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Midwestern Stores

By Furniture Today Staff -- Furniture Today, September 17, 2001

Id: 1827

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%
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