Close Ratios Report
Action: RP_CLRATIO
This report is a management tool to provide statistics concerning the effectiveness of the sales staff. It provides the closing counts by each sales consultant.
The report option "Show Detail Statistics?" controls if the report shows basic close ratios, or complicated close ratios.
If checked,you can specify categories to analyze, and control how it counts events. Most shops do not need to check this option.
If unchecked, the report will calculate close ratios based on how many prospects were registered, and how many of those prospects purchased.
Both modes are documented below.
Show Detail Statistics UNCHECKED
Criteria
Prospect created between...Only analyze prospects created within this date range. A date range must be entered.
Prospect Type... Prospect may be assigned a customer type code. When assigned this report may be limited to the prospects that match the entered code. Leave blank for all.
Show prospect names... Show the prospect names that were counted on the report.
Report Columns
The report totals by Sales Associate the prospects registered.
Sales Associate... Totals are for this sales associate.
Prospect Registered Total number of prospects created during the entered date range.
Prospect Purchased A prospect counts as purchased if any of the following are true: * The groom or bride on the prospect has been converted to a customer. * The phone # on the groom or bride on the prospect appears on a customer record. * The eamil on the groom or bride on the prospect appears on a customer record.
% purch... The ratio of prospects registered to those that purchased. (purchased / registered)
Show Detail Statistics CHECKED
Criteria
Prospect created between...Only analyze prospects created within this date range. A date range must be entered.
Prospect Type... Prospect may be assigned a customer type code. When assigned this report may be limited to the prospects that match the entered code. Leave blank for all.
Show prospect names... Show the prospect names that were counted on the report.
Limit to category... Enabled if show detail statistics is checked. The report will total sales for each prospect (prospect purchase column) only for the categories entered within this field: wedding gowns, veils, etc. These sales are counted only for the included prospects. Sales are not included for other prospects whom may have become members in the same event, but are NOT prospects that match the entered criteria, however they would be included in the total event $ column.
The Category and/or category with sub category must match the category of the sold item for it to count. For example, if the category of a sold item is BM, but the report criteria category entered is BM M0 (MO being a sub category). It would not qualify. To have the report include all of BM category, each subcategory must be selected as well.
Count events where prospect are a bride? (checkbox)... Enabled if show detail statistics is checked. The system will provide event count information in the report. Event count information includes, Event #, Events w/Bridesmaids, Events w/tuxedo & Event $. Bride must have a bride ROLE in the event.
Report Columns
The report totals by Sales Associate the prospects registered.
Sales Associate... Totals are for this sales associate.
Prospect Registered Total number of prospects the SA entries registered during the entered date range.
# Prospects that purchased selected categories... Total number of prospects that purchased the categories of merchandised defined in the report criteria
With Show detailed statistics enabled, the following prospect counts are in effect and additional report column data appears. The report counts the bride and groom on a prospect record as two prospects when the last name appears. Technically, if something appears in the brides last name field, that counts as one and if something appears in the grooms last name field, that counts as another one. Why is this done? The groom and bride can each have a separate customer record and ticket. If the report counted the entire prospect record as one prospect, then when the bride and groom both purchased any items there would be one prospect that converted into two customers with two tickets, thus skewing the close ratio other wise the prospect is counted as one even if the bride & groom both are completed.
% purch... The ratio of prospects registered to those that purchased. (purchased / registered)
Prospects purchased $... Dollar amount of the of purchases that match the category criteria
Events... Number of counted prospects that were brides in events
Events w/bridesmaids... Of the prospects that were brides the number of those events that had bridesmaids registered. To qualify, at least one member is registered within the event that is assigned a role of BRIDESMAID. If the event has one bridesmaid member, it is counted.
% w/Bridesmaids... The ratio of total events to those with register bridesmaids. (Events w/Bridesmaids / Events)
Events w/Tuxedos... Of the prospects that were brides the number of those events that had rentals. To qualify as a tuxedo rental, the character sequence of Rental must appear in the style code of the item sold. This count requires a sales ticket with a style sold containing the sequence of RENTAL.. Roles have no effect on this calculation. In addition, the system's security/payment rules are enforced (set in System setup). The minimum payment or security deposit must be met for it to be counted (if defined).
% w/Tuxedo... The ratio of total events to those with sold rentals. (Events w/Tuxedos / Events)
Event $... Total value of all sales to all members of each included event irregardless of category of merchandise.