Retail KPI Thought - Sell through Luxury Problems
by Oliver Schlömann
In 2011, a midmarket lifestyle brand pushes markdowns to the limit, when sell-through is 73%, six weeks before the end of the summer season. Around the same time, a luxury brand in Switzerland reaches 68% sell-through, skips markdowns and silently destroys seasonal leftovers to preserve the 80% gross margin.
Are you „managing“ sell through or are „fixing“ sell through, when mark down is the only option left?