# Promotion Uplift Planning Worksheet

> Source: https://netray.co/tools/promotion-uplift-planning-worksheet
> Publisher: Netray (netray.co), AI and integration engineering for ERP and manufacturing systems.
> Section: Free Tools

## Short answer

Work out historic promotion uplift per SKU, apply it to the next baseline and net off cannibalization. Edits in the browser, exports to Excel.

## Category

supply-chain

## Audience

- Demand planner
- Trade marketing
- Sales operations

## Tool

**Kind:** worksheet

**Mode:** editable

**Columns:**

#### SKU

**Key:** sku

**Type:** text

#### Promotion type

**Key:** promo_type

**Type:** select

**Options:**

- Price discount
- Volume rebate
- Bundle
- Display or feature
- Channel launch

#### Past baseline units

**Key:** hist_base

**Type:** number

**Help:** Units expected without promotion in the past event period.

#### Past promo units

**Key:** hist_promo

**Type:** number

**Help:** Actual units sold during that event.

#### Historic uplift %

**Key:** uplift

**Type:** number

**Expr:** if(gt(hist_base,0),(hist_promo-hist_base)/hist_base*100,0)

**Format:** percent

#### Next baseline units

**Key:** new_base

**Type:** number

#### Planned promo units

**Key:** planned

**Type:** number

**Expr:** new_base*(1+uplift/100)

**Format:** integer

#### Cannibalization %

**Key:** cannib

**Type:** number

**Help:** Share of the incremental units taken from other items.

#### Net incremental units

**Key:** net_incr

**Type:** number

**Expr:** (planned-new_base)*(1-cannib/100)

**Format:** integer

**Rows:**

**Sku:** GR-2210

**Promo type:** Price discount

**Hist base:** 1200

**Hist promo:** 1980

**New base:** 1300

**Cannib:** 20

**Sku:** GR-2214

**Promo type:** Bundle

**Hist base:** 600

**Hist promo:** 840

**New base:** 650

**Cannib:** 35

**Sku:** VX-0415

**Promo type:** Display or feature

**Hist base:** 3400

**Hist promo:** 4250

**New base:** 3300

**Cannib:** 10

**Sku:** VX-0420

**Promo type:** Volume rebate

**Hist base:** 900

**Hist promo:** 1170

**New base:** 950

**Cannib:** 15

**Sku:** PT-7001

**Promo type:** Channel launch

**Hist base:** 250

**Hist promo:** 310

**New base:** 260

**Cannib:** 0

**Totals:**

#### Total planned promo units

**Key:** planned

**Agg:** sum

**Format:** integer

#### Total net incremental units

**Key:** net_incr

**Agg:** sum

**Format:** integer

#### Average historic uplift

**Key:** uplift

**Agg:** avg

**Format:** percent

**Summary:**

#### Total next baseline

**Key:** base_total

**Expr:** sum_new_base

**Format:** integer

#### Net incremental as share of baseline

**Key:** net_share

**Expr:** if(gt(sum_new_base,0),sum_net_incr/sum_new_base*100,0)

**Format:** percent

**Primary:** true

**Notes:** Uplift is only as good as the baseline. Use a baseline that excludes the event itself and other promotions. Add a post promotion dip row if your category shows pantry loading.

## Content

**Intro:** Promotions are the most common reason a statistical forecast misses. This worksheet turns past promotion results into an uplift percentage, applies it to the next baseline and removes the volume that comes from your own other items.

**Sections:**

#### How to use the worksheet

**Body:** For each SKU, enter the baseline units you would have sold without the promotion in the past event period, the actual units during the event, and the baseline for the coming period. The worksheet calculates the historic uplift, the planned promotion volume and the net incremental units after cannibalization. Edit the example rows, add your own and export to Excel for the demand review.

#### The formula

**Body:** Uplift percent equals promotion units minus baseline units, divided by baseline units. Planned promotion units equal the next baseline times one plus uplift. Net incremental units equal planned units minus the next baseline, multiplied by one minus the cannibalization share. The cannibalization share is the part of the extra volume that would otherwise have been sold on other items you also supply.

**Bullets:**

- Uplift % = (promo - baseline) / baseline
- Planned = next baseline x (1 + uplift)
- Net incremental = (planned - baseline) x (1 - cannibalization)

#### Reading the result

**Body:** Compare uplift across promotion types for the same SKU before reusing a number. A price discount and a display often behave very differently. If one event drives the average, prefer the median of several events. A high net incremental share against baseline signals supply risk, so alert the supply planner early.

#### Common mistakes

**Body:** The biggest error is a contaminated baseline that already includes earlier promotions, which understates uplift. Others forget the post promotion dip, where customers buy less after an event. Forecast the dip as a negative adjustment in the following one or two periods and review it after the event.

**Cta:** Netray can compute baselines and past uplift from your ERP order history automatically, so planners start from evidence instead of memory.

**Faq:**

#### How do you calculate promotional uplift?

**Answer:** Subtract the baseline units from the units sold during the promotion, then divide by the baseline units. A result of 0.5 means a 50% lift. The baseline must exclude other promotions or one off events.

#### What is cannibalization in demand planning?

**Answer:** Cannibalization is volume that a promoted item takes from your other items. It must be netted off when you assess the true incremental demand and the effect on the whole range.

#### How do I estimate a baseline?

**Answer:** Use a statistical forecast built on history with promotion periods removed or flagged. A rolling average of non promoted weeks is a simple starting point if you do not have a model.

#### Does this work for B2B manufacturers?

**Answer:** Yes, wherever you run price deals, volume rebates, distributor programs or bundles. Replace the promotion types with your own programs and keep the baseline discipline.

## Search terms

promotion uplift calculator excel, promo forecast worksheet, promotional lift calculation, trade promotion demand planning, promotion cannibalization worksheet, incremental volume promotion forecast, demand planning promo uplift

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