The document discusses sales promotion and provides definitions from various sources. It defines sales promotion as a planned and implemented marketing activity that enhances a product or service's appeal and positively changes consumer behavior in return for an additional benefit of purchase or participation. Sales promotion is described as marketing and communications activities that change the price-value relationship of a product or service as perceived by the target, generating immediate sales and altering long-term brand value.

1. Burgas Free University
Business Faculty
www.bfu.bg

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3. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 3
“A planned and implemented marketing activity that both enhances product or service
appeal and changes consumer behavior positively in return for an additional benefit for
purchase or participation.”
The Institute of Sales Promotion (UK)
“SP are marketing and communications activities that change the price/value
relationship of a product or service perceived by the target, thereby (1) generating
immediate sales and (2) altering the long-term brand value.”
Schultz, Robinson and Petrison
“SP is an action-focused marketing event whose purpose is to have impact on the behavior
of the firm’s customers”.
Blattberg and Neslin

4. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 4
1. SP are action focused.
2. SP are marketing events.
3. SP are design to have a direct impact on consumer behavior.
4. SP are designed to influence consumers or marketing intermediaries.

5. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 5

6. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 6

7. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 7

8. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 8

9. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 9
Nonuser
Price
buyers
Switchers
Competitive
loyals
Loyal users

10. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 10

11. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 11

12. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 12

13. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 13

14. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 14

15. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 15

16. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 16

17. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 17

18. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 18

19. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 19

20. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 20
Client : CARREFOUR
Product : RETAIL HYPERMARKETS
Campaign : THE MAGIC CODE
Objective : RETAIL SALES
Why : SIMPLE, BIG AND EFFECTIVE

21. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 21
THE MAGIC CODE
What was the campaign about?
• 3,500,000 prizes to be won in a chain of supermarkets.
• The key to winning was a Magic Code Card
– a device with an encrypted message.
• Get a Magic Code Card with €5 of specific products.
• Place the Code Card over a special image, broadcast
within a TV show or advert to see if you have a winner.

22. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 22
THE MAGIC CODE
signposting of the promotional productsMagic Code

23. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 23
THE MAGIC CODE
Mini-series: ¨The Magic House¨ (25 different Chapters,
one per day).
Instructive video for clients (in the stores).

24. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 24
THE MAGIC CODE
What was the campaign about?
• More products you buy, the more codes you get.
• The decoding images were shown on the Telecinco channel
during a special programme called “The Magic House”
• …….. a comedy about the daily lives of three young men and their
shopping trips to Carrefour, the Magic Code, the prizes they won
and the dreams that came true.

25. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 25
THE MAGIC CODE
How successful was the campaign ?
• Carrefour hit highest ever market share.
• Double digit increase in sales
• 3,000,000 additional customers
• And 30% of all visitors visited as a result of the promotion.

26. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 26

27. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 27

28. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 28
Sales promotion effects measurement is limited in practice.
Reasons:
- Managers neither have time or have required skills to build
models that can measure SP effects.
- The software for building marketing models may not be suitable.
- Managers may not want to measure SP effects.
- Managers may not have access to data of acceptable quality for
measurement.
- Managers may decide it is too costly to collect data for
measurement.

29. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 29
1. Temporary price reduction substantially increase sales.
2. Higher market-share brands are less deal elastic.
3. The frequency of deal changes the consumer’s reference price.
4. The greater the frequency of deals, the lower the height of the deal spike.
5. Cross-promotional effects are asymmetric.
6. Retailers pass less than 100 percent of trade deals through.
7. Display and feature advertising have strong effects on item sales.
8. Advertised promotion can result in increased store traffic.
9. Promotions can effect sales in complementary and substitute categories.

30. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 30

31. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 31
1. Economic – monetary and non-
monetary gain derived from the
nature of promotional offer.
2. Emotional – the feelings
/emotions aroused by exposure to
the promotional offer.
3. Informational – the
communication of information
about a brand.

32. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 32
Promotion makes
consumer believe that
the brand is overpriced

33. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 33

34. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 34

35. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 35

36. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 36
100
t
q
t1 t20
t
q
0 t1 t2 t3
100
НП
t
q
0 t1 НП t2 t3
200
t4
100
100
t
q
150
0 t1 НП t2 t3
A: Normal purchase pattern B: Accelerate purchase time
C: Stockpiling D: Consumption increase
SP
SPSP

37. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 37
The Baseline sales
… an estimate of sales in absence of specific promotional
activity for specific product and for determined time period.
Incremental sales
… these are sales that are directly attributable to the promotion
during the period.

38. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 38
Baseline sales
Incremental sales
Post-promotion deep
Sales
Total sales = Baseline sales + Immediate incremental sales
Incremental sales = f (temporary price reduction, displays, features, …)
Baseline sales = f (regular shelf price, advertising stock, distribution,
competitive activity, seasonality, …)

39. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 39

40. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 40

41. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 41
1. The immediate effects of promotions are reflected in short-
term changes in sales.
2. The adjustment effects of promotions refer to the transition
period between the short-term response and the resulting
equilibrium, which be either means reversion or a new sales
level.
3. The permanent effects of promotions require that a proportion
of the event’s impact is carried forward and sets a new trend.

42. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 42

43. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 43
Incremental Units Sold on Deal x (Margin – Discount)
Undiscounted Incremental Units x Margin
Base Units Sold on Deal x Margin
Promo Costs
Carryover Effects (positive and negative)
Promotional Profit

44. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 44
Time series quasi-experiments
Time series quasi-experimental deign can be diagrammed as
follows:
O1 O2 O3 O4 X5 O6 O7 O8 O9
The estimation for the promotion effect is:
Op- Opre

45. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 45
10 20 30 40 50 90
Op- Opre = 90 – 30 = 60
Op- Opre = 90 – 60 = 30

46. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 46
Two-group pre-post experiments
The two-group pre-post experiment can be diagrammed as follows:
The estimation for the promotion effect is:
(Op – Cp) -(Opre – Cpre)=( Op- Opre)-( Cp- Cpre)

47. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 47
Pre-promotion Promotion Post-promotion
Promotion
group
100 105 110 105 170 140 120 110 100
Control
group
90 95 100 95 120 130 110 100 90

48. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 48
Period Category sales Brand sales
1 1000 300
2 1000 300
3 1000 300
4 (promotion) 1200 600
5 850 200
6 1000 300
7 1000 300
8 1000 300

49. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 49
Duration of the promotion: 1 week
Regular price: 1.09 euro
Promotional price: 0.89 euro
Sales for the 4 week prior the promotion averaged 960 units at 1.09 euro.
Sales during the week of the promotion were 2640 units at 0.89 euro.
Sales the week following the promotion were 720 units at 1.09 euro.
Advertising space costs for the future ad were estimated to be 300 euro, and the
cost to set up a display was 18 euro.
The regular case cost of the item was 21.50 euro.
A trade deal was offered by the manufacturer. The discount per case was 2 euro,
the advertising allowance was 1 euro per case along with a display allowance of
0.50 euro per case. The case contained 24 units.

50. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 50
960 960
2640
720
1,09
0,89
1,09

51. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 51
1. The revenue expected during the promotion if no deal is offered was 960 units times 1,09 equals
1046,40 euro. The 960 is baseline sales.
2. If no deal were run, profits would have been one week’s revenue, 1046,40 minus the cost of goods
which was 40 cases (960 divided by 24) times 21,50 euro, which equals 860 euro. The profit was then
186,40 euro.
3. The actual revenue during the deal was 2640 units (110 cases) times 0,89 euro, 2349,60 euro. The cost
per case was 21,50 euro minus the trade allowance and advertising and display allowance, which was
2+1,50+0,50 or 3,50 euro resulting in a cost per case of 18,0 euro. The total cost during the promotion
was 110*18,00=1980,00 euro. The profit was the revenue minus the cost per case. This is 369,60 euro.
4. There is one other cost. The sales after the promotion were less than expected. The normal sales level
would have been 960 units, but it fell to 720 units. The retailer’s sales decreased by 240 units. The lost
profits 240 units times 1,09 minus 21,50 times 10 (240 divided by 24 units per case), which equals 46,60
euro.
5. Combining all the calculations one sees that the profit from the promotion is 369,60 – 186,40 – 46,60 =
136,60 in profits before advertising and display costs. These cost were 300 + 18 = 318 euro. The net loss
after advertising and display costs is 181,60 euro.

52. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 52
960 960
2640
720
1,09
0,89
1,09
Weekly profit before SP = 186,40 Euro
Loss (post promotion deep) = -46,60 Euro
Profit (incremental sales) = 369,60 Euro
Profit (before ad cost) = 369,60 – 186,40 – 46,60 = 136,60 Euro
Net profit = 136,60 – 318 = - 181,40 Euro

53. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 53
Data are adjusted for seasonality, trend, and any factors whose effects are
known a priori.
An initial baseline is estimated.
Clearly “contaminated” promotion periods are removed from the data.
“Abnormal” outlier sales periods are identified and weighted to reflect how
much influence they should have in computing the baseline.
A new baseline is computed.
If the new baseline is theoretically unreasonable, corrective action is taken.
Is the new baseline close to the previously calculated baseline?
The baseline is readjusted for seasonality, etc. and these data are
compared to the actual to ascertain the effects of promotion.

54. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 54
Data Experimental vs. nonexperimental
Panel vs. store
Consumer sales vs. warehouse withdraws
Level of aggregation Temporal
Across stores
Across brand size/style/flavor
Across consumer
Dependent variables Category sales
Brand sales
Market share
Independent variables Promotion
Advertising
Distribution
Price
Lags
Interactions
Competition
Other variables (seasonality, weather
Functional form Linear
Multiplicative
Attraction
Semilog

55. F u n d a m e n t a l s o f S a l e s P r o m o t i o n 55

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Thank you!
Atanas Luizov, PhD
luizov@bfu.bg