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2025 KU Professional Selling Program / King's Hawaiian Sales Competition
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Use this calculator to design a promotional package that is economically viable for both Big Island and King's Hawaiian. On the Baseline Forecast tab, you will find the projected sales and pricing information by product group. On the Pricing Calculator tab, use the yellow cells to enter the retail margin you will try to secure via your negotiation, select the focus week, and choose a pricing plan. Once the pricing plan is complete, your selections will flow into the Complete Plan Calculator tab for you to make selections regarding a display strategy.

Though the tool will allow you to enter certain values for Retail Margin and in some cases for Activation Cost, understand that these must be earned via your negotiation with the buyer.
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Key Terms
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Suggested Retail Price (SRP)
The normal un-promoted price of a product, suggested by a manufacturer.
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Average Retail Price (ARP)
The weighted average price of a product over time; this can be significantly lower than the SRP depending on the quantities sold at lower prices.
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Units per Store per Week (U/S/W)
Divide total units by total stores by total weeks; this is the standard velocity metric in consumer products.
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Retail Gross Profit
The difference between a product's retail price and its unit cost.
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Retail Gross Profit Margin %
(Product Price - Product Cost) / Product Price
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Deal Lift
The expected increase in sales due to a price promotion.
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Sales Index
A specific week's seasonality coefficient; if Week 10 is expected to create 92% as many units sold as an average week, the Sales Index is .92.
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"Regular" metrics
A specific week's sales or velocity metric multiplied by the week's Sales Index to account for seasonality.
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"Promoted" metrics
A specific week's sales or velocity metric multiplied by both the week's Sales Index (for seasonality) and by 1 + the Deal Lift of a given price promotion.
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Retailer's Net Gross Profit Impact
The difference between the "promoted" total gross profit at a lower, negotiated retail gross profit margin and promoted velocity and the "regular" total gross profit at SRP margin and regular velocity.
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KH Unit Cost
A product's normal cost to retailer.
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KH New Unit Cost
A product's maximum allowable cost after accounting for a retailer's margin and a promoted price—(1 - Retail Gross Margin %) x Promoted Price
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KH Promotional Cost per Unit
The difference between a product's normal KH Unit Cost and its promoted New Unit Cost
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