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The basics, 2006
By Furniture Today Staff -- Furniture Today, September 9, 2007
Deferred financing % of retailers offering 75%
Cancellations
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A median of 2% of gross written sales are cancelled before delivery.
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56% of retailers charge a restocking or other type fee for orders cancelled before delivery.
Types of fees charged for cancellations
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Of those retailers charging fees, 46% charge a percentage of the order.
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Another 46% of retailers charging fees say the fee depends on circumstances.
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8% charge a flat fee.
| Efficiency measures | |
|---|---|
| medians | |
| Hours open per week | 54 |
| Close ratio | 31% |
| Gross margin percentage | 44% |
| Sales per sales employee | $515,943 |
| Sales per square foot of selling space | $141 |
| Return on sales | 4% |
| Return on assets | 6% |
| Stock turns | 3.2x |
| Number of customers per sales employee per week | 30 |
| Number of purchasers per sales employee per week | 10 |
| Non-merchandise activities | |
|---|---|
| Percentage of retailers offering | |
| Delivery | 79% |
| Accounting for 75% of sales transactions and a median of 2% of their revenues | |
| Web site | 64% |
| 25% of those with a Web site accept online orders, accounting for a median of 2% of their revenues | |
| Fabric protection | 53% |
| Accounting for 15% of sales transactions and a median of 2% of their revenues | |
| In-home design consultations | 33% |
| Accounting for 10% of sales transactions and a median of 10% of their revenues | |
| Other protection programs | 16% |
| Accounting for 10% of sales transactions and a median of 2% of their revenues | |
| Store catalog | — 8% |
| Not including special orders using a manufacturer's catalog. | |
| Accounting for a median of 20% of their revenues. | |
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