Transforming your syndicated data into business insight
Learn why Average Items Carried is important in this previous post. Even though Average Items Carried is pretty straightforward, here are some questions (and answers!) that often come up when the measure is new to an organization. Can I add together Average Items Carried across periods or geographies? NO! It is a non-additive fact , since it is […]
As mentioned in a previous post, shoppers cannot buy something if it’s not in the store! That’s why having good distribution is so important to your business. What can you do to increase distribution when your brand is already in at least 90% ACV distribution? Let’s look at an example. Say there are 3 brands […]
If Average Items Carried (or Average Items Selling) is not available on your database, it is easy to calculate in Excel. It is just the sum of % ACV Distribution of all the items divided by the % ACV Distribution of the brand. Here is an example: Say a brand is made up of 4 […]
Sometimes you want to know total ACV for a retailer (in other words, not just how much they’re selling in your category, but how much they’re selling in the entire store). You need this number to assess trading area trends or to find out whether the retailer is getting their fair share of sales for […]
In a recent post, I wrote about the importance of including competitive benchmarks in retailer category assessments. In this post, I’ll build on this concept by showing you how to construct an Opportunity Gap Analysis. This analysis examines whether the retailer is getting its fair share of category sales, compared to competitors. And, more importantly, […]
One of our readers in the UK asked the following question after my recent posting on the different sales measures: “How can I calculate equivalized sales? If there is a formula for that, can you please send it to me?” If you have a custom database, then you probably already have EQ sales as a measure, so you don’t […]
