官方出品：亞馬遜庫存績效的計算方式和指標(biāo)

亞馬遜觀察

2022-03-26

2418

“庫存績效”控制面板是優(yōu)化您的亞馬遜物流業(yè)務(wù)的中心。在這個頁面中，您可以尋找機(jī)會來提高銷量、降低成本、追蹤關(guān)鍵績效指標(biāo)，還可以與其他賣家對比績效。

庫存績效

“庫存績效”控制面板是優(yōu)化您的業(yè)務(wù)的中心。在這個頁面中，您可以尋找機(jī)會來提高銷量、降低成本、追蹤關(guān)鍵績效指標(biāo)，還可以與其他賣家對比績效。

庫存績效指標(biāo)

庫存績效指標(biāo) (IPI) 是衡量一段時間內(nèi)賣家整體績效的單一指標(biāo)。亞馬遜使用庫存績效指標(biāo)來衡量賣家的亞馬遜物流業(yè)務(wù)績效。

您的分?jǐn)?shù)基于您在推動銷售方面的表現(xiàn)，包括保持暢銷商品有貨，以及高效地管理現(xiàn)有庫存。

影響 IPI 的分類

目前有四類建議可幫助您提高 IPI：

減少【冗余庫存】以便提高收益
提高【售出率】以便平衡庫存可售周數(shù)
修復(fù)【無在售信息】的商品以便確保庫存可供購買
確保暢銷商品【有貨】，從而提高銷量。IPI 控制面板會顯示其中每個分類的績效標(biāo)準(zhǔn)

優(yōu)秀（深綠色）

良好（淺綠色）

一般（黃色）

較差（紅色）

“庫存績效”頁面還提供了每個因素的其他相關(guān)指標(biāo)，您可以通過選擇【顯示更多詳情】來查看這些指標(biāo)。點(diǎn)擊每個分類對應(yīng)的【顯示更多詳情】框，即可查看相關(guān)的工具，這些工具提供了建議來幫助您提高績效。

冗余庫存百分比

由于存在倉儲費(fèi)和儲存成本，儲備過多庫存會降低收益。要追蹤您在這一分類的績效并發(fā)現(xiàn)提高收益的機(jī)會，請使用【冗余庫存百分比】，這是被確定為冗余庫存的亞馬遜物流庫存商品所占的百分比。

除了績效標(biāo)準(zhǔn)，“庫存績效”控制面板上還會顯示與“冗余庫存百分比”相關(guān)的三個指標(biāo)：

【】數(shù)量，是指儲存庫存的成本可能比采取相應(yīng)措施（例如降低價格以提高銷量或者清除冗余商品）的成本還要高的商品的數(shù)量。該值基于商品需求和成本（包括費(fèi)用、商品成本和資本成本投入）。
【總預(yù)計倉儲成本】，是在不采取任何措施提高銷量或清除庫存的情況下產(chǎn)生的預(yù)估費(fèi)用總計，其中包括倉儲費(fèi)（含長期倉儲費(fèi)）和儲存成本（如果適用）。
“管理冗余庫存”按鈕表明有多少 SKU 存在更快售完庫存的建議措施。點(diǎn)擊【管理冗余庫存】按鈕可以訪問“管理冗余庫存”頁面。

無在售信息的亞馬遜庫存百分比

因商品信息存在問題而無法供買家購買的庫存會導(dǎo)致銷量降低并產(chǎn)生倉儲成本。此類庫存稱為【無在售信息的亞馬遜庫存】。此分類的績效通過亞馬遜上當(dāng)前無法供購買的亞馬遜物流庫存商品所占的百分比或【無在售信息的】百分比來衡量。

除了績效標(biāo)準(zhǔn)，“庫存績效”頁面上還會顯示與“無在售信息的亞馬遜庫存百分比”相關(guān)的兩個指標(biāo)：

【無在售信息的商品】數(shù)量，是指在運(yùn)營中心有庫存但無在售信息的商品的總數(shù)。
【修復(fù)商品信息】按鈕，表明有多少 SKU 在運(yùn)營中心有商品但無在售信息。點(diǎn)擊該按鈕即可訪問修復(fù)無在售信息的頁面。

亞馬遜物流售出率

追蹤您售出的商品與平均持有庫存量的比率，有助于隨著時間推移準(zhǔn)確了解您的庫存狀況。即使您幾周前剛剛向亞馬遜發(fā)送了貨件，也可以在業(yè)務(wù)報告中追蹤您的商品詳情頁面獲得的流量和轉(zhuǎn)化率。通過使用商品推廣進(jìn)行推廣、改善關(guān)鍵詞或開展促銷活動來提高商品銷量，這樣可對您的整體業(yè)務(wù)產(chǎn)生長久影響并能夠使您的商品成為暢銷商品。通過查看【亞馬遜物流售出率】，追蹤與您的銷量相關(guān)的亞馬遜物流庫存并尋找機(jī)會提高流量和轉(zhuǎn)化率，亞馬遜物流售出率的計算方法是，您在過去 90 天內(nèi)售出并配送的商品數(shù)量除以該時間段內(nèi)您在運(yùn)營中心的平均可售商品數(shù)量。

除了績效標(biāo)準(zhǔn)，還有兩個相關(guān)指標(biāo)與亞馬遜物流售出率一起顯示在“庫存績效”控制面板上：

【售出商品數(shù)量（過去 90 天）】，是指在過去 90 天內(nèi)售出并配送的亞馬遜物流商品總數(shù)。
【提高售出率】按鈕，可顯示有機(jī)會提高售出率的 ASIN 的數(shù)量。點(diǎn)擊該按鈕即可訪問“庫齡”頁面，查看相關(guān)建議。

亞馬遜物流有存貨率

保持可補(bǔ)貨的暢銷商品有存貨，有助于最大限度地提高銷量。要追蹤您在這一分類的績效，請使用亞馬遜物流有存貨率，這是可補(bǔ)貨亞馬遜物流 ASIN 在過去 30 天有貨的時間所占的百分比，按每個 SKU 在過去 60 天售出的商品數(shù)量計算。

您可以在補(bǔ)充庫存頁面的【操作】列中點(diǎn)擊【查看詳情】，然后選擇【隱藏建議】，以此表明某個 SKU 不可補(bǔ)貨。隱藏與某個 ASIN 關(guān)聯(lián)的所有 SKU，會將該 ASIN 從您的亞馬遜物流有存貨率計算和亞馬遜物流預(yù)計銷量損失中排除。

除了績效標(biāo)準(zhǔn)，“庫存績效”頁面的可補(bǔ)貨亞馬遜物流有存貨率百分比下還會顯示兩個相關(guān)指標(biāo)：

【最近 30 天內(nèi)亞馬遜物流的預(yù)計銷量損失】，等于商品缺貨時的預(yù)計商品銷量乘以平均銷售價格。
【立即補(bǔ)貨】按鈕，表明有多少 SKU 的供應(yīng)天數(shù)短于備貨時間。這意味著供應(yīng)商可能需要加急配送訂單，以免缺貨。

常見問題

如何計算我的 IPI 分?jǐn)?shù)？

我們根據(jù)您維持庫存水平、修復(fù)導(dǎo)致庫存無法供購買的商品信息問題以及保持暢銷商品有貨的能力來計算您的 IPI 分?jǐn)?shù)。

提高 IPI 分?jǐn)?shù)的最佳方式是什么？

擁有過多不產(chǎn)生效益的庫存是造成 IPI 分?jǐn)?shù)低的主要因素。雖然高銷量商品的高存貨率可以幫助您持續(xù)提高 IPI 分?jǐn)?shù)，但提高 IPI 分?jǐn)?shù)并盡可能降低亞馬遜物流倉儲費(fèi)最佳方式是將庫存保持在精益水平，同時確保您有足夠的庫存來減少銷量損失。

您的 IPI 分?jǐn)?shù)基于您的歷史績效，因此當(dāng)前采取的措施需要一些時間才能完全反映在您的分?jǐn)?shù)中。

亞馬遜物流有存貨率如何影響我的 IPI 分?jǐn)?shù)？

您的亞馬遜物流有存貨率可以表明確保可補(bǔ)貨的 ASIN 有貨能夠為您帶來多少價值。例如，如果您的暢銷商品出現(xiàn)缺貨，您就會面臨銷量損失，這代表您錯過了一個提高 IPI 分?jǐn)?shù)的機(jī)會。但是，IPI 分?jǐn)?shù)不會因缺貨或您提供的庫存類型而降低。

將 ASIN 標(biāo)記為不可補(bǔ)貨商品會如何影響我的 IPI 分?jǐn)?shù)？

將 ASIN 標(biāo)記為不可補(bǔ)貨商品會將其從亞馬遜物流有存貨率計算中排除，這讓您可以根據(jù)有存貨率更好地確定，因可補(bǔ)貨商品缺貨而導(dǎo)致的銷量損失是否會影響您的 IPI 分?jǐn)?shù)。減少季節(jié)性商品和其他不可補(bǔ)貨商品的亞馬遜庫存，可以幫助您提高 IPI 分?jǐn)?shù)并盡可能減少亞馬遜物流倉儲費(fèi)。沒有庫存和銷量的 ASIN（包括不可補(bǔ)貨商品）不會影響您的分?jǐn)?shù)。

我遵循了建議的措施。為什么我的 IPI 分?jǐn)?shù)沒有改善？

導(dǎo)致您的 IPI 分?jǐn)?shù)沒有改善的可能原因有兩個。

您的 IPI 分?jǐn)?shù)基于您的歷史績效，因此當(dāng)前采取的措施需要一些時間才能完全反映在您的分?jǐn)?shù)中。
提供的建議受限于會影響商品實(shí)際需求的諸多因素，其中包括價格變化、買家需求變化以及其競爭商品的變化。此工具提供的建議并不能保證賣家未來取得良好的業(yè)績。

我在控制面板上看到這個符號，這意味著什么？

該符號表示您在該影響因素方面的當(dāng)前績效在賣家中排名靠后，如果您不立即采取措施改善績效，您的 IPI 分?jǐn)?shù)將會受到影響。

我在控制面板上看到這個符號，這意味著什么？

該符號表示您在該影響因素方面的當(dāng)前績效在賣家中排名靠前。您做得不錯！

我為什么沒有 IPI 分?jǐn)?shù)？

IPI 僅適用于具有亞馬遜物流庫存且最近有賬戶活動的專業(yè)賣家。如果您是亞馬遜物流的新用戶或過去 13 周尚無活動，那么在系統(tǒng)記錄到更多數(shù)據(jù)之前，您可能沒有 IPI 分?jǐn)?shù)。

為什么我的 IPI 是紅色的，而“重要影響因素”是綠色的？

IPI 分?jǐn)?shù)用于追蹤衡量平均庫存績效，而影響因素反映的是當(dāng)前績效。提高 IPI 分?jǐn)?shù)需要持續(xù)管理庫存。再接再厲，您的分?jǐn)?shù)肯定會有所提高。

亞馬遜物流售出率如何影響我的 IPI 分?jǐn)?shù)？

提高您的售出率可幫助您提高 IPI 分?jǐn)?shù)，反之，售出率長時間降低（與售出的商品數(shù)量相比，持有的庫存過多）可能會降低您的 IPI 分?jǐn)?shù)。

亞馬遜物流售出率是如何計算的？

亞馬遜物流售出率的計算方法是，您在過去 90 天內(nèi)售出并配送的商品數(shù)量除以該時間段內(nèi)您在運(yùn)營中心的平均可售商品數(shù)量。我們會通過您當(dāng)天、30 天、60 天和 90 天前的庫存水平快照來計算您的平均可售商品數(shù)量，然后取這些數(shù)值的平均值。例如：您在過去 90 天內(nèi)配送了 120 件商品，且在該時間段內(nèi)的平均可售商品數(shù)量為 80 件。您的售出率將為 120/80 = 1.5，如下所示。

日期	今天	30 天前	60 天前	90 天前
售出商品總數(shù)（累計）	120 件商品	50 件商品	10 件商品	0 件商品
可售庫存	80 件商品	150 件商品（已收到 150 件商品的新貨件）	40 件商品	50 件商品

平均可售庫存 = (50 + 40 + 150 + 80) / 4 = 80

售出率 = 120/80 = 1.5

我如何在售出率不為綠色時將冗余庫存變?yōu)榫G色？

對于指定商品，在確定庫存出現(xiàn)冗余之前，您庫存中必須至少有一件商品超過 90 天或其供貨時間超過 90 天。您庫存的供貨時間可能不足以將其視為冗余庫存，但您向亞馬遜發(fā)送的庫存足以對您的售出率產(chǎn)生負(fù)面影響。

如何提高售出率？

您可以通過使用商品推廣進(jìn)行推廣、改善關(guān)鍵詞或開展促銷活動來提高售出率。在“庫齡”頁面，您也可以篩選出低流量和低轉(zhuǎn)化率提醒，查看建議的操作，并尋找機(jī)會提高售出率。您甚至可以考慮移除部分庫存，以便更好地平衡您的銷量和庫存水平。

Inventory performance
The Inventory Performance dashboard is the hub for optimizing your FBA business. From this page you can identify opportunities to grow your sales, reduce costs, track key performance metrics, and compare your performance to other sellers.

Inventory Performance Index
The Inventory Performance Index, or IPI, is a single metric to gauge your overall performance over time. Amazon uses the IPI to measure the performance of sellers' FBA businesses.
Your IPI score is based on how well you drive sales by stocking popular products and efficiently managing on-hand inventory.

Categories that influence your IPI
Currently there are four categories of recommendations to help improve your IPI:
Reducing excess inventory to increase profitability
Increasing sell-through to balance your inventory weeks of cover
Ensuring inventory is buyable by fixing listings that are stranded
Increasing sales by keeping popular items in stock. The IPI dashboard displays a performance bar for each of the four categories
Excellent (dark green)
Good (light green)
Fair (yellow)

Poor (red)

The Inventory Performance page also provides additional metrics of interest within each factor, which you can see by selecting Show more details. Clicking the Show more details box associated with each category will take you to related inventory management tools, which provide recommendations to improve your performance.

Excess inventory percentage
Carrying too much inventory decreases profitability due to storage fees and holding costs. Track your performance in this category and identify opportunities to improve profitability using Excess inventory percentage, which is the percentage of your FBA inventory units that have been identified as excess.
In addition to the performance bar, three related metrics of interest are displayed with the Excess inventory percentage on the Inventory Performance dashboard.
The Excess units quantity is the number of units for which the cost of holding your inventory would likely be more than the cost of taking action (such as reducing prices to increase sell through or removing excess units). This value is based on product demand and your costs (including fees, unit costs, and cost of capital inputs).
Total estimated storage cost is the sum of estimated costs you would incur if you take no action to boost sell through or remove your inventory. This includes storage fees (such as the Long-term Storage Fee) and the holding cost of capital, if applicable.
The Manage excess inventory button indicates how many SKUs have recommended actions to sell through inventory more quickly. Click the Manage excess inventory button to visit the Manage Excess Inventory page.

Stranded inventory percentage
When inventory is not available for purchase due to a listing problem it results in lost sales and storage costs. This inventory is referred to as Stranded inventory. Performance in this category is measured by the percentage of your FBA inventory units that are currently not available for purchase on Amazon, or Stranded inventory percentage.
In addition to the performance bar, two related metrics of interest are displayed with the Stranded Inventory percentage on the Inventory Performance page:
The Stranded units quantity is your total count of units in a fulfillment center without an active offer.
The Fix listings button indicates in how many SKUs have units in a fulfillment center but do not have an active offer. Click the button to visit the Fix Stranded Inventory page.

FBA sell-through rate
Tracking the ratio between your units sold and how much inventory you hold on average can be a good indicator of your inventory health over time. Even if you just sent a shipment to Amazon a few weeks ago, you can track how much traffic your product detail pages are getting as well as your conversion rates in your Business Reports. Giving your products a sales boost by advertising with Sponsored Products, improving keywords, or creating a sale can have a lasting effect on your overall business and the popularity of your products. Track your FBA inventory levels relative to your sales and identify opportunities to improve traffic and conversion by viewing your FBA sell-through rate, which is your units sold and shipped over the past 90 days divided by the average number of units available at fulfillment centers during that time period.
In addition to the performance bar, two related metrics are also displayed with your FBA sell-through rate on the Inventory Performance Dashboard:
Units sold (past 90 days) are the total FBA units sold and shipped in the past 90 days.
The Improve sell-through button displays a number that indicates the number of ASINs that have an opportunity to improve sell-through. Click the button to visit the Inventory Age page to see recommendations.

FBA in-stock rate
Keeping popular, replenishable products in stock helps maximize your sales. You can track your performance in this category using FBA in-stock rate, which is the percent of time your replenishable FBA ASINs have been in stock during the last 30 days, weighted by the number of units sold for each SKU in the last 60 days.
You can indicate that a SKU is non-replenishable at Restock Inventory by clicking View details in the Action column and selecting Hide recommendation. Hiding all SKUs associated with an ASIN will exclude the ASIN from your FBA in-stock rate and estimated FBA lost sales.
In addition to the performance bar, two related metrics of interest are displayed under the replenishable FBA in-stock rate percentage on the Inventory Performance page:
Estimated lost sales in the last 30 days is equal to the forecasted unit sales on days your products were out of stock multiplied by the average sales price.
The Restock today button indicates the count of SKUs where the days of supply is less than the restock lead time. Orders from your supplier may need to be expedited to avoid going out of stock.

FAQ
How do I calculate my IPI score?
We calculate your IPI score for you based on how well you maintain inventory levels, fix listing problems that make your inventory unavailable for purchase, and keep popular products in stock.
What’s the best way to improve my IPI score?
Having too much unproductive inventory is the primary contributor to a low IPI score. While high in-stock rates on your high sales volume items will help you improve your score over time, the best way to increase your IPI score and minimize your FBA storage fees is to keep your inventory at lean levels while ensuring you have enough on hand to minimize lost sales.
Your IPI score is based on your historical performance, so actions you take today will take time to fully reflect in your score.
How does my FBA in-stock rate affect my IPI score?
Your FBA in-stock rate indicates how much value you're getting out your products by staying in stock on replenishable ASINs. For example, if you go out of stock on a popular product, your lost sales represent a missed opportunity to increase your IPI score. However, IPI points are not deducted for running out of stock nor for the type of inventory you offer.
How does flagging an ASIN as non-replenishable affect my IPI score?
Flagging an ASIN as non-replenishable removes it from your FBA in-stock rate calculation, allowing you to better determine from your in-stock rate if lost sales due to stock outs on replenishable products are affecting your IPI score. Reducing seasonal and other non-replenishable Amazon inventory will help improve your IPI score and minimize your FBA storage fees. ASINs – including non-replenishable products – with no inventory and no sales will not affect your IPI score.
I followed the recommended actions. Why hasn’t my IPI score improved?
There are two reasons your IPI score may not have improved.
Your IPI score is based on your historical performance so actions you take today will take time to fully reflect in your score.
The recommendations provided are subject to many factors that influence actual demand for your products, including price changes, consumer demand shifts, and changes in competing offers for those products. Recommendations are not a guarantee of future results.
I see a symBol on my dashboard. What does that mean?
This symbol means that your current performance in the influencing factor is in the bOTTOm tier of sellers and may affect your IPI score if you do not take steps immediately to improve your performance.
I see a symbol on my dashboard. What does that mean?
This symbol means that your current performance in the influencing factor is in the top tier of sellers. You're doing an excellent job!
Why don’t I have an IPI score?
IPI is available only for Pro sellers with FBA inventory and recent account activity. If you are new to FBA or have not been active the past 13 weeks, you may not have an IPI score until more data is logged.
Why is my IPI red while my top influencing factors are green?
IPI score is a trailing measure of your average inventory performance, while your influencing factors are current snapshots of your performance. Improving your IPI score requires ongoing inventory management. Keep up the good work and your score will improve over time.
How does FBA sell-through rate affect my IPI score?
Improving your sell-through rate can help you increase your IPI score, and conversely, a decrease in sell-through (holding too much inventory compared to sales) may decrease your IPI score over time.
How is the FBA sell-through rate calculated?
Your FBA sell-through rate is your units sold and shipped over the past 90 days divided by the average number of units available at fulfillment centers during that time period. We calculate your average units available by taking a snapshot of your inventory levels today and 30, 60, and 90 days ago, then we average those numbers. For example: You shipped 120 units in the past 90 days, and you had an average of 80 units available during that time period. Your sell-through rate would be 120/80 = 1.5, as shown below.
Date Today 30 days ago 60 days ago 90 days ago
Total units sold (cumulative) 120 units 50 units 10 units 0 units
Inventory available 80 units
150 units
(new shipment of
150 units received)
40 units 50 units
Average available inventory = (50 + 40 + 150 + 80) / 4 = 80
Sell-through rate = 120/80 = 1.5
How can my excess inventory be green while my sell-through rate is not?
For a given product, you must have at least one unit of inventory over 90 days old or more than 90 days of supply before the inventory will be considered excess inventory. It is possible that your inventory is not yet old enough to be considered excess, but you have sent enough inventory to Amazon to negatively impact your sell-through rate.
How can I improve my sell-through rate?
You can improve sell-through by advertising with Sponsored Products, improving keywords, or creating a sale. On the Inventory Age page, you can also filter on low-traffic and low-conversion alerts to see recommended actions and opportunities to improve sell-through. You may even consider removing some of your inventory to better balance your sales and inventory levels.

Date	Today	30 days ago	60 days ago	90 days ago
Total units sold (cumulative)	120 units	50 units	10 units	0 units
Inventory available	80 units	150 units (new shipment of 150 units received)	40 units	50 units