优质项目承运商—河南省小红侠货运SJTU Day 2 Session 4.pdf

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RetailLogistics
Management
Day2Session4
RetailMathematics:.
WhatdrivesRetail
Profitability
•Rentandlabourrepresentthebiggest
P+Lexpenseitemsforaretailer.
Thesecostsarelargelyfixed
•Retailersincreaseprofitsbydrivingup
salesandGP$volume
•Smallchangescanhavedramatic
..\SampleRetailP+
effects
SJTURetailLogistics2:.
Expansiondeliversprofitbut
alsocosts
•Fitoutandrentalgarunteescan
swallowupextraoperatingprofit
generatedbyexpansion
•Alsoriskthatexistingstoresreduce
theirperformancebecauseof
decreasedmanagementfocus.
..\SampleRetailP+
SJTURetailLogistics3:.
KeyPerformanceMeasures
forRetailers
•Customercount•Insertpicofx
–Measuresnumberofreportorsimilar
transactionsper
period
•Sales
–Theamountof
moneytakeneach
day
•Averagetransaction
–Theamountsoldto
Thesenumbersarethekeydriversofvolumeandareall
influencablebymanagemeneteachcustomer
SJTURetailLogistics4:.
MerchandisePerformanceismeasured
inmorethanCostofGoodsSold(COGS)
•Budgets
•Strategic
•Operational
•GMROI
•GMROS
•Sales,StockTurn,Margins,MarketShare
SJTURetailLogistics5:.
Budgets
•Strategic
–Generallydesignedtoachievecorporate
,MarketShare,
•Operational
–CompanyP+L
–ByMajorMerchandiseGroup(sales,
margin,Inventory,OTB)
SJTURetailLogistics6:.
Profitabilitymeasures
GMROI
GrossMarginReturnonInvestment(GMROI)isa
measureofROIonspecificretailitemsonrange.
RetailersuseGMROIinsupplierrangereviews
SJTURetailLogistics7:.
GMROI%=((GrossMargin$permonthx12)/AvInventory$)x100
SJTURetailLogistics8:.
ProfitabilityMeasuresGMROS
GrossMarginReturnonSpace(GMROS)isusedbyretailerstocalculateif
spaceinthestoreisbeingoptimallyutilised.
SJTURetailLogistics9:.
StocksturnsandGMROI
GreaterStockTurnsMeansBetterGMROI
SJTURetailLogistics10:.
Andbettercashflow
Stockpaysforitself
SJTURetailLogisticsbeforepaymentisdue11:.
BudgetingStock
•Retailbuyingmustbecontrolledor
capitalinvestmentwillquicklyblow
out
•Havingan“OpentoBuy”istheKey
•“OpentoBuy”=Purchasing$available
tobringstocklevelsuptonext
month’.
–OpentoBuy=NextMonth’sInventory
BudgetlessThisMonth’sProjected
ClosingStockSJTURetailLogistics12:.
Retail
Merchandise
Budget
SJTURetailLogistics13:.
RetailProduct
Profitability
•Profitability
calculations
onlybeginwith
thebuyprice
SJTURetailLogistics14:.
TheBottomLine
•Retailisgenerallynotascapital
intensiveasotherindustries
•ReturnonSales(ROS)lessimportant
thanReturnonFundsEmployed
(ROFE)
•(insertTelstra/Woolliescomparison)
SJTURetailLogistics15:.
Exercise8:CalculatingKeyMerchandise
Ratios
•ABCcommunicationsstockatwo-wayUHFcommunicationsdevice
thatsellsfor$$
makes$10,000grossprofitinamonthfromthedevicewhile
holdinganaverage$10,
GMROI?
•ABCcommunicationsstocksthetwo-waycommunicationdevice
(fromthepreviousquestion)
aboutoneandahalflinealmetresofshelfspaceandacrossthe6

notionallyvaluesitsdisplayspaceat$
theannualisedGMROSforthetwo-waycommunicationdevice?
•ABC’sInventoryBudgetforSeptemberis$10,000,
InventoryforAugustis$7,000,000.$1,500,000ofgoodsare
’sremaining
OpenToBuyforSeptember?
•ABC’saverageinventoryholdingis$12,000,

SJTURetailLogistics16
:.
DiscussionQuestion
•Howcanlogisticsaddprofitabilitytoa
retailersmerchandisestrategy?
SJTURetailLogistics17