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Western Stores
By Furniture Today Staff -- Furniture Today, September 16, 2001
| Profitability measures | |
|---|---|
| Medians | |
| Gross margin percentage | 42% |
| Return on sales | 6% |
| Return on assets | 20% |
| Return on net worth | 35% |
Efficiency measures
| The sales floor | |
|---|---|
| Hours open a week | 54 |
| Close ratio Percentage of customer visits that result in a sale | 30% |
| Customer visits per week per sales employee | 29 |
| Sales per salesperson | $471,882 |
| Transaction types | |
|---|---|
| % of sales | Average sale |
| Cash: 39% | $1,661 |
| Bank cards: 40% | $1,177 |
| In-house credit: 11% | $660 |
| Other financing: 10% | $1,396 |
| Merchandise returns | |
|---|---|
| Percentage of merchandise returned by customer for any reason | |
| Medians | |
| Case goods | 2% |
| Upholstery | 2% |
| Accessories | 2% |
| Buildings & grounds | |
|---|---|
| Overall space allocation | |
| Selling space | 70% |
| Warehouse | 24% |
| Administration | 5% |
| Other | 1% |
| Capital expenditures | |
| Had capital expenditures in 2000 | 37% |
| Plan capital expenditures in 2001 | 37% |
Buying practices
| Buying group membership | ||
|---|---|---|
| 2000 | Belong to a buying group | 30% |
| 2001 | Belong to or joining a buying group | 36% |
| Import merchandise directly | ||
|---|---|---|
| 2000 | Import directly | 25% |
| 2001 | Import or planning to import directly | 35% |
| Percentage of sales that are special order | |
|---|---|
| Medians | |
| Bedroom | 33% |
| Dining room/casual dining | 30% |
| Entertainment centers | 19% |
| Desks/home office | 36% |
| Occasional tables | 20% |
| Fabric-covered upholstery | 65% |
| Leather upholstery | 35% |
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