EMPERIO Marketing Lab
All worked cases

Choose a kirana promotion in Surat

Surat, Gujarat · Fictional practice case

The decision

A snack brand can spend ₹24,000 on retailer displays or offer ₹4 off with expected redemption on 8,000 packs. Comparable pilots estimate 3,000 and 4,200 incremental packs, respectively. Each extra pack contributes ₹10 before promotion.

Which promotion creates more value?

Worked solution

Reveal the visual and solution
Case at a glance
Displays · ₹6,000 incremental net. Consumer discount · ₹10,000 incremental net. Check repeat and channel margins
  1. Use verified retail sell-through and comparable outlets. Keep incremental volume separate from all discounted sales.
  2. Displays earn 3,000 × ₹10 − ₹24,000 = ₹6,000. Consumer coupons earn 4,200 × ₹10 − 8,000 × ₹4 = ₹10,000.
  3. Choose the coupon if repeat contribution and shelf availability hold. Check retailer participation and stock levels to avoid shifting cost into the channel.

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