Inventory Turnover Ratio: Trouble or Paradise? (2024)

Sometimes a product flies off the shelf. Other times, you can’t discount deeply enough.Generally, however, items drift along somewhere in the middle, meaning all companies need ahandle on what’s moving and how quickly. That inventory turnover calculation informseverything from pricing strategy and supplier relationships to promotions and the productlifecycle.

Turnover ratio also reveals a lot about a company’s forecasting, inventory management andsales and marketing expertise. A high ratio implies strong sales or insufficient inventoryto support sales at that rate. Conversely, a low ratio indicates weak sales, lacklustermarket demand or an inventory glut.

Either way, knowing where the sales winds blow will inform how to set your company’ssails.

What Is Inventory Turnover?

Inventory turnover refers to the amount of time that passes from the day an item is purchasedby a company until it is sold. One complete turnover of inventory means the company sold thestock that it purchased, less any items lost to damage or shrinkage.

Successful companies usually have several inventory turnovers per year, but it varies byindustry and product category. For example, consumer packaged goods (CPG) usually have highturnover, while very high-end luxury goods, such as luxury handbags, typically see few unitssold per year and long production times.

A number of inventory management challengescan affect turnover; they include changing customer demand, poor supply chain planning andoverstocking.

Key Takeaways

• Inventory includes all goods, raw or finished, that a company has in stock with theintent to sell.
• Inventory turnover is the rate that inventory stock is sold, or used, and replaced.
• The inventory turnover ratio is calculated by dividing the cost of goods by averageinventory for the same period.
• A higher ratio tends to point to strong sales and a lower one to weak sales. Conversely,a higher ratio can indicate insufficient inventory on hand, and a lower one can indicatetoo much inventory in stock.

What Is Inventory Turnover Ratio?

The inventory turnover ratio is the number of times a company has sold and replenished itsinventory over a specific amount of time. The formula can also be used to calculate thenumber of days it will take to sell the inventory on hand.

The turnover ratio is derived from a mathematical calculation, where the cost of goods soldis divided by the average inventory for the same period. A higher ratio is more desirablethan a low one as a high ratio tends to point to strong sales.

Knowing your turnover ratio depends on effective inventory control, also knownas stock control, where the company has good insight into what it has on hand.

Inventory Turnover Ratio Explained

Calculating and tracking inventory turnover helps businesses make smarter decisions in avariety of areas, including pricing, manufacturing, marketing, purchasing and warehouse management.

Ultimately, the inventory turnover ratio measures how well the company generates sales fromits stock. number of KPIs that can provideinsights into how to increase sales or improve the marketability of certain stock or theoverall inventory mix.

How Inventory Turnover Ratio Works

Average inventory is typically used to even out spikes and dips from outlier changesrepresented in one segment of time, such as a day or month. Average inventory thus renders amore stable and reliable measure.

For example, in the case of seasonal sales, inventories of certain items — like patiofurniture or artificial trees — are pushed abnormally high just ahead of the seasonand areseriously depleted at the end of it. However, turnover ratio may also be calculated usingending inventory numbers for the same period that the cost of goods sold (COGS) number istaken.

Lastly, the formula can also be used to calculate how much time it will take to sell all theinventory currently on hand. Days sales of inventory (DSI) it is calculated like this for adaily context:

(Average inventory / cost ofgoods sold) x 365

How to Calculate Inventory Turnover Ratio (ITR)?

Companies can calculate inventory turnover.This standard method includes either market sales information or the cost of goods sold(COGS) divided by the inventory.

Start by calculating the average inventory in a period by dividing the sum of the beginningand ending inventory by two:

Average inventory = (beginning inventory+ ending inventory) / 2

You can use ending stock in place of average inventory if the business does not have seasonalfluctuations. More data points are better, though, so divide the monthly inventory by 12 anduse the annual average inventory. Then apply the formula for inventory turnover:

Inventory Turnover Ratio = Cost of GoodsSold / Avg. Inventory

Inventory Turnover Formula and Calculations

Whatever inventory turnover formula works best for your company, you will need to draw datafrom the balance sheet, so it’s important to understand what these terms and numbersrepresent.

Cost of Goods Sold (COGS)

Cost of goods sold, aka COGS, is the direct costs of producing goods (including rawmaterials) to be sold by the company.

Average Inventory (AI)

Average inventory smooths out the amount of inventory on hand over two or more specified timeperiods.

Beginning Inventory + endinginventory / number of months in the accountingperiod

Inventory Turnover Ratio

The inventory turnover ratio is a measure of how many times the inventory is sold andreplaced over a given period.

Inventory Turnover Ratio = Cost of GoodsSold / Avg. Inventory

Inventory Turnover Ratio Examples

Cherry Woods Furniture is a specialized supplier of high-end, handmade dining sets made fromspecialty woods. Over Q3, its busiest period, the retailer posted $47,000 in COGS and$16,000 in average inventory. To find the inventory turnover ratio, we divide $47,000 by$16,000. The inventory turnover is 3.

In the second example, we’ll use the same company and the same scenario as above, butthis time compute the average inventory period — meaning how long it will take to selltheinventory currently on hand. We already know the inventory turnover ratio is 3. To calculatehow many days it will take to sell the inventory on hand at the current rate, divide 365days in the year by 3, which equals 121.67 days.

Why Do Inventory Turns Matter?

Inventory turns matter for several reasons. A slow turn can indicate decreased market demandfor certain items, which can help a company decide to change pricing, offer incentives todeplete inventory faster or change the mix of goods offered for sale in the future. Theseare all important decisions — for a company to remain financially healthy andcompetitive,it needs to keep its product mix aligned with customer demand.

A fast turn may indicate that a company’s purchasing strategy is not keeping pace withmarket demand, that it’s experiencing delays somewhere in the supply chain or that a particularitem is seeing a surge in demand. This information can help a company decide whether toraise prices, increase its orders, diversify suppliers, feature a product prominently in itsmarketing or buy additional related inventory.

Material requirements planning, or MRP, is a related process to understand inventory requirementswhile balancing supply and demand.

What Is the Best Inventory Turnover Ratio?

In general, the higher the ratio number the better as it most often indicates strong sales. Alower ratio can point to weak sales and/or decreasing market demand for the goods.

However, there are exceptions to this rule. For example, high-end goods tend to havelow inventory turnovers. A farmer doesn’t need to purchase a new tractor annually, andmost people aren’t scooping up designer jewelry on a whim.

A ratio that is too high, however, is self-defeating. It may mean your company isn’tpurchasing enough inventory to support the rate of sales. Or, you may not be realizing asmuch profit as you could — see if inching up pricing stabilizes the ratio while alsoimproving your unit margins.

Differences in Inventory Turnover by Industry

High-volume, low-margin industries tend to have high inventory turnovers. Conversely,low-volume, high-margin industries tend to have much lower inventory turnover ratios.

For example, Super Coffee more caffeinatedbeverages at lower prices and lower margins than a specialty supplier like Kali Audio professional-styleloudspeakers and monitors for recording studios at higher margins in the same accountingperiod.

Retail inventorymanagement is part art, part science and demands an understanding of sales patterns,profit margin, seasonality and other factors. In many cases, retailers use avertical-specific inventory method, known as cost-to-retail, that estimates the endinginventory value by using the ratio of inventory cost to the retail price.

What Should I Do About a Low Inventory Turnover Ratio?

A low ratio needs some inventory analysisto discover the cause. Are competitors offering a lower price? Then revisit your pricingstrategy. Is market demand for these goods fading? Then a new stock mix is probably inorder. Is the purchasing strategy no longer working and inventory is piling up? Thenconsider adapting your purchasing policy and processes accordingly to prevent tying up toomuch capital in inventory.

Are salespeople underperforming? Consider training to address the way purchasing decisionsare now made, or stress the need for sales leaders to come to the table with realistic, notoverly optimistic, projections.

Why Is a Higher Inventory Turnover Ratio Better?

Generally, a higher ratio is better because it means strong sales are depleting your stock ata rapid pace. That’s good news for your company, right?

Maybe. It could also mean a surge in popularity of these goods — increased marketdemand, inother words — so you may want to increase your orders to suppliers before yourcompetitorsbuy them out. However, it could also mean you’re not buying enough inventory or you lack supply chain visibility, which is limiting thesales you can make. That spells opportunity, if you can increase your stock of popularitems.

Can Inventory Turnover Ever Be Too High?

Yes, it can. If the inventory ratio is too high, meaning somewhere in the double digits, thenyour company is limiting its revenue by curtailing sales to fit a too-small inventorysupply. It usually takes time for new stock to arrive and be placed in the sales cycle.That’s lost time and lost opportunity, too.

Aim to increase inventory purchase amounts to bring your ratio down to a more moderate, andprofitable, range.

Ideal Inventory Turnover Ratio

For most industries, the ideal inventory turnover ratio will be between 5 and 10, meaning thecompany will sell and restock inventory roughly every one to two months. For industries withperishable goods, such as florists and grocers, the ideal ratio will be higher to preventinventory losses to spoilage.

How Else Can Inventory Turnover Ratio Be Used?

Inventory turnover ratios are used in several ways to improve inventory management, pricingstrategies, supply chain execution and sales andmarketing, among other company success factors.

Here are three common uses:

Turnover trends

Inventory turnover ratios are an effective way to spot both emerging trends driven by marketdemand and obsolete, or slow-moving,inventory. That way you can get an early and important clue on whether to scale upor down on any product line or brand. This gives you much better control over inventory anda better harvest of sales opportunities.

Segments and SKUs

Inventory turnover is typically measured at the SKU (stock-keeping unit) level, or segmentlevel for tighter controls on specific stock levels. Inventory segmentation refers tosegmenting, or classifying, SKUs based on metrics that make sense for your business. As anexample, a retailer might group categories to see how products are performing against othersin your portfolio.

Alternatively, inventory turnover can also be used at an aggregated level, where you bundledisparate items by, for example, geographic location of retail outlets.

80/20 rule

The Pareto principle applies to a lot of areas in business and life; when it comes toinventory, it means 80% of your company’s sales, sales revenues are likelygenerated by 20% of the SKUs you carry.

Loss leaders — products deliberately and strategically priced to drive little or noprofitability — will always be useful to drive customers into virtual andbrick-and-mortar stores, where they might be enticed to buy more, or more profitableproducts, for example. It’s important to know what that stock segment is so you cankeep plenty of inventory on hand.

5 Inventory Turnover Optimization Techniques

A primary way to apply inventory turnover ratios in a practical manner is to optimize your inventorymanagement.

Here are five ways you can do that:

1. Streamline the supply chain. Suppliers with the lowest prices may ormay not be the best choice. If a product is central to your sales or is seeing asurge in market demand, faster or guaranteed delivery times for those items or vitalcomponents may be more important. In any case, streamlining the supply chain toeradicate inefficiencies will benefit your sales, profits and overall margins.

2. Adjust your pricing strategy. Adjust pricing to realize largermargins on items in high demand and to free capital by moving old inventory, alsoknown as dead or obsolete inventory, out. If items just won’t sell, considerdonating that stock to charity and taking a tax deduction or offloading it through asecondary channel.

3. Check or change your ranking in your industry. Are your inventoryturnovers in line with the rest of your industry? Are there opportunities for you tomaneuver a better strategic position on competitive items when you note emergingtrends in your inventory ratios? You can grab more market share and increase yourranking within your industry by managing your inventory more strategically.

4. Improve forecasting. Sales numbers and inventory reports supply muchneeded hard data that make inventory forecastingmore accurate. This data can also help with future sales planning, such assuggesting ways to change your product mix or bundle items in creative ways to moveslower inventory at potentially a higher margin.

5. Automate purchase orders. Automation adds efficiencies and may cutcosts on its own. But when you couple it with an order management system that facilitates reorderingof inventory that sells well so that it is always in stock, you net even more wins.Consider using an inventory system that will automatically generate purchase ordersfor your buyers to review; the result will be better control and fewer errors.

Improving Inventory Turnover With Inventory Management Software

Inventory management software comes with many features that will help you modernizeand optimize your inventory management processes and policies. For example, suchsoftware enables your company to switch to the perpetual inventory method in accounting witha continuous real-time record of inventory. Computerized point-of-sale systems andenterprise asset management software immediately reflect changes in inventory by trackingsales and inventory depletion or restocking.

Companies that use the perpetual inventorymethod versus a periodic inventorysystem can use a moving average inventory to compare mean inventory levels acrossmultiple time periods. Moving average inventory converts pricing to the current marketstandard to enable a more accurate comparison of the periods.

When combined with an ERP system, inventory managementsoftware can help in streamlining your supply chain, SKU assignment and management,automated purchase orders and other functions and features. That will reduce errors, addefficiencies, give you more control, increase customer satisfaction and generally make yourcompany more profitable.