72 BULLETIX 1317, IT. S. DEPARTMENT OF AGRICULTURE 
No appreciable difference was noted within this group because of 
size of stores. In 28 concerns, with annual sales between $50,000 and 
$100,000, the average wage was $1,560.23. In 22 larger concerns, 
with average sales of $182,000, the average wage was $1,528.49. In 
9 concerns with a large element of hotel and restaurant trade, with 
average sales of $210,000 and with sales per salesman approximately 
30 per cent higher than in equally large concerns with family trade 
only, the average wage was $1,527.08. In southern cities the rate 
paid was usually lower than $1,500 and in northern cities usually 
higher. 
SALES PEE SALESMAN 
In stores with regular family trade the average volume of sales 
per salesman varied from somewhat less than $20,000 in the smaller 
stores to somewhat more than $30,000 in the larger stores. In 
stores with a large element of restaurant trade the average was 
in excess of $40,000. (See Table 40.) 
These differences are to be expected. In the smallest stores, 
the time of the single salesman can not be adjusted to the require- 
ments of the trade as well as the combined time of a group of sales- 
men in larger stores. Moreover, the salesman in the smallest stores, 
usually the owner, has other duties, as buying, keeping accounting 
records, possibly delivering, and general care of the premises and 
of the business. In concerns with a large element of restaurant 
trade the average sales per salesman are larger because of the larger 
scale on which transactions occur. 
In the meat trade no conclusion should be attempted regarding 
comparative efficiency or inefficiency of operation from the amount 
of sales per salesman based upon data now available or likely to 
become available. It would first be necessary to eliminate other fac- 
tors, and these factors are so involved and so variable that their 
elimination seems impossible. Stores with largest sales per sales- 
man are regularly those with a large element of restaurant trade. 
In these the relation of operating expenses of substantially all sorts 
to total sales is much lower than in stores with family trade only. 
(See Table 28.) The difference with respect to both sales and 
ojDerating expenses is due to the semiwholesale character of the 
operations in the one group as compared with the other. Similarly, 
if any dealer gives especial service in more careful cutting and 
trimming or in other respects, the sales per salesman will be lower 
and the operating costs will be higher if other factors and conditions 
are the same. 
In general, if salesmen are diligent and make larger volume of 
sales, the business will be conducted at lower expense in relation 
to sales than if they are not. Proof of a principle so well under- 
stood is unnecessary, and precise proof would be impossible because 
of varying customs in the trade. The greatest diligence and effi- 
ciency in a strictly retail establishment giving a high degree of serv- 
ice could not result in so large sales per salesman as somewhat lesser 
diligence and efficiency in a concern offering a lower degree of 
service or engaged in semiwholesale trade, including largely restau- 
rant and hotel trade. 
