Records Management

25 Essential Retail KPIs to Measure Retail Store Performance

October 21, 2023

Making data-based decisions is the key to success in today’s competitive retail world. The success and longevity of your retail establishment depend on your ability to identify and efficiently monitor critical Key Performance Indicators (KPIs). Brickclay understands the significance of these KPIs because it is a market leader in business intelligence (BI) and record management solutions. We’ve compiled a detailed list of 25 crucial retail KPIs to equip C-suite executives, HR directors, managing directors, and country managers with the data they need to make strategic decisions leading to retail greatness.

Retail KPIs for Evaluating Sales Data

Sales data analysis is essential for making sound decisions and maximizing productivity in the retail industry. Retail KPIs are an integral part of this procedure. Here are some key retail KPIs for evaluating and improving sales data:

Sales Performance KPIs

1. Sales per Square Foot

This key performance indicator assesses the success of your store’s layout and merchandising by examining how much money is made per square foot of floor area. According to research by the National Retail Federation, the average sales per square foot for retail stores in the United States is approximately $325. It’s useful for evaluating how well the store is laid out, where products should be placed, and how to get customers involved.

Formula: Total Sales / Selling Area in Square Feet

2. Gross Profit Margin

After deducting the cost of items sold, the percentage of profit left over determines the store’s profitability. By 2026, worldwide retail sales were predicted to reach $32.8 trillion, up from an estimated $26.4 trillion in 2021. Pricing, stock levels, and vendor agreements are all based on your store’s profitability indicator.

Formula: [(Total Sales – Cost of Goods Sold) / Total Sales] x 100

3. Sales Growth Year-over-Year (YoY)

By tracking revenue growth over time, you can evaluate the efficacy of marketing initiatives and account for seasonal shifts. A study by the National Retail Federation reported that the retail industry experienced an annual sales growth rate of 4.1% in 2023. It reveals your store’s progress and helps spot development patterns and seasonal shifts.

Formula: [(Current Year Sales – Previous Year Sales) / Previous Year Sales] x 100

4. Average Transaction Value

Find out how much money customers spend on average during their visits, which can help with upselling and cross-selling. It helps find ways to increase sales via upselling and cross-selling, increasing profits from each customer.

Formula: Total Sales / Total Number of Transactions

5. Sell-Through Rate

The Sell-Through Rate KPI calculates sales velocity as a function of inventory size. According to Fashionbi, “Inventory Turnover and Sell-Through Rate,” the average sell-through rate in retail is approximately 80%. It’s a useful tool for inventory management, as it helps cut down on markdowns and keep stock levels high.

Formula: (Total Quantity Sold / Beginning Inventory) x 100

6. ROI for Marketing Campaigns

The Return on Investment for Advertising Campaigns measures the efficacy of advertising campaigns. It helps determine how much money should be spent on various marketing initiatives. According to the Data & Marketing Association, the average ROI for email marketing campaigns is $42 for every $1 spent.

Formula: [(Revenue Generated – Marketing Cost) / Marketing Cost] x 100

7. Online Sales Growth

This indicator measures the expansion of your store’s internet business. It’s useful for gauging consumer tastes and informing e-commerce strategy. Statista stated in e-commerce share of total retail sales in the United States, e-commerce sales accounted for 14.3% of total retail sales in the United States in 2022, with a growth rate of 15.8%.

Formula: [(Current Year Online Sales – Previous Year Online Sales) / Previous Year Online Sales] x 100

8. Market Basket Analysis

Market basket analysis might reveal product relationships by examining commonly bought commodities together. It’s useful for fine-tuning marketing, sales, and packaging decisions. 

Formula: Number of Baskets Containing Both Items A and B / Total Number of Baskets

Customer Engagement and Satisfaction KPIs

9. Customer Satisfaction Score (CSAT)

CSAT is a metric that assesses how content a consumer is with their purchase and subsequent service. The result is increased customer satisfaction and retention rates. The American Customer Satisfaction Index (ACSI) reports that the average customer satisfaction score for retail trade in 2020 was 75.7 (on a scale of 0 to 100).

Formula: (Number of Satisfied Customers / Total Number of Respondents) x 100

10. Customer Retention Rate

This key performance indicator measures client retention by counting the number of repeat buyers. Customers with high retention rates have a lower cost to acquire them and a higher lifetime value. Harvard Business Review notes that increasing customer retention rates by 5% can increase profits by 25% to 95%.

Formula: [(Number of Customers at the End of a Period – Number of New Customers Acquired) / Number of Customers at the Start of the Period] x 100

11. Customer Acquisition Cost (CAC)

A customer acquisition cost (CAC) is determined for each new client. It helps decide where your marketing dollars should go and how to acquire customers for the least amount. According to HubSpot, the average CAC in the e-commerce industry is approximately $10.

Formula: Total Marketing and Sales Costs / Total Number of New Customers Acquired

12. Foot Traffic

Foot traffic is the total number of customers who enter your store. It helps gauge the success of advertisements and determine where to put physical locations. ShopperTrak reports that U.S. retail foot traffic declined by 8.1% in 2023 compared to the previous year.

13. Sales Conversion Rate

This key performance indicator tracks how many people enter a store to buy something. It reveals how well sales methods are faring and contributes to fine-tuning the sales procedure. The WordStream, “Average Conversion Rate for E-commerce Sites,” stated the average conversion rate for e-commerce websites is approximately 2.63%.

Formula: (Number of Sales / Total Number of Store Visitors) x 100

14. Click-and-Collect Conversion Rate

The success of your click-and-collect service can be measured by keeping tabs on the number of online buyers who pick up their orders in person. It measures how well your omnichannel approach and customer service are doing. According to Salesforce, retailers with a click-and-collect option experienced a 28% increase in online sales.

Formula: (Number of Click-and-Collect Orders Completed In-Store / Total Number of Click-and-Collect Orders) x 100

Operational Efficiency and Productivity KPIs

15. Inventory Turnover

The rate at which stock is sold and replenished is calculated as the Inventory Turnover. It evaluates the efficacy of inventory management and helps direct purchases.

Formula: Cost of Goods Sold / Average Inventory Value

16. Employee Productivity

Metrics such as sales per employee and transaction processing time are calculated as part of Employee Productivity. It’s useful for making the most of available workers and training programs.

Formula: Total Sales / Total Number of Employees

17. Employee Turnover Rate

This KPI measures workforce stability by estimating the percentage of employees who leave within a set timeframe. It’s a barometer for the state of your workplace, with real-world effects on things like operational costs and the quality of your customers’ experiences.

Formula: [(Number of Employees Who Left / Total Number of Employees) x 100

18. Shrinkage Rate

The inventory shrinkage rate caused by destruction, theft, or other causes is known as the Shrinkage Rate. It helps in locating potential trouble spots and directing loss prevention initiatives.

Formula: (Value of Shrinkage / Value of Goods in Inventory) x 100

Financial Health KPIs

19. Revenue per Employee

Using this KPI, you may calculate company employee revenue. It’s useful for gauging the efficiency of your team, your capacity to control costs, and your bottom line.

Formula: Total Sales / Total Number of Employees

20. Total Compensation Ratio

The Total Compensation Ratio Key Performance Indicator tracks salary and benefit spending relative to income. It serves as a blueprint for compensation strategies and assures long-term fiscal stability.

Formula: (Total Compensation Costs / Total Revenue) x 100

21. Average Days to Payment

The average number of days it takes for customers to pay is a key indicator of the health of accounts receivable. It’s useful for keeping track of money coming in and going out.

Formula: (Sum of Days to Payment for All Invoices) / Total Number of Invoices

Store Environment and Employee Management KPIs

22. Workplace Satisfaction

Employees’ level of contentment with their workplace is measured by their Workplace Satisfaction. Employees are more invested, productive, and happy when they feel appreciated.

Formula: (Satisfied Employees / Total Number of Employees) x 100

23. Employee Relations Cases

Cases in Employee Relations is an inventory of workplace conflicts. It serves as a foundation for HR practices and contributes to workplace harmony.

Formula: (Number of Employee Relations Cases / Total Number of Employees) x 100

24. Employee Learning and Growth

The percentage of workers making professional or educational improvements is a key indicator of an organization’s commitment to their development. It validates the value of training and development initiatives and encourages professional growth.

Formula: (Number of Employees Demonstrating Career Progression or Skill Development / Total Number of Employees) x 100

25. Mobile App Engagement

Mobile app analytics monitor how frequently and how much your customers use your app to make purchases. It aids in enhancing the user experience, providing insight for app enhancements, and making the most of the mobile channel.

Formula: (Number of Engaged Mobile App Users / Total Number of Mobile App Users) x 100

These KPIs offer a comprehensive perspective on the operation of your retail store, covering aspects such as sales, the quality of the customer experience, the efficiency of inventory management, and the efficacy of marketing. These key performance indicators (KPIs) will help you make educated decisions to improve your retail operations and propel your company forward.

Where Does Brickclay Come In?

Brickclay is a trusted partner for retail businesses seeking to harness the power of KPIs for data-driven success. We offer a comprehensive suite of services, including data collection and integration, business intelligence solutions, data visualization, KPI definition, and selection. 

Our consultants collaborate closely with retail companies to determine the most important KPIs and provide assistance in comparing these metrics to those of competitors. The predictive analytics features of Brickclay help businesses prepare for the future by identifying and responding to emerging trends in real-time. Regarding KPI insights, we put a premium on data quality assurance, training, and continuing support so that organizations can make educated decisions. 

We help retail businesses build growth strategies that align with their goals and areas for improvement with our tailor-made solutions. Brickclay allows retailers to make data-informed decisions that improve efficiency, productivity, and the quality of their customers’ shopping experiences. Contact us if you want your retail store key performance indicators to perform better.

About Brickclay

Brickclay is a digital solutions provider that empowers businesses with data-driven strategies and innovative solutions. Our team of experts specializes in digital marketing, web design and development, big data and BI. We work with businesses of all sizes and industries to deliver customized, comprehensive solutions that help them achieve their goals.

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