Many managers want to conduct an ABC and XYZ analysis of the company's resources. Trading companies most often analyze product range and customers. ABC analysis allows you to divide resources according to their importance. There are many articles on the Internet that provide clear definitions and methods for conducting such an analysis.
In this article we will look at the possibilities for conducting customer and product analysis in the 1C: Trade Management program, ed. 10.3".
ABC sales analysis report
Using this report, you can conduct an ABC analysis of sales by customers, items and managers. In other words, you can identify the largest customers or products with maximum sales.Menu: Reports - Sales - Sales analysis - ABC sales analysis
First of all, you need to open the report settings and on the “ABC classes” tab set the method of dividing into classes. The standard filling option is 80-15-5.
On the report form, select the object of analysis - counterparty, item or manager.
The calculation method is also indicated:
- Revenue amount
- Revenue amount excluding VAT
- Gross profit amount
- Number of goods
An example of a generated item report:
Example of a generated report on counterparties:
Document “ABC classification of buyers”
You can not only divide clients into classes in the report, but also assign a permanent class to a client. The installed class will be displayed in the client card.To carry out the classification, you need to create a document “ABC classification of buyers”
Menu: Documents - Customer Relationship Management - ABC classification of customers
Let’s create a new document and fill in the class distribution criteria on the “Parameters” tab:
Important: the distribution parameter (amount of revenue or amount of profit) is set in the accounting policy.
Menu: Service - Accounting settings - Accounting policy.
Next, let’s go to the “Distribution” tab and indicate the analysis period - the period for which the program will analyze sales. Most often, one month is specified as a period, and the classification of clients is repeated every month, establishing new classes.
Each client was assigned a specific class, with blue arrows (straight, up or down) the program indicates a change in the client's class compared to the previous classification (not changed, improved, worsened).
If necessary, you can change the client class by manually selecting the desired value.
After posting the document, the current ABC class will be displayed in the client card on the “As a buyer” tab:
Program 1C:UPP contains tools for classifying clients into two categories: by attractiveness ( ABC - classification) and by stages of relationships with clients ( XYZ - classification). These classification tools are intended to form a relationship strategy.
Externally, this division can be represented in the form of a diagram, which also shows possible transitions of clients from one group to another
The following stages of relationships with clients are distinguished:
Potential client;
One-time client;
Regular customer;
Lost client.
Stable purchases (X-class);
Using these features, you must begin by setting up an accounting policy, in which you specify the parameters for calculating the stage and group of clients. (Accounting policy (management accounting) - Classification of customers)
Classification of clients in 1C:UPP by attractiveness (ABC classification)
ABC classification in 1C:UPP is based on the Pareto rule. When applied to the problem of customer relations, the rule is: 20% of customers provide 80% of revenue (and conversely, 80% of customers provide only 20% of revenue).
Therefore, it makes sense for an account manager to focus his main efforts on attracting and retaining large clients. And the company must offer large clients especially favorable conditions for cooperation.
ABC classification allows you to divide customers into three groups of importance:
- High (class "A");
- Average (class "B");
- Low (class "C").
To distribute customers into groups of importance, the document “ABC classification of customers” is used.
On the "Parameters" tab, you enter data for class distribution. The most important customers are those who have the highest sales analysis parameter. The criteria for dividing into classes are also entered on this tab; in addition, the parameter that is currently specified in the accounting policy is indicated.
When automatically filling out the tabular part of the document, each client will be assigned a corresponding category. The arrows demonstrate the changing stage of the relationship.
When automatically filling out the tabular part of the document, clients are assigned the appropriate stages and classes. The manager can manually assign the client the importance class that he considers necessary.
The class values can be seen in the ABC - Customer Analysis report.
Examples of using ABC - classification in 1C:UPP
Working with contracts:
· With A-class clients, long-term mutual settlement agreements are concluded for the agreement as a whole, personal discounts and prices, additional terms and conditions for the agreements. Control over timing and amounts is minimal.
· With B-class clients, contracts can be concluded for a short period of time, mutual settlements will be carried out according to orders or settlement documents, wholesale prices are applied, control over terms and amounts is tightened.
· With C-class clients, contracts are concluded in the “according to settlement documents” mode, prepayment control is used, strict control is introduced on the terms and amounts of debt, and small wholesale prices are used.
Classification of clients in 1C:UPP (Manufacturing Enterprise Management) by stages of relationship (XYZ classification)
In addition to ABC classification in 1C:UPP), you can classify counterparties by stages of relationships and store a history of changes in stages to analyze the development of relationships. (See the figure above)
For the “Regular Customer” stage, an additional classification is provided according to the regularity of purchases:
- stable purchases (X-class);
- irregular purchases (Y-class);
- occasional purchases (Z-class).
Automatic assessment of the stage of customer relationships and XYZ classification of regular customers is performed using the document “Classification of Customers by Relationship Stages”.
The document is intended to distribute the stages of the company’s relationship with customers, based on sales data. The stages of the relationship are determined based on the stability of a certain parameter indicated in the accounting policy.
To automatically fill out a document, the user must specify the frequency of filling out the document, the number of periods and the end date of the period for analysis. Automatic assignment of relationship stages occurs by analyzing the stability of the selected parameter over time. The criteria for each stage are indicated on the "Parameters" tab, and the parameter specified in the accounting policy is also displayed there.
By clicking the "Fill" button, the tabular part of the document is filled in and new stages are assigned to customers. The user can manually change the stage or XYZ class of the buyer, as well as delete or add lines. In addition, in the “Counterparty” column, pictures for each buyer show the change in stages with the current buyer.
By clicking the "History" button, you can view the history of changes in the stages of the current counterparty.
When posting a document, entries are made in the information register “Stages of relationships with counterparties” as of the date of the document.
Based on the data registered in the system, you can build a report “Analysis of the stages of relationships”.
In the report, arrows show changes in the stages of relationships with clients (decreasing or increasing the stage of relationships).
When automatically filling out the tabular part of the document, clients are assigned the appropriate stages and classes. The user can manually assign to the counterparty the stage and class that he considers necessary.
Combining the results of ABC and XYZ analysis in 1C:UPP is conveniently implemented in a visual form of a matrix consisting of 9 categories.
ABC-XYZ Matrix
As a result, for each category it is possible to draw conclusions about its value for the company and the consumer, determine the level of necessary reserves, identify groups whose sales are more expedient based on customer pre-orders, and gradually remove groups with low demand and random consumption from circulation.
- Products/customers of the AX and BX groups require their constant availability, and there is no need for excessive safety stock - the consumption of these groups is well predicted.
- Groups AY and BY with high and medium levels of turnover, on the contrary, require an increase in safety stock, because have insufficient consumption stability.
- AZ and BZ: ensuring the availability of these groups by increasing the safety stock will lead to a significant increase in the warehouse stock, which entails additional costs associated with storage. There may be several solutions to this problem: it is necessary to work with suppliers who can quickly provide the company with goods of this category, ensure more frequent deliveries, and exercise constant control. Another option is to supply these products to order.
- CX: for these goods, you need to determine the required frequency of deliveries in order not to keep them in stock.
- Products of the CY and CZ categories need to be taken out of circulation, but at the same time, additional analysis must be carried out and an understanding of what stage of the life cycle a particular product is at, which one is related to products of other categories, which one is promising.
As a result, it is worth noting the generally accepted fact that this analysis is an understandable tool that provides clear results that help make the right management decisions.
Thank you!
ABC/ XYZanalysis for "1C: Trade and Warehouse" ed. 9.2
Purpose
Key Features
1. Possibility of conducting analysis with frequency: day, week, month, quarter, year;
2. Analysis of the following objects of activity: suppliers, buyers, product items, projects, authors, main properties of suppliers, buyers and product items;
3. The following parameters are analyzed: amount of sales, cost of sales, number of goods and materials sold, number of sales of goods and materials, number of returns of goods and materials, amount of profit;
4. Setting arbitrary boundaries ABC -classes and XYZ -classes;
5. Simple and multiple data filtering;
6. Brief and detailed output of information, both for the analyzed parameter and for periods;
Interface Description
Analyzed configuration register – “Sales”
In Fig. 1 shows the report form.
font-size:8.0pt;font-family:Verdana">Fig. 1. Report form
This form can be divided into 4 zones:
· Red – simple and multiple data filtering
· Green – setting the frequency and time interval of the analysis
· Blue – setting up ABC and XYZ classes
· Yellow – output parameters for the final report table
Simple and multiple data filtering (red zone)
Setting up data filtering is done in the same way as all reports included in the 1C: Trade and Warehouse configuration.
Setting the frequency and time interval of analysis (green zone)
The Analysis Boundary parameter is the end date of the report.
Parameter " Periodicity» - sets the analysis time period;
Parameter " Number of periods" - sets the number of periods specified by the parameter " Periodicity" Participates in the calculation of XYZ parameters.
Relying on " periodicity" And " number of periods» the starting date of the analysis is calculated.
Setting up ABC and XYZ classes (blue zone)
The analysis parameter is selected from the list:
· Suppliers
· Buyers
· Nomenclature
· Projects
· Main property of the supplier
· The main property of the buyer
· The main property of the nomenclature
Objects of analysis are selected from the list
· Sales amount
· Cost of sales
· Quantity of goods and materials sold (in basic units)
· Number of shipments of goods and materials
· Number of inventory returns
· Amount of profit
You can set arbitrary boundaries of ABC classes. Standard setting: A-class = 50%, i.e. this class will include objects (suppliers, buyers) that provide 50% of the total value of the object of analysis (for example, sales amounts), B-class from 50 to 80% and the rest will “fall out” into the C-class - from 80 to 100%.
X, Y and Z -classes set the boundaries of the so-called coefficient of variation, which determines the quadratic deviation from a certain average value over a given number of time periods.
Output parameters for the report summary table (yellow zone)
Depending on the combination of the flags “Output a report in an abbreviated form” and “Output information by periods” (yellow area on the report form), there are 4 options for outputting the final report table.
The following 4 pictures illustrate all the options.
font-size:8.0pt;font-family:Verdana">Fig. 2. Standard report output
font-size:8.0pt;font-family:Verdana">Fig. 3. Brief output of the report, but with detail by period
“Report output in short form” = Yes
“Display information by period” = No
font-size:8.0pt;font-family:Verdana">Fig. 4. The shortest report output
"Report output in short form" = No
“Output information by period” = Yes
font-size:8.0pt;font-family:Verdana">Fig. 5. The most detailed report output
ABC analysis is one of the simplest and most accessible methods for classifying various enterprise resources according to their importance. It is widely used in management accounting by executives, managers and analysts. Unfortunately, the standard configuration of 1C: Enterprise Accounting 8 does not have this necessary and useful tool. This external report solves this problem and allows you to expand the functionality of the standard configuration, complementing it with a simple and convenient tool for conducting ABC analysis. No changes are made to the standard configuration, which ensures that there will be no further problems during the upgrade. The report will be useful primarily to employees of organizations that maintain management accounting in the 1C: Enterprise Accounting 8 configuration and do not use other programs for these purposes (for example, 1C: Trade Management)
This report is intended for:
- Managers involved in management accounting
- Purchasing/sales managers
- Analysts
The report contains the following analysis options:
- ABC analysis – Amount of sales by customers
- ABC analysis – Sum of sales by customers (with hierarchy)
- ABC analysis – Amount of sales by item
- ABC analysis – Amount of sales by item (with hierarchy)
- ABC analysis – Balance amount by item
- ABC analysis – Balance amount by item (with hierarchy)
- ABC analysis – Amount of sales by item groups
Classification is carried out according to the following categories:
- A - the most valuable, 80%
- B - intermediate, 15%
- C - least valuable, 5%
Requirements:
- Platform 1C:Enterprise 8.3, version no lower than 8.3.1
- Configuration 1C: Enterprise Accounting 8 (edition 3.0)
Many managers want to conduct an ABC and XYZ analysis of the company's resources. Trading companies most often analyze product range and customers.
ABC analysis allows you to divide resources according to their importance. There are many articles on the Internet that provide clear definitions and methods for conducting such an analysis.
In this article we will look at the possibilities for conducting customer and product analysis in the 1C: Trade Management program, ed. 10.3".
ABC sales analysis report
Using this report, you can conduct an ABC analysis of sales by customers, items and managers. In other words, you can identify the largest customers or products with maximum sales.
Menu: Reports – Sales – Sales analysis – ABC sales analysis
First of all, you need to open the report settings and on the “ABC classes” tab set the method of dividing into classes. Standard filling option – 80-15-5:
On the report form, select the object of analysis - counterparty, item or manager.
The calculation method is also indicated:
- Amount of revenue.
- Amount of revenue excluding VAT.
- Gross profit amount.
- Number of goods.
This way, you can divide customers and products into classes based on total sales, number of items sold, or profit amount.
Document “ABC classification of buyers”
You can not only divide clients into classes in the report, but also assign a permanent class to a client. The installed class will be displayed in the client card.
To carry out the classification, you need to create a document “ABC classification of buyers”.
Menu: Documents – Customer Relationship Management - ABC classification of customers
Let’s create a new document and fill in the class distribution criteria on the “Parameters” tab:
Important: The distribution parameter (amount of revenue or amount of profit) is set in the accounting policy:
Menu: Service – Accounting settings – Accounting policy
Next, let’s go to the “Distribution” tab and indicate the analysis period - the period for which the program will analyze sales. Most often, one month is specified as a period, and the classification of clients is repeated every month, establishing new classes.
Each client was assigned a specific class, with blue arrows (straight, up or down) the program indicates a change in the client's class compared to the previous classification (not changed, improved, worsened).
If necessary, you can change the client class by manually selecting the desired value.
After posting the document, the current ABC class will be displayed in the client card on the “As a buyer” tab:
