Using Retail Sales Data Effectively


This webinar provided participants with a basic introduction to market tracking through retail point-of-sale data. Participants gained an overview of the essential uses of retail tracking information and the methodology used to compile the data, as well as examples of applications for toy categories.

Target Audience:

The webinar is specifically recommended for toy companies wishing to understand the basics of retail sales analysis, as well as those seeking to learn of more sophisticated analytics that are gaining ground.

What You Will Learn:

The webinar discusses the core concepts behind the traditional uses of retail tracking data, including understanding market size and growth trends, pricing and market share applications, and competitive analysis.  The webinar also provided participants with an understanding of the sophisticated retail tracking practices that are now being employed by marketers and retailers.  These practices, which are experiencing growth as a result of changes in technology and shopping habits, include category management, advanced analytics and other cutting-edge tools that improve decision making in terms of assortment, pricing and other areas of merchandising.

Presented by:


Anne McConnell, Director, Market Research & Data Strategy, Toy Industry Association, Inc.


Russ Crupnick, Senior Vice President, Industry Analysis, The NPD Group
Russ has spent several decades exploring consumer behavior and retail sales trends. He began in consumer packaged goods working on new product introductions, market development and retail trends. Russ built NPD’s entertainment practice in the early 2000s and rapidly developed a reputation for understanding market and consumer trends in the emerging world of digital distribution. He brought that history to NPD’s toy practice to work with clients, retailers and media on understanding the changing complexion of the world of play. Russ is regularly quoted in major media such as the New York Times and Wall Street Journal, and has appeared as a guest on Fox Business News, CBS, and CNBC. He is currently Executive In Residence at NYU, where he lectures on marketing strategy, pricing and forecasting. Russ is proud to tell readers that he comes from toy lineage: his grandmother was with the American Character Doll company in Brooklyn, NY until its closing in the late 1960’s.

About The NPD Group:

The NPD Group provides market information and advisory services to help companies and retailers make better business decisions. NPD introduced sales tracking in many of their industries, initially using consumer panels, and are known as the industry authority for market size and trends. NPD started the first retail tracking service for toys in 1984 and has launched services in more than a dozen industries since then. Today, The NPD Group tracks businesses representing more than $1 trillion in sales in the Americas and more across Europe and Asia-Pac.