Metrics for Monitoring Business Health – Part 5: Sales by Customer Type

How are Sales by Customer Type Calculated?

Sales by Customer Type measures how much of your total sales came from certain groups of customers.
To calculate the percentage of your sales come from a specific customer type:
You can also think of sales by customer type as slices of a pie chart. Added together, your sales by customer type make up your sales:

Why are Sales by Customer Type Important?

You can use reporting on Sales by Customer Type to:
  • Develop marketing and advertising strategies to reach out to underserved groups
  • Target sales for best customers or customer groups

Reporting on Sales by Customer Type

Sales by Customer Category

The Sales Analysis by Group Report can be run to show you a breakdown of sales by customer category. This report also allows you to pick which data points print on the report.
To run the Sales Analysis by Group Report for customer categories:
  1. Select Sales History → Reports → Sales Analysis by Group Report
  2. In the Group by drop-down, select (Customer) Category NOTE: This will group sales by the CURRENT category of the customer. If the customer had a different category at the time of the sale, that information is not saved in Counterpoint.
  1. Choose a number of records to print by either choosing:
    • Top + a number of records – This will show the top number of categories based on the Print in Order by field
    • Bottom + a number of records – This will show the bottom number of categories based on the Print in Order by field
    • All – This will show all categories
  1. Choose a Print in order by from the drop-down menu NOTE: Most options in the print in order by drop-down are numeric and will print from most to least. If you need this report to print in an alphabetical order, choose either By item category (in alphabetical order by Category Code) or by group description (in alphabetical order by Category Description).
  1. Enter a Date Range in Report periods for Report period A
  1. (Optional) Check the box for Report period B and/or Report Period C and enter a date range to compare up to three time periods
  2. Enter a store or click the button for All stores
  1. (Optional) Check the box for Show pie chart
  1. Click the Select columns tab
  2. Pick and choose what data points to print on the report by moving the columns into the visible columns area by either:
    • Double-clicking a column header you want to add or remove
    • Clicking once and using the right or left arrow button

    NOTE: Recommended data points include:

    • Sales
    • Profit $
    • Profit %
    • # of tickets
    • Average ticket
  1. If you have chosen more than five Visible columns/data points, use the Report drop-down at the top of the window to select one of the Wide column layouts
  1. Uncheck the Rounding checkboxes
  1. (Optional) Check or uncheck the Show percentage of total check box
NOTE: If checked the checkbox will show the percentage of the total sales and other data points. This can clutter the report. You can preview the report to determine if you want to keep the percentages of totals or not.
  1. (Optional) Use the Ticket History, Ticket History Line, and Customer Category tabs to filter the report
  2. Click Preview

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