KPIs & Metrics
13 posts in KPIs & Metrics.
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RFM and CLV: Customer Segmentation Without a Data Science Team
RFM is a durable segmentation you can run on POS and loyalty data without a data science team. CLV tells you who is worth retaining. How to find and keep the customers who drive your margin.
Fill Rate Math: Why 95% Costs You More Than You Think
Unit, line, and case fill are three different numbers. Get the formulas, benchmarks by vertical, and why 95% fill rate costs a $400M chain $6M a year.
GMROI by Category: The $3-Return SKUs Hiding in Your Mix
GMROI is margin dollars over inventory at cost. Get benchmarks by vertical, the margin-versus-turns quadrants, and why chain-level $2.40 hides $0.80 categories.
Sell-Through Curves: The Weekly Signal That Tells You When to Markdown
Week 1-3 sell-through predicts terminal ST with 75-85% accuracy. Get the formula, benchmarks by category, and the four-tier framework for acting on the curve.
Units Per Transaction: A Cleaner Demand Signal Than Total Sales
UPT moves 2 to 3 weeks before revenue does. Get the formula, what to exclude, benchmarks by format, and how to diagnose a store running below its cluster.
Same-Store Sales Decomposition: Traffic, Conversion, ATV
Comp equals traffic times conversion times ATV. See the base rules that change the answer and a worked decomposition of four stores that all look flat.
Inventory Turns by Store: The Variance Math Nobody Runs
Turns is COGS over average inventory at cost. Get benchmarks by vertical, how to read turns against fill rate, and why chain-level 6.2 hides $5M in capital.
Store Conversion Rate: Why Your Footfall Counter Is Lying
Door counters inflate traffic 18 to 35%, so your conversion rate is wrong. Get benchmarks by format and three ways to fix the denominator, cheapest first.
Basket Penetration: The Cross-Sell KPI Most Retailers Ignore
Basket penetration reads attach behavior 6 weeks before category sales does. Get the formula, baselines by pair type, and the alert thresholds worth acting on.
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