Merchandising and Metrics: A route to Achieving Marketing and Sales KPIs
Facilitating a Merchandiser Workshop Managing sales and marketing departments today takes a lot of work. It is no longer enough to use marketing effort and support product with extensive advertising and promotional budgets to win in the marketplace. This is the age of managing marketing and sales through metrics that are done in the “pre-selling season” and deliberately give direction as to what needs to be done to deliver sales and at a profit. Today I look at how merchandising teams can help Marketing and Sales achieve some selected KPIs. Sales and Gross margins -The understanding of these KPIs and converting them to metrics is key to organisational success. Sales can be set in volumes and revenues for merchandising teams to run with. I normally use a Drill down technique which works very well with specific metrics. Sales -Achieving the right sales revenues is a science of knowing how much volume is needed at a set price. So merchandisers can be given their specific v
