{"id":216112,"date":"2025-05-01T04:28:31","date_gmt":"2025-05-01T04:28:31","guid":{"rendered":"https:\/\/peraltafinancing.com\/analytics\/kevin-hillstrom-minethatdata-calculating-merchandise-residual-value\/"},"modified":"2025-05-01T04:28:31","modified_gmt":"2025-05-01T04:28:31","slug":"kevin-hillstrom-minethatdata-calculating-merchandise-residual-value","status":"publish","type":"post","link":"https:\/\/fivemor.com\/?p=216112","title":{"rendered":"Kevin Hillstrom: MineThatData: Calculating Merchandise Residual Value"},"content":{"rendered":"<p> <br \/>\n<\/p>\n<div id=\"post-body-4604520202981461047\" itemprop=\"description articleBody\">\n<p style=\"text-align: justify;\"><span style=\"font-family: arial;\">Let&#8217;s work through a very simple example of Merchandise Residual Value.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-family: arial;\">Let&#8217;s pretend you have five customers and three items that the customer can purchase.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-family: arial;\">13-24 months ago, here&#8217;s how much each customer spent.<\/span><\/p>\n<ul>\n<li><span style=\"font-family: arial;\">Customer #1 = $100.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #2 = $200.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #3 = $100.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #4 = $300.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #5 = $500.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-family: arial;\">0-12 months ago, here&#8217;s how much each customer spent.<\/span><\/p>\n<ul style=\"text-align: justify;\">\n<li><span style=\"font-family: arial;\">Customer #1 = $0.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #2 = $100.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #3 = $100.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #4 = $0.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #5 = $300.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-family: arial;\">There are three items that the brand offered (in this overly simplistic example). Here are the items purchased 13-24 months ago.<\/span><\/p>\n<div style=\"text-align: justify;\">\n<ul>\n<li><span style=\"font-family: arial;\">Customer #1 = Item 1.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #2 = Item 1, Item 3.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #3 = Item 2.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #4 = Item 1, Item 2, Item 3.<\/span><\/li>\n<li><span style=\"font-family: arial;\">Customer #5 = Item 1, Item 2 (twice), Item 3 (twice).<\/span><\/li>\n<\/ul>\n<p><span style=\"font-family: arial;\">Ok, we have everything we need to calculate Merchandise Residual Value.<\/span><\/p>\n<p><span style=\"font-family: arial;\">The average 13-24 month value of customers buying each item was:<\/span><\/p>\n<div>\n<ul>\n<li><span style=\"font-family: arial;\">Item 1 = $275:\u00a0 (100+200+300+500)\/4<\/span><\/li>\n<li><span style=\"font-family: arial;\">Item 2 = $350:\u00a0 (100+300+500+500)\/4<\/span><\/li>\n<li><span style=\"font-family: arial;\">Item 3 = $375:\u00a0 (100+300+500+500)\/4<\/span><\/li>\n<\/ul>\n<\/div>\n<p><span style=\"font-family: arial;\">The average future value (0-12 month) generated by customers buying each item was:<\/span><\/p>\n<div>\n<ul>\n<li><span style=\"font-family: arial;\">Item 1 = $100:\u00a0 (0+100+0+300)\/4<\/span><\/li>\n<li><span style=\"font-family: arial;\">Item 2 = $175:\u00a0 (100+0+300+300)\/4<\/span><\/li>\n<li><span style=\"font-family: arial;\">Item 3 = $175:\u00a0 (100+0+300+300)\/4<\/span><\/li>\n<\/ul>\n<\/div>\n<p><span style=\"font-family: arial;\">We can now fit Merchandise Residual Value. We regress 0-12 month value against 13-24 month value.<\/span><\/p>\n<div>\n<div class=\"separator\" style=\"clear: both; text-align: center;\"><a href=\"https:\/\/blogger.googleusercontent.com\/img\/b\/R29vZ2xl\/AVvXsEg3daWp5eOigrshSOhzaGENOkDCvegvKqKImYfaRowgV_Y4s9dB1aFGwIOAnNO8LFEiwXgvZmt-0FlXiTUyrzPWzb1RWP-0O8iZp-N_B5th-arwW0HT8Z_S10R4gALVotPT6upy9H0GBQF92J1IQKtwiRE6dFdpCWV5KweQGLo8NneRnbXZeNky1A\/s1280\/mtd_20250424c.jpg\" style=\"margin-left: 1em; margin-right: 1em;\"><img loading=\"lazy\" decoding=\"async\" border=\"0\" data-original-height=\"720\" data-original-width=\"1280\" height=\"225\" src=\"https:\/\/blogger.googleusercontent.com\/img\/b\/R29vZ2xl\/AVvXsEg3daWp5eOigrshSOhzaGENOkDCvegvKqKImYfaRowgV_Y4s9dB1aFGwIOAnNO8LFEiwXgvZmt-0FlXiTUyrzPWzb1RWP-0O8iZp-N_B5th-arwW0HT8Z_S10R4gALVotPT6upy9H0GBQF92J1IQKtwiRE6dFdpCWV5KweQGLo8NneRnbXZeNky1A\/w400-h225\/mtd_20250424c.jpg\" width=\"400\"\/><\/a><\/div>\n<p><span style=\"font-family: arial;\"><br \/><\/span><\/div>\n<p><span style=\"font-family: arial;\">The equation?<\/span><\/p>\n<div>\n<ul>\n<li><span style=\"font-family: arial;\">-119.231 + 0.808*(13-24 Month Value).<\/span><\/li>\n<\/ul>\n<\/div>\n<p><span style=\"font-family: arial;\">We calculate the prediction and compare it to what we actually observed. The difference is the residual &#8230; Merchandise Residual Value.<\/span><\/p>\n<div>\n<div class=\"separator\" style=\"clear: both; text-align: center;\"><a href=\"https:\/\/blogger.googleusercontent.com\/img\/b\/R29vZ2xl\/AVvXsEiSrwY3NupB__q7hZusgFilomKvlC7w2fMDLNE4_6Pv8L91K3pgOHnTXHHlRAXxTIOlOvzHnxTzOymjye_xbcn1etnaa-9r_VYdKgdY2l9PuAAoEm8RnvGZANPoWqAmh5D4gCQLERTzX6IrCOsEYpQ-1kTY2LcmtPtIkp96sibbz29ETpo-MukA_w\/s1280\/mtd_20250424d.jpg\" style=\"margin-left: 1em; margin-right: 1em;\"><img loading=\"lazy\" decoding=\"async\" border=\"0\" data-original-height=\"720\" data-original-width=\"1280\" height=\"225\" src=\"https:\/\/blogger.googleusercontent.com\/img\/b\/R29vZ2xl\/AVvXsEiSrwY3NupB__q7hZusgFilomKvlC7w2fMDLNE4_6Pv8L91K3pgOHnTXHHlRAXxTIOlOvzHnxTzOymjye_xbcn1etnaa-9r_VYdKgdY2l9PuAAoEm8RnvGZANPoWqAmh5D4gCQLERTzX6IrCOsEYpQ-1kTY2LcmtPtIkp96sibbz29ETpo-MukA_w\/w400-h225\/mtd_20250424d.jpg\" width=\"400\"\/><\/a><\/div>\n<p><span style=\"font-family: arial;\"><br \/><\/span><\/div>\n<p><span style=\"font-family: arial;\">Item #1 caused customers to spend $2.97 less in the next year vs. normal.<\/span><\/p>\n<p><span style=\"font-family: arial;\">Item #2 caused customers to spend $11.43 more in the next year vs. normal.<\/span><\/p>\n<p><span style=\"font-family: arial;\">Item #3 caused customers to spend $8.77 less in the next year vs. normal.<\/span><\/p>\n<p><span style=\"font-family: arial;\">If you had to protect an item, you&#8217;d protect Item #2 because it adds $11.43 of future spend (next twelve months) to each customer who bought it the year prior. Which of the three items would you feature in your next email marketing campaign?<\/span><\/p>\n<p><span style=\"font-family: arial;\">This is how you calculate Merchandise Residual Value &#8230; and it&#8217;s a very important metric to know in a world where your cost of goods might (or might now) increase significantly in upcoming months. Make sure you know the specific items that cause customers to spend more next year, ok? And if you don&#8217;t know this metric, contact me right now (kevinh@minethatdata.com) and let&#8217;s get busy calculating it.<\/span><\/p>\n<\/div>\n<\/div>\n\n","protected":false},"excerpt":{"rendered":"<p>Let&#8217;s work through a very simple example of Merchandise Residual Value. Let&#8217;s pretend you have five customers and three items that the customer can purchase. 13-24 months ago, here&#8217;s how much each customer spent. Customer #1 = $100. Customer #2 = $200. Customer #3 = $100. Customer #4 = $300. Customer #5 = $500. 0-12 [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":216113,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12033],"tags":[26929,13773,13772,16497,13774,81051],"dealstore":[],"offerexpiration":[],"class_list":["post-216112","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-analytics","tag-calculating","tag-hillstrom","tag-kevin","tag-merchandise","tag-minethatdata","tag-residual"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Kevin Hillstrom: MineThatData: Calculating Merchandise Residual Value - Som2ny Network<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/fivemor.com\/?p=216112\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Kevin Hillstrom: MineThatData: Calculating Merchandise Residual Value - Som2ny Network\" \/>\n<meta property=\"og:description\" content=\"Let&#8217;s work through a very simple example of Merchandise Residual Value. 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