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Split matched stores into test and control groups, run shelf ads in half, compare sales velocity to isolate true lift.
14% incremental sales lift
for the snack brand's in-store media
20 stores
Split the doors into two matched sets—half get your…
18 units per week
and control stores sell
15
your incremental lift is
Albertsons Media Collective launched incrementality measurement for in-store campaigns, quantifying which shelf ads drive new sales versus cannibalizing existing purchases, according to Progressive Grocer and Marketing Dive. In a pilot with Mondelēz, the grocer measured a 14% incremental sales lift for the snack brand's in-store media, isolating the campaign's effect from baseline buying patterns.
The system works by dividing stores into test and control cohorts matched by demographics, shopping behavior, and historical sales. Albertsons runs shelf ads—clings, endcaps, cooler door wraps—in test stores only, then compares sales velocity between the two groups during the campaign window. The difference is the incremental lift. Mondelēz used this to confirm its in-store spend drove new purchases rather than merely shifting existing demand from one product to another.
The mechanism matters because most in-store media measurement conflates correlation with causation. A brand sees sales rise during a campaign and credits the shelf ad, ignoring that the product was already trending or that a concurrent digital campaign was running. Incrementality isolates the shelf variable by holding all other conditions constant through the control group. For CPG brands spending six figures on in-store activations, this separates what worked from what was riding coattails.
A small brand can run the same test without Albertsons' infrastructure. Partner with a regional grocer that carries your product in at least 20 stores. Split the doors into two matched sets—half get your endcap or shelf talker, half run clean. Match stores by weekly sales volume of your category and foot traffic if the retailer shares it. Run the test for four weeks to smooth weekly variance. Compare unit sales per store per week between test and control. If test stores sell 18 units per week and control stores sell 15, your incremental lift is 20%. Cost: your trade spend for the in-store materials, typically $150-$400 per store depending on format, plus your time to pull sales data from the retailer's portal.
The broader pattern is retail media maturing past impression counts into financial outcomes. Shelf space has always been sold on faith—the retailer charges for the placement, the brand hopes it works, neither party knows for sure. Incrementality measurement turns that guess into a number a CFO will fund. Albertsons plans to expand the capability across its retail media suite, per the company's announcement, signaling that grocers now compete on measurement rigor, not just reach.
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