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.” […]
ACV
How To Estimate Retailer ACV Using Nielsen or IRI Data
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 […]
The 2nd Most Important Measure: % ACV Distribution (Part 2)
Want to know how the heck % ACV Distribution is actually calculated? Read Part 1 here. % ACV Distribution is a really basic measure but it can be tricky to use in analysis. Here are the 5 most important things to remember about % ACV Distribution: It gets triggered by a SCAN, not by […]
The 2nd Most Important Measure: % ACV Distribution
You probably consider dollars the most important measure and it IS the bottom line. But the number one driver of dollar sales is distribution. After all, shoppers cannot buy something that’s not in the store! Used properly, % ACV Distribution will give you the answer to crucial business questions like: Are there any retailers that […]