Viable Assortment

Here's one of the optional analytics that I might add to a Top 12 project ... I call it the "Viable Assortment".

• Viable Assortment = The Number of Items/Styles You Sell That Generate Enough Volume To Be In The Top 90% of Your Sales Assortment (Annually).

The items in the bottom ten percent of your assortment are just rubble ... stuff that is being cleared out, stuff you sold three years ago and 17 customers still love it.

The items in the top 90% of your assortment are your "Viable Assortment". It's what customers care about.

Here's a company that is failing. Here is their "Viable Assortment".

• End of 2025:  1,206 Items, Price = $18.20, Average Sales/Item = $15,520.
• End of 2024:  1,158 Items, Price = $15.21, Average Sales/Item = $19,892.
• End of 2023:  1,335 Items, Price = $15.72, Average Sales/Item = $18,471.
• End of 2022:  1,573 Items, Price = $16.34, Average Sales/Item = $16,273.

Weeeeeeee!

Among the Viable Assortment, this brand jacked up prices (or introduced expensive items ... hint hint), driving down Sales/Item in the process. And compared to three years ago, we see that the Viable Assortment is 20% SMALLER than it is today. Bad. Not smart. That's 370 fewer items generating at least $15,520 less ... that's $5.7 million that evaporated due to a smaller Viable Assortment.

Do you measure your Viable Assortment?

It can be part of the "bonus analysis" that is included in the Top 12 Project ... contact me now (kevinh@minethatdata.com) to take advantage of the introductory offer for prior clients and blog subscribers ... offer ends August 15.