Sales and Profitability Analysis

As with any business, companies exist to sell goods or services and make a profit while selling
those goods or services. Some goods are more profitable than others. Some goods are not
profitable at all. And a good business will closely monitor product profitability to attempt to sell
more of the profitable goods and fewer of the unprofitable goods. But how does one go about
measuring profitability in an accessories business? One such way is to regularly review the
Sales and Profitability Analysis report and make product line adjustments as appropriate. The
basic purpose of this report is to show the sale amounts and gross profit for each product source,
product item, and salesperson.

Below is a sample of a Sales and Profitability Analysis report filtered to display all tasks by
product source. Keep in mind that the dollar values and percentages will change based on the
filter criteria selected on the report.

Figure 34 Sales and Profitability Analysis report by vendor

Below is a sample of a Sales and Profitability Analysis report filtered to display

all tasks by product item code. Keep in mind that the dollar values and percentages
will change based on the filter criteria selected on the report.

Figure 35 Sales and Profitability Analysis report by item code

Below is a sample of a Sales and Profitability Analysis report filtered to display
all tasks by the accessories salesperson. Keep in mind that the dollar values and
percentages will change based on the filter criteria selected on the report.

Figure 36 Sales and Profitability report by salesperson

Sales and Profitability Analysis report column definitions

Below are the definitions for the column headers that are displayed in the Sales and
Profitability Analysis report. Keep in mind that the dollar and percentage values displayed on
the report will change based on your filter criteria.

Table 16 Sales and Profitability Analysis report column definitions

Column Header Column Definition

Vendor/Source Vendor/Source indicates the accessories parts
supplier. The source can be ASM, your preferred
accessories vendor, a local Jobber, your parts
department, the manufacturer, etc.
Item Code Item Code is an identification number assigned
by the parts manufacturer to a grouping of
products having the same name and function, but
different fitments or measurements.
Salesperson A Salesperson is the person who sells accessories
at a dealership.
Total Sale Amt Total Sale Amt displays the sum total of the
selling price for all the items within the specified
row.
Total GP Total GP displays the total gross profit made on
the items within the specified row.
Parts GP Parts GP displays the gross profit made on the
parts within the specified row.
Parts GP % Parts GP % displays the gross profit percentage
made on the parts within the specified row.
Labor GP Labor GP displays the total gross profit made on
the labor for the product(s) within the specified
row.
Labor GP % Labor GP % displays the total gross profit
percentage made on the labor for the product(s)
within the specified row.
Avg GP/Lead Avg GP/Lead is the total gross profit made on
parts and labor for the product(s) within the
specified row divided by the number of leads for
that row.
% of Sale Amt % of Sale Amt is the Total Sale Amt within the
specified row divided by the Total Sale Amt for
all rows. (Example: if rows are salespeople, the
Total Sale Amt for all salespeople is $10,000, and
the Total Sale Amt for salesperson John Smith is
 $2,000, then the % of Sale Amt for John Smith’s
row is 20%.)
% of GP % of GP is the Total GP within the specified row
divided by the Total GP for all rows. (Example: if
rows are salespeople, the Total GP for all
salespeople is $3,000, and the Total GP for
salesperson John Smith is $600, then the % of GP
for John Smith’s row is 20%.)
% of Items % of Items is the number of accessories items
sold within the row divided by the number of
total accessories items sold for the report.
(Example: if rows are salespeople, the number of
accessories items sold for all salespeople is 100,
and the number of items sold by salesperson John
Smith is 20, then the % of Items for John Smith’s
row is 20%.)