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David Brown

Here’s How a “League Table” Can Help You Measure Your Business Performance

It means comparing certain reports to the performance of past years.




ONE OF THE most effective ways of benchmarking your performance is to compare it to other performances achieved. After all, there is no clearer evidence of what can be done than from those who are already doing it! Often the issue with this is finding a business that has enough similarities to yours to make comparisons relative; there is no point in a business heavily dependent on repairs looking at a larger store that specializes in diamonds if there is little overlap in similarities.

Fortunately, it’s easy to find a business that has exactly the same relevant statistics, product lines, even customers as yours – of course I’m referring to self-comparison against past performance.

To do this, grab your printouts for the last five years (YTD by department) along with your financial statements for the equivalent period. It’s time to dive into the numbers. Set up a spreadsheet and rank the performance by year across each of the categories listed below. This will be your league table.

Sales. How have these trended? A healthy business shows a steady trend of growth in sales, ideally in excess of the rate of inflation. Have your numbers been growing year on year? Take out the impact of Covid by disregarding this period if it has severely impacted your trading days.

Gross margin. This is gross profit represented as a percentage of sales. A healthy growth in GP will allow you to weather the impact of adverse events on your business and build a more profitable future.

Sales mix. What are your top-selling departments? A review of each year will enable you to see which departments have been the greatest contributors to sales. How does this look when comparing each year? Does the “league table” for departments change each season? If so, why? Have some of your departments lost their impact on your overall sales performance?

Wages as a percentage of sales. What is your cost of employees relative to sales achieved? Again, take Covid impacts out of the mix. Ideally, your wage bill should be consistent relative to sales achieved. Rank your performance year by year and see which year tops the table on this statistic.

Net profit. A growing business has a constantly improving bottom line. Which year has been your best performer, Covid impact aside? Is this the same year that performed best on gross profit margin? If not, it may show the impact of expenses increasing or decreasing, and it may be time to focus on this area of performance.

Your league table will provide interesting reading and a catalyst to seeing where performance has improved and where it has dropped off. Did the same year top all of the tables? If so, why? If it’s not the most recent year, what can you do to recreate this performance again?

David Brown is the president of Edge Retail Academy, a leading jewelry business consulting and data aggregation firm that provides expert business improvement plans to help with all facets of your business, including improved financials, healthier inventory, sales growth, increased staff performance, recruiting and retirement/succession planning, all custom-tailored to your store’s needs. They offer Edge Pulse to better understand critical sales and inventory data, to improve business profitability, benchmark your store against 1,200-plus other Edge Users, and ensure you stay on top of market trends with their $3 billion-plus of industry sales data. Contact (877) 569.8657, ext. 001, or



Moving Up — Not Out — with Wilkerson

Trish Parks has always wanted to be in the jewelry business and that passion has fueled her success. The original Corinth Jewelers opened in the Mississippi town of the same name in 2007. This year, Parks moved her business from its original strip mall location to a 10,000-square foot standalone store. To make room for fresh, new merchandise, she asked Wilkerson to organize a moving sale. “What I remember most about the sale is the outpouring excitement and appreciation from our customers,” says Parks. Would she recommend Wilkerson to other jewelers? “I would recommend Wilkerson because they came in, did what they were supposed to and made us all comfortable. And we met our goals.”

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