Shipped sales and new orders in May were significantly below plan and down month-over-month, putting the company's annual goals at risk. Margin was flat while molding and accessory attach rates were well below targets. The summary calls on all team members to focus on driving new business, increasing attach rates for moldings and accessories, and meeting key metrics to improve the company's performance.

1. So far May has been a disappointing month in shipped sales but downright frightening in new orders. To
make our year we need to turn things around right now there can’t be any delays we need to drive the
business and maximize every aspect of the business. Month over month the metrics for April over March
are down in almost every category and May continues that downward trend. Make sure that all team
members are aligned with our goals for each month, quarter, and year.
Shipped sales last were $290,780 down to plan by 20.7% and new orders were $217,734 down
to plan 39.10% after being down 40.10% the week prior, ouch! We still have close to 1 million in
open orders so we can keep shipping but we have to generate new business, that means focus
on the basic and focus on the metrics.
Margin was at 38.79% basically flat lining we can easily get this up by focusing on the moldings
and accessories.
Molding where at only 3.81% way off where we need to be. These are mostly driven off April
sale orders shipping without molding. NO NAKED WOOD, ATTACH ATTACH ATTACH! If there are
no moldings on the open order reports that you received yesterday than get on the phone and
add them. Short term we need to get over 5% consistently and drive it up from there. This needs
immediate attention from all team members.
Accessories were down to 4.48%. Our performance on moldings and accessories is nowhere
near where it should be. These need to improve today with the addition of all the extra
accessory items and tools I will not except anything below 7%. Getting to a minimum of 7% for
the remainder of the year will over 100,000 in sales for the year at a huge margin, that all goes
straight to the bottom line.
Samples were up last to 37 per store. The number needs to be 50 per stores and the follow has
to happen. ALL store need to be using the 30 day folder and comments in the order with how
much flooring they need and when they need it. If you are not using this method call me so we
can get you on board with this program.
Email remains flat at 76% get this back over 80% and keep it there.
Outbound calls no store should be under 100 calls per week exclusive of calls going to VM. You
know the number make it happen.
Operational notes:
SSS list there is a new email event starting the 17th so just run with what we have been using
(you will have to override the price to P3).
Make sure you are logged in to your log in when writing up orders. We are finally starting to get
data per salesperson and will be able to track all metrics by salesperson.
Make sure that you are accurately capturing how customers heard about us. The largest piece of
our P&L other than cost of goods is advertising and we will be making decisions on advertising
based on this data.
We will be closed Victoria Day so post the attached sign.
All these attachments will be posted online by the end of the week and going forward there will
be weekly updates