Analyzing Strategic Price Gaps by Salesperson

As you work to continually evaluate your pricing strategy, use the Sales Writer/Rep analysis tool to evaluate your company's pricing usage as a gap analysis by salesperson or order writer and identify areas where you are making the most from using the system-calculated strategic prices, or where you might have missed a pricing opportunity.

Analyze the pricing performance of each of your inside and outside salespeople or order writers using the following views. Each view contains sales information from the date range you selected when you built the analysis file.

Depending on the view you select, specific columns display with information for that view. For example, if you select the Overall view, the data in each column is for all transactions for a salesperson or order writer for the dates you selected when you built the analysis file. If you change the view to Customer, the data in each column is for all transactions for a salesperson or order writer for each customer, and the view contains a customer ID and customer name. Use the different views to refine what you see to better analyze the benefits you are receiving from Strategic Pricing.

Column	Description
ID	The salesperson's or order writer's system ID.
Salesperson or Writer	The salesperson's or order writer's name.
Actual Sales	The total extended price of all line items the user sold during the selected period.
Actual Cost	The total extended cost of all line items sold during the selected period. The cost displays only if you select the Include Cost/Profit check box, and if you have the COST.VIEW or the COGS.VIEW authorization key assigned to you.
GP$	The gross profit in dollars of the total sales for the salesperson or order writer. Actual Sales – Actual Cost
GP%	The gross profit as a percentage of the total sales for the salesperson. ((Actual Sales – Actual Cost) / Actual Sales) * 100
Recommended Sales	The total extended price of sales for the salesperson or order writer if the strategic price had been used on each line item sold. Strategic Unit Price * Quantity Shipped
Gap$	The difference in dollars between what was actually sold and the extended price of sales if the strategic price had been used. Recommended Sales – Actual Sales The gap amount can be a negative amount if you have achieved more than the recommended sales.
Gap%	The difference as a percentage between what was actually sold and the extended price of sales if the strategic price had been used. For example, if 90% displays in this field, you have achieved 90% of the amount in the Recommended Sales column. (Actual Sales / Recommended Sales) * 100 The gap percentage can be more than 100% if you have achieved more than the recommended sales.
Gap by Customer size	For each customer size, such as Huge and Medium, the difference in dollars between what was actually sold and the extended price of sales if the strategic price had been used for all customers within a specific size. There is a separate column for each customer size. This column displays in the Overall view.
Gap by Customer Category	For each customer category, the difference in dollars between what was actually sold and the extended price of sales if the strategic price had been used for all customers within a category. There is a separate column for each customer category. This column displays in the Overall view.
Category	The customer category, such as Contractor. This column displays the Category/Size view.
Size	The customer size, such as Medium or Huge. This column displays the Category/Size view.
Customer	The customer name as defined in Customer Maintenance. This column displays in the Customer view.
Sell Group	The product sell group to which the product represented belongs. This column displays in the Product Sell Group view.
Core Status	The status rank of the product, such as Core A. Core statuses are assigned to products at the top of each customer market segment, and are typically the highest in sales amount, highest in visibility, and are products that the customer has a high incentive to shop for price competitors. For more information, see Product Core Statuses Overview. This column displays in the Product Core Status view.
Vendor	The vendor assigned to the product group. This column displays in the Vendor view.

If you are using Eterm, the analysis displays as a report viewable in your Hold file. You can download the report from their to use in a different program, if necessary.

Field	Description
Salesperson Type	Select how you want to analyze Strategic Pricing information: Outside salesperson - Displays information by primary outside sales representative on an order. This is the default. Inside salesperson - Displays information by primary inside sales representative on an order. Order writer - Displays information by the person who entered the order associated with the invoice.
Salesperson	Select the ID of the user for which you want to analyze Strategic Pricing information. To enter multiple user IDs, use the Multi hot key. To include all your salespeople in the analysis, leave this field blank.
Report View	Select the view that you want to include in the report. The view determines which data within the analysis displays. For a description of each view and what it displays, see the explanations above. To change the view at any time, select a new view in this field and regenerate the report.
Show Cost/Profit	Set this field to Y to include the cost and profit gap information in the analysis. You must have the COST.VIEW or the COGS.VIEW authorization key assigned to view cost and profit information in the Strategic Pricing analysis tools.
Customer Category	Select the customer category for which you want to view Strategic Pricing usage. To run the analysis for more than one category at a time, use the Multi hot key to enter multiple categories. To include all your categories in the analysis, leave this field blank. Note: If you run the analysis for all your categories, it is possible that the analysis data will exceed the viewable area in the Hold file, however, you can download the analysis to review the data.
Customer Size	Select the size, such as Tiny or Huge, for which you want to view Strategic Pricing usage. To run the analysis for more than one customer size at a time, use the Multi hot key to enter multiple sizes. To include all customer sizes in the analysis, leave this field blank. Note: If you run the analysis for all your categories, it is possible that the analysis data will exceed the viewable area in the Hold file, however, you can download the analysis to review the data.