark for one way Bentley could mitigate risk of rising US exchange rates:

• Move production of the Bentley to the USA.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 94

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Reduce costs to absorb any depreciation in the pound against the US dollar.

Application — 2 marks for two uses of context that answer the question, e.g.:

• 11,206 vehicles sold in 2020.

• 5% increase in profits due to strong performance in the USA.

Analysis — 1 mark for:

• Would mean costs and revenues are in US dollars.

• Therefore, would avoid any depreciation of the pound, ensuring no losses in revenues
due to exchange rate fluctuations.

12 Indicative content:

• Scenario planning is a structured way for businesses to think about the future.

Arguments for eBay benefiting from scenario planning:

• Undertaking a risk assessment can help create a scenario plan, such as the Trust &
Safety program, that can help mitigate the costs of fraudulent activity in the eBay
marketplace, which accounts for 1 in 10,000 transactions in the UK.

• A plan can assess and mitigate the impact of IT systems failures on eBay’s ability to
continue to run its auction site, e.g. remote backup systems to ensure revenues
continue to grow from 2019 amount of £8.31bn.

• Plan for the unexpected loss of key staff using a succession plan for leadership
positions such as CEO Scott Schenkel, who was the financial chief of eBay, to ensure
its mission to deliver the most relevant shopping experience continues to meet the
needs of customers, e.g. the growth of selling new items.

Possible counterbalance:

• Opportunity costs/trade-offs in terms of time and money spent on identifying potential

risks, e.g. the costs of creating backup data centres.

• Scenario planning does not totally eliminate risk to eBay, e.g. the rise of AliExpress as
a competitor.

13 Indicative content:

• Scenario planning is a structured way for businesses to think about the future.

Arguments for usefulness of scenario planning:

• Reduces the cost of dealing with breakdowns in the baggage handling system at
Terminal 5 Heathrow by having a contingency plan in place to deal with this, reducing
claims from passengers for compensation.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 95

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• To have a business continuity plan in place for external factors that might affect its
flights, e.g. the cancelling of flights to China due to the coronavirus, reducing costs
and ensuring there is limited effect on the £19.6bn profits achieved in 2019.

• Mitigates the effect of rising aviation fuel prices by planning fuel requirements for its
280 fleet and bulk purchasing fuel when it is at its lowest price, thus significantly
reducing its costs and increasing its profit margins.

Possible counterbalance:

• Opportunity costs/trade-offs in terms of time and money spent on identifying potential

risks, e.g. the costs of bulk buying fuel when the price may dip lower.

• Scenario planning does not totally eliminate risk to British Airways, e.g. the uncertain
outcome of Brexit on costs of EU destination flights.

Potential judgement:

• BA has been able to increase its profits by 6.7% in 2019 despite challenges such as
higher fuel costs and the depreciation of the pound against the euro and US dollar
which appears to indicate it already has effective scenario planning in place to deal
with external impacts on its operations.

• The bigger challenge for BA may be to grow its business rather than concentrating on
scenario planning, to avoid losing market share to competitors such as Emirates.

Data-response questions
1 Knowledge — 1 mark for one reason why VW has invested heavily in electric vehicle
development:

• To ensure it remains competitive.

• Due to the reduction in diesel and traditional fuel sales.

Application — 2 marks for two uses of context that answer the question, e.g.:

• VW Golf costs 5% more to run than an electric vehicle.

• Diesel sales have dropped by 25,724 in the UK.

Analysis — 1 mark for:

• Ensuring that VW is able to meet customers’ increasing demand for electric vehicles.

• Therefore, increasing UK sales from its fall of 26%.

2 percentage change = diesel sales 2019 − diesel sales 2017 × 100 (1)
diesel sales 2017

= 77,510 − 103,234 (2) × 100

103,234 (3)

= −24.92% (4)

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 96

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

(1) AO1: 1 mark for correctly showing the formula for percentage change.

(2) AO2: 1 mark for correctly calculating the difference between 2019 and 2017 sales.

(3) AO2: 1 mark for correctly showing the 2017 figure.

(4) AO2: 1 mark for correctly calculating the percentage change in diesel sales in the UK.

Total mark = 4 marks

3 Indicative content:

• Transformational leadership is where a leader identifies the needed change, creates a

vision to guide the change through inspiration and executes the change with the
commitment of the members of the group.

Arguments for transformational leadership in VW:

• Emissions scandal and its effects on the brand.

• Worsening financial situation with first loss recorded in 20 years.

• The effect of disruptive technology such as electric vehicles on VW’s car sales.

Possible counterbalance:

• Large amounts of change, e.g. the investment in electric vehicles may be resisted by
all parts of the organisation.

• A new vision for VW’s future business model may mean significant increases in costs.

Potential judgement:

• A range of issues including rising concerns about emissions and air pollution plus the
emissions scandal mean VW needs to take significant steps to change its culture and
focus.

• With competitors such as Mercedes and Tesla also investing heavily in electric vehicle
technology, VW must have a leader who provides a revised vision of the company’s
future in order to remain a significant player in the automotive industry.

4 Indicative content:

• Scenario planning is a structured way for businesses to think about the future.

Arguments for scenario planning:

• To reduce the risks of a failed takeover of Footasylum.

• To consider the potential effects of disruptive entrants into the sports retail market on
its £4.7bn revenues.

• To have a plan in place in case the business’s view on maintaining high-street stores
is incorrect.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 97

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

Possible counterbalance:

• Scenario planning cannot totally eliminate business risks, e.g. JD Sports is likely to
lose some of its £90m invested in the takeover of Footasylum if the government
decides to stop the purchase.

• Opportunity cost of the time and investment spent on creating a plan instead of
investing the same amount into the offering at its high-street stores.

Potential judgement:

• A scenario plan can provide a useful balance, limiting possible risks to JD Sports’
continued growth to more than 500 stores.

• However, scenario planning can only be effective for risks that are recognised, e.g. the
possibility of the government stopping the takeover.

5 Indicative content:

• Increasing profitability is improving the ability of a business to generate as much profit

as possible from its activities.

50-plus demographic — arguments for:

• Increasingly healthy lifestyle of 50-plus demographic is a segment of the sports retail

market not covered by competitors.

• Gain first-mover advantage, creating a barrier to entry to competitors such as Sports

Direct.

• The 50-plus demographic is more likely to prefer traditional shopping, allowing JD to

utilise its 500 stores at little extra cost, improving their profitability.

More exclusive range of products — arguments for:

• A tried-and-tested method of promoting sales in products such as Nike trainers.

• A market penetration strategy has fewer risks than product development and builds on
already profitable promotion techniques.

• JD can adopt this approach in Footasylum to gain a quicker return on the £90m cost of
takeover.

Potential judgement.

• In the short term the 50-plus demographic approach is likely to increase costs
significantly due to new product development, therefore decreasing profitability.

• The introduction of more exclusive products may improve profitability in Footasylum

stores but JD’s other stores may already have reached market saturation on these
types of product.

Possible recommendations:

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 98

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd

 THEME 3 Business decisions and strategy

• Introduce more exclusive products, particularly into Footasylum, as the costs and risks
are lower than developing new products for the 50-plus demographic.

• In the medium to long term, invest in products for the potentially untapped market of
athleisure for the 50-plus demographic, helping to strike a balance between growth
into existing and new markets, maximising profitability and JD’s competitive
advantage.

Market — Market in UK already dominated by JD Sports.

Objectives — To maximise profits and remain market leader.

Product — Sportswear with exclusives and based on a lot of impulse purchases.

Situation — Currently in a dominant position in the UK market with growing revenue.

Pearson Edexcel A-level Business Workbook 2 Themes 2 & 3 99

© Mark Hage 2020, updated 2021 Hodder & Stoughton Ltd