Quick Summary: View historical sales information, KPIs, and supporting graphs for selected locations to analyze performance and assess profitability. Identify strong-performing locations and products to optimize sales strategies.
Why the Sales Tab Matters
The Sales tab provides access to sales history and related performance indicators. This allows users to review past performance, analyse margin contribution, and identify top-performing locations and products. The available graphs and KPIs help users understand overall sales performance and where contribution is strongest.
Key Performance Indicators
The following KPIs appear on the Sales tab for the selected location or region:
Total sales: The sum of sales at cost price for the selected location or group of locations over the selected timeframe.
Total revenue: The sum of sales at selling price for the selected location or group of locations over the selected timeframe.
Gross margin: The difference between Total revenue and Total sales and the associated percentage.
Top location (COS): The total sales at cost price at the top location.
Top location (Gross margin): The total gross margin at the top location. The location with the highest sales may differ from the location with the highest margin.
Top product (COS): The total sales at cost price for the top product.
Top product (Gross margin): The total gross margin for the top product. The product with the highest sales may differ from the product with the highest margin.
Frozen: The count of items where manual adjustments were made to the computer-generated forecast.
Understanding Trend and Comparison Graphs
The Sales tab contains several graphs, which are described below. Information is displayed in months unless otherwise stated.
Sales value: Displays the sum of sales units, sales margin, and cost of sales.
Demand types: Displays the count of the various forecasting demand types.
Cost of sales by Demand types: Displays the total cost price value for each demand type.
Top locations by Cost of Sales: Indicates where sales in cost price and highest margin are being generated.
Top location contribution by Cost of Sales: Displays the total cost price contribution for each location and the month-to-date sales for the current month. The highest contributing location appears at the bottom. Users can click location names in the legend to add or remove data from the graph.
Top relative location contribution by Cost of Sales: Displays the percentage contribution for each location and the percentage month-to-date sales for the current month. The highest contributing location appears at the bottom.
Top location contribution by Gross Margin: Displays the total margin contribution for each location and the month-to-date margin for the current month. The highest contributing location appears at the bottom.
Top relative location contribution by Gross Margin: Displays the margin percentage contribution for each location and the percentage month-to-date margin for the current month. The highest contributing location appears at the bottom.
Top products by Cost of Sales: Indicates which products are generating the highest sales in cost price.
Top product contribution by Cost of Sales: Displays the total cost price contribution for each product and the month-to-date sales for the current month. The highest contributing location appears at the bottom.
Top relative product contribution by Cost of Sales: Displays the cost price percentage contribution for each product and month-to-date percentage sales for the current month. The highest contributing location appears at the bottom.
Top products by Gross Margin: Indicates which products are generating the highest gross margins.
Top product contribution by Gross Margin: Displays the total margin contribution for each product and the month-to-date margin for the current month. The highest contributing location appears at the bottom.
Top relative product contribution by Gross Margin: Displays the margin percentage contribution for each product and the percentage month-to-date margin for the current month. The highest contributing location appears at the bottom.
Top locations with frozen forecasts: Indicates the locations where the most manual adjustments were made to the computer-generated forecasts.
Manual forecast comparison: Compares actual sales history with historic computer-generated forecasts and historic user-adjusted forecasts.
FC MAD – User adjusted forecast mean absolute deviation: A lower value indicates a more accurate forecast.
Computer FC MAD – Computer forecast mean absolute deviation: A lower value indicates a more accurate forecast. If this value is lower than the FC MAD, it indicates that user interventions resulted in less accurate forecasts.
How To Use This Tab
Navigate to the Exec Dashboard from the main menu on the left.
Click the Sales tab.
Use the filters at the top-right to customize your view:
Location Dropdown: Select "All Locations," specific physical locations, or consolidated regions.
Group Dropdown: Filter by a specific item group, if this is enabled for your dashboard. This is only available if your standard dashboard is broken down by a group. If so, that group will be available for selection.
Timeframe Dropdown: Select the amount of history you wish to display (e.g., "6 Months"). The longer the time frame, the longer the dashboard will take to load.
⚠️ Watchouts
Performance interpretation: Your top selling product (by cost or revenue) may not be your top product by gross margin. Use these KPIs to identify which products are driving both volume and profitability.
Long load times: The longer the timeframe you select (for example, 12 months), the longer the dashboard will take to load.
💡 Tips
Legend filtering: On the contribution graphs, you can click on a location or product name in the legend to add or remove its data from the graph.
Forecast accuracy analysis: Use the Manual forecast comparison graph and the related “FC MAD” metrics to evaluate if user interventions are improving or reducing forecast accuracy. If the Computer FC MAD is lower, it means the system’s forecasts have been more accurate.
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