SELF - DIRECTED TESTING

Basics 1 | Business increases
Inventory 1 | Beginning of month inventory (BOM)
Inventory 2 | Stock-to-sales ratio (STS)
Inventory 3 | Weeks of stock (WOS)
Profit 1 | Profit
Profit 2 | Gross margin rate (GM%)
Profit 3 | Increasing profit
Assortment Planning 1 | Cumulative markup (CMU)

Improving Cumulative Markup

GM | Opportunity and Risk at Ralph Lauren

Change in Gross Margin Rate

Ordering for a Gross Margin Driven Business

Gross margin - challenge your understanding

EXPECTED TIME TO COMPLETE | 25 minutes

Download: Q2 merchandising plan
Merchandising plan intro
Merchandising plan key metrics
Merchandising plan - reading rows and columns
Weeks of supply (WOS)
Size analysis introduction
 

Inventory turnover
Sell-thru and productivity
Stock-to-sales ratio (STS)
Inventory peaks and valleys
Sales per square foot

EXPECTED TIME TO COMPLETE | 30 minutes

Beginning of month inventory
End of month inventory
Average inventory
Calculating open-to-buy
The age of inventory is relevant
Inventory distribution introduction
Demand planning intro
 

Following a purchase plan
Purchase order tracker
Open-to-buy

EXPECTED TIME TO COMPLETE | 25 minutes

Markdown introduction
The cost of a markdown
Markdown rate
Markdowns and profitability
Trend: The markdown shift
Markdown types - calculating firm and promotional markdowns
 

Negotiating a return to vendor (RTV)
Markdown or vendor allowance

COSTING

Costing foundation
Product cost
Landed cost
 

Discounting cost

MARK-UP AND PROFIT

Profit and loss basics
Expenses and profit
 

Mark-up
Calculating mark-up
The importance of initial mark-up (IMU)
Cumulative mark-up
 

Gross margin and gross profit
Calculating gross margin
Calculating gross profit
 

Marketing co-op and advertising allowance

EXPECTED TIME TO COMPLETE | 30 minutes

The difference between gross sales and net sales
 

Sales trend
Reading a trend line

Ways to achieve growth

Exception reporting
Comparative store sales
Sell-thru
Case: Identifying missed opportunities
Daily flash sales
 

Product pricing
Pricing case: The price gap is real between Canada and the US
Global currency fluctuations and the impact on pricing
BOF | Navigating a storm of currency volatility
 

Average retail and average sell-price
BOM's affect on sales
The importance of comparing actual sales to plan

FUNDAMENTALS

Retail Math introduction
 

Basics - calculating average
Basics - calculating rate
Basics - contribution and blends
Basics - business increases and decreases
 

Merchandise plan intro
Merchandise plan - key metrics
 

The importance of analysis
Benchmarking
Benchmarking case: Coach's slowing growth
Benchmarking in surf: In the midst of change at the big 4

Post season analysis

Post season review - tools

Calculating business contribution

CASE| Post-season category analysis - Board Retailing Inc.

Pre-season plan objectives

EXPECTED TIME TO COMPLETE | 30 minutes

EXPECTED TIME TO COMPLETE | 15 minutes