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Retail Knowledge

Example of Store KPIs

Sales compared to budget/target:
Actual sales $ divided by budget/target sales $

Sales compared to last year (or any other period):
Actual sales $ for a given period divided by actual sales $ for the period you want to compare to

Sales per Square Foot:
Actual sales $ for a given period (usually a month or a year) divided by the total floor area (in sq.ft.) of the store. There are variants of this indicator in terms of sales per square foot of merchandisable area of choice (like walls and display units.)

Wage Cost:
Actual wage $ paid for a given period divided by actual sales $ achieved for the same period

Average Sale per Customer/Transaction:
Total sales $ for a given period divided by the number of customers or transactions for the same period

Units per Customer/Transaction:
Total number of units sold in a given period divided by the number of customers or transaction for the same period

Conversion rate:
The number of transactions in a given period divided by the total number of customers who entered the store during the same period

Sales per Hour (for store or associate) – selling hours only:
Actual sales $ for the store divided by the number of selling* hours during the same period
*selling hours are used here rather than total labor hours

Sales per Hour (for store or associate) – total labor hours:
Actual sales $ for the store divided by the number of labor hours used during the same period

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