Press Releases

Selecting ‘Metrics That Matter’ Critical to Creating Collaborative Organizations, Notes New IRI Report

Focus on Ranking Metrics of Critical Trade and Merchandising Activities to Maximize Program Impact and ROI

CHICAGO – May 8, 2018 – Most CPG organizations today understand the importance of metrics as they evaluate which in-store activities drive volume and sales, and the underlying factors that impact performance. However, it’s critical to harness the right metrics to create a more comprehensive merchandising strategy, developing a more accurate picture of how best to direct in-store resources against shelf, display and feature ads. A new IRI® Point of View issued today, "Merchandising Strategy: Optimize In-Store Performance for Growth with Metrics That Matter,” takes a closer look at identifying the most impactful metrics for measuring performance against sales goals.

“Manufacturers and traditional retailers remain under intense competitive pressure, and impactful in-store activities are critical for continued growth,” says Bill Ilaria, principal of IRI In-Store Solutions. “Trade spend and related selling expenses account for 30-40 percent of a manufacturer’s profit and loss, but in-store ROI is in decline. As a result, marketers must understand which in-store activities will move their organizations forward.”

At the heart of IRI’s Metrics That Matter™ approach is establishing a validated ranking of how three in-store elements — display merchandising, shelf configuration and feature — can work in harmony to maximize lift. This ranking gives brand and retail partners the perspective necessary to prioritize activities and sharpen the direction of execution and in-store performance. These metrics become the cornerstone of a collaborative organization, focusing marketers on change management to execute flawlessly across the most important metrics. More specifically, marketers gain an increased understanding of key in-store variables, including:

  • Points of interruption (number of displays per store) versus stopping power (one large display).
  • Impact/importance of variety on display.
  • Absolute shelf space or share of space.
  • Importance of specific feature activity (front/A) and share of features.

“The Metrics That Matter framework really changes the game,” concludes Ilaria. “Understanding why and how metrics matter across an organization really sets the groundwork for a cross-functional focus on defined activities, directing every arm of an organization to the same place — success and growth.”

About the Report

“Merchandising Strategy: Optimize In-Store Performance for Growth with Metrics That Matter” is a free report available from IRI. To download the report, please visit

About the IRI Partner Ecosystem

IRI fundamentally believes that delivering differentiated growth for clients requires deep, highly integrated partnering with a variety of best-of-breed companies. As such, IRI works closely with a broad range of industry leaders across multiple industries and sectors to create innovative joint solutions, services and access to capabilities to help its clients more effectively collaborate and compete in their various markets and exceed their growth objectives. IRI is committed to its partnership philosophy and continues to actively enhance its open ecosystem of partners through alliances, joint ventures, acquisitions and affiliations. The IRI Partner Ecosystem includes such leading companies as 84.51°, Adobe, The Boston Consulting Group, comScore, Data Plus Math, Experian, GfK, Gigwalk, Ipsos, Mastercard Advisors, MaxPoint, Omnicom, Oracle, Pinterest, Research Now, Simulmedia, SPINS, Survey Sampling International, Univision, Viant, Yieldbot and others.

About IRI

IRI is a leading provider of big data, predictive analytics and forward-looking insights that help CPGs, OTC health care organizations, retailers, and financial services and media companies grow their businesses. A confluence of major external events — a change in consumer buying habits, big data coming into its own, advanced analytics and personalized consumer

activation — is leading to a seismic shift in drivers of success in all industries. With the largest repository of purchase, media, social, causal and loyalty data, all integrated on an on-demand, cloud-based technology platform, IRI is empowering the personalization revolution, helping to guide its more than 5,000 clients around the world in their quests to remain relentlessly relevant, capture market share, connect with consumers, collaborate with key constituents and deliver market-leading growth. For more information, visit

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IRI Contact:

Shelley Hughes
Phone: +1 312.474.3675

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