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Retail Planning for 2026: It All Starts with the Numbers!

Ian Melham Head of Membership Services at Foremost Golf highlights the importance of Planning for 2026 and how your EPOS data should provide the foundation for this.

Planning for the year ahead can sometimes feel like a chore—something that gets pushed down the to-do list in favour of more immediate concerns. But the most successful businesses we work with all have one key habit in common: they make time to plan.

Why plan and what should be included?

Autumn is the perfect time to step back from the day-to-day and focus on working on your business rather than just in it. With 2026 around the corner, now is your window to build a clear, strategic retail plan that sets the stage for success.

A well-crafted plan not only helps you avoid repeating past mistakes—it also empowers you to make confident, data-driven decisions that improve profitability, efficiency, and customer satisfaction.

Your EPOS data and historical performance will inform every aspect of your planning. Here are the key areas to focus on:

Stock: Develop a clear buying plan. Use your EPOS data to identify what sold well—and what didn’t—in previous years. Let data guide your decisions and avoid costly overstocking or missed opportunities. Be careful though, 2025 has been a unique weather year. Don’t bank on next year being the same. Scale back the risk – you can always top up!

Financials: Review your cash flow for 2025 and prior years. Create a cash flow forecast to stay ahead of potential shortfalls and plan for any necessary investments.

Marketing: A well-defined marketing plan is essential. Make sure you're maximising your reach, keeping existing customers engaged.

Staff: Assess your team. Are they optimised for peak performance? Are they effectively promoting and selling your most profitable products? Ensure your staff are supported by the right training.

Let the Numbers Lead the Way

At the heart of great planning lies one powerful tool: data. Your EPOS till system holds a wealth of information that can give you invaluable insights into how your business has performed this year. By analysing this data, you’ll have a factual foundation on which to build your 2026 plan and strategy. Here are three key areas you should focus on when analysing your data:

1. Sales Performance

• How did your business perform against 2024 as a collective?
• Look to Identify your best- and worst-performing product categories.
• Look to seek advice from your Retail Buying Group on where your category share is against the national picture. This will give you the opportunity to address underperforming categories.

2. Margin Performance – Work Smarter, Not Harder

• Sales are important—but margins are what matter most. Understanding where you're making the most money (and where you’re not) helps you make smarter buying decisions.
• Utilise exclusive high margin products in 2026 throughout your categories to ensure your business is getting a margin uplift.
• The number one way pro’s lose margin is not buying at the wrong price….it is overstocking.

3. Brand Performance – Supplier Mix

• Not all suppliers deliver equal value to your business. Some brands may generate strong sales but significantly reduce your margins. That’s why it's essential to regularly evaluate your supplier mix to ensure a balanced approach that supports both revenue and profitability.
• Review Brand Performance: When analysing your reports, pay close attention to any underperforming brands. If a brand isn’t delivering results, consider your options—don’t fall into the trap of repeating the same buying mistakes year after year.
• Know Your Customer: Understanding your customer base is key to choosing the right brand mix. Review demographic data, purchasing behaviour, and preferences. If you’ve conducted a customer survey, take time to analyse the insights. Your core customers will often reveal clear brand preferences and future buying signals.

Take Advice – Business Performance Analysis Meetings

If you are in a retail buying group, there is lots of support available to help you plan. Use this support: We’re here to help.

Here at Foremost we have our own Foremost POS retail management system which many of our members are now onboard with. Our Business Performance Analysis meetings are helping our members ‘work smarter not harder’.

Our team can review your sales data and ensure your business is optimised and performing. We are able to analyse your: sales, margin, stock level and category performance against the market.

While this article has focused primarily on stock and buying, Foremost offers support across all key areas of your business, including financial planning, marketing execution, and staff development.

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For more information on how Foremost can assist you and your business in simply email membership@foremostgolf.com or call 01753 218 890