Calculation Summary Card Calculating Shopper Numbers Calculating an amount as a % = The value of the amount you want to know as a % The total number X 100 Difference Between Two Stores as a % = (First Stores Number – Second Stores Number) Second Stores Number X 100 Calculating the value amount of a % = % you want to know 100 X Total Calculating Mix & Contribution (100 – Discount %) x Calculating Market Share Share of Market = Retailer’s Retail Sales Total Retail Sales In The Market X 100 Share of Wallet % = Total Store Sales Total Number of Transactions Total Store Sales Total Number of Transactions Average Transaction Value Total Number of Transactions Total Number of Shoppers Total Number of Transactions Total Number of Shoppers Average Number oif Trips = = Expenditure in the Store Total Expenditure X 100 (100 – Discount %) Total Number of Transactions Number of Shoppers = Returns % = Value of Returns to the Store Total Store Sales X 100 Conversion % = Number of Transactions Total Customer Count X How many sales come from our stores versus our competitors stores? How much shoppers spend in our stores as a percentage of what they have to spend on Retail in total On average, the amount that people spend when they go to a store The average amount of times that someone visits the store in a certain time period The total number of customers that come into the store in a certain time period The amount of sales (as a %) that customers returned to the store The amount of customers (as a %) that went on to buy something in the store

Calculating Fundamental Sales Metrics Department Space or Sales Total Space or Sales Department Space or Sales Total Space or Sales Space or Sales Mix Total Sales Total Sales Area (square feet) Total Sales Total Sales Area (square feet) Sales per Square Foot = = Calculating Margin Total Store Sales Number of Trading Hours Total Store Sales Number of Trading Hours Sales per Hour = Total Sales Number of Employees Total Sales Number of Employees Sales per Employee = Total Sales - Cost of Goods Sold Total Sales - Cost of Goods Sold Gross Margin = Gross Margin % = Total Sales – Cost of Goods Sold Total Sales X 100 Total Sales - ( Cost of Goods Sold + Discounts & Markdowns) Total Sales - ( Cost of Goods Sold + Discounts & Markdowns) Adjusted Gross Margin = Gross Margin Unit Cost Gross Margin Unit Cost Markup % = Markdown = 100 – Discount % 100 X Original Price Markdown % = Original Retail Price – New Retail Price Original Retail Price X 100 Calculation Summary Card 2. The amount of sales or space that one department contributes to the overall store An indication of how much sales come from each square foot of space in the store The average sales that are made in each hour the store is open The average sales made per staff member The amount of money we make simply from marking products up from a cost price The percentage of the final selling price that is actually profit The actual margin made from a product after taking into consideration other costs The percentage of the cost price that you add on to get the selling price The amount discounted from the selling price as a value The percentage of the selling price that has been discounted to get to a lower selling price

Original Price Calculating Profit Total Gross Profit (GP) Total SalesAarea (square metres / feet) Total Gross Profit (GP) Total SalesAarea (square metres / feet) Gross Profit per Metre Total Store Gross Profit Number of Trading Hours Total Store Gross Profit Number of Trading Hours Gross Profit per Hour = = Calculating Inventory Metrics Total Gross Profit Number of Employees Total Gross Profit Number of Employees Gross Profit per Employee = Total Gross Profit Total Number of Paid Employee Hours Total Gross Profit Total Number of Paid Employee Hours Gross Profit Per Hour = Total Net Sales (at cost) Average Inventory Value Total Net Sales (at cost) Average Inventory Value Stock Turnover Days Supply Average Weeks Sales Value Days Supply Average Weeks Sales Value Inventory Value on Hand = = Value of Stock Loss Total Sales Value Value of Stock Loss Total Sales Value Shrinkage % = Total Number of SKU’s not available Total Number of All SKU’s Total Number of SKU’s not available Total Number of All SKU’s Out of Stock % = Service Level % = 100 – Out of Stock % 7 x 100 x x Calculation Summary Card 3. The average amount of profit that a metre of space is making in a store The amount of gross profit that a store makes The average gross profit that a single employee helps generate The average gross profit generated for each average paid hour of an employee A ratio showing how many times stock is sold or replaced over a period of time The amount of days that our current stock should last before running out The percentage of our total sales stock that is lost on not able to be sold The percentage of our total range that is not available for the customer to buy A measure of the amount of our range that is actually in stock

Calculating Category Metrics Total Category Sales Number of Units Sold Total Category Sales Number of Units Sold Average Unit Sales Value Average Unit Selling Price Number of SKU’s Average Unit Selling Price Number of SKU’s Sum of All Individual Selling Prices = = Calculating Yearly Growth Number of Baskets with an item from the category Total Number of Baskets Number of Baskets with an item from the category Total Number of Baskets Category Basket Participation % = Total Category Sales Number of Baskets containing an item from the category Total Category Sales Number of Baskets containing an item from the category Category Average Transaction Value = 100 x (This Years Total Sales – Last Years Total Sales) Last Years Total Sales (This Years Total Sales – Last Years Total Sales) Last Years Total Sales Total Growth = x Like for Like Growth = x 100 (Total Sales of all Stores Operating This Year – Total Sales of all Stores Operating Last Year) Total Sales of all Stores Operating Last Year Calculating Efficiency Total Sales Number of Labour Hours Total Sales Number of Labour Hours Sales per Employee Hour Merchandised Units per Employee Hour Number of Labour Hours Merchandised Units per Employee Hour Number of Labour Hours Total Units Merchandised = = Customers Served per Hour Number of Labour Hours Customers Served per Hour Number of Labour Hours Total Customers Served = 100 Calculation Summary Card 4. The average price of a product that has been sold from a category The average price that we sell a product at in a category (i.e. average shelf price) The percentage of transactions that include and item from a particular category The average amount that is spent by shoppers from a particular category The growth taking into consideration all possible growth factors The growth excluding factors that were not there in the previous year The average sales as a ratio of the number of hours we employ people to work The amount of items that a store puts out on the shop floor as a ratio of the number of hours we employ people to work The amount of customers that we serve as a ratio of the number of hours we employ people to work