Average Spend per Head the total sales(£) divided by the total no. of customers.
Average Transaction Value (ATV) the total sales (£) divided by the number of transactions.
Conversion Rate % the percentage of customers who actually make a purchase from the shop. Divide total number of transactions by total no. of customers x 100. The higher the % the better.
Gross Margin/Gross Profit the difference between the price the customer pays for merchandise and the cost of the merchandise (from the supplier), expressed as a percentage of the sales price.
Mark up the difference between the price the customer pays for merchandise and the cost of the merchandise (from the supplier), expressed as a percentage of the cost price.
Net Profit gross profit less overheads and losses.
Gross Sales the total £ revenues received from the sales of merchandise and services.
Sales per Square Foot the total net sales divided by square feet of selling space.
Sales per Linear Foot of Shelf Space the total net sales ÷ linear feet of shelving
Sales (%) by Product Category (or Department) a category’s total net sales ÷ shop’s total net sales
Stock Turn the rate at which a product sells over a period. The quantity sold during a period divided by quantity in stock during same period. (Note: poor stock turn could be due to high ordering not just low sales)
Stocklevel Ratio the time it will take to sell through stock. The quantity in stock divided by the stock turn rate equals the number of weeks/months stock.