Guide · 5 min read
Space-to-sales and sales per linear foot: finding the shelf that underperforms
Two numbers tell you whether shelf space is earning its keep: space-to-sales and sales per linear foot.
Space-to-sales
For each category (or brand), divide its share of the shelf by its share of sales. 1.0 means space matches sales. Above 1 it has more room than it earns; below 1 it is short of space and probably runs out.
Example: cookies take 17.5% of the shelf but bring 7.8% of sales — a ratio of 2.2. Water takes 6% of the shelf and brings 11% of sales — 0.55. Move space from cookies to water.
Sales per linear foot
Weekly sales divided by feet of shelf a category occupies. It compares fixtures and stores on the same scale and shows whether a reset improved the shelf.
Don’t follow it blindly
- Some categories need presence even if they sell slowly (spices, baby food).
- Big packs need room regardless of sales.
- Margin matters — a low-volume, high-margin line can earn its space.
In EazyPlano
Every planogram shows space vs sales and dollars per foot by category, and the AI assistant uses them when it suggests changes — then shows the result before you apply it.
By the WhyNotGlobal team, makers of EazyPlano.