Worksheet · B2C: Consumer Pricing Health Check
Tie markdowns to sell-through
It prints on A4 with room to write.
A markdown calendar cuts lines that are selling and misses lines that are stuck. This sheet sets a sell-through plan and clearance target for each line, and marks down only when a line falls behind. It builds the Competent step of the check:
Markdown timing and depth respond to sell-through against plan, with clearance targets.
Step 1. The plan for each line
| Line | Units bought | Planned sell-through by week 4 | By week 8 | By week 12 | Clearance date | Clearance target (% sold) |
|---|---|---|---|---|---|---|
| e.g. Winter jacket, navy | 2,000 | 25% | 50% | 75% | Week 16 | 95% |
Step 2. The weekly check
| Line | Week | Sold to date (%) | Plan (%) | Behind by (points) | Weeks to clearance | Action (hold, first markdown, deeper) |
|---|---|---|---|---|---|---|
| e.g. Winter jacket, navy | 8 | 38% | 50% | 12 | 8 | First markdown, 20% |
Rules to start with:
- Mark down only a line that is behind plan.
- Start shallow. Go deeper as the clearance date nears.
- Check the margin at each step against what a stock buyer or outlet would pay.
Step 3. After clearance
| Line | Markdown spent ($) | Units left | Sold to clearance buyer at | Lesson for the next buy |
|---|---|---|---|---|
Done when: markdown timing and depth follow sell-through against plan for each line, and every season has clearance targets.
Written for this check.
From the B2C: Consumer Pricing Health Check. Your report links the sheet for each of its moves.