gmroi formula: Calculate Gross Margin Return on Inventory Investment


If you knew the exact price that would allow you to move all of this inventory at maximal revenue, you could increase your GMROI while dropping prices. While specialty retailers have some of the most impressive GMROI benchmarks in all industries, there’s a very wide divide between types of retailers. Florists, for example, outshine all other specialty retailers and average a roughly $15 GMROI. Art dealers and gift retailers are on the opposite end, measuring just over a $3 GMROI. No more wasting money on products that don’t sell or won’t earn you a healthy profit.


Lost sales due to inaccurate forecasts or late replenishment will waste all the effort to promote store traffic. Conversion Rate is a retail KPI that lets retailers question where and why they are leaving money on the table. Addressing these issues quickly is essential as the underlying causes could damage the retailer’s business in the long term. Uncover the best metrics to benchmark performance and drive profitability.

Another shortcoming is that there are likely costs related to selling each product that are not accounted for in the GMROI, such as rent for the retail space, utilities, and handling costs. These costs can be relatively high and can skew the relative GMROI figures for various products. Multiply that by 100 and it means the store is getting a 200% return on its investment.

What is gross margin return on investment?

Retalon’s gmroi formula AI tool makes it easy to see top-performing products, categories, stores, and vendors and recommends tangible actions to improve revenue growth. In addition, by better understanding inventory needs in advance, retailers are able to negotiate better deals with vendors further reducing inventory costs and increasing GMROI. A GMROI greater than 1.0 indicates that the product generates more profit than it costs to keep product in stock.

  • In both situations, average stock is used to assist take away seasonality effects.
  • These costs can be relatively high and can skew the relative GMROI figures for various products.
  • Every two years, association members receive a business performance report of the association’s member stores.

Companies calculate the typical assortment period to ensure they’ve enough cash available to satisfy their monetary obligations. In the instance above, $10,000 in initial dead stock cost was offered on BoxFox. The proprietor put that cash to work buying new inventory and multiplied their return on funding. The $6,500 instantly recovered on BoxFox bought new stock that generated $45,360 in gross revenue for the enterprise. The common collection period represents the common number of days between the date a credit sale is made and the date the purchaser pays for that sale.

Definition – What is GMROI (Gross Margin Return on Investment)?

A firm’s average assortment period is indicative of the effectiveness of its accounts receivable administration practices. Businesses should be able to manage their average assortment period so as to guarantee they operate easily. If you’re ready to see how to generate profitable actions from your data that will improve your metrics and KPIs, book a free demo with our team today. Aligning retail metrics and KPIs with business objectives will help ensure retailers are measuring the critical elements of their business. Without clear goals and objectives, it’s almost impossible to know what KPIs or metrics to measure.

  • The gross margin return on investment is an inventory profitability evaluation ratio that analyzes a firm’s ability to turn inventory into cash above the cost of the inventory.
  • If you do not have an association to join, try the retail owners group.
  • Stores often struggle with stock control, and problems like shrinkage, excess inventory, and stockouts are common.
  • While there are certainly industry ranges for both inventory turnover and GMROI, every small retailer is unique in their customer bases, merchandise assortments, and vendor structures.
  • But they can also be more direct measurements of how the best customers improve the business.

Either way, you need to calculate marketing return on investment . Remember, there are different GMROI benchmarks for each retail sector — not all retail businesses are created the same. The best way to find standards for your industry is to ask your retail association.


A greater GMROI indicates greater profitability and elevated inventory efficiency. BoxFox lets you quickly recover cash for aged stock and instantly put that money toward better promoting products. We present a calculator under that helps you apply this to your business. The Gross Margin Return on Investment is the ratio describing the amount of money each dollar of inventory creates for the retailer. Average Transaction Value is an example of a retail KPI that lets retailers understand customer purchase behaviour as well as operational performance.

metrics and kpis

A higher GMROI is generally better, as it means each unit of inventory is generating a higher profit. Khadija Khartit is a strategy, investment, and funding expert, and an educator of fintech and strategic finance in top universities. She has been an investor, entrepreneur, and advisor for more than 25 years.

I’m a big fan of GMROI because it is an index of bottom line profitability contribution regardless of the product category. And in this age of declining prices and eroding gross margin %, stock turns becomes a major driver to increase GMROI by lowering average inventory. It thus earns revenues of seventy five% of its prices and is getting $0.seventy five in gross margin for each greenback invested in stock. This means that firm XYZ is selling the merchandise for lower than its acquisition price. In comparison to company XYZ, Company ABC may be a more best funding based on the GMROI.

Are the products located in an area that can’t be monitored by your staff? Measuring metrics such as shrinkage doesn’t just help you measure inventory losses, it can also give you valuable insights for improving your store procedures and security. For instance, if you discover that an item sells out every couple of months or so, then you can plan out how often you should be ordering that SKU. On the other hand, knowing your GMROI for different products can give you a better idea of which items are worth investing in, and how much you should spend on them. You can use a program such as Excel to track your inventory and metrics. It’s not ideal , but it’s far better than crunching the numbers manually — or worse — not tracking your metrics at all.

To illust the days’ gross sales in stock, let’s assume that within the earlier 12 months an organization had a listing turnover ratio of 9. It means that, on average, the company’s margin return is $1.67 in profit from every dollar the firm spends on the inventory. The simple formula shows the inventory investment degree employing several key variables, including the gross margin and average inventory cost. Since up to 80% of a typical retailer’s total assets are made up of inventory, knowing what a store’s GMROI is crucial to understanding its inventory investment. Calculating the GMROI also allows retailers to see how the big-box practice of buying in bulk isn’t always the prudent way to stock a store.

Inventory turnover, or the variety of times inventory is sold over a given interval, affects profitability. Keeping stocks which might be out of date and have a low turnover slows down sales. Inventory levels should consider demand levels to keep away from overstocking and under stocking. Proper inventory administration is significant to maximizing operational effectivity and profitability. An overabundance of cashmere sweaters might lead to unsold stock and misplaced earnings, especially as seasons change and retailers restock with new, seasonal stock.


As always, with metrics and business, if we can measure it, we can improve it — and retailers can improve their performance in a variety of ways. In this guide, we have compiled several of the most useful KPIs for tracking growth and performance in a retail business. Lost sales is a bit more difficult to calculate but can be estimated by the days a SKU is out of stock X the average or expected sales rate. Lost sales estimates is a good “counter balance” metric to gauge if you are trying to run too lean on inventory, especially for top selling SKUs. She writes about trends, tips, and other cool things that enable retailers to increase sales, serve customers better, and be more awesome overall. She’s also the author of Retail Survival of the Fittest, a free eBook to help retailers future-proof their stores.

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In fact, specialty retailers often face the most unique challenges in maintaining optimal In-Stock Levels. Inventory management teams calculate the In-Stock Percentage by dividing the number of stores that have a SKU in stock by the number of stores that should stock that SKU. A short-coming of GMROI analysis is that it can be impacted by items such as final stock levels involving closeouts or fashion versus basic merchandise.

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