| Profitability measures | |
|---|---|
| Medians | |
| Gross margin percentage | 42% |
| Return on sales | 3% |
| Return on assets | 6% |
| Return on net worth | 13% |
Efficiency measures
| The sales floor | |
|---|---|
| Hours open a week | 52 |
| Close ratio Percentage of customer visits that result in a sale | 29% |
| Customer visits per week per sales employee | 25 |
| Sales per salesperson | $469,987 |
| Transaction types | |
|---|---|
| % of sales | Average sale |
| Cash: 37% | $847 |
| Bank cards: 26% | $2,080 |
| In-house credit: 26% | $2,923 |
| Other financing: 11% | $1,367 |
| 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 | 67% |
| Warehouse | 26% |
| Administration | 6% |
| Other | 1% |
| Capital expenditures | |
| Had capital expenditures in 2000 | 53% |
| Plan capital expenditures in 2001 | 46% |
Buying practices
| Buying group membership | ||
|---|---|---|
| 2000 | Belong to a buying group | 18% |
| 2001 | Belong to or joining a buying group | 21% |
| Import merchandise directly | ||
|---|---|---|
| 2000 | Import directly | 18% |
| 2001 | Import or planning to import directly | 25% |
| Percentage of sales that are special order | |
|---|---|
| Medians | |
| Bedroom | 10% |
| Dining room/casual dining | 13% |
| Entertainment centers | 11% |
| Desks/home office | 10% |
| Occasional tables | 5% |
| Fabric-covered upholstery | 30% |
| Leather upholstery | 20% |
