KPIs 1–5: money
1. Sales growth vs last month and last year same month. 2. Gross margin % — pricing power in one number (profit guide). 3. Dues-to-sales ratio — credit discipline quantified (dues guide). 4. Expense ratio — costs as % of sales (expenses guide). 5. Cash buffer days — survival runway (cash-flow guide).
KPIs 6–10: operations
- 6. Stockout count — missed-sale events per month (gap guide).
- 7. Dead-stock value — cash trapped in non-movers.
- 8. Bills per day — footfall truth (performance guide).
- 9. Average bill value — basket growth signal.
- 10. Recovery rate — dues collected vs dues created.
- Source all ten from reports; review inside the monthly review.
KPIs into action
Each KPI gets a direction and one action — margin down means repricing, stockouts up means fatter buffers (reorder guide). Numbers without actions are numerology.
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