UPSPW Means Scans, Not Shipments: The Velocity Number, Defined
Units per store per week is units scanned over stores selling over weeks. Change any of the three and one Cinderhaven SKU reads 4.0, 3.0, or 2.5.
Trade Spend Leakage: Your Top Retailer Is Probably Your Worst Account
Trade spend leakage explains why a brand's biggest account, reranked by net-revenue yield, often falls to the bottom of the list.
trade spend leakagetrade deductiontrade spendnet revenueCPG analyticsretailer profitabilitypromotional analysis
Penetration in CPG Means Three Things. Most Dashboards Show None of Them.
Three CPG penetration metrics get called one name: distribution, velocity vs. distribution, and household. Confusing them means funding the wrong strategy.
Slotting Paid, Nothing Scanning: The Authorization Voids Costing Specialty Brands Six Figures a Year
A single botched shelf reset worth $165,526. Classifying and dollarizing authorization voids turns a hunch into a ranked broker work list.
Trial vs Repeat Purchase: The Most Expensive Way to Die in CPG
Trial vs repeat purchase: high penetration with low repeat means spending to acquire buyers who never come back. Product failure disguised as growth.
CPG Analytics Is Fifteen Questions. Most CEOs Answer Them from Memory.
A specialty food brand's operating decisions are finite and answerable with rules, not dashboards. CPG analytics as a question engine, not a BI project.
Scan Velocity: Two Items, Same Revenue, Opposite Strategies
Distribution tells you where you are. Scan velocity tells you how fast you sell there. That distinction drives expansion, pruning, and rationalization.
Distribution Penetration: 640 Doors Authorized, 460 Scanning, a Silent 180-Door Gap
Distribution penetration is the gap between authorized and scanning doors, where slotting is paid and revenue never arrives. Most brands cannot state it.
Sales Decomposition: The Growth That Hid a Household Penetration Decline
Sales rose on price while fewer households bought each quarter. Three-lever sales decomposition catches erosion disguised as growth.
A Five-Layer Cost Waterfall Reveals Which Channels Actually Make Money
Applying a five-layer cost waterfall to 10 channels shows gross revenue rank and contribution rank diverge by 3-4 positions for most specialty food brands.
SPINS vs. Retail Link: Which Data Answers Which Question
SPINS vs. Retail Link: one covers natural channel trends and share, the other Walmart store-level POS. A framework for which one answers your question.