REC & REC+

Analyse customer orders, buying frequency and AOV summarised by group and geography to help drive revenue growth campaigns and calculate sales budgets.

These 3 metrics are key performance indicators. Increasing all of them acts as a powerful multiplier to drive revenue growth. 

The C-F-AOV report summarises this information by Smart Type (e.g. Retail, Trade, Dealer) and country and shows the difference to previous periods, for example this year versus last year. You can then hone into what needs to be actioned for each segment and feed this into your sales budgeting program.

Illustrated Example

In the example below, we have filtered to the UK and can see that the situation is mixed when it comes to Total Value of orders placed.

Retail customers have increased and place slightly more orders and at a higher AOV. This has seen revenues rise by a strong percentage of 66.9%. compared to last year. 

Trade customers also increased but, although the number of orders hasn't gone up, the AOV has risen, resulting in a 38.6% revenue increase.

Dealers on the other hand have increased in number but are placing fewer orders at a lower AOV, so revenues have actually dropped -12.3%. 

Taking Action

With the illustrated information, you might then look at order profitability for Retail customers to ensure that the cost of acquisition of the extra new customers isn't eating into profits, or that products are correctly priced in the market so they aren't being sold under market value. With Dealers, fewer orders of lower value are being placed, so this might trigger a ringround from account managers to see what issues exist or to highlight new and upcoming products.

Creating Sales Budgets & Plans From C-F-AOV Data

This report is downloadable as a CSV, so you can examine each line of the report in a spreadsheet and estimate what growth you expect can be achieved line-by-line, or what risks exist. By adding extra columns for Sales Increase and Actions To Achieve Increase, you can easily calculate new sales budgets with a ready-made action plan on the steps needed to turn it into a reality.