Business Acumen ASL

Reporting Tools: DSR: Daily Sales Report

HSR: Hourly Sales Report

Business Acumen Glossary: DPT: Dollar Per Transaction

UPT: Units Per Transaction

Conversion: Total transactions /Total Traffic

Leverage: Traffic / + or - Comp %

Comp: Total TY sales / Total LY sales

TY: This Year

LY: Last Year

EOH: End on Hand Units

Business Acumen Scenario 1, Conversion: You are the closing BOD ready to start your segment. The conversion forecast for the day is 30% and you are currently at 27%. Based on the info below, how many additional transactions are needed to reach your conversion goal?

Traffic 400

Transactions 108

Additional Trans

Scenario 2, Forecasting: You are approaching the Easter weekend and know that the traffic and transactions will be higher than LY due to the holiday switch. You re-visit your LY numbers and see that your traffic and transactions were up 30% with an $8 DPT increase. Let‘s figure up the new projections with the following:

Transactions 150

Traffic 500

Original Forecast: New Forecast:

New Transactions

New Traffic

Conversion 30%

DPT $56.00

New Conversion

New DPT

Business Acumen Scenario 3, Leverage: Calculate leverage in basis points based on the following comp sales and traffic.

Comp Sales

-4%

+9%

-9%

+1%

Traffic

+16%

-7%

-11%

+20%

Leverage

10.

9.

8.

7.

6.

5.

4.

3.

2.

1.

0.

1.

2.

3.

4.

5.

6.

7.

8.

9

Business Acumen Reporting

Business Acumen Reporting

Business Acumen Reporting