Overview

Managing your Merchandise Plan and Open to Buy require you to manage different components depending on where you are in the process.

For your In-Season Plans, you will look at recent trends and delivery shifts to determine a more accurate depiction on how the business is performing. This is when you can adjust your category penetrations as well to see how product mix shifts are impacting the overall business.

Your Pre-Season Plans are built on your current trend (and financial factors) prior to having any actuals, except for some on order based on lead times. Pre-Season lets you derive a plan for your team to assort to and buy against. Please refer to this article here for a walk-through on that workflow.

In-Season

When planning In Season, you will be planning based off of growth rate, monthly builds, discount rate, return rate, receipt movements and current inventory position.

In our Toolio - In-Season Planning Retail view we have formatted the workflow to highlight where to focus and what to input.

Key:

Toolio - Format Key

Steps

  1. Flow On Order to Receipts - Run this function to seed your Receipts with the On Order Actuals for the balance of the year. (article link here)

  2. Generate Inventory from Receipts - Select this function before you start your planning to see the impact of your sales and receipts shifts on the inventory.

  3. Using Gross Sales Retail - Build Plan you can re-trend your sales based on the latest actuals.

  4. Enter in Gross Sales AUR (selling price), Discount % and Gross Sales AUC to output your Gross Sales Units, Gross Sales Cost and Gross Sales Margin.

  5. Update your Receipts Plan based on any Open to Buy you need to add. Inputs are Receipt Units, Receipts AIR and Receipts AUC.

  6. Returns - Returns Rate Units, Returns AIR and Returns AUC are the inputs as well if you need to plan them.

  7. Once you have completed these steps, you will need to review how your BOP AIR, BOP AUC line up with your Gross Sales AIR and Gross Sales AUC. This helps you identify if your sales and inventory is aligned without having to worry about planning your Markdowns.

Table

Input (Metric)

Description

Output (Metric)

Gross Sales Retail Build

The sales growth expected month to month

Gross Sales Retail

Gross Sales AUR

The Selling Price at the point of sale with any disc% applied.

Gross Sales Units

Discount %

The % off of the intended Retail Price at the point of sale.

Gross Sales Ticket

Discount $

Gross Sales AIR

IMU%

Gross Sales AUC

The Weighted Average of Costs of Goods Sold.

Gross Sales Cost

Gross Sales Margin

Gross Sales Margin %

Receipts Units

Quantity that is either already in the supply chain and/or the total amount of units needed to hit turn goals.

Receipts AIR

The intended Retail Price (full expected retail value)

Receipts Ticket

Receipts AUC

The weighted average of the Unit Cost.

Receipts Cost

Returns Rate Units

The % of units returned against Gross Sales Units

Returns Units

Returns AIR

The original intended Retail Price of the items returned.

Returns Ticket

Returns AUC

The Unit Cost of the returned units

Returns Cost

Video

Here is a quick video on the In-Season workflow.

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