A merchant's guide to the glossary of terms and KPI's found in a retailers style selling report. This is a great tool for new hires in buying or business analysts. Mech/ Merchandise /Revenue/Gross Profit/Margin/Dollars/Data/Ecommerce/Omnichannel/Retail

1. Style Selling Report
Glossary
J O A N B R A A T Z
V P M E R C H A N D I S I N G

2. What is a Style
Selling Report?
Merchandise data report that
captures week to date and season
to date by style selling for
category or brand. Style selling
identifies what’s working, and
what isn’t within a category of
business. This is the voice of the
customer.

3. Style Selling Report Glossary
Style:
A unique product available for sale with distinctive
characteristics or design details.

4. Style Selling Report Glossary
Cost:
The wholesale price paid to supplier or manufacturer.

5. Style Selling Report Glossary
Retail:
The ticketed or original price at which products are to
be sold to the consumer.

6. Style Selling Report Glossary
Mark-up:
The difference between cost and retail price expressed
in either dollars or percentage. Measurements in mark-
up can be initial, maintained, and cumulative.

7. Style Selling Report Glossary
Markdown:
The discount or promotional discount of selling price.
This can be temporary or permanent decrease.
Employee discount and coupons are included.

8. Style Selling Report Glossary
Unit Volume:
The quantity of items sold for the time period.
Measured weekly, month to date, and season to date
at the style level.

9. Style Selling Report Glossary
Sales Volume:
The dollar amount of items sold for the time period.
Measured weekly, month to date, and season to date
at the style level.

10. Style Selling Report Glossary
Average Unit Retail:
The final price at which products are sold to the
consumer. Including promotions, perm markdowns,
coupons and employee discounts. Dollar volume is
divided by unit volume at style level.

11. Style Selling Report Glossary
BOM/EOM Inventory:
The Inventory on hand at the beginning of a month
(BOM) at the style level. BOM Inventory in April is the
same as March EOM Inventory.

12. Style Selling Report Glossary
On Order:
The summary of purchase orders of product placed
with suppliers that have not yet shipped or been
received in warehouse at the style level.

13. Style Selling Report Glossary
Sell Thru:
The percentage of units sold divided by beginning on
hand. A measure of productivity tied to inventory turn.
Measured weekly, month to date, season to date at the
style level.

14. Style Selling Report Glossary
Weeks of Supply:
An inventory productivity measurement of what’s
remaining on hand divided by last week’s unit sales,
defining how many weeks of supply remains at the
style level.

15. Style Selling Report Glossary
Sales per door per week:
An inventory productivity measurement at the style
level of units sold on average divided by total number
of stores able to sell product.

16. Thank You
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/