Retail management control training

Prerequisites

No prior knowledge required

Objectives

◗ Analyze the fundamentals of a retail and consumer goods business model, as well as the associated performance drivers.

◗ Measure the performance, efficiency, and profitability of a retail location, a network, and a channel.

◗ Apply financial modeling and simulation techniques to the business.

Training program

◗ Understanding the specifics of the Retail business model

– Network types: branches, affiliates, e-commerce, store-to-web, omnichannel
– Margin policies, pricing, sell-through, promotions, sales and outlets, customer loyalty programs
– Analytical scopes: brands, regions, channels, retail formats, product families
✔ UNDERSTAND | Illustration: Retail analytical architecture (products/brands/channels)
✔ EVALUATE | Quiz: In your opinion… What does the contribution margin measure?

◗ Reading and processing the Retail and Consumer goods income statement

– Reading the P&L: from gross revenue to operating income, variances from the budget, and year-over-year changes; the concept of “fall-through”
– Mechanisms for discounts, promotions, product returns, and buybacks
– Impact of discounts on margin analysis
– Analysis of expense categories: operating costs, overhead costs, marketing & sales
✔ UNDERSTAND | Illustrated P&L study: cost structure and margin cascade
✔ APPLY | Case study: comparing multiple income statements
✔ EVALUATE | Quiz: In your opinion… What does a high markdown rate mean?

◗ Managing sales performance in a network

– Volume, price, mix: knowing how to analyze trends in sales and gross margin
– Store life cycle: site selection, opening, closing, renovation, relocation
– Key performance indicators: purchase rate, average basket size, like-for-like, sell-in/sell-out
– Sales action plans and product portfolio analysis
– Sales planning and margin optimization for seasonal operations (Open-to-buy and Newsvendor model)
✔ APPLY | Practical exercise: Break down a gross margin variance between budget and actual for a multi-product portfolio
✔ EVALUATE | In your opinion… How has store revenue changed on a like-for-like basis?

◗ Optimize sales prices and measure the profitability of promotional actions

– Pricing: initial markup vs. maintained markup; uses of the break-even point
– Price elasticity and the impact of a price change on volumes and margins; margin optimization
– Profitability of marketing campaigns, with a focus on digital marketing and related KPIs
– Concepts of promotional ROI, volume uplift, cannibalization, and post-promotion dip
– Modeling in Excel
✔ APPLY | Practical exercise: Calculate the ROI of a promotion on a cosmetics line
✔ EXPERIMENT | Simulation: Test the impact of a price change using different elasticity assumptions
✔ EVALUATE | In your opinion… What is the revenue after a price change and a volume change?

Why choose this course?

Management accounting supports the management of a company's economic performance.

This training course helps you identify performance indicators and drivers in the retail and fast-moving consumer goods sectors. It helps define the priority areas for performance improvement where action should be taken, based on your company’s structure and culture. For each of the topics covered, you will learn how to determine the expected contribution of management accounting and identify the appropriate management tools.

Teaching and assessment methods

Before the training: Submit your expectations via your online portal 15 days before the training begins and complete a self-assessment of your skills.

Teaching Methods: A variety of teaching methods to cater to different learning styles, encourage active participation, and reinforce learning through experimentation and practice.

Educational materials: presentation materials, reference materials (summary sheets, tables, etc.), and other resources available in your account.

During the training: theoretical concepts are alternated with examples drawn from real-life cases. Participants are given the opportunity to engage in role-playing exercises. Numerous practical exercises allow participants to demonstrate their mastery of the skills as the training progresses.

Training monitoring and evaluation: attendance sheet and certificate of completion. Immediate and post-training evaluations conducted using the LearnEval platform.

Price

2,090 EXCL.

Testimonials

Retail management control training

Jonathan C.
Company
Training

Generalist trainings

Retail management control training