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Description of Columns |
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Attribute |
Description of Contents |
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Left column |
This is a list of the
various perfromance attributes which are taken into
account in this modelling tool |
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Now |
These are the values
for your business in this current financial period |
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Change |
This will be
expressed as a percentage change either +ve or -ve
against the particular attribute |
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Forecast |
As a consequence of
the data you have entered for Now and CHANGE, this
column will show you the forecasted value for the
next financal period |
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%F'cast Change |
This is derived to
illustrate the impact of the changes you have
modeled as a percentage for the next financial
period. |
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Section / Field
MARKETING |
Description of contents
Note all fields
highlighted in
YELLOW
are input fields and all other fields are
calculated |
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Leads per month |
This is an estimate for the number of enquiries or
leads that you receive each month that could become
customer opportunities |
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%Conversion to opportunity |
This is the percentage of leads you receive that
convert to a real opportunity by way of asking for a
price or quote for your products and services. |
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% Conversion to client / cust |
The rate of conversion to being a customer is that
percentage of 'opportunities' that accepted your
quote and actually proceeded with purchasing goods
and / or services. |
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New customers / mth |
This is calculated from the conversion ratios you
specified. With the rate of conversions provided you
will increase the number of customers per month by
this derived quantity.
The model shows the current value and what it
will be with the forecast % change you identfied. |
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New Custs / year |
Based on the number per month this is simply an
extension o fthat average number showing the number
of new customers your business should get each
year. |
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SALES |
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Account Customers |
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Total Sales $ |
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Current |
Current years sales
revenue for your account customers (ie those
customers who receive an invoice on account) |
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Forecast |
This shows the
Forecast results for revenue changes as a
consequence of increased customers, sales value per
customer and number of sales per customer combined
with an average increase in the sales price of your
stock |
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Number Custs |
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Current |
This is the number of ACTIVE account customers you
have ie. those for whom a sales invoice was generated
. |
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Forecast |
Based on changes to your marketing and on the
CHURN%, this is the expected number of active
customers you will have. |
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Number of invoices |
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Current |
This is the number of invoices you raised against
the active customers (this can be higher than the
number of customers if a customer is invoiced more
than once a year but shuld not be less) |
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Forecast |
Based on your forecast marketing results and the
average purchases per customer, this will be the
forecast number of invoices raised. |
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Average purchases per cust |
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Current |
This is calculated by the system as
(No Active Custs) /
(No Invoices raised) |
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%Change |
What %increase or decrease might you be able to make
to the average number of purchases per customer |
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Average sale per cust $ |
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Current |
Derived by the system as being the
(Total Sales) / (No Invoices) |
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%Change |
What %increase or decrease might you be able to make
to the average value of a sale per account customer |
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Forecast |
Derived by the system based on Forecast figures |
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Churn % pa |
This is the percentage of customers you lose each
year to not return as future accounts. |
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New Customers per year |
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Current |
This is derived by the system as a result of the
marketing results you identfied. |
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Forecast |
As for current year but using the Forecast figures
and changes |
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Net Customers for the year |
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Current |
This is the sum of new customers plus the number who
did not churn for the current year |
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Forecast |
Based on Forecast results this will be the Forecast
numbers |
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Cust growth rate per year |
In the current year based on your marketing effort
and churn rate, this is the rate at which your
customer base is growing per annum. |
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Cash Sales |
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No Sales |
This is the the number of non-account types customer
sales dockets |
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Total Sales $ |
Total sales value for cash type sales |
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Average sale per cust $ |
Average value of each sale is derived by the system
as being (Total Cash Sales $)
/ (No Sales dockets) |
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%Change |
You can enter the average %increase or decrease you
might expect for changing the average sale value per
customer sale. |
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Total Sales |
Net of all account and cash sales |
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Stock |
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Stock sales price change |
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%Change |
Enter the average %increase or decrease you might
make on your stock selling price. |
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Forecast |
This is the changed value of sales based on
increasing current selling
price (this is applied after deriving the sales
value above) |
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EXPENSES |
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COGS $ |
This can be obtained from your P&L Reports |
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Current |
The COGS results
reflect the current and forecast results as a
consequence of increased sales. The future COGS is
expressed as a percentage of the revenue and taking
into effect the change in COGS you specify. |
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Forecast |
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COGS % |
This is derived as COGS$ expressed as a percentage
of your total sales $.
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Current |
Derived based on current P&L figures |
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%change |
Enter the %increase or decrease you might be able to
achieve on your COGS |
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Fixed Overheads $ |
These are assumed for the sake of this model as
being Total Expenses per your P&L Statement less any
Salraies & Wages and Directors Drawings. |
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Current |
As entered from your current P&L |
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%change |
Enter the %increase or decrease you might be able to
achieve on your fixed overhads |
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Salaries & Wages |
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Current |
Enter the value fo wages and salaries paid to all
owners and staff |
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%change |
Enter the %increase or decrease you might be able to
achieve on your salaries and wages |
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Directors Drawings |
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Current |
Enter the value of any drawings paid to directors
and shareholders of the company not included in any
salaries and wages |
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%change |
Enter the %increase or decrease you might be able to
achieve on your director drawings |
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Total Expenses |
This is the sum of all expenses |
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CAPACITY |
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Max capacity efficiency |
This is the maximum capacity as an average you want
all staff to be working at. This should be less than
100% to allow for unplanned events and dealing with
emergencies, meetings etc that do not relate to
income earning activities |
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Current capacity level |
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Current |
This is the average for your current staff capacity
running rate expressing the percentage of their day
in income based activities. |
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%change |
As a consequence of the changes sought this is the
impact of your changes |
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Forecast |
With the changes to the number of staff and
increased workload, this is the capacity at which
the new staff numbers would be working at. |
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Existing staff (Sal & Wages) |
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Current |
How many FTE active staff do you have involved in
the day to day operations of the business |
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Forecast |
Based on the increase in number of customer invoices
and cash sales, the system has derived the number of
FTE staff you would need to deal with the changed
turnover. |
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DASHBOARD |
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The dashboard
provides a summary of the results based on the data
you provided in your model. It must be understood
that these results are based on some general
assumptions and should not be used as a detailed
cash flow analysis for your business. |
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Profit & Loss |
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Revenue |
This shows the
overall Current and Forecast results for revenue
changes as a consequence of increased customers,
sales value per customer and number of sales per
customer combined with an average increase in the
sales price of yur stock |
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Less COGS |
The COGS results
reflect the current and forecast results as a
consequence of increased sales. The future COGS is
expressed as a percentage of the revenue and taking
into effect the change in COGS you specify. |
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Gross Profit |
Revenue less COGS |
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Less Expenses |
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Fixed Overheads |
The change to fixed
overheads represents the result of the change you
specify after the impact of increased customers and
customer invoices due to improved marketing
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Salaries & Wages |
Salaries and wages
are increased in proportion to the change in sales
prior to changing sales prices |
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Directors drawings |
This is changed in
accordance with the percentage identified |
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Net Profit (EBIT) |
This is the Net
Profit before any allowance for income tax or
company tax to be paid. |
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Increase in Profit |
This is the
percentage change in Net Profit as a result of the
changes you have selected to apply. |
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Profit % |
This is the profit (EBIT)
expressed as a percentage of total current and
forecast turnover |
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Bottom line change % |
This is the profit
change expressed as a percentage of your original
turnover |
Field
descriptions for Sales Scan modelling tool