Sales Mix Shift

Salesmatrix · How To

What was it Worth? - The bridge

Under the grid, What changed, and by how much takes the total for the earlier period and walks it to the current one in steps that add up exactly. Switch between three views:

View	The steps	The question it answers
Revenue	Lost, New, Price (same customer, same product), then Volume for each revenue band.	Did sales change because of who we sell to, what we charge, or how much they buy?
Margin %	Lost, New, Mix, then Price & cost for each revenue band.	Did the margin rate change because the mix moved, or because prices and costs moved?
Margin	Lost, New, Volume, then Price & cost for each revenue band.	How much margin, in money, did each cause add or take away?

Reading it

Read the sentence first. It is written from the figures, largest effect first, and names the band that drove it. For example: “On the same products, prices rose 117,585 and unit costs rose 344,687, so most of the fall is costs rising faster than prices.”
Then the chart. Each bar starts where the last one ended; green adds, red takes away, and the last bar is the net change. Hover over a bar for what it holds, and the matching row of the grid lights up.
Then the table for the exact figures: one row per revenue band, with Lost and New underneath. In the Margin view, Price & cost is split into unit prices, unit costs, and the products (or customers) chosen.

If the sentence says	The question	Where to look next
Higher prices… but bought less	Did the price rise cost us customers or quantity?	The Top Revenue bar under Volume, then the −1 Revenue records in the grid.
Costs not passed on	Which price lists are out of date?	The band with the largest Price & cost bar, then its Low and Nil Margin cells.
Costs rising faster than prices	Prices moved, but not enough. Which lines need the next increase?	Run Products and read the same view.
Buying lower-margin products	Prices kept up with costs, yet margin fell: customers moved to cheaper lines. Can we sell them back up?	The −1 Margin records; then Market Basket for what they used to buy.
New did not make up for lost	Are we winning customers as fast as we lose them?	The Lost row: export it and call from the top.
Led by Top Revenue	One band fell further than the total, because others grew. The growth is real, but so is the problem at the top.	The Slipped list, top line first.