Course Category: Seasons

Browsers into buyers, buyers into regulars, and the price that moves both. Four episodes on conversion, loyalty, elasticity, and the prices that do not match the shelf. Foot traffic conversion rate · 30 min Loyalty programme contribution rate · 30 min Price elasticity coefficient · 30 min Price discrepancy rate · 30 min

Buy it, sell it, or mark it down. Four episodes on how much of a range sells at full price, how long what is left will take to clear, and what the markdowns are really costing you. Sell-through rate (STR) · 30 min Weeks of supply (WOS) · 30 min Inventory stranded rate · 30…

A store is hours, square metres and cash, all of them working or not. Six episodes on what each one returns, and where the next hour is best spent. Sales-to-labour ratio · 30 min Cashier scanning speed · 30 min In-store fulfilment cost per unit · 30 min Visual merchandising compliance · 30 min Gross…

Everything that leaves the store without being sold. Six episodes on shrinkage, waste, perishables and returns, down to the fees that follow the packaging out of the door. Shrinkage rate · 35 min Waste-to-sales ratio · 30 min Perishable dump rate · 30 min Food waste redistribution rate · 30 min Online return rate ·…

A sale you cannot fulfil is a customer you have taught to shop elsewhere. Six episodes on whether the thing is actually there, whether the system agrees, and how long the queue is. Supplier on-time-in-full compliance · 30 min Inventory accuracy rate · 30 min Out-of-stock rate · 35 min Omnichannel order completion rate ·…

Stock is cash standing still. Six episodes on how fast it moves, how long it sits, how much more you can afford to buy, and whether your suppliers send what they promised. Inventory turnover · 35 min Days sales of inventory (DSI) · 30 min Sales-to-stock ratio · 30 min Open-to-buy (OTB) · 30 min…

Turnover is not profit. Six episodes on what each sale, each category, each metre of shelf and each promotion actually leaves behind, and how much a store has to take before any of it counts. Gross profit margin · 30 min Category contribution margin · 35 min Contribution margin per metre · 30 min Gross…

Who comes in, what they put in the basket, and what the store earns for the space it stands on. Six episodes from the front door to the till, ending with the one figure that says whether the stores you already had are getting better. Foot traffic density · 30 min Basket penetration rate ·…

Twenty projects running at once — which of them needs you this week? Five episodes that take you from one project’s numbers to a portfolio you can steer. Portfolio CPI · 35 min Portfolio SPI · 35 min Projects on track % · 35 min Resource demand ratio · 35 min Project success rate %…

Who is actually holding the project up? Five episodes that take you from milestones hit and missed to the decisions and the people behind them. On-time milestone rate % · 35 min Average milestone slippage · 35 min Decision turnaround time · 35 min Stakeholder satisfaction % · 35 min Team turnover rate % ·…