International Door & Operator Industry

JAN-FEB 2018

Garage door industry magazine for garage door dealers, garage door manufacturers, garage door distributors, garage door installers, loading docks, garage door operators and openers, gates, and tools for the door industry.

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A RELIABLE PARTNER TO THE GARAGE DOOR INDUSTRY CABLE WEATHERSEAL ROLLERS HARDWARE OUR KNOWLEDGE IS YOUR STRENGTH www.fehr.com FEHR BROS. INDUSTRIES, INC. 895 KINGS HWY, SAUGERTIES, NY 12477 CALL 800 . 431 . 3095 FAX 888 . 352. 1 790 SINCE 1857 Continued on page 28 MANAGEMENT To use these charts, a dealer must to able to extract specific financial data by sales segment and not just as a total lump. The chart columns should be expanded to show percentage variation from month-to-month or quarter-to- quarter, but space did not allow that for this article. By determining month-to-month differences, both in the same year and by looking at comparisons from the same month a year ago and also the last three (3) months (quarter) this year and last, an owner can quickly determine trends. Trends tell us quickly if an economic slide is appearing. A slide in sales or gross profit may indicate a drop in the economy, or a drop might be a warning sign that the dealership has lost its competitive advantage. Chart #1 above shows the dealership management is doing a good job of meeting the gross margin goal of .36 or 36%. CHART 1: Residential Retrofit Installation Sales – Margin Goal .36 (36%) This Month Last Month This Month (Last Year) Last 3 Months Last 3 Months (Last year) Sales $98,010 $94,835 $96,650 $285,245 $270,410 Material 48,025 48,940 47,940 142,890 136,960 Labor 12,740 12,135 13,145 36,795 35,290 Freight 1,020 990 1,080 2,880 2,970 Cost of Goods Sold (COGS) $61,785 $62,065 $62,165 $182,565 $175,220 Gross Margin ($) $36,225 $32,770 $34,485 $102,680 $95,190 Gross Margin % .3696 .3445 .3568 .3600 .3520

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