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Keith Dunn: Chapter 7.2.18 Calculated metrics (Continued)
Posted On: 14-04-2009 01:33:59 AM

7.2.18 SALES AND MARGIN PER SQUARE FOOT

The sales or margin realised per square foot or square metre of selling space per week and used to monitor outlet productivity, and of the productivity of individual categories within the outlet.. Sales and margin per foot are only measurable at the level at which floor space is allocated, usually Department level or above

SALES (MARGIN) PER SQUARE FOOT = SALES (MARGIN) ÷ SQUARE FOOTAGE ÷ WEEKS


7.2.19 OUTLET TRADING SURPLUS

Outlet Trading Surplus is the margin delivered by each outlet after direct costs and is used in some businesses to monitor the outlet contribution.

OUTLET TRADING SURPLUS = MARGIN ON SALES – OUTLET COSTS

7.2.20 VARIANCE %

Variance are used for many performance metrics to show the percentage difference between two performance elements or periods, e.g. Actual performance compared to Last Year or Actual performance compared to plan.

VARIANCE % = ((A ÷ B) – 1) %, where A is the measure you want to compare to B

EXAMPLE
CALCULATION
RESULT
THIS YEAR ACTUAL SALES VALUE
1,000
LAST YEAR ACTUAL SALES VALUE  
800
ACTUAL VARIANCE TO LAST YEAR % ((1000 ÷ 800) – 1) %
25.0%



7.2.21 PARTICIPATION %

Variance are used for many performance metrics to show the percentage participation of a child within its’ parent or grandparent e.g. Departmental Sales as a percentage of Company sales.

PARTICIPATION % = (CHILD VALUE ÷ PARENT VALUE) %

EXAMPLE
CALCULATION
RESULT
DEPARTMENT SALES  
750
COMPANY SALES  
10,000
DEPARTMENTAL PARTICIPATION % (750 ÷ 10,000) %
7.5%


7.3 PERFORMANCE MEASURES SPECIFIC TO CATALOGUE RETAILERS

7.3.1 GROSS DEMAND

The quantity or value of goods ordered by the customer but not yet accepted for processing.


7.3.2 NET DEMAND

The quantity, value or cost of goods ordered by the customer that have been accepted after credit checks.

7.3.4 GROSS DISPATCHES

The quantity, value or cost of goods dispatched to the customer.

7.3.5 HELD ORDERS

The quantity, value or cost of goods which will be dispatched to the customer as soon as stock is available.

7.3.6 RETURNS

The quantity, value or cost of goods dispatched to the customer and subsequently returned.

7.3.7 NET DISPATCHES (SALES)

The quantity, value or cost of goods dispatched to the customer which have not been returned and for which payment will be taken.

 
 
 

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