Lift Sustainability Score

Description: Portion of promo lift retained in the weeks following promotion (measure of long-term promo quality).

Formula: ((Incremental Baseline Sales post-promo ÷ Promo Incremental Sales) × 100)

SQL Calculation (conceptual):

((SUM(post_promo_baseline) - SUM(pre_promo_baseline)) * N_weeks_after)
   / NULLIF(SUM(incremental_units),0) * 100 AS lift_sustainability_pct

Why It Matters: Determines whether promo gains "stick" or disappear once discount ends.

Metric Type: Result / Diagnostic (Strategic)

Essence: Lagging

Frequency: Per Promotion Event

Units: Percentage (%)

Suggested Breakdowns: Product, Retailer, Promo Type, Market

Questions Answered:

• Did this promo generate lasting impact or just a temporary spike?

• Which promos lead to new baseline volume vs pure pull-forward?

Potential Causes of Worsening: High deal dependency, excessive stockpiling, low repeat from promo buyers.

Tactics to Improve:

• Run promos that drive trial + retention

• Avoid promo fatigue

• Support with post-promo marketing

Related Metrics:

• Post-Promo Baseline Lift

• Incremental Sales

Related Explores:

• Trade Promotion ROI Advanced Analysis

Related Sources:

• URMS baseline sales history