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Review

Management Sales Reporting

  • Interactive browse screen displays of information at points in time or a month-by-month trend for an annual period
  • Print a report that analyses performance for the last 12 months -  month by month in a trend report comparison to last year: understanding what happened in a month
  • Lost business – those who we have not dealt with in the last elapsed 12 months but did so in the 12 months prior (the previous 12 month period)
  • Won business – those who we dealt with in the month who we had not dealt with in the last elapsed 12 months
  • Recurrent business – active in both 12 month period
  • This analysis can highlight an over-emphasis or lack of
    • Flat-out on new business at the expense of recurrent business
    • Lower margin selling on new business
    • Losing customers faster than they can be gained.
    • Identify a rep/account manager and then analyse
      • By industry group
      • Product group etc
  • The report completes the analysis for each individual month so that a monthly trend movement can be reported
    • Analyse by
      • company
      • by branch
      • by rep
      • by product groups within those
      • by industry group within those
      • sales, GP or weight movements
  • Analyse and report on the trend – month by month - in weight compared to last year along with the movement in GP%, average sell price /unit, gain/loss in GP dollars. This highlights the consequential impact of movements in sell, margins and volume
  • Click on the Note button for any highlighted account and view the Customer contact notes (CRM).  How is our service level? This can be invaluable when reviewing ‘Top 10/??’.
  • Query-filter displayed data with range selection
    • Industry group
    • Rep/account manager
    • Product group
    • Run (as in a territory location)
    • Area/buying group
  • Interactive selection of
    • Units or weight
    • Sales or GP
    • On hand
    • Last 12 trend or current year
    • This year or last year
  • Summary displays of product group performance
    • Customers
    • Rep/account managers
  • Browse the monthly trend of what items a customer is buying or switch to what customers are buying which item
  • Review based on when first bought/last bought
    • As a customer
    • In a product group
    • An item
  • Top down ranking
    • Customer Sales
    • Customer GP
    • Item sales
  • Limit reporting to a variable number (eg top 20)
    • Run-time sort based on Ty, Ly, Py etc
    • Assess whether the top 20 are getting bigger
    • How are last year’s top 20 are performing this year?
    • What happened to the previous (to Ly) year’s top 20?
  • Print/export query-filtered data
  • Run-time sorts where appropriate
  • Detail and summary reporting

Analysis of Growth on last year – moving trend


 

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