Closing Ratio by SA w Sales

Action: RP_APPTSALE

This report computes many details concerning appointments by entered period and optionally selected Sales Associate.

It includes statistics indicating sales, units and unique customers.

Appointments must be linked to a prospect and prospect linked to a customer OR appointment linked to a customer for report sales totals (units and sales) to be counted.

Appointment can create Prospects which automatically links the appointment to the prospect. Appointments may be created from Prospects and Customer forms automatically links the prospect or customer to the appointment.. A Customer could have existing sales prior to a new appointment being created or sales made way after the date of the appointment which may not be a result of the appointment, so the only sales that are considered for ans appointment report are those that occur on the actual date of the appointment.

This report totals for each day within the period selected. The counts are only for the report's specific time period.

Headings

Date: The totals for this date within the date period entered.

Total # Appointments ( A ): Total appointments assigned to SA during period for appointment types marked as SALE appointments. Total appointments could be for the same or different customers. A single customer could have multiple appointments in the requested period. ​ Note: Total appointments is the sum of ALL appointments entered for the period, appointment status is not considered, including CANCEL and REBOOK.

Appointments Completed ( B ) The total appointments within the period with a status of COMPLETE or WALK-OUT .

Completion Percentage ( B/A ): Appointments completed / total # of appointments. This percentage should be as close to 100% as possible which would indicate appointments are being completed and the SA has a higher effectiveness percentage. Proper finished

Appointment statuses should be Completed, Rebook, No-Show or Cancelled. Error finished appointment statuses would be New, Confirmed, Arrived & Waiting or Appointment Started, indicated the shop staff is not changing the appointment status correctly to obtain the proper finished appointment status. Run the Appointment Results report for a past time period to see a breakdown of appointment statuses and learn if the statuses are being changed to proper finished statuses. ​ Units sold from Appointments : The quantity of items sold to the customer on the day of the appointment. The appointment should linked to a prospect, then prospect to customer, then customer to ticket with a SALE on the SAME day of the appointment. Quantity will also be counted for customers that are linked to the appointment as long the customer is linked to a ticket with a SALE on the same day as the appointment. Sold Percentage: Units Sold / # completed appointments

Total Sales for Appointments: the net retail value of the units sold from Total Appointments. Sales must have occurred on the same date as the appointment to be counted.

Prospects: from appointments ( Y ): Of the total completed appointments for the report period, this number represents how many appointments were linked to a prospect with a prospect created date within the report's time period.

Multiple appointments linked to the same prospect would be counted as one appointment.

Appt w/Customers who purchased ( X ): The number of net appointments that have purchased some item on the SAME date as the appointment, either prospects or customers linked to appointments (does not count appointments more than once for the same person, ie A single person has three appointments for the report period, this column only counts those as one since the appointments were for the same person). This number will equal to or be less than the 'prospect from appointment' column ( Y ). Prospects or customers

Hint:​A customer linked to the appointment or linked to a prospect that is linked to an appointment are counted, i.e. appt-> customer or appt->prospect->customer. ​ Appointment Close Ratio ( X/B ): This is the primary closing ratio many shops look for, This percentage illustrates how many total appointments in the date range did it take to sale the customers who purchased. This ratio does not deduct counting appointments for people who had multiple appointments within the report period. So if the same person had two appointments, both are counted for a total of 2.

Prospect Conversion ( X/Y ): This is the ratio of prospects who purchased from the net appointments total. Example, Five prospects were created from appointments, three of which purchased yields a 60% ratio. Total prospects to those that purchased.

Customers from Appointments ( Z ): The total number of customers within the total number of appointments for the day. These customers may OR may not have purchased anything on the same day as the appointment.

Customer Close Ratio ( X/Z ): The net appointments (ie One customer with three appointments is counted as ONE appointment) divided by the number of appointments that resulted in a customer who purchased. Example. For the report period the same Customer has three appointments that resulted into a sale on the same day as the appointment. Three appointments but for one customer, so the three are summarized to one appointment making the close ratio 100% ( 1 appointment / 1 sale = 100% close ratio).

Report Criteria

​ Appointments between...Only analyze appointments between the dates specified.

Limit to sales associate...Only analyze appointments for the selected SA.