Understanding retail reports is essential for making smart, data-driven decisions. This cheat sheet breaks down key terms and metrics used in retail reporting, making it easier to track performance, manage inventory, and plan effectively.

Sales & Performance Metrics

• YOY (Year Over Year) – Compares performance from the same period in the previous year to spot long-term trends.

• LY (Last Year) – Refers to data from the previous calendar year.

• TY (This Year) – Refers to current year performance data.

• YTD (Year To Date) – Cumulative data from the start of the year up to today.

• MTD (Month To Date) – Cumulative performance from the start of the month to the current date.

• LM (Last Month) – Refers to data from the previous month.

• L3M, L6M, L12M – Metrics tracked over the Last 3, 6, and 12 Months, respectively, helpful for identifying medium- to long-term trends.

• KPI (Key Performance Indicator) – Quantifiable measures used to evaluate business success against targets.

Inventory & Planning Metrics

• BOM (Beginning of Month) – Inventory on hand at the start of the month.

• EOM (End of Month) – Inventory on hand at the end of the month.

• S/S (Stock to Sales) – Ratio that compares stock levels to sales, used to assess inventory efficiency.

• OTB (Open to Buy) – Budget available for purchasing inventory based on sales, markdowns and stock levels.

• POD (Plan On Demand) – A planning approach that aligns inventory purchases with actual demand patterns.

• PVA (Plan Versus Actual) – Compares planned figures (sales, inventory, etc.) with actual results to identify gaps and improve forecasting.

Profitability Metrics

• CMROI (Cash Margin Return on Investment) – Measures how much cash margin is generated for every dollar invested in inventory.

• GMROI (Gross Margin Return on Investment) – Evaluates the gross margin earned on inventory investment.

• IMU (Initial Markup) – The difference between the original cost and the initial selling price of a product.

• MMU (Maintained Markup) – The actual markup achieved after markdowns and discounts.

How to Use This Cheat Sheet

Use this guide to:

• Quickly interpret retail reports

• Track trends and seasonality

• Evaluate inventory health

• Identify profit opportunities

• Align your performance with goals

Keeping these terms top of mind will help you make more informed decisions and drive business growth with confidence.