Distribution Measures

Size: px
Start display at page:

Download "Distribution Measures"

Transcription

1 Distribution Measures This module covers the concepts of numeric distribution, all commodity volume (ACV), product category volume (PCV) and out-of-stocks. Author: Paul Farris Marketing Metrics Reference: Chapter Paul Farris and Management by the Numbers, Inc.

2 Measures of Distribution Measures of distribution help managers understand the dynamics in the retail channel and improve their decisions for expansion and growth strategies. This overview explores three measures of distribution coverage: Numeric Distribution All Commodity Volume (ACV) Product Category Volume (PCV), including the impact of outof-stock on net PCV. MEASURES OF DISTRIBUTION Definition Stock Keeping Unit (SKU) is a unique identifier for each distinct product or service that can be purchased. You will see SKU referenced throughout this presentation. A brand will typically include many unique SKUs. MBTN Management by the Numbers 2

3 Definition Numeric Distribution Numeric Distribution: a percentage measure of stores that stock a given SKU or brand compared to the universe of stores in the relevant market. = (# stores that stock a brand or SKU) / (total stores in relevant market) NUMERIC DISTRIBUTION Insight The number of physical stores involved in your supply chain has implications for delivery systems, cost of servicing, and market share. MBTN Management by the Numbers 3

4 Calculating Numeric Distribution Outlet All All Madre s Tortillas SKUs Padre s Tortillas SKUs Store 1 $100,000 $ ct, 24 ct 12 ct, 24 ct Store 2 $75,000 $ ct 24 ct Store 3 $50,000 $ ct, 24 ct none Store 4 $40,000 $400 none 12 ct, 24 ct CALCULATING NUMERIC DISTRIBUTION Numeric Distribution Example: The numeric distribution of Madre s brand s is calculated as follows: Numeric distribution = (stores carrying Madre s) / (total # of stores) Numeric distribution = (3) / (4) = 75% Question 1: What is the numeric distribution of the 12 ct pack of Padre s Tortillas? MBTN Management by the Numbers 4

5 Calculating Numeric Distribution (Solution) Outlet All All Madre s Tortillas SKUs Padre s Tortillas SKUs Store 1 $100,000 $ ct, 24 ct 12 ct, 24 ct Store 2 $75,000 $ ct 24 ct Store 3 $50,000 $ ct, 24 ct none Store 4 $40,000 $400 none 12 ct, 24 ct Answer: The numeric distribution of the 12 ct pack of Padre s brand s = (stores carrying 12 ct Padre s) / (total # of stores) Numeric distribution = (2) / (4) = 50% 2 stores CALCULATING NUMERIC DISTRIBUTION (SOLUTION) MBTN Management by the Numbers 5

6 Definition All Commodity Volume (ACV) All Commodity Volume (ACV): a percentage measure of the total dollar volume of retail of stores stocking an SKU or brand versus total dollar volume in all categories. ACV (%) = (total of stores carrying a brand) / (total all stores) ALL COMMODITY VOLUME (ACV) ACV is a better measure of the total traffic that goes through the stores that stock your product or brand than numeric distribution. However, it does not say anything directly about how well those stores merchandise and compete in the relevant product category. MBTN Management by the Numbers 6

7 Outlet All All Calculating % ACV Madre s Tortillas SKUs Padre s Tortillas SKUs Store 1 $100,000 $ ct, 24 ct 12 ct, 24 ct Store 2 $75,000 $ ct 24 ct Store 3 $50,000 $ ct, 24 ct none Store 4 $40,000 $400 none 12 ct, 24 ct CALCULATING % ACV ACV Example The % ACV of Madre s brand s is calculated as follows: % ACV = (total of stores carrying Madre s) / (total all stores) % ACV = ($100k + $75k + $50k) / ($100k + $75k + $50k + $40k) = 84.9% Question 2: What is the % ACV of the 12 ct pack of Padre s Tortillas? MBTN Management by the Numbers 7

8 Calculating % ACV (Solution) Outlet All All Madre s Tortillas SKUs Padre s Tortillas SKUs Store 1 $100,000 $ ct, 24 ct 12 ct, 24 ct Store 2 $75,000 $ ct 24 ct Store 3 $50,000 $ ct, 24 ct none Store 4 $40,000 $400 none 12 ct, 24 ct these stores CALCULATING % ACV (SOLUTION) Answer: The % ACV of the 12ct pack of Padre s brand s is: % ACV = (total of stores carrying 12ct Padre s) / (total all stores) % ACV = ($100k + $40k) / ($100k + $75k + $50k + $40k) = 52.8% MBTN Management by the Numbers 8

9 Definition Product Category Volume (PCV) Product Category Volume (PCV) represents the share of category by the stores that stock your brand. Note that the term, Product Category Volume, is not an industry standard. PCV (%) = (category of stores carrying a brand) / (total category for all stores) PRODUCT CATEGORY VOLUME (PCV) Insight When PCV is available, it is a better indicator of where consumers look to buy a particular category of product or service. Often marketers use ACV as a rough surrogate for PCV, but the risk of using ACV alone is over-emphasizing high traffic stores where a product category may be available, but not purchased at a rate indicative of the store s overall volume. MBTN Management by the Numbers 9

10 Outlet All All Calculating % PCV Madre s Tortillas SKUs Padre s Tortillas SKUs Store 1 $100,000 $ ct, 24 ct 12 ct, 24 ct Store 2 $75,000 $ ct 24 ct Store 3 $50,000 $ ct, 24 ct none Store 4 $40,000 $400 none 12 ct, 24 ct CALCULATING % PCV PCV Example: The % PCV of Madre s brand s is: % PCV = ( of stores carrying Madre s) / ( all stores) % PCV = ($ $500 + $300) / ($ $500 + $300 + $400) = 81.8% Question 3: What is the % PCV of the 12 ct pack of Padre s Tortillas? MBTN Management by the Numbers 10

11 Calculating % PCV (Solution) Outlet All All Madre s Tortillas SKUs Padre s Tortillas SKUs Store 1 $100,000 $ ct, 24 ct 12 ct, 24 ct Store 2 $75,000 $ ct 24 ct Store 3 $50,000 $ ct, 24 ct none Store 4 $40,000 $400 none 12 ct, 24 ct these stores CALCULATING % PCV (SOLUTION) Answer: The % PCV of the 12ct pack of Padre s brand s would be: % PCV = ( of stores carrying Padre s 12ct) / ( all stores) % PCV = ($ $400) / ($ $500 + $300 + $400) = 63.6% MBTN Management by the Numbers 11

12 Store versus Brand or SKU Measures These metrics can also be applied to particular chains. For example, numeric distribution of a chain would equal the number of stores in a particular chain divided by the total number of stores in the market. Marketers often refer to a grocery chain s ACV. This may be either a dollar number (the chain s total of all categories in the relevant geographic market) or a percentage (their share of those dollar ). Finally, marketers sometimes refer to a chain s share of a specific category s in a market. This is equivalent to the chain s % PCV, as defined earlier. STORE VERSUS BRAND MEASURES Insight: Comparing the ratio of a specific chain s % PCV with its % ACV provides insight into whether the chain is performing above or below average in selling a particular category as compared to other stores or chains in the relevant market. If the ratio of (PCV / ACV) > 1 that means that chain is performing comparatively better in the particular product category in question than the other chains. MBTN Management by the Numbers 12

13 Outlet Working with Chains (Examples) # of Stores All chain All Madre s Padre s Chain 1 25 $1,000,000 $10, ct, 24 ct 12 ct, 24 ct Chain 2 12 $750,000 $5, ct 24 ct Chain 3 10 $500,000 $3, ct, 24 ct none Chain 4 20 $300,000 $4,000 none 12 ct, 24 ct WORKING WITH CHAINS (EXAMPLES) Question 4 What is the numeric distribution for Chain 1 of stores carrying s? MBTN Management by the Numbers 13

14 Outlet Working with Chains (Examples) # of Stores All chain All Madre s Padre s Chain 1 25 $1,000,000 $10, ct, 24 ct 12 ct, 24 ct Chain 2 12 $750,000 $5, ct 24 ct Chain 3 10 $500,000 $3, ct, 24 ct none Chain 4 20 $300,000 $4,000 none 12 ct, 24 ct WORKING WITH CHAINS (EXAMPLES) 25 stores Answer: The numeric distribution for chain 1 is calculated as follows: Numeric distribution = (chain 1 # of stores) / (total # of stores carrying s) Numeric distribution = (25) / ( ) = 37.3% MBTN Management by the Numbers 14

15 Outlet Working with Chains (Examples) # of Stores All chain All Madre s Padre s Chain 1 25 $1,000,000 $10, ct, 24 ct 12 ct, 24 ct Chain 2 12 $750,000 $5, ct 24 ct Chain 3 10 $500,000 $3, ct, 24 ct none Chain 4 20 $300,000 $4,000 none 12 ct, 24 ct WORKING WITH CHAINS (EXAMPLES) Question 5 What is the % ACV for Chain 1? MBTN Management by the Numbers 15

16 Outlet Working with Chains (Examples) # of Stores All chain All Madre s Padre s Chain 1 25 $1,000,000 $10, ct, 24 ct 12 ct, 24 ct Chain 2 12 $750,000 $5, ct 24 ct Chain 3 10 $500,000 $3, ct, 24 ct none Chain 4 20 $300,000 $4,000 none 12 ct, 24 ct WORKING WITH CHAINS (EXAMPLES) Answer: The % ACV of Chain 1 is calculated as: % ACV = (Chain 1 total ) / (total all chains) % ACV = ($1,000,000) / ($1,000,000 + $750,000 + $500,000 + $300,000) % ACV = 39.2% MBTN Management by the Numbers 16

17 Outlet Working with Chains (Examples) # of Stores All chain All Madre s Padre s Chain 1 25 $1,000,000 $10, ct, 24 ct 12 ct, 24 ct Chain 2 12 $750,000 $5, ct 24 ct Chain 3 10 $500,000 $3, ct, 24 ct none Chain 4 20 $300,000 $4,000 none 12 ct, 24 ct WORKING WITH CHAINS (EXAMPLES) Question 6 What is the % PCV of Chain 1? MBTN Management by the Numbers 17

18 Outlet Working with Chains (Examples) # of Stores All chain All Madre s Padre s Chain 1 25 $1,000,000 $10, ct, 24 ct 12 ct, 24 ct Chain 2 12 $750,000 $5, ct 24 ct Chain 3 10 $500,000 $3, ct, 24 ct none Chain 4 20 $300,000 $4,000 none 12 ct, 24 ct WORKING WITH CHAINS (EXAMPLES) Answer: The % PCV of Chain 1 is calculated as: % PCV = (Chain 1 ) / (total all chains) % PCV = ($10,000) / ($10,000 + $5,000 + $3,000 + $4,000) = 45.45% MBTN Management by the Numbers 18

19 Outlet Working with Chains (Examples) # of Stores All chain All Madre s Padre s Chain 1 25 $1,000,000 $10, ct, 24 ct 12 ct, 24 ct Chain 2 12 $750,000 $5, ct 24 ct Chain 3 10 $500,000 $3, ct, 24 ct none Chain 4 20 $300,000 $4,000 none 12 ct, 24 ct Insight: WORKING WITH CHAINS (EXAMPLES) Comparing the ratio of a specific chain s % PCV with its % ACV provides insights about whether the chain is performing above or below average in selling a particular category as compared to the store or chain s overall. % PCV Chain 1 = 45.45% % ACV Chain 1= 39.2% Chain 1 ratio of PCV to ACV = (45.45%) / (39.2%) = 1.16 The ratio is greater than 1. Thus, Chain 1 is performing comparatively better in the particular product category in question than the other chains. MBTN Management by the Numbers 19

20 Out-of-Stocks Being listed by a chain means that the headquarters buyer has authorized distribution of the brand/sku at the store level. For various reasons, being listed does not always ensure presence on the shelf. Local managers may not approve distribution or the product may be distributed, but out-of-stock. OUT-OF-STOCKS Out-of-stocks are often expressed as a percentage. Be careful to note whether the percentage is numeric, ACV, PCV, or percentage of distributing stores for a given chain. MBTN Management by the Numbers 20

21 Outlet Definition Calculating PCV Net of Out-of-Stocks # of Stores All chain All Madre s PCV Net of Out-of-Stocks: the sum of the % PCV of each chain multiplied by (1-% OOS) Avg. Out-of- Stocks for Madre s SKUs Chain 1 25 $1,000,000 $10, ct, 24 ct 5% Chain 2 12 $750,000 $5, ct 10% Chain 3 10 $500,000 $3, ct, 24 ct 12% Chain 4 20 $300,000 $4,000 none none CALCULATING PCV NET OF OUT-OF-STOCKS Question 7 What is the PCV Net of Out-of-Stocks of Madre s Tortillas? MBTN Management by the Numbers 21

22 Outlet Calculating PCV Net of Out-of-Stocks (cont.) # of Stores All chain All Madre s Tortillas SKUs Avg. Out-of- Stocks for Madre s SKUs Chain 1 25 $1,000,000 $10, ct, 24 ct 5% Chain 2 12 $750,000 $5, ct 10% Chain 3 10 $500,000 $3, ct, 24 ct 12% Chain 4 20 $300,000 $4,000 none none Answer: Total all = ($10,000 + $5,000 + $3,000 + $4,000) = $22,000 % PCV Chain 1 = (($10,000) / ($22,000)) x (1 -.05) = 43.2% % PCV Chain 2 = (($5,000) / ($22,000)) x (1 -.10) = 20.5% % PCV Chain 3 = (($3,000) / ($22,000)) x (1 -.12) = 12.0% CALCULATING PCV NET OF OUT-OF-STOCKS (CONTINUED) PCV Net of OOS of Madre s Tortilla s = 43.2% % % = 75.7% MBTN Management by the Numbers 22

23 Further Reference Marketing Metrics by Farris, Bendle, Pfeifer and Reibstein, 2 nd edition, chapter 6. FURTHER REFERENCE MBTN Management by the Numbers 23

New Product Sales Forecasting

New Product Sales Forecasting New Product Sales Forecasting This module covers the concepts of hierarchy of effects, awareness, availability (ACV%), trial rate, purchase, and intent to behavior translation. Authors: Paul Farris and

More information

Market Share Metrics I

Market Share Metrics I Market Share Metrics I This module covers the concepts of unit market share, revenue market share, market penetration, relative market share, and market concentration. Authors: Paul Farris and Stu James

More information

Customer Lifetime Value II

Customer Lifetime Value II Customer Lifetime Value II This module covers the concepts of CLV, CLV Remaining, retention rate, attrition rate, discount rate, churn rate, and customer acquisition and related costs. Authors: Paul Farris

More information

Promotion Profitability

Promotion Profitability Promotion Profitability This module covers the concepts of baseline sales, incremental sales, promotional lift, return on marketing investment (ROMI), coupon redemption and passthrough percentages on promotions.

More information

Calculating Growth Rates

Calculating Growth Rates Calculating Growth Rates This module teaches how to calculate various measures of growth including simple growth, growth rates based on two changing variables, average annual return, compound average annual

More information

This study is brought to you courtesy of.

This study is brought to you courtesy of. This study is brought to you courtesy of www.google.com/think/insights Paid Search Drives Offline Sales for Food Google/SymphonyIRI A Matched Market Consortium Study for Food U.S., March 2010 Executive

More information

Consumer Packaged Goods Trade Balance Continues to Decline - Is the Canadian CPG Industry in Trouble?

Consumer Packaged Goods Trade Balance Continues to Decline - Is the Canadian CPG Industry in Trouble? Consumer Packaged Goods Trade Balance Continues to Decline - Is the Canadian CPG Industry in Trouble? Kevin Grier, Senior Market Analyst, George Morris Centre Simon Dessureault, Agri-Food Economist July

More information

Retail Sales Benchmarks, KPI Definitions & Measurement Details

Retail Sales Benchmarks, KPI Definitions & Measurement Details The OpsDog Retail Sales Benchmarking Report Retail Sales Benchmarks, KPI Definitions & Measurement Details ABRIDGED CONTENT Purchase to View Full Benchmarking Report! 2017 Edition www.opsdog.com info@opsdog.com

More information

WHERE LOYALTY MEETS PROFITABILITY

WHERE LOYALTY MEETS PROFITABILITY WHERE LOYALTY MEETS PROFITABILITY When they lease, you lead. At Kia Motors Finance, we look for ways to support the long-term success of your business. We believe offering a lease product delivers great

More information

The Way To Win At Retail, Is To Help The Retailer Win

The Way To Win At Retail, Is To Help The Retailer Win The Way To Win At Retail, Is To Help The Retailer Win Wise Person Thomas L Fox Scottsdale, Craft Brewers AZ Conference - November May 3-4, 2012 2009 1 Scottsdale, Craft Brewers AZ Conference - November

More information

Glossary of Frequently Used Acronyms and Common Language

Glossary of Frequently Used Acronyms and Common Language Glossary of Frequently Used Acronyms and Common Language ACR ASN Backroom/Wareroom Bakery DSS Basic Stock Blocking Category CCOM CIM Clip Strips Closed Dated Product CMIS Advanced Cash Register These are

More information

MARGINS AND PROFITS. Introduction. Metrics covered in this chapter:

MARGINS AND PROFITS. Introduction. Metrics covered in this chapter: 3 MARGINS AND PROFITS Introduction Metrics covered in this chapter: Margins Selling Prices and Channel Margins Average Price per Unit and Price per Statistical Unit Variable Costs and Fixed Costs Marketing

More information

B2B Business to Business Business to Consumer B2C

B2B Business to Business Business to Consumer B2C B2B Vs B2C Marketing involves a broad spectrum of activities, whose ultimate goal is sales. B2B and B2C are the two business marketing models where sales is the end-result, but, this doesn t make the two

More information

7 SECRETS TO COMPETE & WIN AGAINST THE DEPARTMENT STORES. Paul Erickson RMSA Retail Solutions

7 SECRETS TO COMPETE & WIN AGAINST THE DEPARTMENT STORES. Paul Erickson RMSA Retail Solutions 7 SECRETS TO COMPETE & WIN AGAINST THE DEPARTMENT STORES Paul Erickson RMSA Retail Solutions . SALES PER SQUARE FOOT SLIPPED 2.4% TO $383 LAST YEAR APRIL IN STORE FOOT TRAFFIC DOWN 6.5% Looking to buy

More information

STRATEGIC PLANNING DRIVING SUPERIOR EXECUTION. Lori Mills September 2016

STRATEGIC PLANNING DRIVING SUPERIOR EXECUTION. Lori Mills September 2016 STRATEGIC PLANNING DRIVING SUPERIOR EXECUTION Lori Mills September 2016 STRATEGIC EXECUTION GUIDELINES Inputs come from everywhere - it can be hard to make sense of it all to deliver optimum plans 2 A

More information

Executive Leadership Tracks

Executive Leadership Tracks Executive Leadership Tracks Out with the Bad, In with the Good: How Leaders Should Think About Complexity Saturday, July 30 10:30 AM 11:30 AM Crystal Andy Callahan, President, Retail Packaged Brands, Tyson

More information

Surviving And Thriving On The U.S. Digital Grocery Shelf

Surviving And Thriving On The U.S. Digital Grocery Shelf Surviving And Thriving On The U.S. Digital Grocery Shelf The Digital Grocery Shelf Grocery represents one quarter of U.S. retail sales; however, with the recent entry of Amazon and major mass merchandise

More information

Understanding Indonesia s consumer-goods market

Understanding Indonesia s consumer-goods market Max Magni, Felix Poh, and Rohit Razdan Understanding Indonesia s consumer-goods market Consumer Packaged Goods September 215 Our survey of local and multinational packagedgoods companies yields useful

More information

Training Book. Four Peaks Reps. For

Training Book. Four Peaks Reps. For Training Book For Four Peaks Reps Table Of Contents Purpose... 1 About GPMI... 3 History Background... 3 Successful Partnerships... 3 What is Four Peaks... 4 Proven Success... 5 Market Positioning... 6

More information

NACS- NIELSEN SYNDICATED DATA PROGRAM

NACS- NIELSEN SYNDICATED DATA PROGRAM NACS- NIELSEN SYNDICATED DATA PROGRAM Copyright 2014 The Nielsen Company 1 MARKET SMARTER WITH NACS AND NIELSEN NACS and Nielsen have joined forces to offer a Syndicated Data Program for qualifying NACS

More information

The Product Lifecycle and the Marketing Strategy

The Product Lifecycle and the Marketing Strategy The Product Lifecycle and the Marketing Strategy Enterprise & Project Management Please note that these slides are not intended as a substitute to reading the recommended text for this course. Objectives

More information

Food prices, substitutability,

Food prices, substitutability, Page 1 of 5 Who are the Black Belts? They re good thinkers we've met in our travels who've demonstrated a willingness to share ideas. find out more Food prices, substitutability, and shoppers October 15,

More information

Chapter 12 Marketing Channels and Supply Chain Management

Chapter 12 Marketing Channels and Supply Chain Management Chapter 12 Marketing s and Supply Chain Management The Place Component of the Marketing Mix: s of Distribution Logistics Materials Management Physical Distribution Marketing s A set of interdependent organizations

More information

INTERNATIONAL PLANOGRAM GUIDELINES

INTERNATIONAL PLANOGRAM GUIDELINES INTERNATIONAL PLANOGRAM GUIDELINES INTRODUCTION INTRODUCTION GUIDELINE INTRODUCTION This is an overall guideline on best in class standards, but will not cover all possible scenarios or shelf formats.

More information

Marketing Research. Aaker, Kumar, Day. Eighth Edition Instructor s Presentation Slides. Marketing Research 8th Edition.

Marketing Research. Aaker, Kumar, Day. Eighth Edition Instructor s Presentation Slides. Marketing Research 8th Edition. Marketing Research Eighth Edition Instructor s Presentation Slides Chapter Four Research Design and Implementation Research Design Research Design and Implementation The detailed blueprint to guide the

More information

Economics N. Gregory Mankiw. The Market Forces of Supply and Demand. Markets and Competition. In this chapter, look for the answers to these questions

Economics N. Gregory Mankiw. The Market Forces of Supply and Demand. Markets and Competition. In this chapter, look for the answers to these questions Seventh Edition rinciples of Economics N. Gregory Mankiw CHATER 4 The Market Forces of Supply and Demand In this chapter, look for the answers to these questions What factors affect buyers demand for goods?

More information

Retail Sales BEST PRACTICES. A Collection of Best Practices for: Includes Detailed Best Practices for:

Retail Sales BEST PRACTICES. A Collection of Best Practices for: Includes Detailed Best Practices for: BEST PRACTICES A Collection of Best Practices for: Retail Sales Includes Detailed Best Practices for: - Merchandising - Store Planning - E-Commerce - Inventory Management - Store Operations www.opsdog.com

More information

Commercial Tap Fees. The Hempfield Township Municipal Authority. $1,800 per EDU as set forth in the Authority s Resolution No

Commercial Tap Fees. The Hempfield Township Municipal Authority. $1,800 per EDU as set forth in the Authority s Resolution No $1,800 per EDU as set forth in the Authority s Resolution No. 2000-13. For commercial establishments, tap fees are calculated based on the volume of water used at the facility. Each increment of 217 gallons

More information

Footwear. SAP Business One. Apparel & Footwear

Footwear. SAP Business One. Apparel & Footwear Footwear SAP Business One Apparel & Footwear Introduction SAP Business One for the Footwear Industry. Integrate and automate critical business processes with Apparel & Footwear for SAP Business One Due

More information

SUPPLY CHAIN CONSIDERATIONS FOR MANUFACTURERS

SUPPLY CHAIN CONSIDERATIONS FOR MANUFACTURERS SUPPLY CHAIN CONSIDERATIONS FOR MANUFACTURERS Joanna Walker 26 th September 2017 Joanna Walker supporting Food Manufacturers to win and grow business with Retailers www.purple-basil.co.uk Agenda for today

More information

What is SCRIP? 2011 Great Lakes Scrip Center LLC. All rights reserved 2008 Great Lakes Scrip Center, LLC. All rights reserved.

What is SCRIP? 2011 Great Lakes Scrip Center LLC. All rights reserved 2008 Great Lakes Scrip Center, LLC. All rights reserved. What is SCRIP? 2011 Great Lakes Scrip Center LLC. All rights reserved Scrip means Substitute Money And this And even these Like this GLSC brings hundreds of America s most respected retailers to your non-profit

More information

DIGITAL ADVERTISING S TRUE IMPACT ON IN-STORE SALES

DIGITAL ADVERTISING S TRUE IMPACT ON IN-STORE SALES DIGITAL ADVERTISING S TRUE IMPACT ON IN-STORE SALES 2017 4INFO CPG Sales Lift Benchmarks Reveal How Top Performers Compare CONTENTS Welcome to the Year of Measurement Measuring Success: Methodology ROAS:

More information

Daniel Lopez U. EU Marketing Manager. Created by: September 28 th, Date: CHEP. Store Solutions

Daniel Lopez U. EU Marketing Manager. Created by: September 28 th, Date: CHEP. Store Solutions Created by: Daniel Lopez U. EU Marketing Manager Date: September 28 th, 2016 CHEP Store Solutions Supply chain is being driven by a more demanding, savvy shopper Customers are making more top-up shops,

More information

best practices in promotion planning and execution Work Smarter and Improve Performance

best practices in promotion planning and execution Work Smarter and Improve Performance best practices in promotion planning and execution Work Smarter and Improve Performance table of contents Where Are Retail Promotions Headed? 2 better tools can help 4 Impact across retail departments

More information

Dealer Paid Search Playbook

Dealer Paid Search Playbook Dealer Paid Search Playbook WHY ARE PAID SEARCH CAMPAIGNS IMPORTANT? To grow consistent traffic from relevant search results across all tiers, Search Engine Marketing (SEM) and Pay-Per-Click (PPC) ads

More information

Fashion Buying and Merchandising

Fashion Buying and Merchandising The Further Education and Training Awards Council (FETAC) was set up as a statutory body on 11 June 2001 by the Minister for Education and Science. Under the Qualifications (Education & Training) Act,

More information

Describing Organizational Markets

Describing Organizational Markets Describing Organizational Markets Selling to Organizational Markets Organizational customers are different than consumers. As we ve been learning, people purchasing for personal use frequently build emotional

More information

CUSTOMER-CENTRIC MERCHANDISING. Customer-centric merchandising a pipe dream or imminent reality?

CUSTOMER-CENTRIC MERCHANDISING. Customer-centric merchandising a pipe dream or imminent reality? CUSTOMER-CENTRIC MERCHANDISING Customer-centric merchandising a pipe dream or imminent reality? page 1 The next great evolution in retailing The customer is always right went the old retail slogan, but

More information

Initial Shelf Space Considerations at New Grocery Stores: An Allocation Problem with Product Switching and Substitution

Initial Shelf Space Considerations at New Grocery Stores: An Allocation Problem with Product Switching and Substitution International Entrepreneurship and Management Journal 1, 183 202, 2005 c 2005 Springer Science + Business Media, Inc. Manufactured in The United States. Initial Shelf Space Considerations at New Grocery

More information

Be sure to cover all talking points provided under Welcome, Educate and Sell.

Be sure to cover all talking points provided under Welcome, Educate and Sell. Shopper Loyalty Card EVENT NAME: JOB-112204 - KR - 2015 WK 14 - P4W2 Glade Spring Starter Kits and Warmers PROGRAM ID: PROG-3981 SHOPPER LOYALTY CARD NUMBER: 3103216300 EVENT DATE(S): May 08, 2015 - May

More information

BAFS Elective Part Business Management Module Marketing Management

BAFS Elective Part Business Management Module Marketing Management Business Management Module Marketing Management : Marketing Strategies for Goods Marketing Mix Technology Education Section Curriculum Development Institute Education Bureau, HKSARG April 2009 What are

More information

Integrated Marketing Communication

Integrated Marketing Communication Integrated Marketing Communication Week 01 W. Rofianto Reference & Evaluation Assignment 30% MidTerm Exam 35% Final Project 35% https://rofianto.wordpress.com/mm_imc/ What is Marketing? Marketing is the

More information

THE FIELD GUIDE TO CPG MOBILE APPS 1 THE FIELD GUIDE TO CPG MOBILE APPS

THE FIELD GUIDE TO CPG MOBILE APPS 1 THE FIELD GUIDE TO CPG MOBILE APPS THE FIELD GUIDE TO CPG MOBILE APPS 1 THE FIELD GUIDE TO CPG MOBILE APPS INTRODUCTION Finding the right mobile apps for your consumer goods field team can be a difficult task. With so many options and places

More information

1. Introduction to International Retail Strategy

1. Introduction to International Retail Strategy 1. Introduction to International Retail Strategy Retail Strategy Module David F. Miller Center for Retailing Education and Research page 1 Questions What is a retailing strategy? How can a retailer build

More information

Lidl Dienstleistung GmbH & Co. KG - Strategic SWOT Analysis Review

Lidl Dienstleistung GmbH & Co. KG - Strategic SWOT Analysis Review Lidl Dienstleistung GmbH & Co. KG - Strategic SWOT Analysis Review Lidl Dienstleistung GmbH & Co. KG - Strategic SWOT Analysis Review Sector Publishing Intelligence Limited (SPi) has been marketing business

More information

Course Descriptions 3 CR. LOGS455: Shipping and Retail Logistics

Course Descriptions 3 CR. LOGS455: Shipping and Retail Logistics LOGS333: Warehouse Design and Management This course is designed to help students to understand warehouse functions, processes, organization and operations. It includes analysis of warehouse location,

More information

MOBILE ATTRIBUTION FOR DATA-DRIVEN MARKETERS 2016 REPORT HOW FOOT TRAFFIC ATTRIBUTION WORKS

MOBILE ATTRIBUTION FOR DATA-DRIVEN MARKETERS 2016 REPORT HOW FOOT TRAFFIC ATTRIBUTION WORKS MOBILE ATTRIBUTION FOR DATA-DRIVEN MARKETERS 2016 REPORT HOW FOOT TRAFFIC ATTRIBUTION WORKS WHY IS IT SO HARD TO CALCULATE MOBILE ADVERTISING ROI? Historically, there has been a glaring problem in measuring

More information

What Drives Dairy Purchases at Retail Today and Tomorrow? Elite Producer Business Conference November 9, 2010

What Drives Dairy Purchases at Retail Today and Tomorrow? Elite Producer Business Conference November 9, 2010 What Drives Dairy Purchases at Retail Today and Tomorrow? Elite Producer Business Conference November 9, 2010 Session Goals I. Provide an overview of the current shopper and retail environment II. Demonstrate

More information

Many retail organizations have begun moving away from traditional profit- and product-focused strategies

Many retail organizations have begun moving away from traditional profit- and product-focused strategies AMR Research Custom Executive Summary in Collaboration With JDA Software The Trend Toward Consumer-Centric Merchandising Requires Assortment Management and Space Planning Investments September 2009 by

More information

Data Warehousing and Data Mining Case Studies

Data Warehousing and Data Mining Case Studies Data Warehousing and Data Mining Case Studies Inventory Order Management OncoNet MEDAN Acknowledgements: I am indebted to Michael Böhlen for providing me his slides, upon which these lecture notes are

More information

Percentages. Author: Stu James Stu James and Management by the Numbers, Inc.

Percentages. Author: Stu James Stu James and Management by the Numbers, Inc. Percentages Understanding and calculating percentages is an essential skill in business market share, growth rates, interest rates, and many ratios are expressed as a percentage. This tutorial will introduce

More information

Chapter 16 Sales Promotion

Chapter 16 Sales Promotion Chapter 16 Sales Promotion Copyright 2014 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education. Sales Promotion A direct

More information

Claims estimating Improve Your Contents Estimating wherever you are

Claims estimating Improve Your Contents Estimating wherever you are Improve Claims estimating Your Contents Estimating wherever you are How much are claims delays costing you? Successfully resolving a personal property insurance claim requires taking inventory of all affected

More information

Planning Merchandise Assortments

Planning Merchandise Assortments Chapter 12 Planning Merchandise Assortments PPT McGraw-Hill/Irwin 12-1 Levy/Weitz: Retailing Management, 5/e Copyright 2004 by The McGraw-Hill Companies, Inc. All rights reserved. The Category A category

More information

Improved Retail Performance through Merchandise Planning Solutions

Improved Retail Performance through Merchandise Planning Solutions Improved Retail Performance through Merchandise Planning Solutions 1/16 Web: www.quickbornconsulting.com EXECUTIVE SUMMARY The Demand to meet changing business needs is greater than ever; retailers are

More information

MARKETPLACES DATA SHEET. How our organization uses ChannelAdvisor: We use marketplaces to expand our footprint and brand awareness.

MARKETPLACES DATA SHEET. How our organization uses ChannelAdvisor: We use marketplaces to expand our footprint and brand awareness. MARKETPLACES DATA SHEET Third-party marketplaces like Amazon, ebay, Walmart and Jet account for a growing portion of global online retail sales. Online retailers of all sizes are recognizing the profit

More information

Chapter 6 Elasticity: The Responsiveness of Demand and Supply

Chapter 6 Elasticity: The Responsiveness of Demand and Supply hapter 6 Elasticity: The Responsiveness of emand and Supply 1 Price elasticity of demand measures: how responsive to price changes suppliers are. how responsive sales are to changes in the price of a related

More information

The Marketing Decision-Making Process

The Marketing Decision-Making Process The Marketing Decision-Making Process Figure 1.1 The DECIDE Decision-Making Process D- Define the marketing problem E- Enumerate the controllable and uncontrollable decision factors C- Collect relevant

More information

2016 Ten Revenue Growth Ideas

2016 Ten Revenue Growth Ideas Ten Revenue Growth Ideas for 2016 2016 Ten Revenue Growth Ideas Thoughts to Spur Growth this Year Our Industry is at a crossroads. The simplest way to define it is companies either get busy growing, or

More information

Retail Supply Chain Management. 3. Cold Chain for Grocery Items

Retail Supply Chain Management. 3. Cold Chain for Grocery Items Retail 3. Cold Chain for Grocery Items page 1 Objectives Understand the importance of cold chain to retailers Learn the development and current status of cold chain in China Identify the major problems

More information

FOOD WHOLESALING AND RETAILING

FOOD WHOLESALING AND RETAILING FOOD WHOLESALING AND RETAILING TRENDS IN FOOD WHOLESALING AND RETAILING Provide a wide range of food to consumers at many different places, many different times Food retailers include supermarkets, bakery

More information

Integrated Marketing Communication

Integrated Marketing Communication Integrated Marketing Communication Week 01 W. Rofianto, ST, MSi Reference & Evaluation Assignment 40% MidTerm Exam 25% Final Project 35% http://rofianto.wordpress.com/imc/ rofi_anto@yahoo.com What is Marketing?

More information

Best Practices in Promotion Planning and Execution

Best Practices in Promotion Planning and Execution Best Practices in Promotion Planning and Execution Work Smarter and Improve Performance Next Best Practices in Promotion Planning and Execution Work Smarter and Improve Performance Table of Contents Where

More information

Chapter 22 Making Consumer Decisions

Chapter 22 Making Consumer Decisions Chapter 22 Making Consumer Decisions Unit 8 Buying Goods and Services Date Section 22.1 Consumer Choices Section Objectives Identify four decisions that consumers make when they buy goods and services.

More information

MARKETING AND SUPPLY CHAIN MANAGEMENT

MARKETING AND SUPPLY CHAIN MANAGEMENT MSC Marketing and Supply Chain MARKETING AND SUPPLY CHAIN MANAGEMENT MSC Department of Marketing and Supply Chain The Eli Broad College of Business and The Eli Broad Graduate School of 293 Cooperative

More information

At the end of your season, what is your strategy for liquidation of any excess inventory?

At the end of your season, what is your strategy for liquidation of any excess inventory? Last Week s Question Of The Week: At the end of your season, what is your strategy for liquidation of any excess inventory? Answers: Immediately following our 12 Days of Christmas Sale, we offer our members

More information

E-Commerce-Impact on Society

E-Commerce-Impact on Society E-Commerce-Impact on Society E-commerce Why study it?! Maybe the most emphasized area of technology applications " important! What are the likely impacts of e-commerce on society both positive and negative?!

More information

Foodservice Category Management. Better Insights. Enhanced Collaboration. Maximum ROI

Foodservice Category Management. Better Insights. Enhanced Collaboration. Maximum ROI Foodservice Category Management Better Insights. Enhanced Collaboration. Maximum ROI Changing Dynamics in the Foodservice Industry The foodservice industry today is in a state of intense competition and

More information

RETAILING (409) DESCRIPTION STANDARDS, OBJECTIVES, AND INDICATORS STUDENTS WILL UNDERSTAND THE RETAILING BUSINESS AND THE FUNDAMENTALS

RETAILING (409) DESCRIPTION STANDARDS, OBJECTIVES, AND INDICATORS STUDENTS WILL UNDERSTAND THE RETAILING BUSINESS AND THE FUNDAMENTALS DESCRIPTION Retail Management is a program that will prepare the student to operate businesses that sell, rent, or lease goods and services. This course will provide insight into the theory and application

More information

INVENTORY AND ECONOMIC ORDER QUANTITY MODELS

INVENTORY AND ECONOMIC ORDER QUANTITY MODELS INVENTORY AND ECONOMIC ORDER QUANTITY MODELS Types of Demand Retailers and distributors must manage independent demand items-that is, items for which demand is influenced by market conditions and isn t

More information

THE BUY UGANDA BUILD UGANDA POLICY

THE BUY UGANDA BUILD UGANDA POLICY THE BUY UGANDA BUILD UGANDA POLICY PRESENTED TO MEMBERS OF HONEY SECTOR MEMBERS 22 ND AUGUST, 2017 By Hussein Musiho (SCO) MTIC Email: musihohussein@yahoo.com PRESENTATION LAY OUT 1.Introduction 2.Key

More information

Dené Sinclair Director of Marketing Aboriginal Tourism Association of Canada. Joe Volk Executive Director CITAP #2016IATC

Dené Sinclair Director of Marketing Aboriginal Tourism Association of Canada. Joe Volk Executive Director CITAP #2016IATC Dené Sinclair Director of Marketing Aboriginal Tourism Association of Canada Joe Volk Executive Director CITAP 1 #2016IATC The Travel Trade is a network of businesses whose job is to distribute and sell

More information

MEDIA KIT. ONE SOURCE for optimizing and integrating PRINT & DIGITAL

MEDIA KIT. ONE SOURCE for optimizing and integrating PRINT & DIGITAL MEDIA KIT ONE SOURCE for optimizing and integrating PRINT & DIGITAL who we are quick facts Valassis: a leader in consumer activation providing influence along the path to purchase via our unique intelligent

More information

Estimating Retail Market Potential

Estimating Retail Market Potential Page 1 of 6 Home-Based Business Fact Sheet University of Maine Cooperative Extension Bulletin #3012 Estimating Retail Market Potential Adapted for Maine (and co-authored) from Iowa by Jim McConnon, Extension

More information

Clicks and Bricks John Bucksbaum March 2001 Working Paper #368

Clicks and Bricks John Bucksbaum March 2001 Working Paper #368 Clicks and Bricks by John Bucksbaum March 2001 Working Paper #368 1 Many real estate firms continue to be family-controlled. The second-, and thirdgeneration family members are generally either caretakers,

More information

Edexcel (B) Economics A-level

Edexcel (B) Economics A-level Edexcel (B) Economics A-level Theme 1: Markets, Consumers and Firms 1.3 Introducing the Market 1.3.3 Price determination Notes Equilibrium price and quantity and how they are determined This is when supply

More information

District > Basic > Marketing Education > Retailing ( ) (District) > Juett, David

District > Basic > Marketing Education > Retailing ( ) (District) > Juett, David Granite School District (08.0705) (District) District > Basic > Marketing Education > (08.0705) (District) > Juett, David Unit Essential Questions Content Skills Vocabulary Formative The World of (Week

More information

2000 consolidation down to 4 regional distributors

2000 consolidation down to 4 regional distributors FMCG distribution 1990 the trading company Mister is established in Tychy 1992 we begin cooperation with Procter&Gamble as one of 650 Polish wholesalers 1993 25 companies become P&G regional distributors

More information

Health & Beauty Aids For BIG Profit

Health & Beauty Aids For BIG Profit Health & Beauty Aids For BIG Profit By: Jessica Larrew www.jessicalarrew.com www.mysilentteam.com www.provenamazoncourse.com Why I like to sell Health & Beauty Products Easy to package High profit margin

More information

See Your Consumers in High Definition

See Your Consumers in High Definition See Your Consumers in High Definition www.kantarworldpanel.com OUR ASPIRATION IS TO KNOW MORE THAN ANYONE ABOUT WHEN, WHERE, WHAT AND WHY PEOPLE BUY AND USE For further information about Kantar Worldpanel

More information

P O L I C I E S & P R O C E D U R E S. New Arrivals Cooler In-store Merchandising

P O L I C I E S & P R O C E D U R E S. New Arrivals Cooler In-store Merchandising P O L I C I E S & P R O C E D U R E S New Arrivals Cooler In-store Merchandising Policies and s for displaying non-promotional beer TBS Marketing Written: August 2017 Effective date: November 2017 1 Merchandising

More information

EMERGING TRENDS IN VENDING

EMERGING TRENDS IN VENDING EMERGING TRENDS IN VENDING Micro Markets Tusco Display Micro Markets and Vending Machines M odern vending machines have been around since the 1880 s. The first known reference goes back to ancient Greece.

More information

The University of Georgia

The University of Georgia The University of Georgia Center for Agribusiness and Economic Development College of Agricultural and Environmental Sciences The Local Food Impact: What if Georgians Ate Georgia Meat and Dairy? Prepared

More information

THE HOME DEPOT. Vendor SSR Training Guide

THE HOME DEPOT. Vendor SSR Training Guide THE HOME DEPOT Vendor SSR Training Guide REVISION HISTORY: Application and Program Version Changes Modified By 1.0 Document Created: January 2014 IPR Solutions 2.0 Added information regarding Prebuilt

More information

A Retail Merchant Loyalty Program

A Retail Merchant Loyalty Program A Retail Merchant Loyalty Program Table of Content A Retail Merchant Community Slides 3 4 2014 Loyalty Strategy Slides 5 11 Suggested Systematic Marketing Campaign Calendar Slides 12 13 New Services we

More information

Consumer and Market Insights: Confectionery Market in Turkey

Consumer and Market Insights: Confectionery Market in Turkey Consumer and Market Insights: Confectionery Market in Turkey CS1864MF March 2015 Sample pages Single User Price: US$1272 1 Summary The Confectionery market will register strong value and volume growth

More information

PAID SEARCH. be seen. PAID SEARCH FEATURES INCLUDE:

PAID SEARCH. be seen. PAID SEARCH FEATURES INCLUDE: DATA SHEET be seen. PAID SEARCH ChannelAdvisor s Paid Search solution redefines search engine marketing, giving you the ability to manage paid search campaigns for Google, Yahoo! and Bing from one interface.

More information

International Retail Management

International Retail Management Merchandising Developing Merchandise Plans International Retail Management Activities involved in acquiring particular goods/ services and making them available at the places, times, prices, and in the

More information

The ethnic makeup of the U.S. has begun changing. Ethnic Marketing by the Numbers

The ethnic makeup of the U.S. has begun changing. Ethnic Marketing by the Numbers Ethnic Marketing by the Numbers Integrating Diverse Data Can Reveal New Opportunities Chris Hammer Senior Product Manager U.S. Marketing 10 f e a t u r e Consumer Insight Spring 2005 The ethnic makeup

More information

Electronic Data Interchange. 850 Purchase Order. Version 4030

Electronic Data Interchange. 850 Purchase Order. Version 4030 Electronic Interchange 850 Purchase Order Version 4030 March 2005 Table of Contents ISA Interchange Control Header... 2 GS Functional Group Header... 3 ST Transaction Set Header... 4 BEG Beginning Segment

More information

A View from Pallet to Pantry

A View from Pallet to Pantry @InmarInc #PalletToPantry Unsaleables Data Trends A View from Pallet to Pantry Rob Small 2014 Inmar, Inc. Senior Director, Supply Chain Network Inmar Speech Data 68 Total slides 2 Videos 2 3 Overt Inmar

More information

Price = The Interaction of Supply and Demand WEDNESDAY, FEBRUARY 17 THURSDAY, FEBRUARY 18

Price = The Interaction of Supply and Demand WEDNESDAY, FEBRUARY 17 THURSDAY, FEBRUARY 18 Price = The Interaction of Supply and Demand WEDNESDAY, FEBRUARY 17 THURSDAY, FEBRUARY 18 Chapter 4: Section 1 Understanding Demand What Is Demand? Markets are where people come together to buy and sell

More information

children s products & services social brand advocates? special what are feature aims to help franchisees grow their businesses

children s products & services social brand advocates? special what are feature aims to help franchisees grow their businesses Franchising usa The magazine for franchisees VOL 04, ISSUE 10, aug 2016 $5.95 www.franchisingusamagazine.com special children s products & services feature aims to help franchisees grow their businesses

More information

MARTIN'S WAKEFIELD'S ROUTING GUIDE

MARTIN'S WAKEFIELD'S ROUTING GUIDE MARTIN'S WAKEFIELD'S ROUTING GUIDE THIS GUIDE TAKES PRECEDENCE OVER ANY PREVIOUS ROUTING GUIDE OR PURCHASE ORDER. THE EFFECTIVE DATE OF THIS GUIDE IS January 1, 2017 REVISED DATE OF: December 15, 2016

More information

CIR: Comparative Competitive Efforts of Rival Companies HELP

CIR: Comparative Competitive Efforts of Rival Companies HELP Competitive Intelligence Report: One-Year Snapshot Comparing Competitive Efforts of all Rival Companies Explanations of Numbers Plus Suggestions and Tips for Using the Information This Help section concerns

More information

Cups4U Forecasting Process Design Case

Cups4U Forecasting Process Design Case Team Assignment 1 ESD.260 Logistics Systems Fall 2006 Page 1 of 5 Cups4U Forecasting Process Design Case Cups4U, Inc. is a $3 billion paper cup manufacturer based in North America. The company sells its

More information

Transforming Field. The Perfect Store

Transforming Field. The Perfect Store A CGT WHITE PAPER Next-generation mobile applications guide CPG companies in their quest to get even closer to the consumer when it matters most during the purchase-decision moment From Automation to Optimization

More information

4 th Edition ISBN TABLE OF CONTENTS. 1. Introduction Glossary of Terms Used in Retail Math Made Simple 5

4 th Edition ISBN TABLE OF CONTENTS. 1. Introduction Glossary of Terms Used in Retail Math Made Simple 5 4 th Edition ISBN 0-9739-1411-4 TABLE OF CONTENTS 1. Introduction 3 2. Glossary of Terms Used in Retail Math Made Simple 5 3. Key Performance Indicators 12 4. Commonly Used Formulas 23 5. Open to Buy (Definitions,

More information

CHAPTER:2 CUSTOMER-BASED EQUITY AND BRAND POSITIONING

CHAPTER:2 CUSTOMER-BASED EQUITY AND BRAND POSITIONING CHAPTER:2 CUSTOMER-BASED EQUITY AND BRAND POSITIONING Learning Objectives Define customer-based brand equity Outline the sources and outcomes of customer based brand equity Identify the four components

More information

Chapter 2 Purchasing and Supply Management

Chapter 2 Purchasing and Supply Management Chapter 2 Purchasing and Supply Management TRUE/FALSE 1. In the context of Supply Chain Management, the acts of obtaining raw materials, services, maintenance, repair and operating supplies for money can

More information