Using TDP to Enhance Your Analysis, Part 1: Velocity

TDP (a.k.a. Total Distribution Points) is my favorite syndicated data measure. Why? Because distribution is fundamental to any business question. Therefore, it’s a great place to start when looking for answers. And TDP is the broadest, most flexible way to examine this crucial dimension. If you are looking at individual UPCs, you don’t need TDP – […]

PrintFriendly and PDF

Volume Decomposition, Part 2 of 6: Impact of Distribution

This is the second in a series of posts on quantifying the impact of business drivers on sales volume.  Please review these posts for more information on this very useful analytical technique that helps answer the question Why did our volume change? Part 1 – Overview of this very useful analytical technique that helps answer the […]

PrintFriendly and PDF

All About ACV

Earlier this year, we received a frustrated email from a reader. He wrote: “Once and for all, I would like to know exactly what ACV is. You hear several definitions depending on the site you visit. Then I would like to know how to calculate it, what it tells me, and why suppliers should care.” […]

PrintFriendly and PDF

Size of the Prize: How Much Is One More Point of Distribution Worth?

In this previous post I explained how to quantify the size of the opportunity for both your brand and the category if you are getting less than your fair share of distribution. This time I will show how to quantify the impact of getting your brand into more stores, regardless of your current share of […]

PrintFriendly and PDF

Are You Getting Your Fair Share of Distribution?

There may be an opportunity to increase sales at some retail customers by making sure that you are getting your fair share of distribution.  The basic concept is that if your brand has, say, a 25% share of category dollar sales then it should also have at least a 25% share of the category distribution. […]

PrintFriendly and PDF