Start from the unit your channel uses
Enter the demand in pieces if the store plans and sells by item. Record units per carton from the current quote in a second field. Divide requested pieces by that case size and round up only when you want full cases covering the full quantity. Keep any excess visible on the order line so merchandising can decide whether to hold it or change the request.
- Keep the case size beside the item code.
- Label every quantity column as pieces, inner packs or cases.
Compare two hypothetical offers
Assume a retailer needs 250 pieces of an example SKU and a seller quotes 24 per carton. Eleven cartons would cover the request and contain 264 pieces, leaving 14 above target. If only ten cartons can be offered, that is 240 pieces, or 10 below target. Compare the shortage with the channel requirement and ask for an explicit partial-order option before approving it.
- Record the confirmed offered pieces as a separate quantity.
- Show shortages and excess in pieces so teams can compare variants.
Use the worksheet to approve the mix
Repeat the calculation per line before summing the assortment. Ask whether pieces beyond the target are useful at the destination and whether the shortage changes the merchandising plan. When pack sizes differ across variants, track cases per item for receiving and compare the cost per piece for purchase review. Keep the order version that was accepted alongside the seller's final list.
- Recheck the calculation if case sizes change on the revised quote.
- Retain any approval for a shortened line or extra pieces.