Sales Analysis Example

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Presentation transcript:

Sales Analysis Example District 1 District 2 District 3 District 4 District 5 Sales $11,000,000 $12,000,000 $13,000,000 $7,000,000 $12,000,000 Sales Quota $11,250,000 $11,500,000 $12,150,000 $10,000,000 $11,000,000 Effectiveness Index (Sales / Sales Quota) 98 104 102 70 109 Sales Last Year $10,700,000 $11,050,000 $12,250,000 $6,800,000 $10,350,000 Sales Growth (Sales-LY Sales)/LY Sales 3% 9% 6% 3% 6% Industry Sales $42,000,000 $42,000,000 $45,000,000 $40,000,000 $45,000,000 Market Share Sales/Industry Sales 26% 29% 29% 18% 27% 13

Profitability Analysis Example Full Cost Approach $180,000,000 District 1 District 2 District 3 $ 6,500,000 $ 8,000,000 $19,500,000 $ 11,500,000 $11,500,000 $22,000,000 $28,000,000 $50,000,000 $58,500,000 $70,000,000 $168,500,000 $ 2,500,000 $ 3,500,000 $ 5,000,000 --- Contribution Approach Region Sales Cost of Goods Sold Profit Contribution Net Profit Gross Margin District Selling Expenses Allocated Portion of Shared Zone Costs** Regional Direct Selling Expenses $300,000,000 $255,000,000 $ 45,000,000 $ 11,000,000 $ 10,000,000 $ 24,000,000 $ 16,000,000 Note: District Costs Total To Regional Costs $ 8,000,000 * Regional Direct Selling Expenses are expenses from the Regional Direct Sales Effort. **Allocated shared zone costs are fixed and variable costs due to having an office and managing and administering the district salespeople. `` 18

Return on Assets Managed (ROAM) District 1 District 2 District 3 District 4 Sales Cost of Goods Sold Accounts Receivable Gross Margin District Selling Expenses Inventory Total Assets Managed Profit Contribution Percentage Asset Turnover ROAM $24,000,000 $24,000,000 $24,000,000 $24,000,000 12,000,000 12,000,000 14,000,000 14,000,000 12,000,000 12,000,000 10,000,000 10,000,000 7,200,000 9,600,000 5,200,000 8,800,000 Profit Contribution 4,800,000 2,400,000 4,800,000 1,200,000 8,000,000 4,000,000 16,000,000 4,000,000 8,000,000 4,000,000 16,000,000 4,000,000 16,000,000 8,000,000 32,000,000 8,000,000 20% 10% 20% 5% 1.5 3.0 .75 3.0 30% 30% 15% 15% ROAM = (Profit contribution / Sales) X (Sales / Assets managed) 18

Productivity Analysis Example District 1 District 2 District 3 District 4 Sales $20,000,000 $24,000,000 $20,000,000 $24,000,000 Selling Expenses 2,000,000 2,400,000 3,000,000 3,000,000 Sales Calls 9,000 7,500 8,500 10,000 Proposals 200 180 260 270 Number of Salespeople 20 30 20 30 Sales/Salesperson $ 1,000,000 $ 800,000 $1,000,000 $ 800,000 Expenses/Salesperson $ 100,000 $ 80,000 $ 150,000 $ 100,000 Calls/Salesperson 450 250 425 333 Proposals/Salesperson 11 6 13 9 20