RETAIL MARKETING OF MEATS 73 
Table 40. — Volume of sales per salesman in the retail meat trade 
Groups by class of service and annual salts 
Number 
of stores 
Number 
of 
salesmen, 
including 
owner 
Average net 
sales 
Average sales 
per salesman 
Carry stores: 
Not over $25,000 
11 
14 
10 
3 
27 
18 
14 
5 
9 
11.7 
25.4 
25.6 
10.9 
5.6 
43.7 
41.1 
58.2 
61.2 
46.5 
$18, 938. 63 
35, 878. 26 
76, 597. 32 
123, 473. 65 
18, 755. 78 
36, 058. 00 
68,541.44 
135, 440. 86 
347, 431. 04 
210, 494. 16 
$17, 669. 63 
19,775.40 
$25,001 to $50,000 ' 
$50,001 to $100,000. 
29, 920. 82 
Over $100,000 
33, 860. 23 
16,746 23 
Delivery stores: 
Not over $25,000 
$25,001 to $50,000 
22,278 40 
$50,001 to $100,000 
30,018 15 
$100,001 to $200,000 
32, 580. 27 
Over $200,000 
28, 384. 88 
40,740 80 
CONDITIONS UNDER WHICH HIGH OR LOW NET PROFITS PREVAIL 
The weighted average of net profit of all individual markets with 
family trade was 2.32 per cent of annual net sales. The variation of 
net profit among markets was considerable, and this variation was 
approximately equally great in the two types of concerns — carry 
and delivery. Of the total of 206 markets that furnished account- 
ing information, consisting of 73 carry and 133 delivery concerns, 
16 carry and 25 delivery concerns sustained a net loss, and 20 carry 
and 24 delivery concerns made a net profit in excess of 5 per cent 
of the amount of net sales. On the basis of size of store the ex- 
tremes were somewhat greater in the smaller than in the larger 
concerns, as is to be expected; and the comparative numbers with 
high profits were somewhat greater among the concerns of large 
volume of sales than among those of small volume. Variation in net 
profits was found to exist regardless of class of service or size of 
concern, however, and it will be of interest to seek other factors 
existing in all groups. 
For this purpose each group of markets by class of service and 
volume of sales has been divided horizontally into four subgroups, 
according to the range of net profit, and a weighted average has been 
made of gross margin, net profit, and the various items of expense 
in new groups brought together on the basis of this horizontal divi- 
sion. The 3 stores showing the highest net profit of the 12 carry 
stores with sales over $100,000, the 7 showing the highest net profit of 
the 28 carry stores with sales between $50,001 and $100,000, the 6 
highest of the 22 with sales between $25,001 and $50,000, and the 3 
highest of the 11 with sales of $25,000 or less have been brought 
together in a group of 19 carry stores of the highest net profits. In 
the same manner the quarter subgroups of the second range of net 
profit, of the third range, and of the lowest range of net profit have 
been brought together in horizontal groups totaling 18 in each in- 
stance. A similar subdivision and regrouping has been carried out 
among the delivery stores with 34 in the highest group and 33 in 
each of the others. Within each of these horizontal groups a 
weighted average has been worked out in substantially the same way 
as for all stores together. (See Table 41.) 
