Menu and Toolbar Interface Reference

Assessment

Assessment allows various market assessments to be conducted on the data entered into Salesmatrix.

• Days between Sales - Customers
  Ranks Customers in 6 categories based on the number of days between sales over a 12 month period. In the above example, the results show that there were 82 (34.3%) out of 239 customers who spent more than the threshold of $100 in the target category (every 14 days or less) in the period Year to Feb 01.
• Days between Sales - Products
  Ranks Products in 6 categories based on the number of days between sales over a 12 month period.
• Customers to Products Cross-Sell
  Ranks Customers in 6 categories based on the number of individual products purchased over a 12 month period.
• Retention
  Ranks Customers in 7 categories based on their purchasing pattern over the last chosen (3 or 6 month) period.
  • Gained
    Customers who have not purchased at all in the past and who have purchased amounts in excess of the threshold in the chosen time period.
  • Regained
    Customers who have purchased in the past, but have been dormant, and have been reactivated in the chosen period.
  • Retained - Increased
    Customers who have been active in the chosen period and have increased their spending based on prior periods activity.
  • Retained - Decreased
    Customers who have been active in the chosen period but have decreased their spending based on prior periods activity.
  • Lost
    Customers who have not purchased over the threshold in the chosen period but were active in the prior period.
  • Lost Previously
    Customers who have not purchased over the threshold in the chosen period and were also inactive in prior period(s).

Yr to June 07
Jul-Dec 06 Jan-Jun 06 Jul-Dec 07 Jan-Jun 07 Customer 1       500 Customer 2 400     1000 Customer 3 400 500 750 1000 Customer 4 1000       Customer 5 1000 1100 400	Gained Regained Retained Increase Lost Previously Lost

Sales Value Threshold 100 Last 6 months.
• Customer Margin Percentage 
  This assessment groups customers together according to their margin levels. Set the levels appropriate to your business and selecting a Customers Category at the bottom of the screen and clicking Calculate will categorise the customers that fall into each level.

   

Changing the Threshold Value can alter the results returned. For example, if the Threshold Value were raised to 500, Customer 2 in the above example would be classified as gained and Customer 5 will be classified as Lost Previously.

Options

• Sales Value Threshold
  Sets the minimum value used as  a threshold  in each of the assessments
• Store to Customer/Product Category
  When this is checked this will transfer the results from the assessment to the category chosen in either the customer or product aspect. NOTE: This will overwrite the current category in the dataset. Be sure to save a category set before performing this operation if you wish to retain the current categories. If you are not already in an appropriate view (eg Customers by Period), you will need to change to an applicable view on the grid, to view the new category created.
• Periods choice
  Allows the user to choose which period the assessment is performed on.

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