| Profitability measures | |
|---|---|
| Medians | |
| Gross margin percentage | 40% |
| Return on sales | 4% |
| Return on assets | 7% |
| Return on net worth | 19% |
Efficiency measures
| The sales floor | |
|---|---|
| Hours open a week | 55 |
| Close ratio Percentage of customer visits that result in a sale | 34% |
| Customer visits per week per sales employee | 25 |
| Sales per salesperson | $400,000 |
| Transaction types | |
|---|---|
| % of sales | Average sale |
| Cash: 40% | $1,031 |
| Bank cards: 46% | $1,102 |
| In-house credit: 8% | $1,011 |
| Other financing: 16% | $2,622 |
| 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 | 66% |
| Warehouse | 29% |
| Administration | 4% |
| Other | 1% |
| Capital expenditures | |
| Had capital expenditures in 2000 | 43% |
| Plan capital expenditures in 2001 | 36% |
Buying practices
| Buying group membership | ||
|---|---|---|
| 2000 | Belong to a buying group | 15% |
| 2001 | Belong to or joining a buying group | 20% |
| Import merchandise directly | ||
|---|---|---|
| 2000 | Import directly | 21% |
| 2001 | Import or planning to import directly | 24% |
| Percentage of sales that are special order | |
|---|---|
| Medians | |
| Bedroom | 30% |
| Dining room/casual dining | 25% |
| Entertainment centers | 26% |
| Desks/home office | 20% |
| Occasional tables | 10% |
| Fabric-covered upholstery | 50% |
| Leather upholstery | 30% |
