Promotional Lift (%)

Description: Percent increase in sales during promotion compared to baseline.

Formula: (Incremental Sales ÷ Baseline Sales) × 100

SQL Calculation:

(SUM(promo_sales) - SUM(baseline_sales)) / NULLIF(SUM(baseline_sales),0) * 100 AS promo_lift

Why It Matters: Core measure of trade promotion effectiveness.

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Metric Type: Diagnostic

Essence: Lagging

Frequency: Weekly / Promo Period

Units: Percentage (%)

Suggested Breakdowns: Retailer, Market, Promotion Type, Product

Questions Answered:

• How effective was our promotion in driving incremental volume?

• Which promotion types generate the best lift?

Potential Causes of Worsening: Over-promotion fatigue, less effective promotional strategies

Related

Tactics to Improve:

• Optimize promotion cadence

• Adjust discount depth

• Add feature/display

Metrics:

• Incremental Sales

• Baseline Sales

• % Depth of Discount

• Number of Weeks on Promotion

Related Explores:

• Retail Promotion Analysis Explorer

Related Sources:

• URMS.SALES_REPORT

• Retail Promo Events BSD