Operator glossary
Sell-through rate
Units sold divided by average units on hand over the trailing 90 days — the FBA efficiency ratio Amazon scores you on, and the honest measure of whether stock levels match demand.
Amazon computes sell-through as units shipped over the last 90 days divided by average available inventory in the same window. It is the core input to IPI and the plainest expression of inventory discipline: high sell-through means capital is cycling; low means shelves of hope.
Benchmark by size tier and season rather than one number, and manage it per SKU: a healthy account average can hide dead SKUs subsidized by winners. The levers are the obvious ones — right-size buys, discount stagnant stock early, and let AWD hold the buffer instead of FBA.
The numbers
- Formula: units sold (trailing 90d) ÷ average units on hand (same window).
- A core IPI factor — and the metric aged-inventory problems show up in first.
Related terms