Buyer Loyalty Metrics

If a brand wants to find long-term success and growth, they need to establish brand loyalty. But, brand loyalty isn’t the easiest thing to establish. That’s why it’s vital to establish KPIs to track your success or uncover areas in need of improvement in a good analytics program.

Here are the five most important brand loyalty metrics you should be tracking:

What Is Brand Equity?

Brand equity is a marketing term that refers to how well-known your brand name is. For larger businesses, their brand name alone can generate millions of dollars in sales. However, most small businesses have to rely on marketing and promotions to attract customers. Establishing brand equity will allow you to increase sales and grow customer lifetime value based on the inherent value of your name. It can even help you increase sales of newly introduced product without having to spend as much on marketing efforts.

Unfortunately establishing and measuring brand equity is not easy. By using analytics and tracking both your own and competitor sales data, you can get a baseline for yours and begin investing in the right products and markets. You should regularly run CPG reports so you are never caught unawares by a shift in equity.

What Are Buyer Conversion and Migration?

Buyer conversion and migration evaluates the amount of customers who shift from one market or brand to another. In essence, it shows how well your marketing is doing at taking sales from competitors. This metric is important because it directly impacts your market share without requiring bringing in new customers to the market. It also allows you to pick out the competition that is weakest and target them directly through an effective trade promotion.

What Is Market Penetration?

Market penetration is a brand or product’s level of recognition and sales in a given market. The more penetration your brand has, the greater the recognition and easier it is to communicate with your customer base. This figure is generally shown as a percentage and lets you evaluate your success in the market as a whole as well as pick out competitors to challenge or avoid. If the market is very large, this also opens the door for more small business owners to gain market share and establish their brand.

What Is Purchase Frequency?

Put simply, purchase frequency is how often a customer purchases your products on average. This metric helps illustrate how fast you sell products as well as highlighting seasonal purchasing trends. When looking at your own purchase frequency vs your competitors, you can see how well you stack up against them and uncover products with the best opportunity to increase sales. This is a great metric to use data to develop a winning assortment strategy.

What Is Purchase Size?

Purchase size, or order size, is a measurement that shows the average amount of product or value a household makes in a single trip to the store. It may also be called Item Sales per Item Trip and is a useful data point to help illustrate the value each household has for your business and show areas where you can increase sales either by increasing trip frequency or average order value.