As you are preparing for an Open to Buy Review, or managing your current business, these are the most important reports a merchant should reference. Retail data unlocks revenue, gross profit, and inventory management. Mech/ Merchandise /Revenue/Gross Profit/Margin/Dollars/Data/Ecommerce/Omnichannel/Retail

1. Merchandising Reports
for Open to Buy Review
Joan Braatz
Vice President Merchandising

2. Agenda
The Open to Buy Review Objective
Reports Needed:
 The Daily Sales Report
 AAR (After Action Review)
 On Order Log
 Assortment Plan
 Open to Buy (OTB)
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3. The Open to Buy
Review Objective
• Provide Transparency to Plan
• Business Update of Category
• Solutions to Optimize/Mitigate
• Report Forecast Adjustments
• Communicate 90 Day Action
• Gain Leadership Alignment
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4. Daily Sales Report
Purpose of Report:
• KPI’s: Net Sales + Gross Profit
• Snapshot of Current Month Trend
• Insight to Channel Performance
Utilization of Report:
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• Benchmark for Future Forecasts
• Validate Channel Performance
• Diagnose Underperformance
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5. After Action Review
Purpose of Report:
• Summarize Data into Insights
• Identify Cross Functional Needs
• Define Competitive Conditions
Utilization of Report:
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• Translate Data to Action Steps
• Create Foundation for Forecast
• Outline Cross Functional Support
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6. On Order Log
Purpose of Report:
• Capture All Order Commitments
• Identify Placeholders for Future
• Quantify Receipt Reserves
Utilization of Report:
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• Identify Shifts Across QTRs
• Illustrate Cancellation Rate
• Recap Notes for Contingencies
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7. Assortment Plan
Purpose of Report:
• Roadmap for Category Assortment
• Foundation For Fiscal Financial Plan
• Define Volume Grade Allocation
Utilization of Report:
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• Quantify Newness + Flow Core
• Signal End of Cycle by Sku
• Summarize Initial Mark-up
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8. Use retail
data to
predict
consumer
behavior and
anticipate
resource
needs.
Joan Braatz
Vice President Merchandising
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9. Open to Buy (OTB)
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Utilize Retail Data to:
• Quantify +90 Day Sales Trend
• Recalibrate Markdowns +90 Days
• Validate Vendor Allowances
• Forecast Gross Profit
• Re-define Purchases Based on Trend
• Regulate Inventory Management
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10. Summary
There is no greater tool at a merchant’s fingertips than retail data. Decoding retail data in these
reports unlock a merchant’s ability to predict consumer behavior, anticipate resource needs and
drive operational efficiencies eliminating waste. Your category, division, and company success
lies within your ability to monitor, decode, and act on retail data. Leveraged appropriately, retail
data can help any merchant predict the future.
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11. Thank you
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braatzjoan@gmail.com
214-733-9677
https://www.linkedin.com/in/joanbraatz/
https://joanbraatz.com/
Reach Me
Joan Braatz
Vice President Merchandising
Retail | B2C | B2B