Transforming your syndicated data into business insight
Amount of product sold at retail expressed in dollars. Unit Sales x Avg Price/Unit = Dollar Sales. EQ Sales x Avg Price/EQ = Dollar Sales. Most often used by Sales and Finance, also by Marketing. Good for comparing across categories since dollars are common to everything sold in the store. Reference article: Ways to Measure […]
Elasticity is a key concept when determining how much a change in a business driver results in a change in volume. For simplicity, you multiply the % change in the driver times the elasticity to get the % change in volume. (The formula for applying elasticity can be more complex, especially for pricing, but this […]
Physical volume of product sold at retail expressed in a common unit relevant to the category. Use when comparing products of different sizes. Some common EQ units are pounds (LBS), gallons, ounces, cases. Most often used by Operations, also by Marketing and Sales. Reference articles: How Do I Calculate EQ Sales, Ways To Measure Sales.
One of the geographies available from IRI, it stands for “Food-Drug-Mass excluding Walmart” (and is now known as “AOC” in Nielsen). It includes the following channels: Food/Grocery, Drug, Mass Merchandisers excluding Walmart. See also AOC.
Retail merchandising condition executed by retailers and measured by going through newspapers and flyers. A Feature is a printed ad vehicle distributed by the retailer usually weekly, via newspapers, direct mail or in-store. Most commonly used is Feature without Display. Any Feature (with or without a Display) and Feature only (without a price cut) are […]
Key measure of what you received for trade dollars spent. Extra amount that was sold because there was merchandising. Drivers of incremental volume are the quantity and quality of merchandising support. Note that not all promoted volume is incremental – see Merchandising Efficiency. Derived as (Total Sales – Base Sales). Reference articles: Incremental Volume Unveiled, […]
