Incremental Units

Description: Additional product units sold due to a promotion above the expected baseline.

Formula: Incremental Units = Actual Promo Units – Baseline Units

SQL Calculation:

SUM(promo_units) - SUM(baseline_units) AS incremental_units

Why It Matters: Shows volume lift attributable to promotion.

Metric Type: Result

Essence: Lagging

Frequency: Per Promotion Event / Weekly

Units: Units

Suggested Breakdowns: Product, Retailer, Market, Promo Type

Questions Answered:

• How many extra units did the promotion sell?

• Which promos drive the most physical volume?

Potential Causes of Worsening: Shallow discount, poor in-store execution, consumer stockpiling outside promo window.

Tactics to Improve:

• Adjust discount laddering

• Bundle products

• Optimize display execution

Related Metrics:

• Incremental Dollars

• ROI per Case

• Contribution Margin ROI

Related Explores:

• Promotion Lift Explorer

Related Sources:

• URMS.SALES_REPORT