One style / 300 units / 25 days
Sold out at full price. And still short $40,872.
A $78 fringe knit cardigan at a national women’s apparel brand. Published August 12. All three sizes gone at full ticket inside 25 days. The price was never cut.
25
Days to the last size gone. Every size cleared at $78.
36%
Share of 30 days of demand the 300-unit buy covered.
$40,872
Demand the buy could not serve. $23,400 realized against $64,272 supported.
The size run
Daily rate extended to 30 days, held at 85% of sales
| Size | Units | Days to sell out |
Units per day |
Revenue realized |
Bought at 85% |
Revenue at 85% |
Unmet demand |
|---|---|---|---|---|---|---|---|
| S | 100 | 6 | 16.7 | $7,800 | 425 | $33,150 | $25,350 |
| M | 150 | 11 | 13.6 | $11,700 | 348 | $27,144 | $15,444 |
| L | 50 | 25 | 2.0 | $3,900 | 51 | $3,978 | $78 |
| Style | 300 | 25 | $23,400 | 824 | $64,272 | $40,872 |
Where the curve broke
Small carried half the demand on a third of the buy
Share of the buy
Share of demand
33.3%
51.6%
S
18.2 short
50.0%
42.2%
M
7.8 long
16.7%
6.2%
L
10.5 long
Small emptied in 6 days. Large took 25, and still got a sixth of the units against 6% of the demand. This curve was not slightly off. It was pointed the wrong way.
The next buy
Rounded to dozens. 840 against the 824 the rate supports
S432$33,696was 100 · $7,800
M360$28,080was 150 · $11,700
L48$3,744was 50 · $3,900
Total840$65,520was 300 · $23,400
Medium is bought 12 units above the rate on purpose, so it is the size still on the floor when the style goes to clearance. Small goes from 100 units to 432. Large comes down to four dozen.