The Geographical Breakdown table will present values broken down at both Brick and Rep levels, as well as cumulative values at the Team and National levels.

<aside> ⚠️

Values at the Team level and National level may differ if the Team does not cover all the bricks in the country.

</aside>

The first cell in the table header displays the SKU’s name, data source, and channel for which the values are displayed. The rows in the table display as follows:

• at the Brick Level, the table will display all bricks within the system and the designated position’s name and code for each brick, along with the corresponding percentage of each position within the brick. In cases where no position is assigned to a brick, “Unallocated” will be displayed.
• at the Rep Level, the table will show all the Representatives from the teams added to the plan along with the name and code of each position
• at the Manager Level, the table will display all the Managers from the teams added to the plan along with the name and code of each position

Below, we will present each column in the table at the Brick level. However, it’s important to note that the same formulas are applicable for Rep considering the rep’s weight in brick.

The second header of the table is named ‘Historical Data (Volumes)’ and is divided into 4 sections:

• last 3 months with available data
• Average Growth % - quarterly / yearly
• Geo Share % - product / relevant market
• Archived vs Potential

                                                                      Historical data on Brick level

For each brick/ rep/ manager, the system will present sales data measured in volumes for the last 3 months (regardless of the cycle length) for which data is available. If no data is available for a month, the system will display “–”.

Quarterly average growth refers to the average rate of growth over three months, calculated by the ratio between the sales volumes per brick in the previous quarter and those from two prior quarters:

$$ \text{Average growth}\text{quarterly} = \left( \frac{\sum{i=1}^{3} \text{Sales}{i}}{\sum{i=1}^{3} \text{Sales}_{i-3}} - 1 \right) \times 100 $$

where:

• $\sum_{i=1}^{3} \text{Sales}_{i}$ represents the sum of sales in volumes in the previous quarter;
• $\sum_{i=1}^{3} \text{Sales}_{i-3}$ represents the sum of sales in volumes from two quarters ago;