Swing columns are a quick and easy tool to review your customers spend compared to the same period last year - allowing you to identify gaps in your customer portfolio and see the changes that have occurred over the past 12 months.
The comparison is made against the same target period in the previous year; for example if you are looking at the target card for January and today's date is the 20th January - the swing columns will compare the same date range for the previous year (1 - 20 January of the previous year).
STEP 1: To access swing columns, click on Scorecards in the menu and navigate to a current target period (current month, quarter or year) that you wish to review.
Now that you are in your selected target period, you should see a list of your customers in the customer leaderboard ranked from highest to lowest in revenue for the period. If you are not seeing Customer Leaderboard ▼ as in the screenshot below, click the dropdown beside leaderboard and navigate to Customers.
STEP 2: As you will see in the screenshot below the leaderboard is currently displaying ▼ REVENUE information, which is the total revenue for each customer for the target period. By clicking on the dotted line on any of the customer rows you can see the revenue for the same period last year. In the example below the customer Louisville Houston Properties has revenue of $12.1K this year compared to $5.35K for the same dates last year, with growth of 126%.
STEP 3: Navigate your way to the ▼ REVENUE button where you will see a dropdown list of items you can display. Click the further dropdown beside Revenue LY to bring up the Revenue swing columns and select REV SWING $:
Now your leaderboard is showing the difference in revenue between this current period and the same period last year.
If the figure is positive and the row is green, the customer's spend has grown for the same period in the past 12 months
If the figure is negative and the row is red, the customer's spend has declined for the same period in the past 12 months.
STEP 4: Now you can sort by clicking on Highest ˅ which will rank the customers from highest to lowest in terms of increase in spend YoY. Conversely you can click this again to bring up Lowest ˅ which will show you the customers who have declined YoY. Is this an opportunity to contact these customers to discuss their performance?
STEP 5: Whilst money talks, it's always important to put any growth into context. Whilst customer A might have grown by $2,000 which is double what customer B has grown $1,000 - if customer A was spending $20,000 this time last year they've only grown by 10%, where customer B was spending $5,000 last year and has grown by 20%.
To view your revenue swing as a %, click on the ▼ REVENUE SWING $ and this time navigate to Rev Swing %.
Other uses for the Swing Columns
Customer drilldown by product
Now that you've seen swing columns in action when looking across your customer portfolio, you can also use these for reviewing trends within each customers individual spend. Click into a specific customer on the customer leaderboard and then select product or product group from the menu to begin looking at their products they are purchasing.
You can also take a look from a product point of view, seeing the changes in revenue across the range of products that you sell to your customers. Click on the leaderboard ▼ dropdown and navigate to Product or Product Group.
That's it for swing columns, hope this has given you an insight into how beneficial these can be for reviewing your sales data on Numerik.
If you ever get stuck, remember you can always navigate to the N in the top left corner to be taken to the menu and scorecards where you can start the process again.