New Market Change Analysis added to Salesmatrix v5

Have you ever wondered how analysts sometimes give negative forecasts to businesses that seem to be prospering? The Market Change analysis in Salesmatrix will help you understand if your business growth is actually positive and which sectors you need to improve if you are going to impact on your bottom line.


Market Change Analysis is a key to understanding of where overall movement of Margin and Revenue has occured in a business between two recent periods. 

 

Without the Market Change Analysis function, these results would take days to compile. Salesmatrix compiles the results in just a few minutes. 

 

The results can be surprising - surprisingly good, or deeply disturbing. Whatever the outcome, we guarantee you will have a deeper understanding of where positive and negative trends are occuring in your business. 

 

Market change looks at the entire dataset of transactions and then splits the results into 4 x 4 quadrants.

Marketchange Thumb

On one axis are 4 levels of revenue:

High Revenue

  • Customer mode: Customers who made up the top 80% of revenue 
  • Product mode: Products that made up the top 80% of revenue 
  • Transaction mode: Transactions that made up the top 80% of revenue 

Avg. Revenue

  • Customer mode: Customers who made up between 5% and 15% of revenue 
  • Product mode: Products that made up between 5% and 15% of revenue 
  • Transaction mode: Transactions that made up between 5% and 15% of revenue 

Low Revenue

  • Customer mode: Customers who made up the lowest 5% of revenue 
  • Product mode: Products that made up the lowest 5% of revenue 
  • Transaction mode: Transactions that made up the lowest 5% of revenue 

Low Activity

  • Customer mode: Customers who only purchased on one occasion 
  • Product mode: Products that were only purchased on one occasion 
  • Transaction mode: Transactions that were made of products or customers only purchased once 

On the other axis are 4 levels of margin percentage. Salesmatrix uses statistical normal distribution to split margin percentage into 3 positive sectors with one negative sector for all transactions resulting in losses.


High Margin

  • Customer mode: Customers whose overall margin percentage for the period is at least one standard deviation above average 
  • Product mode: Products that have overall margin percentage for the period tat least one standard deviation above average
  • Transaction mode: Individual transactions that have margin percentage at least one standard deviation above average

Average Margin

  • Customer mode: Customers whose overall margin percentage for the period is plus or minus one standard deviation above or below average 
  • Product mode: Products whose overall margin percentage for the period is plus or minus one standard deviation above or below average
  • Transaction mode: Individual transactionsthat have a margin percentage plus or minus one standard deviation above or below average

Low Margin

  • Customer mode: Customers whose overall margin percentage for the period is at least one standard deviation below average 
  • Product mode: Products that have overall margin percentage for the period at least one standard deviation below average
  • Transaction mode: Individual transactions that have margin percentage at least one standard deviation below average

Zero Margin

  • Customer mode: Customers whose overall margin percentage for the period is is zero percent or below
  • Product mode: Products that have overall margin percentage for the period is zero percent or below
  • Transaction mode: Individual transactions that have margin percentage zero or below

Data Options


At the top of the screen are three controls that can be used to alter the data shown in the results grid.
Data Selection Allows the user while in transaction mode to choose on aspect of data. It can be all data, a group of either Customers, Products or Salesreps, or even an individual Customer, Product or Salesrep. Note that in Customer and Product mode, all Customers or Products are used.
Period Comparison allows a choice of various periods to compare.
Analysis mode A choice between:

  • Customer mode: Customers are grouped into the 16 categories according to their results in the periods compared 
  • Product mode: Products are grouped into the 16 categories according to their results in the periods compared
  • Transaction mode: Individual transactions are grouped into the 16 categories according to their results in the periods compared


Output Options


At the bottom of the Market Change screen you will see buttons enabling the information to be:

  • Printed 
  • Copied and pasted into other programs (eg MS Excel/Word etc)
  • Exported directly to Excel
  • Reported in an HTML format.
  • Transferred to Customer Categories. Open up Customer Quadrants to view the results
  • Transferred to Product Categories. Open up Product Quadrants to view the results