Sales Mix Shift
Who moved: the band grid
Every customer (or product) that traded in either period lands in one of sixteen bands. Rows are revenue, columns are margin.
| Band | Who is in it |
|---|---|
| Top Revenue | The largest accounts, which together make up the first 80% of your sales. |
| Mid Revenue | The next accounts, which take you from 80% to 95% of sales. |
| Low Revenue | Everyone else: the last 5% of sales, usually most of your accounts. |
| Low Activity | Traded on one day only in the period, whatever they spent. |
| High / Avg / Low Margin | Margin % above, within, or below one standard deviation of your own average. |
| Nil Margin | Zero or negative margin: sold at cost or at a loss. |
Each cell shows how many records are in the band now and how that number changed since the earlier period. Below the grid, Lost counts those that traded then and not now. The line under the grid sums it up, for example “212 improved and 287 slipped, of 1,136 that traded in both periods. 132 new, 276 lost.”
Click a cell and the list beside the grid shows who is in it, with their revenue and margin % in both periods and how they moved. Export this cell saves that list as a spreadsheet.
The boundaries are worked out from your data each time you run it, not set in advance. A business twice your size gets different cut-offs, and so does your own business after a strong year. A record can therefore change band because everyone else moved. Clicking a cell shows its actual limits for the run, for example This band holds: Revenue above 16,634, Margin above 42.9%.