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Writer's pictureDr. Marvilano

Compendium of 55 Most Useful KPIs for the Retail Sector


These KPIs help retail businesses monitor and optimize various aspects of their operations, customer experience, and financial performance.

 

1.      Average Discount Depth: The average percentage or amount of discount applied to products during promotions or sales.

 

2.      Average Order Value (AOV) for E-commerce: The average monetary value of orders placed through the online store.

 

3.      Average Time to Purchase: The average duration from initial customer interaction to the completion of a purchase.

 

4.      Average Transaction Value (ATV): The average monetary value of a single transaction, considering multiple products or services.

 

5.      Average Units per Transaction (UPT): The average number of units or items sold per transaction.

 

6.      Bounce Rate (For E-commerce): The percentage of website visitors who navigate away from the site after viewing only one page.

 

7.      Brand Awareness: The level of recognition and familiarity that consumers have with a retail brand.

 

8.      Checkout Abandonment Rate (In-Store and Online): The percentage of customers who start the checkout process but do not complete the purchase.

 

9.      Churn Rate: The rate at which customers stop buying from or interacting with a retail business.

 

10.  Click-And-Collect Usage Rate: The percentage of customers who choose to buy online and pick up their purchases in-store.

 

11.  Cost per Square Foot: The cost incurred for each square foot of retail space.

 

12.  Cross-Selling and Upselling Rates: The percentage of customers who make additional or higher-value purchases based on cross-selling or upselling efforts.

 

13.  Customer Engagement Rate: The level of interaction and involvement customers have with the retail brand.

 

14.  Customer Lifetime Value (CLTV): The predicted total value a customer is expected to bring to the business over their entire relationship.

 

15.  Customer Profitability Score: An evaluation of the profitability of individual customers based on their transactions and interactions.

 

16.  Customer Retention Rate: The percentage of customers retained over a specific period, excluding new customer acquisitions.

 

17.  Customer Satisfaction Score (CSAT): A metric measuring customer satisfaction based on their feedback and experiences.

 

18.  Days Inventory Outstanding (DIO): The average number of days it takes for inventory to turn into sales.

 

19.  Delivery On-Time Rate: The percentage of deliveries that are completed on or before the scheduled delivery time.

 

20.  Dwell Time: The average amount of time customers spend inside a physical retail store.

 

21.  E-commerce Cart Abandonment Rate: The percentage of online shoppers who add items to their cart but do not proceed to checkout.

 

22.  Email Open and Click-Through Rates: The percentage of email recipients who open the email and click on links within it.

 

23.  Footfall Conversion Rate: The percentage of in-store visitors who make a purchase.

 

24.  Gift Card Redemption Rate: The percentage of issued gift cards that are redeemed by customers.

 

25.  Gross Margin Return on Inventory Investment (GMROII): A financial metric measuring the profitability of inventory investments.

 

26.  Inventory Turnover Ratio: The number of times inventory is sold or used within a specific period.

 

27.  Loyalty Program Participation Rate: The percentage of customers enrolled in the retail loyalty program.

 

28.  Market Share: The percentage of total market sales or revenue captured by a retail business.

 

29.  Merchandise Return to Sales Ratio: The ratio of returned merchandise value to total sales.

 

30.  Mobile Sales as a Percentage of Total Online Sales: The proportion of online sales conducted through mobile devices.

 

31.  Net Promoter Score (NPS): A metric measuring customer loyalty and satisfaction based on the likelihood of recommending the brand.

 

32.  Online Sales as a Percentage of Total Sales: The percentage of total sales generated through online channels.

 

33.  Online Visits before Purchase: The average number of online visits a customer makes before making a purchase.

 

34.  Online Visits to Purchase: The ratio of online visits to actual online purchases.

 

35.  Percentage of Ethical or Sustainable Sales: The proportion of sales derived from products considered ethical or sustainable.

 

36.  Percentage of Local vs. Non-local Sales: The percentage of sales from locally sourced products compared to non-local products.

 

37.  Percentage of Sales from Promotions: The proportion of total sales generated through promotional activities.

 

38.  Product Affinity: The likelihood that customers who purchase one product will also buy another related product.

 

39.  Product Category Performance: The performance of different product categories in terms of sales, profitability, etc.

 

40.  Product Return Rate: The percentage of products sold that are returned by customers.

 

41.  Rate of Out-of-Stocks: The frequency at which products are out of stock and unavailable for purchase.

 

42.  Rate of Sale (ROS): The speed at which products are sold within a specific period.

 

43.  Repeat Customer Rate: The percentage of customers who make repeat purchases.

 

44.  Retail Conversion Rate (Online and Offline): The percentage of total visitors to a retail location or website who make a purchase.

 

45.  Retail Fulfillment Speed: The speed at which customer orders are fulfilled.

 

46.  Revenue per Customer: The average revenue generated from each customer.

 

47.  Sales per Employee: The average amount of sales generated by each employee.

 

48.  Sales Per Square Foot: The amount of sales generated per square foot of retail space.

 

49.  Same-Store Sales Growth (SSSG): The percentage growth in sales at existing or same-store locations, excluding sales from new openings.

 

50.  Seasonal Sales Performance: The variation in sales performance based on seasonal factors.

 

51.  Sell-Through Rate: The percentage of inventory that is sold compared to the total available.

 

52.  Shrinkage Rate: The percentage of inventory that is lost or unaccounted for due to theft, damage, or other reasons.

 

53.  Stock-Out Rate: The frequency at which products are out of stock.

 

54.  Store Traffic Trend: The trend or pattern in the number of visitors to physical retail stores.

 

55.  Window Conversion Rate: The percentage of passersby or window shoppers who enter the store and make a purchase.

 



 

 

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