Analyzing Retail Key Performance Indicators

Item: EL60

This course explores the common KPIs used today across all retail sales channels and how to improve them.    Scroll down for course objectives and detailed content.  The NASBA version of this class is eligible for 1.5 NASBA CPE credits.

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Analyzing Retail Key Performance Indicators Course

This course explores the common KPIs used today across all retail sales channels and how to improve them. It is a module of the Fundamentals of Retailing suite.

Who Is It Suitable For?

This program is designed for:

  • New hires to retail, especially in management or graduate entry programs.
  • People who sell or market to retailers, especially IT suppliers.
  • It will also benefit consumer goods manufacturers who sell directly to retailers and those who are involved in manufacturer Direct to consumer (DTC) operations.
  • Those who market to retailers to get their content specified in retail product.
  • And is also valuable as part of induction training for retail IT teams and others who need to understand the retail business more fully.

Course Objectives

By the end of this program learners will be able to:

  • Explore the common KPIs used today across all sales channels
  • Practice calculating the main retail KPIs
  • Explain how to interpret KPIs and improve them
  • Analyze KPIs to improve processes and their execution
  • Show what to look for when preparing to visit a retail account.

Detailed Content

The detailed content includes:

  • Introduction to retail KPIs
  • Sales KPIs:
    • Sales vs last year
    • Sales vs plan
    • Comp store / same store sales / like for like
    • 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
    • GMROI
  • 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 retail segment
  • Average European retail KPIs by retail segment
  • Using KPIs for account planning
  • KPI analysis of accounts
  • Mastery test
  • Learners completing the mastery test and obtaining a 70% pass mark will also receive a mastery certificate upon completion.

Benefits of Studying This Program

Learners studying this program will gain familiarity with performance analysis in the retail industry faster, shortening their path to full productivity.

Customer Feedback

A survey of over 85 of our learners rated this class in response to 4 key questions as follows:

1. Has this course helped you achieve your personal goals?


2. Has this course helped you do your job better?


3. How likely would you be to recommend the course to a friend or colleague?


4. How would you rate the course overall?


Hours of Study

1.5 to 2 hours

Resources Included

The class includes the following downloadable resources for printing and review:

  • Average US Retail KPIs

Pre-Requisites Necessary

Learners without previous retail experience will benefit from studying the Retail Background and Trends module first.

After This Program

This program is a module from our Fundamentals of Retail training suite. The next logical program in developing learners’ knowledge is Introduction to Store Operations.


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Customer Reviews

Write a review

By Madhu D. IBM on 22nd October 2020
"It give us detailed information regarding the formulas and other calculative measure which help us in drive actual profit and lose scenario in present business structure "
Star Rating 4
By Rajanikanth R. on 22nd October 2020
"crisp clear information and good examples "
Star Rating 5

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