©Copyright, The Retail Owners Institute®. Benchmark Trend Charts based on data from Risk Management Association Annual Statement Studies, 2019/2020. www.rmahq.org
Know the sales potential of your inventory?
Most retailers know their average inventory over the year. But the question is this: What are the likely sales from that much inventory?
Here's how to find out. Use our Index of Sales Potential calculator. See what sales volume other retailers achieve. Find out now
Quick – see the "vital signs" of your stores
In seconds, generate 7 key ratios for retailers. Auto-magically!
And then, immediately compare your performance to the benchmarks for your retail segment.
Go here. How are your "vital signs"?
Is there a cash crunch in your near future?!
Here is a fast, simple, and extremely telling measure of a retailer's financial viability!
Go here. Use The ROI's unique GMROI Growth & Bankability Rater.
"How and when can these benchmark numbers be used?"
• Calculate these ratios for your own business, and then see how you compare to your retail industry segment.
For goal setting
• Use these benchmarks when you are setting your own target ratios for the next year.
• Seeking a bank loan for your business? The bankers will look at these industry benchmarks as they assess your store's performance.
• The credit departments of your vendors and landlords will examine your ratios to assess your credit worthiness.
For saving time
• Use The ROI's Key RATIOS Calculator to quickly calculate your own ratios.
Get answers at The ROI's Retail Benchmarks Resource Center. Free to everyone to use
See the how-to article: Go Figure! How to Calculate Your Key Ratios - in 12 Seconds Each!
Watch and listen to the recorded webinar: The Retail OWNER'S DASHBOARD
Very quickly, you can see how and why to monitor the true "vital signs" of your business.
About the Retail Segments
The segments featured at The ROI reflect the definitions and designations of the North American Industrial Classification System (NAICS).
The top of each Retail Segment Page on The ROI site includes the NAICS code and the NAICS definition for that industry segment.
About the Key Retail Ratios
The ROI has selected six key ratios (from the abundance of ratios available) that are particularly important for retailers to regularly monitor and manage. See The ROI's Benchmarks Resource Center to learn more about these key ratios for retailers.
The ROI's exclusive Retail Benchmark Trend Charts show the median value reported by Risk Management Association's Annual Statement Studies for each of these key ratios each year.
Remember, there also is a Top Quartile – and Bottom Quartile – of results for every segment. See your local library for those details.
As you examine the trends in any retail segment, here are some pro tips for you.
An upward trend is usually a good sign - with one exception. That is the Debt-to-Worth ratio, where lower is financially stronger, as it indicates less debt.
There really are no right or wrong ratios. However, examining the trends over time can provide early warnings of potential trouble spots.
Connecting the dots of the cause-effect connections can be very revealing. For more on that, see How to Use The ROI's Benchmark Numbers Like a Pro
Go here • More about growing PROFITS
Go here• More about INVENTORY control
Go here • More about managing CASH FLOW
The ROI's Quick Reference "Cheat Sheet"
The Formulas • Where to Find the Numbers • What Each Ratio Tells You
How to Calculate
Your Key Financial Ratios
Where to Find the Information
What the Ratios Tell
Current Ratio =
Current Assets divided by Current Liabilities
Your balance sheet
Tests for solvency or ability to meet current debt obligations. Measures how well you can cover current liabilities with liquid assets.
(Higher is better; 2.0 is average.)
Quick Ratio =
Cash + Accounts Receivable divided by Current Liabilities
Tests the degree of solvency most strictly, using only the most liquid current assets.
(Higher is better; 0.5 is average.)
Debt-to-Worth Ratio =
Total Liabilities divided by Total Owner's Equity
Compares what the company "owes" creditors to what it "owns." Measures the financial strength of the business.
(Lower is better; 1.0 is average.)
Inventory Turnover =
COGS (Cost of Goods Sold) divided by Average Inventory @Cost
COGS are recorded on your income statement; Inventory is found on your balance sheet.
Measures how often, at present rate of sales, your entire inventory is completely sold and replaced during a given year. Measures inventory "velocity."
(Higher is better; average depends on industry.)
Gross Margin % =
Gross Profit $ divided by Net Sales
Your income statement (P&L)
Indicates percentage of sales dollars remaining after costs related to purchasing merchandise are recognized.
Profit Before Taxes % =
Profit Before Taxes divided by Net Sales
Indicates percentage of sales dollars remaining after all costs (except taxes) are recognized.
Return on Assets (ROA) =
Profit Before Taxes divided by Net Assets
Your income statement and balance sheet
Indicates pretax return on assets; measures productivity of assets.
Gross Margin Return on Inventory (GMROI) =
Gross Margin $ divided by Average Inventory @Cost
Gross Margin - your income statement
Inventory @ Cost - your balance sheet.
Measures the gross margin returned for each dollar invested in inventory. (Higher is better; average depends on industry.)
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Since 1999, empowering retailers and store owners to "Turn on your financial headlights!"