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