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David Brown

By The Numbers: Give Your Store a BMI Test




TODAY WE’RE GOING to give the average jeweler a quick BMI test. Yes, we’re checking for obesity by looking at the store’s height (inventory) versus its weight (sales excluding repair and custom work). In retail, this is known as the stock-to-sales ratio, and it’s that easy to work out: Just divide sales by inventory.

In August, the average store in our survey had a stock-to-sales ratio of 1.2. That means $1 of inventory is producing only $1.24 in retail sales on an annual basis. This is not good. A ratio of less than 2 (each $1 of inventory is producing less than $2 of retail sales) means the store is in an at-risk health situation. Aged inventory is like blocked arteries — and could well be causing cash-flow and performance problems.

By The Numbers: Give Your Store a BMI Test

This story is from the November 2008 edition of INSTORE.

David Brown is the President of The Edge Retail Academy (sister company of The Edge), who provide expert consulting services to help with all facets of your business including inventory management, staffing, sales techniques, financial growth and retirement planning...All custom-tailored to your store’s needs. By utilizing the power of The Edge, we analyze major Key Performance Indicators that point to your store’s current challenges and future opportunities. Edge Pulse is the ideal add-on to the Edge, to better understand critical sales and inventory data to improve business profitability. It benchmarks your store against 1100+ other Edge Users and ensures you stay on top of market trends. 877-569-8657, Ext. 001 or [email protected] or



Wilkerson Testimonials | MSG Jewelers

Wilkerson Takes the Worry Out of Closing

MSG Jewelers has always treated its customers like family. When owner Mike George decided to retire and close the doors of his St. Louis, Missouri jewelry store, he selected a company to manage his going-out-of-business sale that treats its customers like family, too. That’s why he chose Wilkerson. “Wilkerson was able to do all the things that we needed,” says George. In the end, the bittersweet store closing was so much easier with Wilkerson at the helm. From marketing to pricing to inventory, Wilkerson does it all. “It’s a package deal,” says George.

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