Analyzing where the incremental sales comes from

Understanding where we're growing the most YoY and which markets and customer types that constitutes the incremental sales

What did I learn this week?

• I made this supercool report in Power Bi that answers the question to "Where do we get those extra sales from that we didn't get last year?" And "How much does our incremental growth in Japan from new Customers constitute to our total incremental growth?" As you hear, for the selected period it shows actual sales this year, last years sales in that period, and their difference. Then it calculates from the total difference exactly how much each country and customer type have contributed to these incremental sales growth. I'M SUPER HAPPY with this. 

Here below is an example of it, with false sales data (ofc!)

Explaining the report

• AC Sales is Actual sales in the chosen date range - e.g. in our example Afghanistan sold for 104k to already existing customers (First Order being False)
• PY Sales is Past Year sales in the chosen date range - e.g. in our example Afghanistan sold for 10k last year
• Diff Customer Sales is the difference in sales this year compared to last year in the chosen date range - e.g the difference this year's sales vs last year's sale for Afghanistan to already existing customers is 104k-10k = 94k
• %GT Diff Customer Sales (AC-PY) is in percentages how much that row (country and customer type) contributed to the total incremental sales diff (total of column diff customer sales)
  E.g. in our example for existing customers in Afghanistan, 94k stands for 0.65% of the incremental sales of 14.4m
• Aaaand lastly % Diff Row Customer Sales is in Row Level how much the country has grown since last year
  Basically Diff Customer Sales / PY Sales
  In our example for existing customers in Afghanistan its 919% since its 94 037 / 10 228  = 919%

So to the questions we had before 'How much has new customers in this specific country contributed to the incremental sales?' can now be answered as well as 'How much has new customers in this specific country grown YoY?' can too be answered! 

I published this report to the company's Power Bi App, so it updates at least daily. 

The idea with this report is to serve as a discussion of market expansions and to quickly get an understanding of where we're growing and by how much.