Retail Formulas, Definitions and Examples
KPI Measurement
Formula
Expressed As
Example
Gross Sales / Number of Transactions
Number of Items Sold / Number of Transactions
Number of Transactons / Footfall
Gross Sales / Hours open for a period of time
Currency
Number
Percent
Currency
$25,550 / 1,200 = $21.25
3,800 / 1,200 = 3.16
1,200 / 3,600 = 33.3%
$15,047 / 1,954 =
Sales - Cost of Goods (COGs)
Gross Profit / Sales
Net Profit (after tax) / Sales
Gross Profit - Shrink
Gross Profit (minus shrink) / Sales
Currency
Percent
Percent
Currency
Percent
$1,279,015-$778,025 = $500,990
$500,990 / $1,279,015 = 39.1%
$10,993 / $1,279,015 = .9%
$500,990 - $50,990 = $450,000
$450,000 / $1,279,015 = 35.2%
Sales / number of (full time equivalent) employees
Sales / Number of Payroll Hours
Gross Profit / number of (full time equivalent) employees
Total Customers in Store / Total Employees in Store
Currency
Currency
Currency
Ratio
$1,279,015 / 19.5 = $65,591
$1,279,015 / 741 = $1,726
$566,118 / 19.5 = $29,032
18/3 = 6
Cost of Goods Sold / Value of Inventory
Estimated Inventory Value - Actual Inventory Value (after physical count)
Invneoty Shrink / Estimated Inventory Value
Gross Profit Dollars / Average Inventory @Cost
Planned Sales + Planned Markdowns + Planned End of Month Inventory - Planned Beginning of
Month Inventory
Open to Buy at Retail x Average Gross Margin of Profit
Number
Currency
Percent
Currency
$778,025 / $3,236,584 = 4.16 turns per annum
$3,236,584-$3,191,036 = $48,548
$48,548 / $3,236,584 = 1.5%
$566,118 / $168,673 = $3.36
Currency
Currency
$1,279,015 + $50,000 + 1,225,000 - 1,300,000 = $1,254,015
$1,254,015 X 39.1 = $490,319
Net Profit (EBIT) / Total Assets
Net Profit (after tax) / Total Assets
Net Profit (after tax) / Net Assets
Percent
Percent
Percent
$17,395 / $523,037 = 3.3%
$10,993/$523,037 = 2.1%
$10,993 / $176,168 = 6.2%
Sales / Number of Stores
Currency
$1,279,015 / 2 - $639,508
Sale/Selling Space (excludes all but sales floor)
Sales / Total Store Space
Currency
Currency
$1,279,015 / 10,000 - $127.90
$1,279,015 / $17,500 = $73.09
Gross Profit / Selling Space
Gross Profit / Total Space
Currency
Currency
$566,118/10,000 = $56.61
$566,118/17,500 = $32.35
Toal Sales Transactions / Selling Space
Total Sales Transaction / Total Space
Ratio
Ratio
25,140 / 10,000 = 2.51
25,140 / 17500 = 1.44
Sales
Average Transaction Value
Items per Transaction
Conversion Rate
Sales per hour
Profit
Gross Profit
Gross Profit Margin
Net Profit Margin
Maintained Gross Profit
Maintained Gross Margin
Employee Productivity
Sales per Employee
Sales per Payroll Hour
Gross Profit per Employee
Employee to Customer Ratio
Inventory Productivity
Inventory Turnover
Inventory Shrink
Inventory Shrink Percent
Gross Margin Return on Investment (GMROII)
Open to Buy at Retail
Open to Buy at Cost
Return on Assets
- Before Tax & Interest
- After Tax & Interest
Return on Net Assets (RONA)
Space Productivity
Sales per Store
Sales per Sq. Foot
- Selling area
- Total area
Gross Profit per Sq. Foot
- Selling area
- Total area
Transactions per Sq. Foot
- Selling area
- Total area