Retail math · By role
Retail Math for Analyticss in Apparel
Sell-through, ADS, UPT, return rate, AUR, comps, and variance — the analytics math that reads the season as it happens.
20 formulas for analyticss
Productivity
Sell-Through Rate
Sell-Through % = Units Sold ÷ Units Received × 100
InventoryAlso: Planner
Weeks of Supply (WOS)
WOS = On-Hand Units ÷ Average Weekly Unit Sales
InventoryAlso: Planner
Forward Weeks of Supply (FWOS)
FWOS = On-Hand Units ÷ Forecasted Average Weekly Unit Sales
ProductivityAlso: Supply Chain / Ops
Inventory Turns
Turns = COGS ÷ Average Inventory at Cost
MarginAlso: Merchandiser
Gross Margin %
Gross Margin % = (Net Sales − COGS) ÷ Net Sales × 100
MarginAlso: Merchandiser
Allowances %
Allowances % = (Markdowns + Discounts + Chargebacks) ÷ Gross Sales × 100
SalesAlso: Merchandiser
Category Mix %
Category Mix % = Category Sales ÷ Total Sales × 100
InventoryAlso: Planner
Stock-to-Sales Ratio (SSR)
SSR = Beginning-of-Period Inventory ÷ Sales for Period
ProductivityAlso: Planner
Plan vs Actual Variance %
Variance % = (Actual − Plan) ÷ Plan × 100
InventoryAlso: Planner
Beginning-of-Period (BOP) Inventory
BOP (Period N) = EOP (Period N−1)
InventoryAlso: Planner
End-of-Period (EOP) Inventory
EOP = BOP + Receipts − Sales − Markdowns
Sales
Average Unit Retail (AUR)
AUR = Net Sales ÷ Units Sold
SalesAlso: Allocator
Door-Level Demand Index
Door Index = Door Sales ÷ Average Door Sales
MarginAlso: Supply Chain / Ops
Cost of Goods Sold (COGS)
COGS = BOP Inventory + Purchases − EOP Inventory (all at cost)
InventoryAlso: Supply Chain / Ops
Inventory Accuracy %
Accuracy % = 1 − |System Count − Physical Count| ÷ System Count
Sales
Average Dollar Sales (ADS) per Transaction
ADS = Net Sales ÷ Number of Transactions
Sales
Units per Transaction (UPT)
UPT = Units Sold ÷ Number of Transactions
Sales
Return Rate %
Return Rate % = Return Units ÷ Gross Sales Units × 100
Growth
Comparable Store Sales (Comps) %
Comps % = (Current Period Sales − Prior Period Same-Store Sales) ÷ Prior × 100
SalesAlso: Executive
Gross-to-Net Sales
Net Sales = Gross Sales − Returns − Allowances
Analytics Cheatsheet
Retail Math Cheatsheet for Analyticss
A role-specific PDF with the formulas analyticss use day-to-day — equations, worked apparel examples, and the adjacent formulas you work with. Work email only — no sales calls triggered.
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Analyticss run this math in RetailNorthstar — live.
One connected system from plan to allocation. No more reconciling the spreadsheet, the BI dashboard, and the buy file against each other.