Assessments

Assessment allows various market assessments to be conducted on the data entered into Salesmatrix.

• Purchase Frequency - Customers / Products
  Ranks Customers or Products in 6 categories based on the number of days between sales over a 12 month period. In the above example, the results show that there were 82 (34.3%) out of 239 customers who spent more than the threshold of $100 in the target category (every 14 days or less) in the period Year to Feb 01.
• Purchase Frequency - Products
  Ranks Products in 6 categories based on the average number of days between sales over a 12 month period.
• Customers to Products Cross-Sell
  Ranks Customers in 5 categories based on the trend in Sales over a 12 or 24 month period.
• Customers or Products Trends
  Ranks Customers in 6 categories based on the number of individual products purchased over a 12 month period.
• Customer Retention / Product ContinuityRanks Customers or Products in 7 categories based on their purchasing pattern over the last chosen (3 or 6 months) period.

• • Gained
    Customers who have not purchased at all in the past and who have purchased amounts in excess of the threshold in the chosen time period.
  • Regained
    Customers who have purchased in the past, but have been dormant, and have been reactivated in the chosen period.
  • Retained - Increased
    Customers who have been active in the chosen period and have increased their spending based on prior periods activity.
  • Retained - Decreased
    Customers who have been active in the chosen period but have decreased their spending based on prior periods activity.
  • Lost
    Customers who have not purchased over the threshold in the chosen period but were active in the prior period.
  • Lost Previously
    Customers who have not purchased over the threshold in the chosen period and were also inactive in the prior period(s).
  • Single Sale
    Customers or Products that are represented by a single sale on a single date are grouped into a category as one-off purchasers or product sales.

• Customer Margin Percentage 
  This assessment groups customers together according to their margin levels. Set the levels appropriate to your business and selecting a Customers Category at the bottom of the screen and clicking Calculate will categorise the customers that fall into each level.
• Products Price Point Performance
• This assessment groups products together according to their price per unit. This can provide valuable insight into which price levels the business makes the most margin, and also provide insight into whether an individual customer or group of customers are more or less price-sensitive. 

Changing the Threshold Value can alter the results returned. For example, if the Threshold Value were raised to 500, Customer 2 in the above example would be classified as gained and Customer 5 will be classified as Lost Previously.

Options

• Sales Value Threshold
  Sets the minimum value used as  a threshold  in each of the assessments
• Store to Customer/Product Category
  When this is checked this will transfer the results from the assessment to the category chosen in either the customer or product aspect. NOTE: This will overwrite the current category in the dataset. Be sure to save a category set before performing this operation if you wish to retain the current categories. If you are not already in an appropriate view (e.g. Customers by Period), you will need to change to an applicable view on the grid, to view the new category created.
• Periods choice
  Allows the user to choose which period the assessment is performed on.