Retail KPIs, Metrics & Benchmarks

KPIs & Metrics to Measure and Manage Retail Sales Performance

Retail

What are Retail KPIs?

Retail metrics and Key Performance Indicators (KPIs) are designed to measure the performance of retail sales – at the enterprise, region, store and product levels. Retail KPIs can inform important decisions related to store performance, product pricing, and overall competitive strategy.

Using KPIs to Monitor Retail Sales & Service Levels

Retail is an extremely competitive space. Companies must strike the right balance of pricing, customer service, product design, quality and brand exposure to stand out amongst the crowd. Successful retailers constantly monitor and report on performance, including KPIs for supply chain, sales, marketing and customer service. No easy task. Read more below about industry-standard KPIs to manage and improve retail sales performance from end-to-end.

KPI's & Data 

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Retail Benchmarking Report

This 32-page benchmarking report includes benchmarking data for retail sales KPIs including Sales per Square Foot, Coupon Redemption Rate, Customer Returns as a Percentage of Sales and more....

Type : Benchmarking Report Bundle

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Supplier Order Documentation Accuracy Rate

The total number of supplier orders received with complete and correct documentation (invoice, ASN, packing slip, etc.) divided by the total number of supplier orders received over the same...

KPI Type : Quality

Formula : (Number of Supplier Orders Received With Correct Documentation / Total Number of Supplier Orders Received) * 100

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The Top 6 Retail KPIs to Start With

Retail KPIs, while relatively simple in definition, must be categorized and filtered correctly to provide valuable insights. For example, Total Sales data may be moderately useful when examined at a high-level, but when you filter the same data by region, location, channel, customer segment and/or product you can drill down to find useful trends and address specific questions. With that in mind, here are 6 important Retail KPIs to start you on the right path:

  1. 1.Total Sales (by Location, Category, SKU and more)
  2. 2.Gross Margin
  3. 3.Sales per Square Foot
  4. 4.Inventory Turnover
  5. 5.Inventory Shrinkage
  6. 6.Customer Acquisition Cost (CAC)

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  2. Individual Retail KPI benchmarks that contain 1 benchmarked KPI –
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KPI's & Data 

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Retail Benchmarking Report

This 32-page benchmarking report includes benchmarking data for retail sales KPIs including Sales per Square Foot, Coupon Redemption Rate, Customer Returns as a Percentage of Sales and more....

Type : Benchmarking Report Bundle

KPI's & Data 

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Supplier Order Documentation Accuracy Rate

The total number of supplier orders received with complete and correct documentation (invoice, ASN, packing slip, etc.) divided by the total number of supplier orders received over the same...

KPI Type : Quality

Formula : (Number of Supplier Orders Received With Correct Documentation / Total Number of Supplier Orders Received) * 100

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KPI's & Data 

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Requisition-to-First Interview Cycle Time

The number of business days required to bring a candidate in for an interview, from the time a job requisition is posted until the time the first interviewee is brought in to be interviewed...

KPI Type : Service

Formula : (Sum of Time to First Interview) / Total Number of Job Requisitions Posted

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KPI's & Data 

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Recruiting Cost Ratio

The expense incurred by the Recruiting and Hiring function divided by the total compensation-related expense incurred for the positions filled over the same period of time, as a percentage....

KPI Type : Cost

Formula : (Recruiting & Hiring Expense Incurred / Total Compensation of Filled Positions) * 100

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KPI's & Data 

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Job Acceptance Rate

The number of job offers accepted divided by the total number of job offers extended over the same period of time, as a percentage.

KPI Type : Quality

Formula : (Number of Offers Accepted / Total Number of Offers Extended) * 100

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Offer-to-Accept Cycle Time

The number of business days required for a selected candidate to accept a job offer, from the time the offer is extended until when the candidate formally accepts the offer (typically done b...

KPI Type : Service

Formula : (Sum of Time to Accept an Extended Job Offer) / Total Number of Offers Extended

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KPI's & Data 

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Interview-to-Offer Cycle Time

The number of business days required to extend a job offer to a candidate after interviews are completed, from the time the candidate selected for the position was first interviewed until wh...

KPI Type : Service

Formula : (Sum of Time to Extend a Job Offer After Interview) / Total Number of Offers Extended

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KPI's & Data 

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On-time Shipment Readiness

The total number of orders picked, packed and ready for shipment by the designated shipping time divided by the total number of orders shipped over the same period of time, as a percentage.

KPI Type : Quality

Formula : (Total Number of Orders Shipped by the Designated Time / Total Number of Orders Shipped) * 100

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KPI's & Data 

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On-time Supplier Delivery Rate

The number of orders received from suppliers on or before the committed delivery date divided by the total number of orders received from suppliers over the same period of time, as a percent...

KPI Type : Quality

Formula : (Total Number of Orders Received from Suppliers On Time / Total Number of Orders Received from Suppliers) * 100

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KPI's & Data 

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Undamaged Supplier Shipment Rate

The total number of orders received from suppliers without any damage divided by the total number of supplier orders received over the same period of time, as a percentage.

KPI Type : Quality

Formula : (Total Number of Undamaged Orders Received / Total Number of Orders Received) * 100

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KPI's & Data 

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Perfect Customer Order Rate

A composite score calculated by multiplying average on-time delivery rate, complete shipment rate, undamaged shipment rate and correct documentation rate for a certain period of time or grou...

KPI Type : Service

Formula : On-Time Customer Order Delivery Rate * Complete Customer Order Rate * Undamaged Customer Order Rate * Percentage of Customer Orders with Correct Documentation

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KPI's & Data 

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Order Shipment Cycle Time

The number of hours required to process a customer order, from the time when the order is placed until the time the order is shipped by the supplier.

KPI Type : Service

Formula : Sum of Time to Ship Customer Orders / Total Number of Customer Orders Shipped

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KPI's & Data 

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Turnover Rate: First Year of Employment

The number of employees who leave the company during their first year of employment with the organization divided by the total number of employees hired within the same calendar year, as a p...

KPI Type : Quality

Formula : (Number of First-Year Employees Who Left the Organization / Number of First-Year Employees at the Start of the Measurement Period) * 100

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KPI's & Data 

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Order Picking Accuracy

The total number of orders picked and verified to be accurate prior to shipment divided by the total number of orders picked over the same period of time, as a percentage.

KPI Type : Quality

Formula : (Number of Accurate Orders Picked / Total Number of Orders Picked) * 100

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Customer Order Line Item Fill Rate

The total number of order lines filled completely as requested by the customer divided by the total number of customer order lines filled over the same period of time, as a percentage.

KPI Type : Service

Formula : (Number of Customer Order Lines Filled Completely / Total Number of Customer Order Lines Shipped) * 100

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KPI's & Data 

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Customer Order Fill Rate

The total number of customer orders that are shipped with all agreed upon lines/units divided by the total number of customer orders shipped over the same period of time, as a percentage.

KPI Type : Service

Formula : (Number of Customer Orders Filled Completely / Total Number of Customer Orders Shipped) * 100

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Employees per Security Officer

The total number of employees working at the company divided by the number of security officers working for the company at the same point in time.

KPI Type : Organizational

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Inventory Shrinkage

The total cost related to inventory shrinkage (broken, pilfered, spoiled, or stolen inventory) divided by the average dollar value of inventory on hand, as a percentage.

KPI Type : Quality

Formula : (Total Inventory Shrinkage Related Cost / Total Value of Inventory) * 100

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KPI's & Data 

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Cost per Hire

The total cost of recruiting and hiring (labor, job postings, travel costs, etc.) for all open positions (front-line or entry-level staff, managers, directors and executives) divided by the...

KPI Type : Cost

Formula : Total Recruiting Costs / Number of Open Positions Filled

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KPI's & Data 

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Peak Warehouse Space Utilization

The amount of warehouse capacity being used (measured in square feet) during peak seasons divided by total warehouse or facility capacity, as a percentage.

KPI Type : Quality

Formula : (Amount of Warehouse Space Used / Total Warehouse Space) * 100

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Honeycomb Percentage

The total amount of warehouse cube space (i.e., a single storage area or container) being used divided by the total warehouse cube space available for use at the same point in time, as a per...

KPI Type : Quality

Formula : (Amount of Warehouse Cubicle Space Used / Total Warehouse Cubicle Space) * 100

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KPI's & Data 

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Inventory Accuracy (Dollars)

The absolute difference between reported and physical inventory levels (measured in dollars), as a percentage, subtracted from 100%.

KPI Type : Quality

Formula : 1 - ((Absolute Value of Difference Between Reported Inventory and Physical Inventory / Value of Reported Inventory) * 100)

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KPI's & Data 

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Inventory Accuracy (Location)

The number of physical inventory locations/spaces that match up with the quantity and location in the reported inventory system divided by the total number of inventory locations/spaces coun...

KPI Type : Quality

Formula : (Number of Accurate Inventory Locations / Total Number of Inventory Locations Counted) * 100

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KPI's & Data 

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Warehouse Space Utilization

The amount of warehouse space being used (measured in square feet) divided by the total warehouse or facility space, as a percentage.

KPI Type : Quality

Formula : (Amount of Warehouse Space Used / Total Warehouse Space) * 100

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KPI's & Data 

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Material Handling Damage

The total value of goods and materials damaged from handling or storage divided by the total cost of goods sold (COGS) over the same period of time, as a percentage.

KPI Type : Quality

Formula : (Dollar Value of Damaged Goods and Materials / Total COGS) * 100

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KPI's & Data 

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E-Commerce Sales as a Percentage of Total Sales

The dollar amount of sales generated through e-commerce channels divided by the total dollar amount of sales earned over the same period of time, as a percentage.

KPI Type : Revenue

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Customer Returns as a Percentage of Sales

The dollar amount of merchandise that is returned to the company divided by the total dollar amount of sales generated over the same period of time, as a percentage.

KPI Type : Cost

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Coupon Redemption Rate

The number of active coupons used by customers when completing a transaction divided by the total number of the company's coupons that are in circulation and are considered to be active (i.e...

KPI Type : Quality

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Advertising Expense (All Channels) as a Percentage of Total Revenue

This PDF report includes benchmarking data (in a visual, chart-based format), an comprehensive KPI definition, characteristics of high performers and technical details on measuring Advertisi...

Type : Benchmarking Report

KPI's & Data 

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Bounce Rate

The number of visitors who navigate away from a website after viewing only one page divided by the total number of visitors a website receives over the same period of time, as a percentage.

KPI Type : Quality

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