Basic Assessment of Sales Promotions


Exhibit 27.7   Basic evaluation of promotion in terms of gain in volume, value and margin.

How much did my brand gain in volume, value and profit? This is first question on the sales manager’s mind after she promotes her brand. The answer to the question provides a preliminary understanding of the impact of a promotion.

Sales gain/loss or incremental volume is the sales volume above the baseline. It is the gain or loss in volume on account of short term causal factors, including temporary price reductions (discounts), displays, features, distribution fluctuations (stock outs for instance), seasonal factors and competitor activities, during that time period. 

Consider the three cases — I, II and III — circled in Exhibit 27.6. Exhibit 27.7 provides additional details such as the regular price and baseline sales for this product at the three time periods. The gain in volume for each of these promotions is the difference between the sales volume and the base line sales volume. Similarly the gain in value is the difference between the sales value and the base line sales value, and the gain in margin is the difference between the margin and the base line margin.

Because of the price discounts, the gains in value are lower than the gains in volume, and the gains in margin are much lower. In Case III, where the brand is heavily discounted, the gross margin is totally wiped out, and the brand incurs a loss.

Each of these three promotions has a different impact, and plays a different role. The promotion in week 46 (Case III) was a tactical promotion run by a local retailer during the week that a major global hypermarket chain entered into this market with the opening of their flagship store. Price was slashed by 18%, volume soared 5.4 times, yet at that level of discount, profits were wiped out.

The Case I promotion on the other hand is profitable and may therefore be repeated more frequently. It yields a healthy 78% increase in volume with a 5% reduction in price.

While this has not been considered in the above analysis, do note that the loss in margin due to the discount and other related costs is borne by both the retailer and the manufacturer. Manufacturers support promotions through trade incentives such as promotional funds, and discounts on their list price, which are usually quantity based.

From the retailer’s perspective, the analysis must also account for the increase in store traffic, resulting from the promotion. This is likely to be significant for Case III, where the price discount is as high as 18%. If the item is a traffic builder, profits from the increase in sales of all the other products bought by the gained shoppers, could more than offset the loss in profits incurred by the item.

Case III is also worth considering in instances where stocks are likely to expire. This would enable the retailer to recover part of the cost of the goods, as opposed to inventory write-off, which amounts to a total loss.

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Promotions Evaluation

Promotions Evaluation

Automated online solution for analysis of promotions.


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What they SHOULD TEACH at Business Schools


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Experiential Learning via Simulators | Best Way to Train Marketers

Experiential Learning via Simulators | Best Way to Train Marketers


Marketing simulators impart much needed combat experiences, equipping practitioners with the skills to succeed in the consumer market battleground. They combine theory with practice, linking the classroom with the consumer marketplace.


Online Apps for training on Promotions

Online Apps for training on Promotions


The Plannogrammer is an experiential learning facility for category managers, trade marketers, and retailers in consumer markets. Ideally suited for hybrid learning programmes, Plannogrammer imparts hands-on training in the planning and evaluation of promotions and merchandising.

It supports a collection of simulation and analysis platforms such as Promotions and Space Planner for optimizing space and promotions, Plannogram for populating shelves and merchandising, a Due To Analysis dashboard that decomposes brand sales into the factors driving sales, and a Promotion Evaluator to evaluate the volume, value and profit impact of promotion plans.