Indicadores De Gestion Sector Retail
Páginas: 15 (3738 palabras)
Publicado: 26 de julio de 2011
Chapter 11
Performance Evaluation
Performance Evaluation
WHAT YOU W ILL LEARN
§ Multiple methods of measuring retail performance that are essential to understanding and growing your business. Measuring the productivity of your store and various departments. A method for projecting and controlling your cash flow.
§
§
IT’S A BOUT T HE N UMBERS
All retailers know that Sales are thelifeblood of their business. That’s fairly simple. Unfortunately, the reality is that measuring Sales alone is not nearly enough. Retail has become a slick and sophisticated business. There are retailers who play the game merely for the cash flow, using it to leverage other investment opportunities. Profitability for them is secondary. To compete, even the smallest retailers need to create andmanage a series of reports, statistics and measurements for their stores. There are a myriad of Key Performance Indicators that you need to understand, track and manage if you are going to succeed at growing your business.
“Whoever has the best information usually wins.”
1
Chapter 11
Performance Evaluation
On the following pages, you will find a useful Retail Performance IndicatorsReference Guide.
2
Retail Performance Indicators Reference Guide Sales Statistics
Statistic How you calculate it
Most cash registers and all POS systems will tell you how many transactions (actual number of sales) you made each day. Most cash registers and all POS systems will tell you how many items you sell each day.
What it tells you
# of Transactions is the number of sales made tocustomers.
Ideas to improve your performance
# of Transactions
# of Items Sold
# of Items Sold is a measure of how many total items were sold to customers. Total Traffic refers to the number of customers who come into your store, regardless of whether they make a purchase or not.
Total Traffic
Unless you have a traffic counter at the doors, you won’t be able to track this number.Average Sale
Total Sales ÷ # of Transactions
Average Sale is the average amount that each customer spends in your store. This statistic is a key driver for any retail business. You need to focus on continually increasing it.
Average Sale is affected by product assortments, pricing strategies, merchandising and staff selling. Track it every day. Start to examine every aspect of yourstore for areas to increase customer purchases.
3
Statistic
How you calculate it
What it tells you
Items per Sale indicates how many items each customer typically buys. It’s a key driver for your business. The more items a customer buys, the greater your sales.
Ideas to improve your performance
Items per Sale is affected by product assortments, pricing strategies, merchandising andstaff selling. Look for ways to encourage the customer to buy additional items in your store. Everything you do as a retailer affects your Conversion Rate. Each time you improve an area of your operation, your Conversion Rate will be positively affected. Remember, customers only buy in stores that they like.
Items per Sale
Total Items Sold ÷ # of Transactions
Conversion Rate
# ofTransactions ÷ Total Traffic
Conversion Rate tells you what percentage of customers entering your store actually make a purchase. It’s the ideal measure of your effectiveness as a retailer.
Sales per Hour (SPH)
Total Sales ÷ # of Staff Hours Worked
Sales per Hour is a measure of your staff’s productivity. The higher your SPH, the lower your wage cost percentage will be.
There are 2 waysto improve SPH. Sell more or use fewer hours. The trick is to find the perfect balance between providing the right level of service and maintaining good cost controls.
4
Retail Performance Indicators Reference Guide Inventory Statistics
Statistic How you calculate it
Record the value of your inventory at its retail selling price at the end of each month
What it tells you
We track...
Performance Evaluation
Performance Evaluation
WHAT YOU W ILL LEARN
§ Multiple methods of measuring retail performance that are essential to understanding and growing your business. Measuring the productivity of your store and various departments. A method for projecting and controlling your cash flow.
§
§
IT’S A BOUT T HE N UMBERS
All retailers know that Sales are thelifeblood of their business. That’s fairly simple. Unfortunately, the reality is that measuring Sales alone is not nearly enough. Retail has become a slick and sophisticated business. There are retailers who play the game merely for the cash flow, using it to leverage other investment opportunities. Profitability for them is secondary. To compete, even the smallest retailers need to create andmanage a series of reports, statistics and measurements for their stores. There are a myriad of Key Performance Indicators that you need to understand, track and manage if you are going to succeed at growing your business.
“Whoever has the best information usually wins.”
1
Chapter 11
Performance Evaluation
On the following pages, you will find a useful Retail Performance IndicatorsReference Guide.
2
Retail Performance Indicators Reference Guide Sales Statistics
Statistic How you calculate it
Most cash registers and all POS systems will tell you how many transactions (actual number of sales) you made each day. Most cash registers and all POS systems will tell you how many items you sell each day.
What it tells you
# of Transactions is the number of sales made tocustomers.
Ideas to improve your performance
# of Transactions
# of Items Sold
# of Items Sold is a measure of how many total items were sold to customers. Total Traffic refers to the number of customers who come into your store, regardless of whether they make a purchase or not.
Total Traffic
Unless you have a traffic counter at the doors, you won’t be able to track this number.Average Sale
Total Sales ÷ # of Transactions
Average Sale is the average amount that each customer spends in your store. This statistic is a key driver for any retail business. You need to focus on continually increasing it.
Average Sale is affected by product assortments, pricing strategies, merchandising and staff selling. Track it every day. Start to examine every aspect of yourstore for areas to increase customer purchases.
3
Statistic
How you calculate it
What it tells you
Items per Sale indicates how many items each customer typically buys. It’s a key driver for your business. The more items a customer buys, the greater your sales.
Ideas to improve your performance
Items per Sale is affected by product assortments, pricing strategies, merchandising andstaff selling. Look for ways to encourage the customer to buy additional items in your store. Everything you do as a retailer affects your Conversion Rate. Each time you improve an area of your operation, your Conversion Rate will be positively affected. Remember, customers only buy in stores that they like.
Items per Sale
Total Items Sold ÷ # of Transactions
Conversion Rate
# ofTransactions ÷ Total Traffic
Conversion Rate tells you what percentage of customers entering your store actually make a purchase. It’s the ideal measure of your effectiveness as a retailer.
Sales per Hour (SPH)
Total Sales ÷ # of Staff Hours Worked
Sales per Hour is a measure of your staff’s productivity. The higher your SPH, the lower your wage cost percentage will be.
There are 2 waysto improve SPH. Sell more or use fewer hours. The trick is to find the perfect balance between providing the right level of service and maintaining good cost controls.
4
Retail Performance Indicators Reference Guide Inventory Statistics
Statistic How you calculate it
Record the value of your inventory at its retail selling price at the end of each month
What it tells you
We track...
Leer documento completo
Regístrate para leer el documento completo.