The document outlines essential retail formulas used in merchandising, such as initial mark-up, net sales, gross margin dollars, and markdown calculations. It also covers key metrics like average unit retail, sell-through rate, and weeks of supply. The author, Joan Braatz, provides her contact information and links to her professional profiles.

1. RETAILMATH101
Joan Braatz
Vice President Merchandising

2. MOST USED RETAILFORMULAS

3. Initial Mark-Up (IMU%)
IMU % = Retail – Cost
Retail

4. Net Sales
Net Sales =
Gross Sales
- Returns

5. Gross Margin Dollars
GM $$ = Net Sales
- COGS

6. Gross Margin Rate
GM % = GM Dollars
Net Sales
X 100

7. Markdown Dollars
MD $$ =
Orig. Retail
- New Retail

8. Markdown Rate
MD % = Markdown $$
Net Sales
X 100

9. Average Unit Retail
AUR $ = Net Sales $
Unit Sales

10. Sell Thru Rate (S/T%)
S/T % = Units Sold
# Sold + # OH

11. Weeks of Supply
WOS =
Current OH
Average Sales

12. Turnover
Turn =
Net Sales
Avg. Inventory

13. THANK YOU

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