Sales Measures (Bevica Power BI)
Definitions and guidance for sales measures, rankings, and open sales reporting.
Sales Measures (Bevica Power BI)
This article outlines some use cases of the various Sales Measures.
Sales Measures if filtered by Vendor will use the Item > Vendor No. - i.e., the default vendor and not the vendor goods were purchased through.
TABLE OF CONTENTS
Overview
Sales Measures
Sales Measures (Item Ledger Entries)
Actual, Expected and Non-Inventoriable
Sales Measures (Open Orders)
ABC Analysis
Ranking
Documents
Overview
There is a distinction between Sales (i.e., posted, whether shipped or invoiced) and Open Sales (i.e., not yet posted).
For Sales you may want to use the
You can use the Completely Invoiced field from the Item Ledger Entries to filter to only fully invoiced orders.
Also see Additional Reporting Currency
Sales Measures
Sales Measures (Item Ledger Entries)
Sales Measures
Average Margin £ per Base
Average Margin per base quantity
Average Sales Price per Base
Average Sales Amount per base quantity
Cost of Sales (Actual)
Actual Cost of Sales transactions. Usually equating to Invoiced Sales.
Cost of Sales (All)
All inclusive Cost of Sales transactions. Being: Actual + Expected + Non-Inventoriable
Cost of Sales (Expected)
Expected Cost of Sales transactions. Usually equating to Shipped Not Invoiced.
Cost of Sales (Inventory)
Sales Costs which are inventiorable (i.e. Actual or Expected)
Cost of Sales (Non Invtbl)
Sales Costs which are Non-Inventoriable, for example distribution charges
Sales Amount (Actual)
Actual Sales Amount. Usually equating to Sales which have been invoiced.
Sales Amount (All)
Actual + Expected + Non-inventoriable Sales
Sales Amount (Expected)
Expected Sales Amount. Usually equating to Sales which have been shipped but not invoiced.
Sales Margin % (All)
Margin using the 'All' values
Sales Margin % (Inventory)
Margin using the 'Inventory' values, i.e., Actual + Expected
Sales Margin £ (All)
Margin including non-inventoriable costs, such as distribution charges
Sales Margin £ (Inventory)
Margin using the 'Inventory' values, i.e., Actual + Expected
Sales Quantity (Base)
Base quantity of Sales transactions
Sales Discounts
Sales Discount Amount
Discount Amount - note this has already been deducted from 'Sales' Amount
Sales Discount Percent
Discount as a percentage
Sales Measures ABC Analysis (See notes below)
ABC Class
ABC Classification of the item based on Sales within the current item filters. A = up to 70% of Sales cumulatively B = 70 - 90% of Sales cumulatively C = 90 - 100% of Sales cumulatively https://en.wikipedia.org/wiki/ABC_analysis
ABC Class All Items
ABC Classification of the item based on Sales of all items A = up to 70% of Sales cumulatively B = 70 - 90% of Sales cumulatively C = 90 - 100% of Sales cumulatively https://en.wikipedia.org/wiki/ABC_analysis
ABC Percentile
The cumulative percentile which the item fits into based on Sales within the current item filters.
ABC Percentile All Items
The cumulative percentile which the item fits into based on Sales of All items.
Sales Measures Dates
Date of First Sale
The first date of a sale against an item
Date of Last Sale
Date of the last Sales entry. This can be filtered by Item or Customer.
Days Since Last Sale
(blank)
Sales Measures Documents
Count of Sales Documents
Number of outbound Sales Documents (i.e., Sales Shipments, Sales Invoices)
Count of Sales Return Documents
Number of inbound Sales Documents (i.e., Sales Returns, Sales Credits)
Percent of Return Documents
Number of Returns divided by number of Invoices as a general measure of service.
Sales Measures Ranking (See notes below)
Margin Rank
Ranks items by Margin (All) based on the current Item selection. This allows you to, for example, rank items within a category. You can apply filters from other tables (e.g., dates) to track ranking changes over time.
Margin Rank All Items
Ranks items by Margin (All) compared to all your items. You can apply filters from other tables (e.g., dates) to track ranking changes over time.
Sales Rank
Ranks items by Sales (All) based on the current Item selection. This allows you to, for example, rank items within a category. You can apply filters from other tables (e.g., dates) to track ranking changes over time.
Sales Rank All Items
Ranks items by Sales (All) compared to all your items. You can apply filters from other tables (e.g., dates) to track ranking changes over time.
Actual, Expected and Non-Inventoriable
Refer to the section in this article: Data Model - Core
Sales Measures (Open Orders)
Open Sales Measures
Margin % (Open Sales, Estimated)
Estimated margin based on Sales less Cost. The Cost is from the Sales transaction and is typically the current average unit cost of inventory. The actual costs are only calculated on posting.
Margin LCY (Open Sales, Estimated)
Estimated margin based on Sales less Cost. The Cost is from the Sales transaction and is typically the current average unit cost of inventory. The actual costs are only calculated on posting.
No. of Orders (Open Sales)
Count of orders which have not been fully shipped yet.
Quantity Base (Open Sales)
Base Quantity which has not been shipped yet.
Reserved Qty Base (Open Sales)
The quantity which has been reserved for this open order
Sales Amount LCY (Open Sales)
Sales Amount which has not been Shipped yet.
Prepayments (Sales)
Prepayment Line Amount (Open Sales)
Sum of prepayment amount on the lines. Note - this does not get updated when prepayments are closed so should be used with caution
Prepayment Open (Open Sales)
Flags prepayment status of an order, whether it has No Prepayment, is Open (unpaid) or Closed (paid, or cancelled)
Prepayment Order Count (Open) (Open Sales)
Count of prepayments which are open
Prepayment Order Count (Overdue) (Open Sales)
Count of prepayments which are open and overdue
Prepayment Overdue (Open Sales)
Flag for if a prepayment order is overdue
ABC Analysis
ABC Analysis is a way to categorise your items according to the percentile value they fall within. It is a useful tool for inventory analysis. For reference refer to: https://en.wikipedia.org/wiki/ABC_analysis.
We use the following categorisation based on Sales (All). It is at an individual item level.
A = 0% .. 70% - i.e., an A category item is one where the items Sales are within the 70% of cumulative total sales.
B = 70% .. 90%
C = 90% .. 100%
There are 2 relevant measures:
ABC Class - this classifies based within the context of the currently selected items
ABC Class All Items - this classifies based on sales of all items
In this example we are filtering on 'Still White' items. B12589 within Still White is an 'A' ABC Class as it is within 70th percentile of cumulative sales within the category. However, against ABC Class All Items it is 'B' as its sales fall within the 80th percentile.
You can apply other report filters to see how the classification changes over say Year. In this example we can see that the first item was a 'C' rank in 2021 but 'A' in other years. Against the 'Total' however it still ranks 'A'!
NOTE: Running the ABC Analysis over many items may take some time to compute as each item has to be calculated.
Ranking
Gives a numeric ranking to an item based on Sales or Margin.
Using 'Sales' as the example.
Sales Rank - this ranks based on sales of the currently selected items
Sales Rank All Items - this ranks based on sales of all items, ignoring any filters you are applying
In the example below we are filtering the item list by the 'Pale Ale' and 'Still Red' Item Category Code. The Sales Rank shows how the individual items rank within the two categories. The Sales Rank All Items does this based on sales of all the items, i.e., including those not within the report. Taking the Red Leaf item outlined you can see how it ranks differently.
Note that the ranking is at an item level so does not rank at higher levels. In the example above the 'Pale Ale' category is being ranked within the context of the individual item sales within it, and not ranked against other item categories.
Documents
Count of Sales Documents counts the number of Sales Shipment or Sales Invoices.
Count of Sales Return Documents counts the number of Sales Return Receipts or Sales Credit Memos
Percent of Return Documents is Sales Documents / Return Documents. Can be used with Return Reason Codes to help identify service trends.
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