VALUE BASICS
METRICS & FORMULAS
ROI & INVESTMENT
SELLING BEHAVIORS (TO: VALUE BASED)
The Tool
FINAL QUESTION
200
The traditional way success was measured by cases sold.
What are depletions?
200
The first profitability metric calculated after subtracting FTT from net revenue.
What is Net Sales Income (NSI)?
200
A way to measure whether an investment paid off.
What is ROI?
200
Selling that focuses on customer needs instead of just products.
What is consultative selling?
200
This market has the largest Commercial Contribution for total Moet Hennessy.
What is California?
200
--FINAL QUESTION--
At the one-night opening of The Shed at Dulwich, the fake restaurant created by Oobah Butler, guests were unknowingly served these.
What are TV Dinners?
400
The new focus that looks beyond volume to profitability.
What is Value?
400
The most fundamental measure of brand profitability after A&P and commissions.
What is Commercial Contribution?
400
--DAILY DOUBLE--
ROI is calculated by dividing incremental commercial contribution by this type of spend.
What is incremental investment (A&P + FTT)?
400
The shift from product‑centric conversations to this focus.
What is customer‑centric selling?
400
$274 and $272 represent the average NSI for these two Divisions.
What is Independent Division and Control Division?
600
The key question teams should ask before making a decision.
What is “Does this deliver incremental value?”?
600
The goal for commercial teams in 2026.
What is growing Commercial NSI?
600
One ROI tool use case that evaluates profit impact from pricing adjustments.
What is Price Changes Impact?
600
Replacing discounting with pricing grounded in ROI and long‑term impact.
What is value justification?
600
A&P, Control Commissions, and Belvedere Commissions are included in the final P&L calculation for this scenario.
What is Brand Level Commercial Contribution?
800
--DAILY DOUBLE--
The idea that volume alone does not equal success.
What is “not all volume is created equal”?
800
Value Growth Rate minus Volume Growth Rate.
What is Price Mix?
800
Why teams must be disciplined with investments.
What is resources are limited?
800
Measuring success by results instead of activity.
What are outcome‑based metrics?
800
For YTD, in total MHUSA, this CDE marque has a $146 per 9Lcs Commercial Margin.
What is Rock Angel?
1000
Volume driven by excessive discounting or NSI dilution does this to profit margins.
What is reduces value?
1000
The reason depletions alone provide an incomplete view of performance.
What is they exclude margin and contribution impact?
1000
The purpose of using ROI tools in decision making.
What is prioritizing high‑return investments?
1000
The move from individual achievement to this team-based approach. (Sales, Marketing, CEM)
What are collaborative solutions?
1000
This market's MRF was budgeted -$8 per 9Lcs of FTT in 2025.
What is Connecticut?