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E-Learning Course: Retail Key Performance Indicators

  • ID: 3059130
  • Training
  • Region: Global
  • 2 Hours
  • Martec International
Course Outline:

This course explores the common KPIs used today across all retail sales channels and how to improve them. This is a module from the Understanding Retail course which can be studied as an individual module if you choose not to take the full suite. The program takes 1-2 hours to study.

Target Audience:

This program is designed for people who sell or market to retailers. It is ideal for merchandise suppliers who sell directly to retailers, those who market to retailers to get their content specified in product lines and also companies who sell or market IT solutions to retailers. It is also valuable as induction training for retail management trainees and for IT teams who need to understand the retail business more fully.
Note: Product cover images may vary from those shown
Retail Key Performance Indicators:

Sales KPIs
- Sales vs last year
- Sales vs plan
- Comp store / same store sales / like for like
- Same customer sales
- Sales per square foot / metre
- Sales per linear foot / metre
- Sell through

Inventory KPIs
- Inventory turn
- Availability / in stock %
- Fresh stock percent
- Weeks of supply
- Shrinkage

Margin KPIs
- Gross margin
- Gross margin %
- Markdowns
- Markup

Marketing KPIs
- Market share
- Share of the purse / wallet

KPIs for omni-channel retailing
- Gross margin return on channel-GMROCH and net margin return on channel-NMROCH
- Gross margin return on customer segment-GMROCu and net margin return on customer segment-NMROCu

Average US retail KPIs by segment

Average European retail KPIs by segment

Using KPIs for account planning

KPI analysis of accounts

Mastery test
Note: Product cover images may vary from those shown