Find out which customers really make you money – after every cost of serving them
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Most businesses know their sales and gross margin by customer – but not what it costs to serve each one. Small, frequent orders, heavy discounts, returns, rebates, slow payment, lots of sales visits and support calls can quietly turn a 'good' customer into a loss. This workbook takes your sales lines and a few facts about each customer, adds the direct costs of serving them and spreads your shared overheads by what actually drives them (activity-based costing). The result is a full profit and loss account for every customer, a whale curve, an 80/20 analysis, a profitability quadrant, segment and rep analysis, a price-leakage report and a list of customers losing money with a suggested action for each.
See how it works
The sheets you will use most, in the order you will use them – shown with the sample data every workbook comes with.
Step 1
Every invoice line for the period, with list price, off-list and discount leakage, net sales, cost and margin. What you do: paste your sales export.
Step 2
A full profit and loss for each customer, with status, quadrant, rank, biggest cost driver and suggested action. What you do: nothing to enter – filter and sort to explore.
Step 3
Cumulative profit and revenue against customers ranked best to worst, key 80/20 findings and every customer ranked. What you do: nothing to enter.
Step 4
Every customer plotted by sales and net margin, and the four groups: Protect, Fix, Grow and Review. What you do: optionally change the thresholds on Settings.
Who it is for
Quick start
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Part of AML Finance Group
Our sister firm, AML Accountancy Solutions, is an award-winning accountancy practice helping businesses and individuals across the UK with their accounts, tax, bookkeeping and payroll.
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