What is Share of Shelf (SOS) & Why It Matters for Retail Brands

Ever wondered why some brands stand out immediately when you walk into a store, while others fade into the background? That visibility often comes down to one metric: Share of Shelf (SOS).

Let’s break down what it really means, how it’s calculated, and why retail brands should treat it as a frontline KPI.

What is Share of Shelf?

Share of Shelf (SOS) refers to the percentage of shelf space a brand or product occupies within a specific category or section in a store. It’s not just a number — it’s a visibility metric that reflects how much physical presence a brand has at the exact moment a shopper is deciding what to buy.

Contoh: If a juice brand occupies 2 out of 10 facings in the beverages section, its SOS is 20%.

Why Share of Shelf Is a Big Deal for Retail Brands

In a cluttered retail environment, products compete for attention before they compete for wallets. The more space you command, the higher your chance of being seen, picked, and purchased.

Here’s what a strong SOS can unlock:

• Higher brand recall and awareness
• Better conversion at the point of sale
• Increased negotiation power with retailers
• Stronger campaign execution through visual impact

How to Calculate Share of Shelf

SOS is typically calculated using:

Linear SOS (%) = (Shelf length occupied by the brand / Total shelf length in category) x 100

Some teams also track:

• SKU count vs competitors
• Vertical visibility (eye-level placement)
• Depth and facings

Use Cases: How Retail Brands Improve Their Share of Shelf

1. Negotiate Shelf Space with Retailers
   Build data-backed cases to secure more visibility.
2. Use Planograms Strategically
   Design shelf layouts that optimize SKU performance.
3. Deploy Merchandisers Consistently
   Ensure on-ground execution matches HQ plans.
4. Leverage Packaging & POSM
   Use bold, recognizable packaging and shelf talkers to maximize impact.
5. Monitor with Tech
   Use platforms like BeatRoute to track SOS performance in real time with visual proof.

Final Thoughts

Shelf space isn’t just real estate — it’s a silent salesman. For retail brands, optimizing Share of Shelf means winning where it matters most: at the point of purchase.

Want to track and improve your SOS with precision?

Book a demo with BeatRoute to see how we help brands gain shelf dominance through smarter field execution and insights.