Welcome to the Analysis syllabus: 

Access to the analysis syllabus includes...


1. How to analyse:

A unique syllabus, built by industry professionals, that shows you how to analyse the key parts of your business. Have a look through the contents below, there are some free examples. 

2. Case Studies:

Worked analysis examples. See the free sample below.

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1a. Sales - fundamental analysis techniques

A variety of fundamental sales analysis techniques:

•   Variances

•   Year on year %

•   Higher or lower versus the average

•   Like for like

•   Weighted year on year performance

•   Ranking

•   Participation

•   Comparisons

•   Sell-through

•   Pareto

•   Rate of sale


We will also see how these techniques can be applied to other areas other than sales.

1b. Sales - performance drivers

•   Defining the key terms of the customer sales journey

•   Key drivers of sales performance

•   Average Transaction Values (ATV) – a key sales metric

•   How to link sales and ATV

•   How the detailed analysis works

•   Dealing with inflation & mix


Did you know?

•   Sales could be growing, although customers could actually be buying less products or services.

•   ATV could be growing, although customers could be putting less into their baskets.


2a. The margin fundamentals

•   What is margin and why is it important?

•   The different levels of margin

•   The drivers of margin %?

•   Simple margin analysis techniques

•   Margin basis points

2b. Detailed margin analysis

•   Margin Rate £: Another way of communicating Margin %

•   Product Margin mix

•   Detailed margin analysis

•   Margin insight reports


2c. Margin opportunity planning

•   Why is margin so important to volume Retailers?

•   I want to improve my margin where should I start?

•   Margin requires a strategy

•   Gross Margin Return on Investment  (Linking Margin and Stock turn)



3a. The cash fundamentals

•   Cash: An introduction, what is cash and why is it important?

•   Cash: Consumers and Generators

•   The Working Capital Cycle: Cash positive or negative?

3b. Cash analysis & opportunities

•   The Cash Opportunity Wheel

•   Detailed payment terms & stock metrics: How the analysis works & how to find cash opportunities

3c. Strategic cash management

•   Cash requires a strategy

•   Approaches to driving cash

•   What would people be saying when cash is business as usual?


4a. Stock (Inventory)

•   Stock: an introduction

•   The Stock Drivers Wheel

•   The Stock Life Cycle

•   Stock: Detailed KPIs

4b. Availability

•   Availability: an introduction

•   The different stages & metrics of availability

•   I want to improve my availability where should I start?

•   Detailed availability opportunities


4c. Supply Chain

•   Supply Chain: an introduction

•   Cost of running operations & fundamental KPIs

•   Detailed KPIs


Range & Space

5a. Product range analysis

•   Product Range Analysis: an introduction

•   Understanding the performance of products:

•   Fundamental product range analysis tools

•   Product line analysis

•   Pricing architecture review

•   Promotional performance

•   New lines and discontinued lines

•   Using external market data

5b. Space allocation

•   Space allocation: Simple analysis techniques

Space is often described as physical floor space (often shown in square feet). Although space can also

manifest itself in many forms:

•   Shelf size/depth

•   Number of shelves

•   Additional floors

•   Shop extensions

•   Mezzanine floors


5c. Strategic range review (understanding the range)

•   What is the role of a company’s products?

•   Review of Sales – Customer buying habits?

•   Review of profitability and future potential?

•   Review customers, how well do you know them?

•   GAP analysis review

•   SWOT – reviewing the company’s strengths

•   PESTLE - reviewing the company’s external market


5d. Assessing product range opportunities

•   Benefit vs. ease of implementation

•   How competitive is an opportunity?

•   Do opportunity “building blocks” stack up?

•   Useful enabling tools



6. Stores

•   Store Finance Analysis: Introduction

•   Key Store Metrics:






•   Simple ways to present data

•   Web store analysis



7. Suppliers

•   Supplier Analysis: Introduction

•   Key Supplier Metrics





•   Simple ways to present data

•   Traditional Supplier segmentation

•   Supplier Opportunity Wheel – finding wider opportunities

•   Segmentation, an alternative view

•   Collaborative business plans


8. Costs

•   Cost Analysis: Introduction

•   Simple ways to present and analyse data

•   Assessing opportunities

•   Assess it

•   Sense check it

•   Do it


Governance & Control

9a. Investment appraisal

•  Traditional techniques and other useful KPIs

•  Questions to consider before investing

9b. Budgeting, how to

•   Key elements of a successful budget process

•   The detailed budgeting process

•   Some common concerns that arise in the budgeting process


Often many budgeting articles centre on the different budgeting techniques that can be used e.g. zero based budgeting, rolling budgets etc.


No matter which technique is used it is the approach to budgeting, (linking the process to the company’s aim, engaging those budgeting etc) that ultimately determines if the output is successful – hence the focus of this section.


9c. Good analysis requires good data (audit)

•   Principles of a controlled environment

•   Planning a periodic audit review cycle


1. Weekly performance report

2. Reviewing sales forecasts

3. Promotional participation

4. Store ranking tables

5. Store trading report

6. Departmental profitability reviews

7. Supplier Scorecard

8. Promotional analysis

9. Are traditional investment metrics enough?

10. What is driving your sales?