Worksheet: Set one shared target for marketing, merchandise and finance

When each function has its own target, price conflicts end in escalation. This sheet names the trade-offs, sets one target all three share, and agrees the calendars together on a cycle. It builds the Competent step of the check:

The promo calendar, range plan and price moves are agreed jointly on a cycle.

Step 1. The trade-offs today

Decision	Marketing wants	Merchandise wants	Finance wants	Who wins today
e.g. Depth of the spring promotion	30% for traffic	20% to clear stock	10% to hold margin	Whoever escalates first

Step 2. The shared target

Pick one measure all three answer for together.

Option	For	Against	Our choice
Realised margin dollars	Captures price, promotion and markdown together	Can hide a loss of customers
Price image score	Protects traffic over time	Slow to move

Shared target	Level this year	Marketing's part	Merchandise's part	Finance's part

Step 3. The joint cycle

Month	Promotion calendar agreed	Range plan agreed	Price moves agreed	Signed by (three names)

Share promotion results with all three functions before the next calendar is set.

Done when: the promotion calendar, range plan and price moves are agreed jointly on a set cycle, against one shared target.

Adapted from our own promotion optimisation proposal (PSP, 2013).