Is your bonus plan working?

Article Abstract:

Furniture retailers who pay sales bonuses to their salespeople based on delivered orders are using a system that is unworkable and could create divisions between sales and delivery personnel. Delivery-dependent bonuses could result in a situation wherein productive sales personnel will not receive bonuses while underperforming personnel could receive bonuses. The flaw of delivery-dependent bonuses is that salespeople have no control over deliveries. The correct procedure is pay salespeople on delivered volume and bonuses over the base commission should be according to written business levels.

Personnel administration

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Retail failure rate continues to decline

Article Abstract:

The failure rate among furniture stores continues to decline according to Dun & Bradstreet (D&B). D&B reported 1,432 failures among furniture retailers in 1996, compared to 2,671 failures in 1992, a 46% decline. A failure is define as a retail firm which closes down with one creditor that loses money. The recession and the slow recovery were also additional factors which contributed to the failure rate of furniture retailers. The stable economy is the major factor for the decline in failures and survival of retailers.

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Over 7 wild years, furniture stocks emerge as a good investment

Article Abstract:

Furniture stocks have become investment choices after being pummeled in 1990 and 1994, when the index dropped by 25% and 26% respectively. While furniture stocks fluctuated wildly, those who invested $1,000 in 1989 in companies on Furniture/Today's furniture stock index would have $3,755 by the end of June 1997. The index has also been inflated by 36.6% in the first half due to the booming stock market and favorable earnings reports.

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