Dear Friends,
I would be grateful for any support from those who have experience in developing targets, KRAs, and KPIs for the retail business. I would appreciate it if you could share indicative KRAs to help in further developing individual targets.
Thank you and regards,
Sanjib.
From India, Delhi
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8I would be grateful for any support from those who have experience in developing targets, KRAs, and KPIs for the retail business. I would appreciate it if you could share indicative KRAs to help in further developing individual targets.
Thank you and regards,
Sanjib.
From India, Delhi
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Retail Financial KPIs
Accounts Payable Turnover - Avg Accts Payable / (Cost of Sales / 365)
Accounts Receivable Turnover Days - Avg Accts Rec / (Credit Sales/365)
Acid Test Ratio - (Current Assets - Inventory) / Current Liabilities
Admin Cost % - (Administration Costs / Sales) * 100
Average Inventory - (Beginning of Period Inventory + End of Period Inventory) / 2
Break-even ($) - Fixed Costs / Gross Margin Percentage
Cash Conversion Cycle - Days Inventory Outstanding + Days Sales Outstanding + Days Payable Outstanding
Contribution Margin - Total Sales - Variable Costs
Cost of Goods - Retail Price - Markup
Cost of Goods Sold - Beginning Inventory + Purchases - Ending Inventory
Current Ratio - Current Assets / Current Liabilities
Ending Inventory At Retail - Beginning Inventory - (Sales + Transfers out + Return to Vendor + Markdowns + Employee Discounts + Shrinkage) + (Purchases + returns from Customers + Transfers In + Markups)
Gross Margin - Total Sales - Cost of Goods
Gross Margin Return On Investment - Gross Margin $ / Average Inventory Cost
Initial Markup - (Expenses + Reductions + Profit) / (Net Sales + Reductions)
Interest Cost % - (Interest Costs / Sales) * 100
Inventory Turnover - Net Sales / Average Inventory
Maintained Markup $ - (Original Retail - Reductions) - Cost of Goods Sold
Margin % - (Retail Price - Cost) / Retail Price
Markup % - Markup Amount / Retail Price
Net Receipts - (Purchases + Transfers in + Returns from Customers + Overages) - (Transfers Out + Return to Vendors)
Net Sales - Gross Sales - Returns and allowances
Retail Price - Cost of Goods + Markup
Return on Capital Invested - (Profit for the Year / Capital Employed) * 100
Sales per Square Foot - Sales per square foot = Total Net Sales / Squarefoot of selling Space
Stock Turnover Days - Average Inventory / (Cost of Sales / 365) number of days Total Asset Sales Ratio - Sales / Total Assets
Turnover - Total $ Sales for season / Average $ Inventory for season
Retail Customer Centric KPI's
Customer Gross Profit - Customer GROSS Profit = Customer Sales - Customer Cost of Goods Sold for a period
Customer Lifetime Purchase Value - Monetary value of each customer's lifetime purchases from the retailer
Customer profitability - Customer Profitability = Customer Sales - (Customer Returns - Customer Cost of Goods Sold + Customer Promotion Expenses + Activity Based Cost of Servicing Customer) for a period
Customer Purchase Freq Count - Count of customer purchases transactions over a period of time
Customer Purchase Value - Monetary value of each customer purchase during a period with an average value for all purchases for the period
Customer Reference question - A rating from 0 to 10 that indicates if the customer would recommend the store
Customer Sales by Segment - This formula is dependent upon defining customer segments (based on age, education, lifestyle, income, and other factors) and associating individual customers to specific segments
Customer Service Staffing - Face to face customer service staff count / total staff count
Visit to Buy Ratio - Sales Transaction Count per period / Visit Count Per Period
From India, Madras
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Accounts Payable Turnover - Avg Accts Payable / (Cost of Sales / 365)
Accounts Receivable Turnover Days - Avg Accts Rec / (Credit Sales/365)
Acid Test Ratio - (Current Assets - Inventory) / Current Liabilities
Admin Cost % - (Administration Costs / Sales) * 100
Average Inventory - (Beginning of Period Inventory + End of Period Inventory) / 2
Break-even ($) - Fixed Costs / Gross Margin Percentage
Cash Conversion Cycle - Days Inventory Outstanding + Days Sales Outstanding + Days Payable Outstanding
Contribution Margin - Total Sales - Variable Costs
Cost of Goods - Retail Price - Markup
Cost of Goods Sold - Beginning Inventory + Purchases - Ending Inventory
Current Ratio - Current Assets / Current Liabilities
Ending Inventory At Retail - Beginning Inventory - (Sales + Transfers out + Return to Vendor + Markdowns + Employee Discounts + Shrinkage) + (Purchases + returns from Customers + Transfers In + Markups)
Gross Margin - Total Sales - Cost of Goods
Gross Margin Return On Investment - Gross Margin $ / Average Inventory Cost
Initial Markup - (Expenses + Reductions + Profit) / (Net Sales + Reductions)
Interest Cost % - (Interest Costs / Sales) * 100
Inventory Turnover - Net Sales / Average Inventory
Maintained Markup $ - (Original Retail - Reductions) - Cost of Goods Sold
Margin % - (Retail Price - Cost) / Retail Price
Markup % - Markup Amount / Retail Price
Net Receipts - (Purchases + Transfers in + Returns from Customers + Overages) - (Transfers Out + Return to Vendors)
Net Sales - Gross Sales - Returns and allowances
Retail Price - Cost of Goods + Markup
Return on Capital Invested - (Profit for the Year / Capital Employed) * 100
Sales per Square Foot - Sales per square foot = Total Net Sales / Squarefoot of selling Space
Stock Turnover Days - Average Inventory / (Cost of Sales / 365) number of days Total Asset Sales Ratio - Sales / Total Assets
Turnover - Total $ Sales for season / Average $ Inventory for season
Retail Customer Centric KPI's
Customer Gross Profit - Customer GROSS Profit = Customer Sales - Customer Cost of Goods Sold for a period
Customer Lifetime Purchase Value - Monetary value of each customer's lifetime purchases from the retailer
Customer profitability - Customer Profitability = Customer Sales - (Customer Returns - Customer Cost of Goods Sold + Customer Promotion Expenses + Activity Based Cost of Servicing Customer) for a period
Customer Purchase Freq Count - Count of customer purchases transactions over a period of time
Customer Purchase Value - Monetary value of each customer purchase during a period with an average value for all purchases for the period
Customer Reference question - A rating from 0 to 10 that indicates if the customer would recommend the store
Customer Sales by Segment - This formula is dependent upon defining customer segments (based on age, education, lifestyle, income, and other factors) and associating individual customers to specific segments
Customer Service Staffing - Face to face customer service staff count / total staff count
Visit to Buy Ratio - Sales Transaction Count per period / Visit Count Per Period
From India, Madras
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Hi Mihir, The above is very informative. Can you please provide me KPI & KRA for Operation, Marketing & Acconts Department of retails industry. Its really urgent. Regards Shikha jain
From India, Bangalore
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From India, Bangalore
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Hi Shikha,
Here are a few key important points for the Accounts department:
Receivables:
- AR Balance
- DSO
- Closing group amount
- Credit Limit Used %
- Total AR Overdue Amount
AR Aging:
- AR Aging 1-30 Amt
- AR Due 1 - 30 Amt
- AR Overdue 1-30 Amt
Payment Performance:
- AR Payment Days
- AR Weighted Days
- Time Paid Before Due
AR Transactions:
- AR Avg Invoice Amt
- AR Credit Memo Amt
Payables:
- AP Balances
- DPO
- Closing Group Amt
- Total AP Overdue Amt
- Overdue Amt to Total%
AP Aging:
- AP Aging 1-30 Amt
- AP Due 1 - 30 Amt
- AP Overdue 1-30 Amt
Payment Performance:
- AP Payment Days
- AP Weighted Days
- Time Paid Before Due
AP Transactions:
- AP Avg Invoice Amt
- AP Avg Payment Amt
General Ledger:
- Balance Sheet
- Cash
- Accounts Receivables
- Debt to Equity Ratio
- Current Ratio
- Asset Turnover
- AR Turnover
- AP Turnover
- Inventory Turnover
- Cash Cycle
- Fixed Asset Turnover
Cash Flow:
- Operating Cash Flow
- Investing Cash Flow
- Financing Cash Flow
- Net Cash Flow
Then we have for Profitability:
- Profitability Returns
- Margins
- Product Profitability
- Customer Profitability
From India, Madras
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Here are a few key important points for the Accounts department:
Receivables:
- AR Balance
- DSO
- Closing group amount
- Credit Limit Used %
- Total AR Overdue Amount
AR Aging:
- AR Aging 1-30 Amt
- AR Due 1 - 30 Amt
- AR Overdue 1-30 Amt
Payment Performance:
- AR Payment Days
- AR Weighted Days
- Time Paid Before Due
AR Transactions:
- AR Avg Invoice Amt
- AR Credit Memo Amt
Payables:
- AP Balances
- DPO
- Closing Group Amt
- Total AP Overdue Amt
- Overdue Amt to Total%
AP Aging:
- AP Aging 1-30 Amt
- AP Due 1 - 30 Amt
- AP Overdue 1-30 Amt
Payment Performance:
- AP Payment Days
- AP Weighted Days
- Time Paid Before Due
AP Transactions:
- AP Avg Invoice Amt
- AP Avg Payment Amt
General Ledger:
- Balance Sheet
- Cash
- Accounts Receivables
- Debt to Equity Ratio
- Current Ratio
- Asset Turnover
- AR Turnover
- AP Turnover
- Inventory Turnover
- Cash Cycle
- Fixed Asset Turnover
Cash Flow:
- Operating Cash Flow
- Investing Cash Flow
- Financing Cash Flow
- Net Cash Flow
Then we have for Profitability:
- Profitability Returns
- Margins
- Product Profitability
- Customer Profitability
From India, Madras
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Hi Geeta,
This is for generic purposes; it can vary for each resource level. What have you done in the past 6 months (measurable action items)?
Areas of Improvement:
- Goals for FY09-2010 (June to March)
- Business Development, Pre-Sales
- Customer Satisfaction
- Communications
- Development
- Testing
- Competency Development
- IP Development
- General - White Paper, Certification, Training conducted, etc...
Thank you.
From India, Madras
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This is for generic purposes; it can vary for each resource level. What have you done in the past 6 months (measurable action items)?
Areas of Improvement:
- Goals for FY09-2010 (June to March)
- Business Development, Pre-Sales
- Customer Satisfaction
- Communications
- Development
- Testing
- Competency Development
- IP Development
- General - White Paper, Certification, Training conducted, etc...
Thank you.
From India, Madras
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