Understanding SKUtrak Promote: data metrics glossary

Metric

Definition

Formula

Sales Units

  Total number of units sold.

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  List Price (Unit) 

   Manufacturer’s published       wholesale list price per unit,    before any discounts, allowances, or promotional funding.

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Gross Sales (List Value)

 Manufacturer sales valued at list price before any trade discounts or promotional investment. A theoretical top-line, not usually what customers actually pay. 

Gross Sales = Units Sold × Unit List Price

   Off-Invoice Investment

Ongoing customer discount that reduces the invoice price independent of a specific promotion. 

Net Invoice Value (NIV)

Value invoiced to the retailer after off-invoice investment, before promotional funding. This is the retailer’s base cost before promotional investments.

NIV = Gross Sales − Off-Invoice Investment

On-Invoice Investment

Promotion-specific funding paid outside the invoice (e.g. TPRs, feature & display, lump sums).

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Total Trade Investment

Total manufacturer investment provided to the retailer in the period, including baseline and promotional components. 

Total Trade Investment = Off-Invoice Investment + On-Invoice Investment

Net Sales (Double Revenue)

Manufacturer revenue after all trade investment (baseline + promotional), before COGS. 

Net Sales =
Gross Sales – Total Trade Investment

Unit Cost (COGS per Unit)

Manufacturer's cost to produce and supply one unit

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Cost of Goods Sold (COGS)

Total manufacturer cost of goods for the volume sold.

COGS = Sales units x Unit Cost Price

Manufacturer Gross Profit 

Manufacturer profit after trade investment and COGS, before marketing, sales, and overhead costs

Gross Profit = Net Sales − COGS