Sales Forecasting

The Retailer Trade Planner

This represents the standard, everyday sales volume of a product without the influence of any promotions. It is the baseline forecast that sales teams can build upon.

Three Core Components of Sales Forecasting

Base Volume

This represents the standard, everyday sales volume of a product without the influence of any promotions. It's the baseline forecast that sales teams can build upon.

Promotional Lift

This figure reflects the incremental sales volume projected from promotional initiatives, such as price reductions or in-store displays, which are typically planned annually by the sales team.

New Wins

This volume accounts for changes in distribution, such as new item launches or expanding into new stores. It captures the sales impact of gaining new shelf space.

Answer the "Why" When Analyzing Business Performance

Track promotional activities across every level of the supply chain — from individual retail locations down to specific items. Consolidate and roll up this information to analyze performance by channel and customer group, and compare it directly against shipment data. Be prepared for every board meeting with clear insights into current and upcoming promotions, and understand how they will impact future shipments and revenue.