How can I track sales by my company’s regions?
How can I improve sales in low-performing markets?
Case:
Notebook PC Retailer wants to evaluate how each of its five divisions is performing.
Findings:
NPD information shows Division 1 is growing the fastest and gaining the most share. It has a 16.6 percent share of the market, increasing 3.3 share points over the past year.
On the other hand, Division 3 experienced declining sales and share dollars; while competitor retailers’ sales in this division increased 1.6 percent in the past year.
Action:
Division 3 adopted Division 1’s successful merchandising initiatives, improving its stores’ sales.
Sales Information for Notebook PC Retailer Divisions
2006 vs. 2007
|
Division 1 |
Division 2 |
Division 3 |
Division 4 |
Division 5 |
| Your Store Sales |
12.2% |
10.8% |
-0.7% |
4.9% |
10.5% |
| Competitor Store Sales |
-3.8% |
-3.1% |
1.6% |
-2.2% |
0.1% |
| |
| Retailer Dollar Share of Market |
16.6% |
16.3% |
16.4% |
17.2% |
18.0% |
| Retailer Dollar Share Point Change |
3.3 |
2.7 |
-1.3 |
1.9 |
-0.1 |
For more information, please contact Charles Camaroto at 866-444-1411 (contactnpd@npd.com).
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