Turn Earn Calculation and GMROI to Manage Inventory

The Turn/Earn Index and Gross Margin Return on Inventory (GMROI) are two simple ways to help manage your inventory and run your business.

Want to know what GMROI means? Read on!

Turn-Earn Index definition

Turn-Earn Index defined: Turn and earn is a ratio that analyzes inventory turnover and gross margin. To calculate multiply inventory turns by gross margin percentage.

Using the Turn Earn Index to manage inventory

I found it! Turn Earn Index = #GrossMargin x Inventory Turns #accounting Click To TweetIf you’re a purchasing manager or accountant you may want to justify selling of stocking a SKU (stock keeping unit) with the Turn/Earn Index. Also known as the Turn/Earn calculation or Turn/Earn formula, or simply as Turn and Earn, it’s a simple way to help manage inventory by evaluating your entire inventory or a part number to see if it is worth stocking or selling.

To calculate the Turn/Earn index for your inventory, simply multiply gross margin x turnover (“turnover” is simply your inventory turns, scroll down for a definition of inventory turns). For example, if your inventory turns 5 times in a year and you have a 35% margin your Turn/Earn index is 175 (35 x 5 = 175).

For Excel formulas scroll down to the end of the article or click the “More on this topic” button.

To calculate the Turn/Earn index for an individual part number or SKU, simply multiply gross margin x turnover (units sold per year). For example a product with a gross margin of 35% that sells 5 per year would have a Turn/Earn Index of 175 (35 x 5 = 175).

Companies typically look for a minimum Index of 100 to 150 although there are a lot of reasons for higher or lower numbers and a lot of it will depend on whether you are a manufacturer, distributor or a retailer.

A manufacturing company might shoot for a lower minimum index of 100 for an individual part number. Reasons might be that part number is required to support a broader product line, or it is necessary to support replacement parts or components, or it needed to address demand from specific market segments that might be new for the manufacturer.

A retail store might have a higher Index goal of 150 for a SKU. Reasons to have a higher Turn/Earn Index number might be limited shelf space, catering to a specialized retail market or the need to keep inventory down to conserve cash.

GMROI definition:

GMROI defined: GMROI is a ratio used to evaluate profitability of inventory. It analyzes a company’s ability to turn inventory into cash, above the cost of the inventory.

GMROI calculation to manage inventory

I found it! #GMROI = #GrossMargin $ / Avg Inventory Investment Click To TweetGross Margin Return on Investment, or GMROI, is another way to manage inventory. It takes into account the gross profit earned for each dollar of your investment in inventory. The calculation is (gross margin $$)/(average inventory investment $$). For example, let’s say your annual gross margin dollars, or your annual gross profit, is $250,000 and your average inventory value is $200,000, then your GMROI is 1.25 (sometimes GMROI is multiplied by 100, and in this case would be 125). GMROI is typically used by retailers or distributors to evaluate inventory and is less commonly used by manufacturers.

GMROI Gross Margin Return on Inventory example

GMROI tells you how many dollars in gross profit are earned by each dollar in inventory. In the above example, for every $1 invested in inventory you’re producing $1.25 in gross profit.

GMROI measures inventory differently than the Turn/Earn Index and neither is “better,” just like 12 inches is not “better” than 30.5 centimeters (they’re the same length).

Inventory Turns definition

Inventory Turns defined: Inventory turns is a measurement of how many times inventory is sold or consumed in a given time period, usually one year. It is calculated by multiplying cost of goods sold divided by inventory cost.

Inventory turns defined as part of Turn/Earn Index

The traditional way to measure SKUs over time is by “turns,” or how many times the inventory turns over each year.

One long formula for inventory turns (written here in ‘Excel spreadsheet-friendly’ format) is:
(($ beginning inventory + purchases over a defined period – ending inventory)/(ending inventory)) x (number of time periods).
The number of time periods is typically 12 months.

A shorter formula to measure inventory turns (again, in ‘Excel-friendly’ format) is:
(Cost of goods from inventory over 12 months)/(Average inventory investment over 12 months).

Learn more:

Use benchmarking to measure key performance indicators and compare your business against your peers. Hedges & Company managed the SEMA Financial Benchmarking program for seven years, a free member benefit for SEMA members.

Another related article: read about how price increases/decreases and unit sales affect gross profit.

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Tags: Automotive Aftermarket, Automotive Aftermarket Market Research, Automotive Marketing, GMROI, Inventory management, Strategic Planning