A Merchant's Guide to Preparing, Previewing and Presenting a Quarterly Business Review and the Agenda's to get the work organized and complete. Mech/ Merchandise /Revenue/Gross Profit/Margin/Dollars/Data/Ecommerce/Omnichannel/Retail

1. Quarterly
Business
Review
Joan Braatz
Vice President
Merchandising
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Setting the Agenda

2. Prep, Preview,
Present
Quarterly Business Review
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3. 3
MAT Team
“Prep”
Prior to QBR, Review Data
Review merchandise data reports to gain
perspective on current business. Decode
data to predict consumer behavior,
anticipate resource needs and drive
operational efficiencies.

4. Review Merchandise
Data
MAT Team Meeting Objective
• Outline Action Plan to Mitigate Risk
• Build Action Plan to Optimize Opportunity
• Speaking Assignments Defined
• Determine Key Highlights for Leadership
• Define Resource “ask” of Supplier
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5. “Prep”
MAT Agenda
• Review + Align on Sales Forecast 90 days
• Validate Future On Order w/Action Plan
• Validate Gross Profit w/Action Plan
• Reconfirm Inventory EOM QTR
• Quantify Sales Risk or Upside
 What Vendor Resources are Needed?
 What Vendor Resources Should be Cut?
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6. “Preview”
Supplier Objective
• Share All Financial Reports
• Highlight Risk and/or Opportunity
• Communicate “ask” for Supplier
• Strategize Contingencies to Optimize
• Gain Competitor Insights
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7. “Preview”
Supplier Agenda
• Review Innovation Calendar
• Evaluate Promotional Calendar
• Align on Purchasing Goals +90 Days
• Discuss Timelines Contingency Plans
• Identify Cost Savings to Implement
• Outline Actions to Improve Fill Rates
• Confirm Prioritization Account for
Shipment
• Align on Resource “Ask”
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8. Quarterly
Business Review
Conducting the Meeting
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9. “Present”
Senior Leadership
Who Will Attend:
 Chief Merchant
 Vice President Merchandising
 Vice President Store Operations
 Vice President Marketing
 Supplier Senior Leadership
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10. “Present”
QBR Agenda
• Walk Through Financial KPI’s
• Substantiate Forecast with Data
• Quantify Actions Taken
• Request Resources Needed
• Review Vendor Prepared Share Out
• Gain Alignment on Next Steps
• Capture Follow Up Points + Timeline
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11. THANK
YOU!
Joan Braatz
https://www.linkedin.com/in/joanbraatz/
Phone:
+214-733-9677
Email:
braatzjoan@gmail.com
Website:
www.joanbraatz.com
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