The EASI Sales Potential analysis develops
a customized allocation model for sales using a wide variety of variables.
Simply select the important sales-related variables, weight each of them
to reflect their importance, and analyze which areas are the best for
your business. National or regional results (goals) can be allocated and
any model can be saved for future use.
Remember the analysis will be based on the records within the selected geography or the records that have been filtered.
This feature is very closely related to the User Profiles & Analysis.
To Create an EASI Sales Potential:
Select Variables for your Sales Potential Profile by choosing the type of variable from the drop down list (e.g., Census Demographics, Quality of Life, or Retail Trade). Highlight the desired variable(s), select a weight, and click Add to Potential. Once all the required variables and weights are incorporated into the Sales Potential Profile, choose Save As Potential or Analyze Potential. Variables can also be added by selecting Add Existing Profile.
If there is a specific Sales Target (either a dollar ($) amount or a number of units), Enter a Sales Target as an amount to be allocated by this report. Otherwise, a percent of sales for each area will be computed.
If the database has been filtered, the percent of sales computed for each area will reflect a share of the US, or a share of the filtered area only.
Optionally, Save as Potential will save the potential for future use.
Add Existing Potential allows reuse a profile previously created and saved. If variables have already selected in this dialog, Add Existing Potential will add the variables in the dialog box to the profile already constructed in the right panel.
Erase a Selection deletes all selected (highlighted) variables from the list of variables in the Sales Potential Profile in the right-hand panel.
Clear All Selections erases all selections from the list of variables in the Sales Potential Profile.
Add to Potential takes the selected (highlighted) variables from the Select Variables list and assign them to the user defined profile using the currently selected weight (1, -1, or other).
Weight of a variable is a measure of how much importance a variable has within the profile. If two variables have been selected and one given a "3" and one a "1," the first variable will be given three times the importance of the first. A negative weight (i.e. "-1") measures the absence of that variable.
Save as Potential allows the Sales Potential definition to be saved for later use. An option will be offered in a checkbox when the profile is saved to also create a User Report utilizing the variables in the profile.
Please note, EASI Sales Potential is a powerful feature when used properly. It is quite possible, however, to create combinations of variables that have no real meaning. One suggestion is to try adding one variable at a time to the profile to study how the results change.