LPA Retail System s 2012 User Fair

LPA Retail System s 2012 User Fair LPA

BUSINESS MEASUREMENTS LPA

Measuring what Matters to Reach your Business Goals Increase Revenue Decrease Costs Improve Accountability Improve ability to make informed and actionable decisions Increase Efficiencies 1 - Comparison Data For single sites compare year to year and month to month sales analysis. For multiple sites - compare data across multiple locations to determine which store is most profitable and why. 2 Sales Month over Month How much revenue is your store driving in sales? By comparing sales for this month's sales vs. last month or the same month last year, you have a snapshot of how your sales are trending. 3 Tickets or Customer Count The number of tickets your store is processing on any given day or specific timeframe. Helps you to determine why your customer count is low vs. last week or a year ago. Allows you to dig deeper into the root cause and spot trends such as staffing issue, election day or other significant event, power outage, low inventory, etc. 1 2 3 4 5 6 7 8 9 14 - Comparison Average Ticket Data The average dollar per each ticket processed. Keep track of your average ticket on a monthly basis to determine trends. Recognize the problem and find a cause. Average ticket = Sales / # transactions. 7 Percent of Payroll Payroll should be x percentage of your sales. Sales per hour can help you determine staffing needs. You want to be careful not to over or under staff. % = payroll / total sales 5 Lines per Ticket Number of items on each sales receipt. The metrics obtained from this data should lead to questions such as: Why are the number of items per tickets down? Why are customers buying less? Are customers buying few items per sale or less items but higher ticket items? 8 Inventory Value Overall value of your inventory. Impacts your P&L. As a general rule of thumb, your inventory. should be valued at what you paid for it and market value (what it is worth). How you value inventory determines cost of sales and therefore profit. 6 Gross Profit GP - How much money your business makes before paying any other expenses. Total revenue minus cost of generating revenue. GMROI Shows you how much you are getting back for every dollar you have invested in inventory. Total revenue minus cost of goods sold and divided by total sales. 9 Sales to Stock Ratio Inventory turn is the engine that drives retail. Direct relationship between inventory turn, profit margin and cash flow. A well tuned inventory with optimum turnover reduces the need for sales, helps maintain your margin and increases cash flow. Sales/Stock = inventory value / sales

Making Decisions with CounterPoint Reports What quantities should I order across my inventory? Flash Sales Report How can I identify current sales trends in my customers purchasing habits? How many sales reps do I need Sales Analysis Report Should I negotiate vendor pricing? Where am I making the most profit? Merchandise Analysis Report Sales History>Flash Sales Provides total number of sales lines for two comparative periods. Determine total sales, number of tickets, average sale amount per ticket and gross profit for each store during a reported period. Key Data Sales Costs Returns Discounts Profit % Average Ticket Management 1 - Comparison History Data Report Inventory>Reports>Management History Includes the number of tickets, number of lines and total sales for 2 comparative periods. Determine sales for Easter week this year with Easter week last year. Including this period & prior period sales, profit $ and profit %. Performance evaluation tool for sales personnel. Key Data Item categories Payment methods Sales reps Stations Stores Tax codes Sales History>Sales Analysis by Group Provides 3 comparative periods for reports to view and compare # of tickets and average ticket. Determine your own analysis of store operations choosing from over 120 different groupings (item 3, customer zip codes, vendors, hours of day, week, etc.) Key Data Sales Cost Profit Profit % Quantity sold Key Data Inventory status Out of stock Overstocked On order Inventory Status Report Inventory>Reports>Inventory Status View inventory value your profit. Determine current status of inventory for one or more locations. Determine out of normal for items based on user selected items, vendors, categories and quantities. Inventory>Reports>Merchandise Analysis View sales to stock ratio & turn rate to manage cash flow. View GMROI to maintain profitability. Determine when to take advantage of opportunistic buys and which items to mark down. Analyze merchandise at the item level, or get the bigger picture by grouping inventory by category, subcategory, etc. Key Data Category Rankings Inventory items Vendors Current/Prior Year Analysis report; Quantities received and sold Percent of inventory sold Gross Profit Percent Markdown percent Hot/Cold Analysis report Retail Inventory Value report Six-Week Item History report

Sales Analysis by Group Sales History / By Group Select Sort Select Date Range(s) Select Columns Save Parameters

Merchandise Analysis By Group or Item Select Group Select Order Select Date Range Select Columns

Customer Category

Vendor

Category

Profile Codes

Sub Category - Specific

Merchandise Analysis Specific

Vendor Performance

Vendor Items Specific

Sales Rep Performance

Inventory Aging

Excel

Gross Information Gross Sales 3,940,600 3,888,800 248,200 330,100 285,800 Cost of Goods -2,468,600-2,584,800-148,300-199,600-169,200 Adjustments -98,000-86,000-17,500-3,300-1,100 Net Sales 1,374,000 1,218,000 82,400 127,200 115,500 Gross Margin % 34.80% 31.32% 33.20% 39.50% 40.40%

Hard Good Soft Goods Sales Hard Goods 120,900 191,100 215,600 CGS Hard Goods -79,300-123,600-142,000 ADJ Hard Goods -3,400-2,900-1,000 Net Sales 38,200 64,600 72,600 GM% Hard Goods (34.75) 31.60% 33.80% 33.70% Sales Soft Goods 110,000 114,000 44,000 CGS Soft Goods -65,800-75,600-25,900 ADJ Soft Goods -14,100-400 -100 Net Sales 30,100 38,000 18,000 GM% Apparel (43.75) 27.40% 33.30% 40.90%

Inventory Values Inventory Current 454,200 587,100 772,800 662,300 32% 45.00% 49.00% 36% Inventory 61-120 311,500 268,200 308,300 385,700 22% 21% 22% 26% Inventory 121-180 170,100 68,500 111,200 176,700 12% 5% 7% 8% Inventory 181-240 64,400 44,200 55,100 45,800 5% 3% 4% 2% Inventory Over 240 407,600 330,700 317,900 312,200 Goal < 15% 29% 26% 20% 18% Total Inventory Turn Rate 2.2 1.4 2.1 2.2 Goal 4% Adjustments 86,000 10,500 3,300

Receivables A/R Current 92,700 61900 32600 67% A/R 31-60 -300 24900 41000 0% A/R 61-90 -100 5,900 9,700 0% A/R 91-120 11,900 3,200 5,700 9% A/R 121-180 33,400 26,200 25,000 24% Total A/R 137,700 122,100 114100