Wednesday, November 23, 2016

Requirements - Sales Analysis (SA)

Requirements - Sales Analysis (SA)

  • Conveniently download sales data to PC based spreadsheet program or Data Warehouse (DW) / Business Intelligence System (BI) for detailed offline analysis
  • Report extensively on at least two years of complete sales history by:
    • Customer
    • Product
    • Product category
    • Ship-to-location
    • Territory
    • Region
    • Sales representative (broker)
  • Analyze sales history by customer including credit memos, buybacks and coop advertising
  • Print exception reports including the following:
    • Customers with no activity for a specified length of time
    • Customers with year-to-date sales less than last year-to-date
    • Sales representatives with an increase or decrease in sales outside a specified limit
  • Archive inactive sales records to a separate file not accessible by normal processing programs
  • Transfer sales records from inactive file to active file.

Reports

  • Basic Sales Analysis Reports
    • By customer type
    • By customer code
    • By salesman with item and customer line detail
    • By item with salesman and customer line detail
    • By salesman and customer
  • By Customer/Customer Group/Industry
    • Month-to-date sales in Reporting Currency
    • Year-to-date sales in Reporting Currency
    • Prior year sales in Reporting Currency
    • Month-to-date cost in Reporting Currency
    • Year-to-date cost in Reporting Currency
    • Prior year cost in Reporting Currency
    • Customer service (% on time shipments)
    • Line item (% of item to total order)
    • Month-to-date customer returns in Reporting Currency
    • Year-to-date customer returns in Reporting Currency
    • Prior year customer returns in Reporting Currency
  • By Commodity Code/Item/ Product Group
    • Month-to-date sales in Reporting Currency
    • Year-to-date sales in Reporting Currency
    • Prior year sales in Reporting Currency
    • Month-to-date cost in Reporting Currency
    • Year-to-date cost in Reporting Currency
    • Prior year cost in Reporting Currency
    • Month-to-date unit sales
    • Year-to-date unit sales
    • Prior year unit sales
    • Unit sales by month for current and previous year
  • By Market Segment
    • Month-to-date sales in Reporting Currency
    • Year-to-date sales in Reporting Currency
    • Prior year sales in Reporting Currency
    • Month-to-date cost in Reporting Currency
    • Year-to-date cost in Reporting Currency
    • Prior year cost in Reporting Currency
    • Month-to-date unit sales
    • Year-to-date unit sales
    • Prior year unit sales
    • Unit sales by month for current and previous year
  • By Salesman
    • Month-to-date sales and gross margin in Reporting Currency
    • Year-to-date sales and gross margin in Reporting Currency
    • Prior year sales and gross margin in Reporting Currency
    • Projected sales goals
  • Sales Analysis Exception Reporting
    • Percentage sales by item or vendor line compared with industry averages
    • Sales by item and salesman that have decreased or stayed constant
    • Actual sales compared with projected sales by Salesman and product line
  • Profitability Ranking of items and customers

Interfaces

  • Accounts Receivable/Invoicing - when a customer actual pays for merchandise is the basis for some sales analysis
  • Sales Order Processing/Billing - Provides data to sales analysis from sale orders
  • Cost Management and reporting - Provides cost data to be used in calculations.

Key Fields

  • The Sales Analysis system should be maintained through the invoicing process the following detail data elements for creation of reports. The following elements would create the most basic sales reports:
    • Sales Order Number
    • Sales Order Date
    • Bill-to-customer
    • Bill -to customer group
    • Ship-to customer
    • Ship-to customer group
    • Reporting Currency invoiced
    • Net Reporting Currency invoiced (less special fees not related to product cost)
    • All salesman that will share in credit for the order
    • Percentages the salesman will receive in commission for the sale
    • Earned sales, by Reporting Currency, the salesman will receive
    • List/Book price for the invoiced items
    • Cost for the items invoiced
    • Date of sales order
    • Date of invoice
  • More sophisticated sales reports could be created of the following additional detail elements were maintained in addition to the above:
    • Inventory item
    • Item Product group at time of sale
    • Item Product line at time of sale
    • Item Book/List Price
    • Item Contract price (if contracts are used)
    • Item sales price
    • Quantity sold
    • Quantity canceled (if tracking back order losses)
    • Item Quantity unit of measure
    • Item unit equivalents (for common evaluation across unlike units of measure i.e. LBS.)
    • Discount percentage off sales price
    • Item cost


No comments:

Post a Comment