Worksheet · B2C: Consumer Pricing Health Check
Give every promotion a job before it runs
It prints on A4 with room to write.
A promotion calendar without stated jobs runs on habit, and nobody can say afterwards whether an event worked. This sheet gives each promotion next quarter a job, a forecast, a target and an owner before it runs. It builds the Competent step of the check:
Each promotion has a stated objective, a forecast and an owner.
Step 1. Next quarter's promotions
| Promotion | Dates | Job (traffic, clearance, loyalty, trial) | Products | Depth (%) | Forecast units | Forecast margin ($) | Target | Owner |
|---|---|---|---|---|---|---|---|---|
| e.g. Winter weekend sale | 12 to 14 July | Clearance | Winter range | 30% | 4,000 | $38,000 | 80% of winter stock sold | Merchandise manager |
Step 2. Check for clashes
Promotions planned in separate teams collide.
| Week | Promotions running | Same products or customers? | Resolution |
|---|---|---|---|
Step 3. Sign off before launch
| Promotion | Job, forecast, target and owner filled in? | Signed off by | Date |
|---|---|---|---|
No sign-off, no promotion.
Step 4. After it runs
| Promotion | Target | Result | Repeat, change or drop |
|---|---|---|---|
Done when: every promotion next quarter has a written job, a forecast and an owner before it runs.
Adapted from our own promotion optimisation proposal (PSP, 2013).
From the B2C: Consumer Pricing Health Check. Your report links the sheet for each of its moves.