1.1 Focus — setting it up
Focus answers one question, live: how concentrated is the business? Four controls frame the question.
| Control | Choices |
|---|---|
| Top | Customers, Products or Sales Rep — the first thing to rank. |
| Buying | Customers, Products or Sales Rep — the second. |
| Value | Revenue, Margin, Cost or Units. |
| Period Type | Last 3, 6, 12 or 24 Months; YTD – Calendar; YTD – Financial. |
Focus, ready to explore. Customers against Products on revenue is the classic 80/20 question.
Only values that add up are offered
Ranking on a ratio such as margin percent and then totalling it across a selection would not give a meaningful answer, so Focus offers the four additive measures only.