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Metric Glossary

Definitions for common BDSA metrics

  • Total Retail Sales: total projected dollar sales.
  • Total Pack Units: total projected unit sales.
  • Total EQ Units: total projected equivalized units to the gram.
    • Only available for flower.
    • Ex: 3.5g of flower would count as 1 pack unit and 3.5 EQ units
  • Pack ARP: also called "purchase price". The average purchase price of an item after discounts and before taxes.
  • EQ ARP: The average purchase price of an item after discounts and before taxes equivalized to the gram.
    • Only available for flower.
  • Dollar Velocity: dollars per store per day in stores that it’s selling on days that it sold. 
  • Unit Velocity: units per day in stores that it’s selling on days that it sold. 
  • Original List Price: the menu listed price before any menu listed discounts are applied. 
    • Unit weighted when aggregated
    • EX: if 3 products are originally listed for $20 but one of them is on sales for $15, only the original prices are counted so the average of the 3 would be $20.  
  • Average List Price: the average menu list price including discounted items. 
    • Unit weighted when aggregated. 
    • EX: if 3 products are originally listed for $20 but one of them is on sales for $15, the average list price would be $18.33, (20+20+15/3).  
  • Discounted List Price: the menu list price only of items that are on discount. 
    • Unit weighted when aggregated. 
    • EX: if 3 products are originally listed for $20 but one of them is on sales for $15, only the discounted product is counted so the average is $15.  
  • Availability: the % of doors and item can be found in
    • EX: if a brand is in 9/10 stores, the availability is 90%.
  • ACV: all commodity volume. the weighted availability of an item when the size of the store is considered. 
    • A measure of dollars rather than doors.
    • EX: if a brand is in 9/10 stores, the availability is 90%, but if those 9 stores only account for 50% of the total dollar volume in that market, the ACV is 50%.
  • Share of Shelf: the % of a total shelf that a brand or item makes up. Also called "SOS"
    • EX: if a store has 100 items on shelf and 25 of those items belong to brand A, then brand A's share of shelf is 25%
  • Lift: the % difference in dollar/unit sales when an item is on discount vs when it is not on discount.  
    • Discount depth is measured by the menu listed discount, not final purchase price. 
    • Discount only counts for the difference between original and discounted price being >= 5%
  • Most Common Price: The price seen most frequently. 
    • Not averaged and not weighted by units.
  • Sales Per Point of Distribution (SPPD)
    • The weighted sales per store based on the total size of the stores that product is in
    • SPPD = Total sales / (%ACV * 100)
    • Beneficial for measuring sales per store while considering the opportunity size of that store.
      • Ex: Brand A sells $500 and has a %ACV of 50% in a market, the SPPD is $10. Brand B sells $300 and has a %ACV of 10% in a market, so the SPPD is $30. Based on total sales and distribution, Brand A looks to be in a better position, but when considering the sales given the smaller available market for Brand B, they have the higher SPPD.
  • Average Menu Discount (%)
    • The average % off original price when an item is at a discount.
  • Average Sell Through Discount
    • The average % off original price when an item sells through for less than the original price.
  • Discount/Promotion Frequency (%)
    • The % of the time (based on # of locations, # of days, and # of products) that an item is sold through less than the original price
      • Discount rate must be greater than 10% to qualify
  • Average Items Carried (AIC)
    • The average number of items on shelf weighted by the size of the store

  • Total Distribution Points (TDP)
    • Measures the breadth and depth of distribution in a market.
    • Measured by taking the sum of the %ACV of each item in a brand.
      • Measuring the %ACV per item and then summing up vs taking the brand’s overall %ACV considers the number of products in that brand’s portfolio and how well they are distributed on shelves.
      • Ex: Brand A has a %ACV of 50% and Brand B has a %ACV of 20%. Brand A has 5 items, each with a %ACV of 15% and Brand B has 20 items, each with a %ACV of 10%. The TDP of Brand A is 15*5 = 75 and Brand B is 20*10=200. Based on total %ACV Brand A is better distributed, but Brand B has significantly more items that are distributed across shelves, giving it a higher TDP.