Measuring Sales Goals per Page

One of the major challenges for every catalog company - new or old - is to have a barometer by which to measure sales performance. There is, however, another way to look at spread, page, and even item performance, by turning around the method of calculating expected revenue or sales goal per page. T...

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Veröffentlicht in:Catalog Age 2004-05, Vol.21 (5), p.100
1. Verfasser: Schmid, Jack
Format: Artikel
Sprache:eng
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Zusammenfassung:One of the major challenges for every catalog company - new or old - is to have a barometer by which to measure sales performance. There is, however, another way to look at spread, page, and even item performance, by turning around the method of calculating expected revenue or sales goal per page. The calculation is not difficult to understand and gives the merchandisers and the creative team a benchmark by which they can see if the fruits of their labor have produced the revenue goals to sustain and grow the business. In other words, you can measure the preformance of the products the merchandising team has sourced or of the pages the creative team has crafted. The merchandising and creative teams can both use the sales-goal-per-catalog and per-pages metrics. In fact, sharing these metrics almost forces the two parts of the catalog organization to communicate with one another.
ISSN:0740-3119