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Annualized Turnover
Team Member turnover over a 12-month period
Attainment
How close performance is to goal, expressed as a percentage
Gross Profit
Sales minus discounts minus cost of goods sold
(COGS)
Gross Revenue
Total of all sales and transactions before discounts
Net Revenue
Gross sales (revenue) minus discounts
Prime Costs
Combined total of cost of goods sold (COGS) and
labor
SPOC
Sales, People, Operations, Cost Balancing
WPSA
Weekly Per Sales Attainment – weekly sales target
Variance
Difference between two values, typically budgeted vs. actual performance
Guest Satisfaction
Measure of guest experience, often based on secret
shopper reviews
Incremental Sales
Additional sales generated through suggestive selling or marketing
Fixed Costs
Expenses that do not change with sales volume, such as rent, insurance, and property taxes
Mature Store
Store that has been open for 18 months or longer
BvA
Budget versus Actual – comparison of planned financial metrics to actual performance
Flowthrough
Efficiency a store is running compared to the budget
Inventory and Adjustments
Comparison of standing inventory to the previous month, accounting for usage or waste
SSS
Same Store Sales – measures year-over-year growth for mature stores (open 18+ months)
PMIX
Product Mix
Store-Level EBITDA
Controllable profit after fixed costs (e.g., rent, insurance, taxes) are deducted
EBITDA
Earnings Before Interest, Taxes, Depreciation, and Amortization; a measure of financial health and profitability
Systemwide Sales
Total sales from all locations, including new and
mature stores
P&L
Profit and Loss – financial report that summarizes a company's revenues, expenses, and profits over a specific period
BPS
Basis Points – a unit of measure for percentage change (1 BPS = 0.01%)
AUV
Average Unit Volume
Transaction Count
Number of guest transactions, often compared yearover-year