Fashion Merchandising and Trading, and assignment will need excel sheets.
Anoushka10
Week2WC1stOctoberLectureandSeminar-20190120.zipBlank Line Detail.xlsx
Line Buy Plan
| EXCEL LINE DETAILS EXAMPLE | |||||||||||||||||||||||||||||||||||
| Image | Style description | Colour | Cost Price | Selling Price | Margin | Category | PRINT/PLAIN | Sleevelength | FABRIC | END USE | NEWNESS | SIZE | Risk | ROS | No. of stores | Weeks in store | Total unit buy | FP ST% | Full price unit sales | Total buy Cost Value | Total buy Selling Value | Stock units to go into markdown | ORIGINAL SELL VALUE OF STOCK | Suggested markdown depth | Markdown price | Cost of Markdown | Terminal stock % forecast | Terminal stock units | Terminal stock value | full price sales value | markdown sales value | TOTAL SALES | OTB | ALERT/ Checker | |
| 1 | £20.00 | £65.00 | 63.1% | LOW | 1.0 | 400 | 12 | 4800 | 80% | 3840 | 96000.0 | 312000.0 | 960 | £62,400.00 | 20% | £52.00 | £12,480.00 | 5% | 240 | £12,480.00 | £249,600.00 | £37,440.00 | £287,040.00 | £312,000.00 | £0.00 | ||||||||||
| 2 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 3 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 4 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 5 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 6 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 7 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 8 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 9 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 10 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 11 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 12 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 13 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 14 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| 15 | ERROR:#DIV/0! | 400 | 12 | 0 | 0 | 0.0 | 0.0 | 0 | £0.00 | £0.00 | £0.00 | 0 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | £0.00 | |||||||||||||||||
| WEIGHTED AVERAGE AND SUB TOTALS | £65.00 | 63.1% | 400.0 | 12 | 4800 | 80.0% | 3840 | 96,000.00 | 312,000.0 | 960 | 62400 | 20% | 12480 | 5% | 240 | 12480 | 249600 | 37440 | 287040 | 312000 | 0.0 | ||||||||||||||
| option count | 1 | ||||||||||||||||||||||||||||||||||
Blank Option Plan.xlsx
Blank Option Plan
| Outerwear | ||||||||||
| Option Plan | ||||||||||
| Grade | stores | allocation | Sales mix % | sale val by/grade | sale val by store by grade | NO. Units by store | ave price £ | no. lines | No of extra lines by grade | allocation by grade |
| 1 | 0 | 0 | 0.00% | £0 | ERROR:#DIV/0! | ERROR:#DIV/0! | £ - 0 | ERROR:#DIV/0! | ERROR:#DIV/0! | 0 |
| 2 | 0 | 0 | 0.00% | £0 | ERROR:#DIV/0! | ERROR:#DIV/0! | £ - 0 | ERROR:#DIV/0! | ERROR:#DIV/0! | 0 |
| 3 | 0 | 0 | 0.00% | £0 | ERROR:#DIV/0! | ERROR:#DIV/0! | £ - 0 | ERROR:#DIV/0! | 0 | |
| Total | 0 | 0.00% | £0 | 0 | ||||||
| ` | ||||||||||
| Grades included | Order Quantity | |||||||||
| All store buy | 1/2/3 | 0 | ||||||||
| grade 2 buy | 1/2 | 0 | ||||||||
| grade 1 buy | 1 | 0 |
Graded Option Plan Example.xlsx
Grading Sheet - Option Plan
| Outerwear | ||||||||||
| Option Plan | ||||||||||
| Grade | stores | Unit sales | Sales mix % | sale val by/grade | sale val by store by grade | NO. Units by store | ave price £ | no. lines | No of extra lines by grade | allocation by grade |
| 1 | 45 | 30 | 43.00% | £6,880,000 | £152,889 | 1,699 | £ 90.00 | 57 | 27 | 1,350 |
| 2 | 155 | 15 | 37.00% | £5,920,000 | £38,194 | 449 | £ 85.00 | 30 | 9 | 2,325 |
| 3 | 200 | 12 | 20.00% | £3,200,000 | £16,000 | 246 | £ 65.00 | 21 | 2,400 | |
| Total | 400 | 100.00% | £16,000,000 | 6,075 | ||||||
| Grade | stores | allocation | Sales mix % | sale val by/grade | sale val by store by grade | NO. Units by store | ave price £ | no. lines | No of extra lines by grade | allocation by grade |
| 1 | 45 | 30 | 43.00% | £1,720,000 | £38,222 | 425 | £ 90.00 | 14 | 7 | 1,350 |
| 2 | 155 | 15 | 37.00% | £1,480,000 | £9,548 | 112 | £ 85.00 | 7 | 3 | 2,325 |
| 3 | 200 | 12 | 20.00% | £800,000 | £4,000 | 50 | £ 80.00 | 4 | 2,400 | |
| Total | 400 | 100.00% | £4,000,000 | 6,075 | ||||||
| Assumptions Merged Grading | ||||||||||
| Assumed Rates of Sale | ||||||||||
| Grade 1, 2.5 units for a 12 week period | ||||||||||
| Grade 2, 1.25 units for a 12 week period | ||||||||||
| Grade 3, 1 unit for a 12 week period |
Blank Template
| Outerwear Category | ||||||||||
| Grade | Number of Stores | Allocation Qty | Sales mix % | Sales value by/grade | sale val by store by grade | Unit sales per store | ave price £ | no. lines | No of extra lines by grade | allocation by grade |
| 1 | 45 | 30 | 43.00% | £430,000 | £9,556 | 106 | £ 90.00 | 4 | 2 | 1,350 |
| 2 | 155 | 15 | 37.00% | £370,000 | £2,387 | 28 | £ 85.00 | 2 | 1 | 2,325 |
| 3 | 200 | 12 | 20.00% | £200,000 | £1,000 | 13 | £ 80.00 | 1 | 2,400 | |
| Total | 400 | 100.00% | £1,000,000 | 6,075 | ||||||
| Experiment with | ||||||||||
| Sales value by grade | ||||||||||
| Allocation Qty ( Remember driven by assumed Rate of Sale) | ||||||||||
| Average price | ||||||||||
| Notice the effect on the results! |
MTP Week 2 Seminar.pptx
BA Hons Fashion Buying & Merchandising
Merchandising Planning & Trading WEEK 2 Planning Process
Seminar
Today’s Seminar Agenda
Seminar – Recap Lecture Content
Task
Using one category from last week
Use the total sales to populate a store grading using the simple 3 grade example
Using your excel skills move from cash sales to units to decide a option strategy and produce a dummy option plan
Populate the option plan with live product found on the internet
2
OUTERWEAR CATEGORY PLAN – PRODUCT
| Total Half Year | |||||||
| PLAN | Last Year | ||||||
| Department | Value | Mix | £ Var vs Lyr | % Var | Value | Mix | |
| Category 1 | 496 | 3% | -154 | -23.7% | 650 | 4% | |
| Category 2 | 2464 | 15% | -1157 | -32.0% | 3621 | 25% | |
| Category 3 | 2544 | 16% | -127 | -4.8% | 2671 | 18% | |
| Category 4 | 2000 | 13% | 400 | 25.0% | 1600 | 11% | |
| Category 5 | 2496 | 16% | 246 | 10.9% | 2250 | 16% | |
| Category 6 | 2000 | 13% | 1296 | 184.1% | 704 | 5% | |
| Category 7 | 1504 | 9% | 354 | 30.8% | 1150 | 8% | |
| Category 8 | 2496 | 16% | 646 | 34.9% | 1850 | 13% | |
| Total Outerwear | 16000 | 100% | 1504 | 10.4% | 14496 | 100% | |
| Total WSSI Outerwear | 16000 | 14496 | |||||
Plans would have benefit of last years sales performance at category level – including last years targets, Markdown performance, ROS, Sell throughs and terminal stock
Store Examples
| Last Year | |||||||
| Grade | Number Stores | Value | Mix | Av sales per store | Av mix per store | Av Space Sqft | Av Density £psqft |
| Grade 1 | 1 | 900 | 6% | 900 | 6.2% | ||
| Grade 2 | 1 | 435 | 3% | 435 | 3.0% | 1800 | £483 |
| Grade 3 | 15 | 2150 | 15% | 143 | 1.0% | 900 | £319 |
| Grade 4 | 28 | 2206 | 15% | 79 | 0.5% | 700 | £225 |
| Grade 5 | 65 | 2950 | 20% | 45 | 0.3% | 500 | £182 |
| Grade 6 | 90 | 2850 | 20% | 32 | 0.2% | 400 | £158 |
| Grade 7 | 120 | 2165 | 15% | 18 | 0.1% | 300 | £120 |
| Grade 8 | 80 | 840 | 6% | 11 | 0.1% | 250 | £84 |
| Total Outerwear | 400 | 14496 | 100% | 36 | 0.3% | ||
| Total WSSI Outerwear | 14496 | ||||||
Sales Last Year
Number of stores
Grades of stores
Adding Planning Target
| Total Half Year | ||||||||||||
| PLAN | Last Year | |||||||||||
| Grade | Number Stores | Av sales per store | Value | Mix | £ Var vs Lyr | % Var | Value | Mix | Av sales per store | Av mix per store | Av Space Sqft | Av Density £psqft |
| Grade 1 | 1 | 1600 | 1600 | 10% | 700 | 77.8% | 900 | 6% | 900 | 6.2% | ||
| Grade 2 | 1 | 500 | 500 | 3% | 65 | 14.9% | 435 | 3% | 435 | 3.0% | 1800 | £483 |
| Grade 3 | 15 | 157 | 2350 | 15% | 200 | 9.3% | 2150 | 15% | 143 | 1.0% | 900 | £319 |
| Grade 4 | 28 | 86 | 2410 | 15% | 204 | 9.2% | 2206 | 15% | 79 | 0.5% | 700 | £225 |
| Grade 5 | 65 | 46 | 3015 | 19% | 65 | 2.2% | 2950 | 20% | 45 | 0.3% | 500 | £182 |
| Grade 6 | 90 | 33 | 2950 | 18% | 100 | 3.5% | 2850 | 20% | 32 | 0.2% | 400 | £158 |
| Grade 7 | 120 | 19 | 2275 | 14% | 110 | 5.1% | 2165 | 15% | 18 | 0.1% | 300 | £120 |
| Grade 8 | 80 | 11 | 900 | 6% | 60 | 7.1% | 840 | 6% | 11 | 0.1% | 250 | £84 |
| Total Outerwear | 400 | 40 | 16000 | 100% | 1504 | 10.4% | 14496 | 100% | 36 | 0.3% | ||
| Total WSSI Outerwear | 16000 | 14496 | ||||||||||
Move from £ to units
How?
Use an average price to convert sales to units
Average store sales of 36k
Use an average price of £75
Unit sales needs to be 36,000/75 = 480 units
Consider the historical evidence
Assume a life of an option – 12 wks - (Product Lifecycle)
Assume a rate of sale – 1.5
Total sales therefore at 18 units
Option requirement needs to be 480/18 = 27options
Space check – will it fit?
Average space approx. 400 sqft
How many fixtures on 400sqft
| Outerwear | ||||||||||
| Option Plan | ||||||||||
| Grade | stores | Unit sales | Sales mix % | sale val by/grade | sale val by store by grade | NO. Units by store | ave price £ | no. lines | No of extra lines by grade | allocation by grade |
| 1 | 45 | 30 | 43.00% | £6,880,000 | £152,889 | 1,699 | £ 90.00 | 57 | 27 | 1,350 |
| 2 | 155 | 15 | 37.00% | £5,920,000 | £38,194 | 449 | £ 85.00 | 30 | 9 | 2,325 |
| 3 | 200 | 12 | 20.00% | £3,200,000 | £16,000 | 246 | £ 65.00 | 21 | 2,400 | |
| Total | 400 | 100.00% | £16,000,000 | 6,075 |
Outerwear Option Plan
400 Stores divided into 3 Grades
Sales Mix came from our Grading Proposal – Asking Online to contribute more, mid stores and bottom stores have less of a contribution
Average sales by store calculated
Sales in cash / average price shows us how many units we need to sell
Unit sales of each option comes from our knowledge of ROS and Product Lifecycle
Total units / unit per option gives us the number of options we need to consider
Populate the Grading Sheet with your chosen Category – 400 Stores simplified to 3 Grades
| Outerwear Category | |||||||||||
| Grade | Number of Stores | Allocation Qty | Sales mix % | Sales value by/grade | sale val by store by grade | Unit sales per store | ave price £ | no. lines | No of extra lines by grade | allocation by grade | |
| 1 | 45 | 30 | 43.00% | £430,000 | £9,556 | 106 | £ 90.00 | 4 | 2 | 1,350 | |
| 2 | 155 | 15 | 37.00% | £370,000 | £2,387 | 28 | £ 85.00 | 2 | 1 | 2,325 | |
| 3 | 200 | 12 | 20.00% | £200,000 | £1,000 | 13 | £ 80.00 | 1 | 2,400 | ||
| Total | 400 | 100.00% | £1,000,000 | 6,075 | |||||||
| Experiment with | |||||||||||
| Sales value by grade | |||||||||||
| Allocation Qty ( Remember driven by assumed Rate of Sale) | |||||||||||
| Average price | |||||||||||
| Notice the effect on the results! |
This example shows a sales value of 1m – same logic used
Populate your Blank Line Detail with results from your Option Plan
| EXCEL LINE DETAILS EXAMPLE | |||||||||||||||||||||
| Image | Style description | Colour | Cost Price | Selling Price | Margin | Category | PRINT/PLAIN | Sleevelength | FABRIC | END USE | NEWNESS | SIZE | Risk | ROS | No. of stores | Weeks in store | Total unit buy | FP ST% | Full price unit sales | Total buy Cost Value | Total buy Selling Value |
| 1 | £100.00 | LOW | 60.0 | 1 | 12 | 720 | 75% | 540 | 0.0 | 72000.0 | |||||||||||
| 2 | MEDIUM | 1 | 12 | 0 | 0 | 0.0 | 0.0 | ||||||||||||||
| 3 | HIGH | 1 | 12 | 0 | 0 | 0.0 | 0.0 | ||||||||||||||
| 4 | 1 | 12 | 0 | 0 | 0.0 | 0.0 | |||||||||||||||
| 5 | 1 | 12 | 0 | 0 | 0.0 | 0.0 | |||||||||||||||
| 6 | 1 | 12 | 0 | 0 | 0.0 | 0.0 | |||||||||||||||
| 7 | 1 | 12 | 0 | 0 | 0.0 | 0.0 | |||||||||||||||
| 8 | 1 | 12 | 0 | 0 | 0.0 | 0.0 | |||||||||||||||
| 9 | 1 | 12 | 0 | 0 | 0.0 | 0.0 |
Logical Steps – Build on your understanding! Numeracy Sessions to Embed learning from October 25th post the VM content MTP Tutorials Scheduled 10th October MTP Lecture and Seminars November 20th in preparation for Formative Assessment November 27th
MTP Week 2 Top Down Planning.pptx
BA Hons Fashion Buying & Merchandising
Merchandising Planning & Trading WEEK 2 Planning Process
Teaching Team
Lois Baile, Katie de Ley, Jonathan Baker, Holly Wadsworth
Today’s Session
Lecture
Applying the top down range plan
Seminar
Relationship between the range plan , category sheet and WSSI
Planning Principles
Review Current Trading
Target Plan KPIs
Competition and Pricing
Product Opportunity
The Customer
Marketing and Promotions
Sales Phasing
Space and Fixtures
Options
Relationship between space and turnover ??
KPIs
Sales!
Split by time and location
Last seminar demonstrated product category opportunity changes with time – Grid Matrix
Also with Location
Dependent on size of store
Dependent on performance of store
Stores of like performance/space grouped together for easier range planning
(Linked to physical site/footfall/demographics)
4
Store KPIs
Store size
Expectation of Turnover
Location
Product offer by Gender/Department/Category
Capacity to hold product
Wall space/fixtures/tables
Optimum Option capacity
Defines Space/Product Walls Floor Fixtures Tables
Example - All Store Cluster Plan – Limited to Small Stores
Limited to Basics – 2 Shirts with allover print interest
Example – Mid Store Cluster Plan – Layer on top as space doubles
Opportunity for more fashion and more price points
Store Information
9
Summary – Store Grade Performance
| Grade | No Stores | Turnover | % by Grade | Average Sales per stores | Average Markdown | Average Option Count | |||
| XS | 53 | 13453 | 12.7% | 254 | 20.3% | 1514 | |||
| S | 109 | 35372 | 33.3% | 325 | 20.6% | 2019 | |||
| M | 79 | 29804 | 28.1% | 377 | 20.7% | 2333 | |||
| L | 39 | 19309 | 18.2% | 495 | 22.3% | 2784 | |||
| XL | 18 | 8273 | 7.8% | 460 | 24.0% | 2715 | |||
| Total | 298 | 106211 | 100.0% | 356 | 21.2% | 2155 |
Spot the Anomaly?
Information
Total sales
Number of stores
Space available
Sorted into similar turnover and similar space
May be anomalies – WHY?
Possible Reasons
Smaller Store in a better Location
Larger Outlet Store with a lower average selling price
Cannibalisation of sales
Planning Process Flow
13
Planning Process
CEO
Vision – Mission - Strategy
Finance
Financial Framework
Buying and Merchandising
Product, Market, Customer, Marketing and Promotions , Stock Management
Accounts, Business Plan, Shape the business model , Cash Flow
Coat Categories
Wool Coats
Rainwear
Parkas
Capes
Puffa Jackets
OUTERWEAR CATEGORY PLAN – PRODUCT
| Total Half Year | |||||||
| PLAN | Last Year | ||||||
| Department | Value | Mix | £ Var vs Lyr | % Var | Value | Mix | |
| Category 1 | 496 | 3% | -154 | -23.7% | 650 | 4% | |
| Category 2 | 2464 | 15% | -1157 | -32.0% | 3621 | 25% | |
| Category 3 | 2544 | 16% | -127 | -4.8% | 2671 | 18% | |
| Category 4 | 2000 | 13% | 400 | 25.0% | 1600 | 11% | |
| Category 5 | 2496 | 16% | 246 | 10.9% | 2250 | 16% | |
| Category 6 | 2000 | 13% | 1296 | 184.1% | 704 | 5% | |
| Category 7 | 1504 | 9% | 354 | 30.8% | 1150 | 8% | |
| Category 8 | 2496 | 16% | 646 | 34.9% | 1850 | 13% | |
| Total Outerwear | 16000 | 100% | 1504 | 10.4% | 14496 | 100% | |
| Total WSSI Outerwear | 16000 | 14496 | |||||
Plans would have benefit of last years sales performance at category level – including last years targets, Markdown performance, ROS, Sell throughs and terminal stock
Assignment
Decide on your 8 categories
Look at the relativity
Comp Shop and Review Trends to help you
Decide on pricing
Move from Product Plan to Store Plan
Store Examples
| Last Year | |||||||
| Grade | Number Stores | Value | Mix | Av sales per store | Av mix per store | Av Space Sqft | Av Density £psqft |
| Grade 1 | 1 | 900 | 6% | 900 | 6.2% | ||
| Grade 2 | 1 | 435 | 3% | 435 | 3.0% | 1800 | £483 |
| Grade 3 | 15 | 2150 | 15% | 143 | 1.0% | 900 | £319 |
| Grade 4 | 28 | 2206 | 15% | 79 | 0.5% | 700 | £225 |
| Grade 5 | 65 | 2950 | 20% | 45 | 0.3% | 500 | £182 |
| Grade 6 | 90 | 2850 | 20% | 32 | 0.2% | 400 | £158 |
| Grade 7 | 120 | 2165 | 15% | 18 | 0.1% | 300 | £120 |
| Grade 8 | 80 | 840 | 6% | 11 | 0.1% | 250 | £84 |
| Total Outerwear | 400 | 14496 | 100% | 36 | 0.3% | ||
| Total WSSI Outerwear | 14496 | ||||||
Sales Last Year
Number of stores
Grades of stores
Adding Planning Target
| Total Half Year | ||||||||||||
| PLAN | Last Year | |||||||||||
| Grade | Number Stores | Av sales per store | Value | Mix | £ Var vs Lyr | % Var | Value | Mix | Av sales per store | Av mix per store | Av Space Sqft | Av Density £psqft |
| Grade 1 | 1 | 1600 | 1600 | 10% | 700 | 77.8% | 900 | 6% | 900 | 6.2% | ||
| Grade 2 | 1 | 500 | 500 | 3% | 65 | 14.9% | 435 | 3% | 435 | 3.0% | 1800 | £483 |
| Grade 3 | 15 | 157 | 2350 | 15% | 200 | 9.3% | 2150 | 15% | 143 | 1.0% | 900 | £319 |
| Grade 4 | 28 | 86 | 2410 | 15% | 204 | 9.2% | 2206 | 15% | 79 | 0.5% | 700 | £225 |
| Grade 5 | 65 | 46 | 3015 | 19% | 65 | 2.2% | 2950 | 20% | 45 | 0.3% | 500 | £182 |
| Grade 6 | 90 | 33 | 2950 | 18% | 100 | 3.5% | 2850 | 20% | 32 | 0.2% | 400 | £158 |
| Grade 7 | 120 | 19 | 2275 | 14% | 110 | 5.1% | 2165 | 15% | 18 | 0.1% | 300 | £120 |
| Grade 8 | 80 | 11 | 900 | 6% | 60 | 7.1% | 840 | 6% | 11 | 0.1% | 250 | £84 |
| Total Outerwear | 400 | 40 | 16000 | 100% | 1504 | 10.4% | 14496 | 100% | 36 | 0.3% | ||
| Total WSSI Outerwear | 16000 | 14496 | ||||||||||
399
£181
Planning Targets
| Total Half Year | ||||||||||||
| PLAN | Last Year | |||||||||||
| Grade | Number Stores | Av sales per store | Value | Mix | £ Var vs Lyr | % Var | Value | Mix | Av sales per store | Av mix per store | Av Space Sqft | Av Density £psqft |
| Grade 1 | 1 | 1600 | 1600 | 10% | 700 | 77.8% | 900 | 6% | 900 | 6.2% | ||
| Grade 2 | 1 | 500 | 500 | 3% | 65 | 14.9% | 435 | 3% | 435 | 3.0% | 1800 | £483 |
| Grade 3 | 15 | 157 | 2350 | 15% | 200 | 9.3% | 2150 | 15% | 143 | 1.0% | 900 | £319 |
| Grade 4 | 28 | 86 | 2410 | 15% | 204 | 9.2% | 2206 | 15% | 79 | 0.5% | 700 | £225 |
| Grade 5 | 65 | 46 | 3015 | 19% | 65 | 2.2% | 2950 | 20% | 45 | 0.3% | 500 | £182 |
| Grade 6 | 90 | 33 | 2950 | 18% | 100 | 3.5% | 2850 | 20% | 32 | 0.2% | 400 | £158 |
| Grade 7 | 120 | 19 | 2275 | 14% | 110 | 5.1% | 2165 | 15% | 18 | 0.1% | 300 | £120 |
| Grade 8 | 80 | 11 | 900 | 6% | 60 | 7.1% | 840 | 6% | 11 | 0.1% | 250 | £84 |
| Total Outerwear | 400 | 40 | 16000 | 100% | 1504 | 10.4% | 14496 | 100% | 36 | 0.3% | ||
| Total WSSI Outerwear | 16000 | 14496 | ||||||||||
This Year’s Plan % contribution/mix
Last Years % Contribution/Mix
Move from £ to units
How?
Use an average price to convert sales to units
Average store sales of 36k last year
Use an average price of £75
Unit sales needs to be 36,000/75 = 480 units
Consider the historical evidence
Assume a life of an option – 12 wks - (Product Lifecycle)
Assume a rate of sale – 1.5
Total sales therefore at 18 units
Option requirement needs to be 480/18 = 27options
Space check – will it fit?
Average space approx. 400 sqft
How many fixtures on 400sqft?
Simple worked example –
16m of sales
3 Grades of Stores
Work out their plan sales using given contributions
Work out sales units using a planned average price
Using a planned rate of sale and product lifecycle of 12 weeks calculate an option requirement
| Outerwear | ||||||||||
| Option Plan | ||||||||||
| Grade | stores | Unit sales | Sales mix % | sale val by/grade | sale val by store by grade | NO. Units by store | ave price £ | no. lines | No of extra lines by grade | allocation by grade |
| 1 | 45 | 30 | 43.00% | £6,880,000 | £152,889 | 1,699 | £ 90.00 | 57 | 27 | 1,350 |
| 2 | 155 | 15 | 37.00% | £5,920,000 | £38,194 | 449 | £ 85.00 | 30 | 9 | 2,325 |
| 3 | 200 | 12 | 20.00% | £3,200,000 | £16,000 | 246 | £ 65.00 | 21 | 2,400 | |
| Total | 400 | 100.00% | £16,000,000 | 6,075 |
Outerwear Option Plan
400 Stores divided into 3 Grades
Sales Mix came from our Grading Proposal – Asking Online to contribute more, mid stores and bottom stores have less of a contribution
Average sales by store calculated
Sales in cash / average price shows us how many units we need to sell
Unit sales of each option comes from our knowledge of ROS and Product Lifecycle
Total units / unit per option gives us the number of options we need to consider
| Outerwear | ||||||||||
| Option Plan | ||||||||||
| Grade | stores | Unit sales | Sales mix % | sale val by/grade | sale val by store by grade | NO. Units by store | ave price £ | no. lines | No of extra lines by grade | allocation by grade |
| 1 | 45 | 30 | 43.00% | £6,880,000 | £152,889 | 1,699 | £ 90.00 | 57 | 27 | 1,350 |
| 2 | 155 | 15 | 37.00% | £5,920,000 | £38,194 | 449 | £ 85.00 | 30 | 9 | 2,325 |
| 3 | 200 | 12 | 20.00% | £3,200,000 | £16,000 | 246 | £ 65.00 | 21 | 2,400 | |
| Total | 400 | 100.00% | £16,000,000 | 6,075 |
Outerwear Option Plan
Use the Seminar to Practise this document
This gives a financial framework to a Range Build
Demonstrates the relationship between Turnover and Options
WSSI, Option Plan, Line Detail
How do these documents help us?
WSSI – Big Picture – Gives a snapshot of progress against KPIs
Sales split by week ( Sales Phasing)
Stock position and intake phasing to maintain sales and fill space
Markdown timing and level to clear slow unwanted stock
| Outerwear | ||||||||||
| Option Plan | ||||||||||
| Grade | stores | Unit sales | Sales mix % | sale val by/grade | sale val by store by grade | NO. Units by store | ave price £ | no. lines | No of extra lines by grade | allocation by grade |
| 1 | 45 | 30 | 43.00% | £6,880,000 | £152,889 | 1,699 | £ 90.00 | 57 | 27 | 1,350 |
| 2 | 155 | 15 | 37.00% | £5,920,000 | £38,194 | 449 | £ 85.00 | 30 | 9 | 2,325 |
| 3 | 200 | 12 | 20.00% | £3,200,000 | £16,000 | 246 | £ 65.00 | 21 | 2,400 | |
| Total | 400 | 100.00% | £16,000,000 | 6,075 |
Option Plan
This gives a financial framework to a Range Build
Demonstrates the relationship between Turnover and Options
Demonstrates a differential option count across big stores and small stores to satisfy their sales plans
Line Detail
How do these documents help us?
Line Detail – Lowest level style detail
Forecast Rate of Sale
Forecast Lifecycle
Forecast Risk ( Fashionability)
Forecast Full Price Sell Through
Forecast Markdown Depth
Forecast Terminal Stock
Sizing
Colour
Pricing (Selling Price and Cost Price)
Intake Margin
Delivery Date
Store Ranging
Specimen Line Detail
Category
Provides the structure of the department
Building Blocks of the WSSI
Controls Choice within the range
Today’s Seminar Agenda
Seminar – Recap Lecture Content
Task
Using one category from last week
Use the total sales to populate a store grading using the simple 3 grade example
Using your excel skills move from cash sales to units to decide a option strategy and produce a dummy option plan
Populate the option plan with live product found on the internet
35
Satır
Etiketl
eri
Store
Name
Net Sales Amount
Wo Vat
Net Sales
Amount
Wo Vat%
Net Sales
Quantity
LFL
Turnover LFL Stock
Discount
%
Avg Sales
Price
Avg
Option
Count
Avg Store
Stock
Price
XS5313.452.624 ₺12,67%423.768 7,55%-16,47%20,32%31,75 ₺1.51429,94 ₺
S10935.372.494 ₺33,30%1.080.303 3,07%-22,14%20,63%32,74 ₺2.01931,66 ₺
M7929.804.213 ₺28,06%924.505 7,45%-20,20%20,74%32,24 ₺2.33331,38 ₺
L3919.309.006 ₺18,18%621.479 1,53%-27,83%22,27%31,07 ₺2.78431,20 ₺
XL188.272.823 ₺7,79%266.797 -3,03%-24,80%24,04%31,01 ₺2.71530,68 ₺
Genel 298106.211.159 ₺100,00%3.316.852 4,44%-21,68%21,20%32,02 ₺2.15531,20 ₺
Sales
WeekDateAct/Fcst
Act/ Fcst
Opening Stk
Fwd Req
Stock
Fwd Req
wksCover+/- Stock Total
Orders/ Act
IntakeOTBTotalPOSClearanceSales MixCalendar
104-Feb-19080.00.0000.0%
211-Feb-190080.00.0000.0%
318-Feb-190080.00.0000.0%
425-Feb-190080.00.0000.0%
Feb000.00000000.0%
504-Mar-190080.00.0000.0%
611-Mar-190070.00.0000.0%
718-Mar-1900T0.00.0000.0%
825-Mar-1900T0.00.0000.0%
March000.00000000.0%
901-Apr-1900T0.00.0000.0%
1008-Apr-1900T0.00.0000.0%
1115-Apr-1900T0.00.0000.0%
1222-Apr-1900T0.00.0000.0%
April000.00000000.0%
TOTAL000.00000000.0%
1329-Apr-190
Stockturn0.0
= FILL IN
0full price sales value checker
0markdown sales checker
ASOS 12week WSSI
IntakePhasing
GROUP NAME:
MarkdownStock & Cover
write group name here
asos WSSI blank
| ASOS 12week WSSI | ||||||||||||||||||
| GROUP NAME: | write group name here | |||||||||||||||||
| Sales | Stock & Cover | Intake | Markdown | Phasing | ||||||||||||||
| Week | Date | Act/Fcst | Act/ Fcst Opening Stk | Fwd Req Stock | Fwd Req wks | Cover | +/- Stock | Total | Orders/ Act Intake | OTB | Total | POS | Clearance | Sales Mix | Calendar | KPI CHECK | ||
| 1 | 4-Feb-19 | 0 | 8 | 0.0 | 0.0 | 0 | 0 | 0.0% | 0 | sales | ||||||||
| 2 | 11-Feb-19 | 0 | 0 | 8 | 0.0 | 0.0 | 0 | 0 | 0.0% | 0 | markdown | |||||||
| 3 | 18-Feb-19 | 0 | 0 | 8 | 0.0 | 0.0 | 0 | 0 | 0.0% | 0 | actual terminal stock | |||||||
| 4 | 25-Feb-19 | 0 | 0 | 8 | 0.0 | 0.0 | 0 | 0 | 0.0% | 0 | planned terminal stock | |||||||
| Feb | 0 | 0 | 0.0 | 0 | 0 | 0 | 0 | 0 | 0 | 0.0% | 0 | actual intake+opening stock | ||||||
| 5 | 4-Mar-19 | 0 | 0 | 8 | 0.0 | 0.0 | 0 | 0 | 0.0% | 0 | calculated otb | |||||||
| 6 | 11-Mar-19 | 0 | 0 | 7 | 0.0 | 0.0 | 0 | 0 | 0.0% | ERROR:#DIV/0! | markdown % sales | |||||||
| 7 | 18-Mar-19 | 0 | 0 | T | 0.0 | 0.0 | 0 | 0 | 0.0% | ERROR:#DIV/0! | terminal stock % sales | |||||||
| 8 | 25-Mar-19 | 0 | 0 | T | 0.0 | 0.0 | 0 | 0 | 0.0% | |||||||||
| March | 0 | 0 | 0.0 | 0 | 0 | 0 | 0 | 0 | 0 | 0.0% | ||||||||
| 9 | 1-Apr-19 | 0 | 0 | T | 0.0 | 0.0 | 0 | 0 | 0.0% | |||||||||
| 10 | 8-Apr-19 | 0 | 0 | T | 0.0 | 0.0 | 0 | 0 | 0.0% | |||||||||
| 11 | 15-Apr-19 | 0 | 0 | T | 0.0 | 0.0 | 0 | 0 | 0.0% | |||||||||
| 12 | 22-Apr-19 | 0 | 0 | T | 0.0 | 0.0 | 0 | 0 | 0.0% | |||||||||
| April | 0 | 0 | 0.0 | 0 | 0 | 0 | 0 | 0 | 0 | 0.0% | ||||||||
| TOTAL | 0 | 0 | 0.0 | 0 | 0 | 0 | 0 | 0 | 0 | 0.0% | ||||||||
| 13 | 29-Apr-19 | 0 | ||||||||||||||||
| Stockturn | 0.0 | |||||||||||||||||
| = FILL IN | ||||||||||||||||||
| 0 | full price sales value checker | |||||||||||||||||
| 0 | markdown sales checker |
WSSI example
| ASOS 12week WSSI | ||||||||||||||||||
| GROUP NAME: | ||||||||||||||||||
| Sales | Stock & Cover | Intake | Markdown | Phasing | ||||||||||||||
| Week | Date | Act/Fcst | Act/ Fcst Opening Stk | Fwd Req Stock | Fwd Req wks | Cover | +/- Stock | Total | Orders/ Act Intake | OTB | Total | POS | Clearance | Sales Mix | Calendar | KPI CHECK | ||
| 1 | 4-Feb-19 | 10 | 85 | 85 | 8 | 8.5 | 6.0 | 10 | 10 | 0 | 10.0% | 100 | sales | |||||
| 2 | 11-Feb-19 | 12 | 85 | 79 | 8 | 6.9 | 13.0 | 10 | 10 | 0 | 12.0% | 30 | markdown | |||||
| 3 | 18-Feb-19 | 12 | 83 | 70 | 8 | 6.8 | 18.0 | 10 | 10 | 0 | 12.0% | 5 | actual terminal stock | |||||
| 4 | 25-Feb-19 | 10 | 81 | 63 | 8 | 8.1 | 25.0 | 10 | 10 | 0 | 10.0% | 5 | planned terminal stock | |||||
| Feb | 44 | 330 | 7.5 | 40 | 40 | 0 | 0 | 0 | 0 | 44.0% | 135 | actual intake+opening stock | ||||||
| 5 | 4-Mar-19 | 15 | 81 | 56 | 8 | 3.6 | 30.0 | 10 | 10 | 5 | 5 | 15.0% | 135 | calculated otb | ||||
| 6 | 11-Mar-19 | 15 | 71 | 41 | 7 | 2.6 | 0.0 | 0 | 5 | 5 | 15.0% | 30% | markdown % sales | |||||
| 7 | 18-Mar-19 | 6 | 51 | 51 | T | 7.5 | 0.0 | 0 | 0 | 6.0% | 5% | terminal stock % sales | ||||||
| 8 | 25-Mar-19 | 5 | 45 | 45 | T | 8.0 | 0.0 | 0 | 0 | 5.0% | ||||||||
| March | 41 | 207 | 4.1 | 10 | 10 | 0 | 10 | 10 | 0 | 41.0% | ||||||||
| 9 | 1-Apr-19 | 4 | 40 | 40 | T | 9.0 | 0.0 | 0 | 0 | 4.0% | ||||||||
| 10 | 8-Apr-19 | 3 | 36 | 36 | T | 11.0 | 0.0 | 0 | 0 | 3.0% | ||||||||
| 11 | 15-Apr-19 | 5 | 33 | 33 | T | 2.0 | 0.0 | 0 | 18 | 18 | 5.0% | |||||||
| 12 | 22-Apr-19 | 3 | 10 | 10 | T | 1.7 | 0.0 | 0 | 2 | 2 | 3.0% | |||||||
| April | 15 | 84 | 5.6 | 0 | 0 | 0 | 20 | 0 | 20 | 15.0% | ||||||||
| TOTAL | 100 | 621 | 5.6 | 50 | 50 | 0 | 30 | 10 | 20 | 100.0% | ||||||||
| 13 | 29-Apr-19 | 5 | 5 | |||||||||||||||
| Stockturn | 1.9 | |||||||||||||||||
| = FILL IN |
WeekDateAct/FcstTarget
Var
Tgt%Var LY%
Act/ Fcst
Opening StkTarget Stk
TY
Opening
Cover
LY
Opening
Cover
Tgt
Opening
CoverTotal
Orders/ Act
IntakeOTBTotalPOSClearanceTargetSales
Total
MDPOS
Opening
Stock
Sales
MixCalendar
127-Aug-18294393-25.2%-20.5%3,6653,8008.27.08.05525520101003700132,5742.0%
203-Sep-18300489-38.7%-33.0%3,9133,80013.07.07.81,6591,6590111104480163,1552.0%
310-Sep-18464543-14.5%-1.3%5,2613,80011.38.57.01,3881,3880181804700194,0173.1%
417-Sep-18474687-31.0%-19.8%6,1673,80013.08.25.51,2601,260021215910244,8413.2%
Sept1,5322,112-27.5%-18.5%4,8594,85906060001,87907214,58710.3%
524-Sep-186861,093-37.2%-35.7%6,9326,50010.15.15.91,1561,156034341,0670495,4264.6%
601-Oct-189199051.5%1.7%7,3686,5008.05.77.21,2371,237052529040485,1306.2%
708-Oct-1890278015.6%40.5%7,6346,5008.58.68.31,1441,1440474706420345,5366.1%
815-Oct-18862948-9.1%18.6%7,8296,5009.18.26.91,0951,095019534161072763305,9965.8%
Oct3,3693,726-9.6%0.9%4,6324,632032816716103,3406316122,08822.8%
922-Oct-187841,204-34.9%-35.7%7,8678,22010.05.36.86836830323201,2190646,5125.3%
1029-Oct-18785870-9.8%-0.9%7,7348,2209.98.09.48508500444407920626,3405.3%
1105-Nov-18770824-6.6%17.7%7,7558,22010.19.410.0503503383806540526,1455.2%
1212-Nov-18621831-25.3%-4.9%7,4508,22012.010.09.9810810474706530716,5404.2%
1319-Nov-18687711-3.4%-1.3%7,5928,22011.19.411.64484480424206960646,5374.6%
Nov3,6474,440-17.9%-9.1%3,2943,2940203203004,014031332,07424.6%
Cum8,54810,278-16.8%-7.4%12,78512,785059143016109,2336354668,74957.7%
1426-Nov-1884476610.2%7.0%7,3117,1008.78.69.33,21503,215616107890926,8185.7%
1503-Dec-188808049.5%27.4%9,6217,10010.99.48.8000656506910676,4975.9%
1610-Dec-189429123.3%45.1%8,6767,1009.29.97.8000727206495686,4296.4%
1717-Dec-189379122.7%18.6%7,6627,1008.27.87.80009783894007901,395676,1866.3%
Dec3,6033,3946.2%23.4%3,21503,2151,17623694002,9191,40029425,93024.3%
1824-Dec-186406252.4%-9.5%5,7473,0509.06.24.900033330707149434,4094.3%
1931-Dec-1864633394.0%86.2%5,0743,0507.911.49.200151503470253,9574.4%
2007-Jan-192902900.0%6.6%4,4133,05015.213.810.500260152450272410223,7652.0%
2114-Jan-192632630.0%7.3%3,8633,05014.713.011.6000121202450183,1931.8%
Jan1,8391,51121.7%17.1%0003207524501,57155910815,32412.4%
2221-Jan-192092090.0%19.4%3,5881,61017.218.47.70009901750113,2211.4%
2328-Jan-191561560.0%5.4%3,3701,61021.619.610.30007700148082,9001.1%
2404-Feb-191771770.0%-8.8%3,2071,61018.113.69.100032273150194370142,6451.2%
2511-Feb-191501500.0%8.7%2,7081,61018.115.310.700066001380112,1141.0%
2618-Feb-191251250.0%5.9%2,5521,61020.417.612.9000660118072,0820.8%
Feb8178170.0%5.7%0003503531507733705112,9625.5%
Cum14,80716,000-7.5%2.1%149,30216,00012,7853,2152,4377761,661014,4962,392999122,965100.0%
2725-Feb-192,4211,200 2,287
2.63.1Stockturn
Phasing
Dept:
Cat:
MarkdownLast Year
Outerwear
All
Sales £K
Season:
Current Week
AW 2018
Planning
IntakeStock & Cover
ASOS EXCEL RANGE PLAN LINE DETAILS EXAMPLE
Image
Style description
ColourCost Price
Selling Price
MarginCategoryPRINT/PLAINSleevelengthFABRICEND USENEWNESSSIZERisk
ROS
No. of stores
Weeks in
store
Total unit
buy
FP ST%
Full price
unit sales
Total buy Cost
Value
Total buy Selling
Value
Stock units
to go into
markdown
ORIGINAL
SELL VALUE
OF STOCK
Suggested
markdown
depth
Markdown
price
Cost of
Markdown
Terminal
stock %
forecast
Terminal
stock units
Terminal
stock value
full price
sales value
markdown
sales value
TOTAL
SALES
OTB
ALERT/
Checker
1 £100.00 LOW
60.0112
720
75%
5400.072000.0180£18,000.0030%£70.00£5,400.005%36£2,520.00£54,000.00£10,080.00£64,080.00£72,000.00£0.00
2 MEDIUM
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
3 HIGH
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
4
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
5
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
6
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
7
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
8
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
9
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
10
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
11
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
12
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
13
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
14
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
15
112
000.00.00£0.00£0.00£0.000£0.00£0.00£0.00£0.00£0.00£0.00
WEIGHTED AVERAGE AND SUB TOTALS £100.00100.0% 60.01272075.0%540- 72,000.01801800030%54005%362520540001008064080720000.0
