A merchant's reference to the most commonly used formulas to decode data and read results. These are terms and formulas that are used daily to manage a category or brand. Mech/ Merchandise /Revenue/Gross Profit/Margin/Dollars/Data/Ecommerce/Omnichannel/Retail

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/