A simple way to identify customers who are not buying or products that are not selling is to use the activity filter. You can also change this filter to combine sales with no sales to identify opportunities.
Activity filter
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Sales only
The default view in Phocas is 'Sales only' (i.e., where there have been transactions have occurred for the period selected and where the sum of selected measures for these transactions in all displayed periods is not zero. need to simplify
Include refunds or giveaways in your view of sales
Selecting Show net zero changes this to include items such as refunds or giveaways, where positive and negative sales transactions have the net effect of summing to zero.
see this page and sort wording etc More options for viewing data
No sales
'No sales' displays only items where transactions did not occur for the period selected. All items with no sales are highlighted in green. Results depend on the data in your systems, for example, it may present customers that have long since ceased trading, or products that are discontinued.
Opportunities
'Opportunities' puts 'Sales Only' and 'No Sales' together, i.e. it displays all items regardless of whether a transaction has occurred. However, selecting Show net zero will affect the results so that 'Opportunities' may not necessarily return the same number of rows as if you simply combined those two options.
Working examples
Example 1: Use the activity filter to identify customers who are not buying. In this example, we want to know which customers have not purchased from Harry this calendar year to date (YTD).
- Choose the Sales database, then select Periods > Calendar YTD.
- Select the 'Rep' dimension, then select and focus on Harry.
- Select the 'Customer' dimension to show customers who have bought from Harry this calendar YTD.
- Select No Sales. The screen will display the 15 customers who have not bought from Harry this YTD, highlighting them in light blue.
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Example 2: Use the activity filter to identify which products a particular customer is not buying. In this example, we want to see which product categories our number one customer is not buying.
- Choose the 'Sales' database and 'Customer' dimension.
- Sort the Total column in descending order, and select and focus on the number one customer (at the top of the list)
- Select the 'Product Category' dimension. This will display those product categories that our best customer has bought.
- Select No Sales from the activity filter button. The grid now shows that there are 9 product categories that our best customer is not buying from us, highlighted in bright green.
Note
The activity filter in a sales database contains the following options: sales only, no sales and opportunities. A 'Purchasing' database might have 'purchases only', 'no purchases' and 'opportunities'.