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Laurie Owen: Gross Margin Target

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Stats to know for your store

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[h3]51.5[/h3]

What is it? Gross margin is the portion left of each sales dollar after you pay for merchandise sold, direct labor for craftsmen and repair people, as well as freight in and freight out. When stated in dollars, it’s known as gross profit. For the “high profit” group in our 2004 Jewelers Financial Benchmarking Study, the average gross margin was 51.5%. The rest of the companies only took home 47.2% of each sales dollar. For a $2.5 million dollar company, every 1% more in gross margin means $25,000 straight to the bottom line – assuming, of course, that they keep all other costs in line.

Strategy: The trick? Buy better, price better, lose less merchandise to five-finger discounts, and sell more of before it goes out of style. Simple? Yep. Easy? No. Know your target gross margin, and track it overall and by depart-ment all year long.

 

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Laurie Owen is senior vice president at Business Resource Services. Contact her at [email protected].

[span class=note]This story is from the March 2006 edition of INSTORE[/span]

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SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

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Laurie Owen: Gross Margin Target

Published

on

Stats to know for your store

{loadposition laurieowenheader}

[h3]51.5[/h3]

What is it? Gross margin is the portion left of each sales dollar after you pay for merchandise sold, direct labor for craftsmen and repair people, as well as freight in and freight out. When stated in dollars, it’s known as gross profit. For the “high profit” group in our 2004 Jewelers Financial Benchmarking Study, the average gross margin was 51.5%. The rest of the companies only took home 47.2% of each sales dollar. For a $2.5 million dollar company, every 1% more in gross margin means $25,000 straight to the bottom line – assuming, of course, that they keep all other costs in line.

Strategy: The trick? Buy better, price better, lose less merchandise to five-finger discounts, and sell more of before it goes out of style. Simple? Yep. Easy? No. Know your target gross margin, and track it overall and by depart-ment all year long.

Advertisement

 


 

Laurie Owen is senior vice president at Business Resource Services. Contact her at [email protected].

[span class=note]This story is from the March 2006 edition of INSTORE[/span]

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | Zadok Master Jewelers

Stick to the Program — And Watch Your Sales Grow

When Zadok Master Jewelers in Houston, Texas, decided to move to a new location (they’d been in the same one for the 45 years they’d been in business), they called Wilkerson to run a moving sale. The results, says seventh-generation jeweler Jonathan Zadok, were “off the charts” in terms of traffic and sales. Why? They took Wilkerson’s advice and stuck to the company’s marketing program, which included sign twirlers — something Jonathan Zadok had never used before. He says a number of very wealthy customers came in because of them. “They said, ‘I loved your sign twirlers and here’s my credit card for $20,000.’ There’s no way we could have done that on our own,” says Zadok. “Without Wilkerson, the sale never, ever would have come close to what it did.”

Promoted Headlines

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