Prerequisites

Retail management control training

No prior knowledge is required.

Objectives

◗ Analyze the fundamentals of a retail and consumer goods business model and the associated performance levers

◗ Measure the performance, efficiency and profitability of a sales outlet, network or channel

◗ Apply business modeling and financial simulation techniques

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,
loyalty mechanisms
- Analytical perimeters: brands, regions, channels, chains, product families

✔ UNDERSTAND | Illustration: analytical architecture Retail (products/brands/channels)
✔ ASSESS | Quiz: in your opinion... What does contribution margin measure?

◗ Reading and processing the Retail and Consumer goods income statement

- Reading P&L: from gross and net sales to operating income,
deviations from budget and evolution vs. previous year, notion of fall-through
- Mechanisms for discounts, promotions, product returns and buybacks
- Impact of discounts on margin point analysis
- Item analysis: operating costs, support costs, marketing & sales

✔ UNDERSTANDING | Illustrated P&L study: cost structure and margin cascade
✔ APPLY | Case study: comparing several income statements
✔ ASSESS | Quiz: what do you think... What does a high markdown rate mean?

◗ Managing sales performance in a network

- Volume, price, mix: analyzing sales and gross margin trends
- Store life cycle: location, opening, closing, renovation, relocation
- Key performance indicators: purchase rate, average basket, like-for-like, sell-in/sell-out
- Sales action plans and product portfolio analysis
- Sales planning and margin optimization in seasonal activities
(Open-to-buy and Newsvendor model)

✔ APPLY | Case study: breaking down an MB variance between budget and actual
on a multi-product portfolio
✔ EVALUATE | Quiz: what do you think... What is the evolution of like-for-like store sales?

◗ Optimize sales prices and measure the profitability of promotional actions

- Pricing, initial mark-up vs. maintained mark-up, uses of the break-even point
- Price elasticity and the impact of price changes on volumes and margins,
search for margin optimization
- Profitability of marketing operations, focus on digital marketing, associated KPIs
- Notion of promotional ROI, volume uplift, cannibalization, post-promo dip
- Modeling in Excel

✔ APPLY | Case study: calculating the ROI of a promotion on a cosmetics range
✔ EXPERIMENTATE | Simulation: test the impact of a price change with different
elasticity assumptions
✔ EVALUATE | Quiz: what do you think... What is the sales figure after a price change and a volume change?
a change in volume?

Why choose this course?

Management control is at the service of business performance management.
This training course will help you identify performance indicators and levers in retail.
It will help you define the priorities for improving performance, based on your company's organization and culture. For each of the topics covered, you'll learn how to situate the expected contribution of management control and identify the appropriate steering tools.

Teaching and assessment methods

Before: self-assessment quiz

During the session: alternating theoretical developments and illustrations drawn from real-life cases. The roles and responsibilities of the management controller are illustrated at each stage with real-life situations. Numerous case studies are used to validate the acquisition of skills as the training progresses. Self-assessment and personal action plan.

Afterwards : the trainer is available to answer any questions relating to the training.

>Consult our full training catalog here .

Price

2,090 EXCL. TAX

Testimonials

Retail management control training

Jonathan C.
Company
Training

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Retail management control training