A merchant's guide to preparing for a Quarterly Business Review key supplier and senior leadership. Some organizations may call this a Joint Business Plan (JBP). This presentation explores what merchandise data reports a merchant team should review in preparation for a QBR with supplier. Mech/ Merchandise /Revenue/Gross Profit/Margin/Dollars/Data/Ecommerce/Omnichannel/Retail

1. How to Prepare for
Quarterly Business
Review
JOAN BRAATZ
VICE PRESIDENT MERCHANDISING

2. What is a Quarterly Business Review?
• ProvideTransparency to Shared Goals with Supplier
• Present Category/Product Updates from Supplier
• State Solutions to Mitigate or Optimize BusinessTrend
• Report Resource Allocations
• Communicate Actions for Next 90 Days
• Gain Leadership Alignment
Memo: In some organizations this meeting may be referred to as a
Joint Business Plan (JBP)

3. Who Should
Attend Prep
Meeting?
 Buyer
 Associate +Assistant Buyer
 Merchandise Planner
 Allocation/Replenishment
Manager
 Ecommerce Business Analyst
 Marketing Business Partner

4. Reports Needed to Prep for QBR
 Financial Plan + LRP
 Open to Buy (OTB)
 Vendor Scorecard
 Assortment Plan
 Vendor Activity Plan
 Vendor CRM Shopper Insights

5. Decode Merchandise Data
HOW TO PREPARE FOR QBR

6. Financial Plan
• Category LevelTargets for FiscalYear
• Net Sales + Gross Profit + Inventory
• Define Supplier Contribution toTotal
• Captures Innovation + Promotion
Strategy
• Identifies Incremental Growth Planned

7. Open to Buy (OTB)
• Calculate SalesTrend
• Quantify +90 Day SalesTrend
• Recalibrate Markdowns +90 Days
• ValidateVendor Allowances
• Forecast Gross Profit

8. Vendor Scorecard
• Used toTrack and Measure
Performance
• Quantify OnTime Shipment
• Identify Service Level InWarehouse
• Define In-Stocks on Shelf
• Pinpoint Opportunity for
Improvement

9. Assortment Plan
• Summarizes Merchant Intent
• DefinesVolume Grade Assignment
• Measures Large, Medium, Small Door
Assortment
• Quantifies Newness andTiming
• Identifies End of Life Cycle Sku’s
• Supports Financial Plan

10. Vendor Activity Calendar
• Outlines Promotional Plans by Half
• Defines Innovation Launches by Half
• Comparison to PreviousYear
• Identifies Opportunity for Growth
• Detects Operations + Marketing
Needs
• Captures Risk to PY BrandActivity

11. CRM Shopper Insights
• Defines New Customer Acquisition Efforts
• Quantifies Lost Customers
• Defines Customer Segmentation
• Identifies Top Markets
• Measures Basket Size andATV

12. MAT Team Meeting Prep
Objective
HOW TO PREPARE FOR QBR

13. MAT Team Steps to Prepare for QBR
• Measure
Headwinds &
Tailwinds
• Quantify Impact
to Plan
Decode Data
• Forecast +90
days
• Highlight Risks/
Opportunities
Validate
Forecast • Summarize
ResourceAsk
• Outline Scenario
Planning &
Contingencies
Quantify
Business Need

14. Gain MAT Team
Alignment
• Action Plan to Mitigate Risk
• Action Plan to Optimize
Opportunity
• Speaking Assignments Defined
• Determine Key Highlights for
Leadership
• Define Resource “ask” of Supplier

15. ThankYou
Reach Me
Joan Braatz
Vice President Merchandising
Retail | B2C | B2B
braatzjoan@gmail.com
214-733-9677
https://www.linkedin.com/in/joanbraatz/
https://joanbraatz.com/