AGREEMENT PROFITABILITY REPORT
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- Scott Lamb
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1 AGREEMENT PROFITABILITY REPORT The Agreement Profitability report will compare the Revenue generated by an agreement against the Cost generated by the agreement to calculate its profitability based on its activity. It will calculate the profitability 3 ways: Actual the actual revenue and cost for transactions in the report date range. Realized based on completed visits for Maintenance Agreements and on the difference between the amount collected and placed in reserve, plus any amounts charged to the agreement for Service Agreements for transactions in the report date range. BOWP based on work performed. This calculation is actually where you should be based on the number of visits already completed on a Maintenance agreement compared to the number remaining or the time remaining on a service agreement compared to the time that has already passed. The results will report as a dollar amount and a percentage margin. Finally, you can identify a profit margin you would like to achieve on your agreements and the report will display a dollar amount that is equal to the total profit you would need in order to reach your percentage goal. The Agreement Profitability report can be found in the Agreement group of the Report Gallery. 1
2 Report Options Agreement Starting Date Agreement End Date Range Agreement Type Agreement Number SalesPerson Department Include Billing Detail Include Service Detail Include Terminated Coverage Types Proj. Maint. Margin% Description Enter a Start Date range for Agreements whose profitability you wish to review. If both Start Date and End Date are used, both conditions must be met for an agreement to be included in the result. Enter the End Date range for Agreements whose profitability you wish to review. If both Start Date and End Date are used, both conditions must be met for an agreement to be included in the result. If you want to run the report for a specific Agreement Type, select the type from the drop down list. Leave this field blank to include all agreement types. If you want to run the report for a specific Agreement, enter the agreement number in this field. If you wish to see the Profitability of Agreements sold by a specific salesperson, select the salesperson from the dropdown. The salesperson of an agreement is defined in the Sales field of the Agreement form. If you wish to see the Profitability of agreements sold by a specific department, select the department from the dropdown. The department of an agreement is defined in the Department field of the Agreement form. Select this option to include a list of all billings that have been completed for each agreement. This option will also include draws from deferred revenue for Maintenance Agreements. Service Agreements only- Select this option to include a list of all Service reserve transaction made for the displayed service agreements (billings and reserve charges.) Select this option to include terminated agreements in the displayed results of the agreement. Select from these options to limit the results to only All coverage types, only service agreements, only maintenance agreements or only those that are both service and maintenance. Enter the percentage of Profit that you would like to achieve for Maintenance agreements. A total dollar amount will be displayed in the % column on the report. That is the Dollar amount of profit that must be realized from the agreement to reach the specified Profit margin. 2
3 Report Options Proj. Service Margin% Sorting and Grouping Description Enter the percentage of Profit that you would like to achieve for Service agreements. A total dollar amount will be displayed in the % column on the report. That is the Dollar amount of profit that must be realized from the agreement to reach the specified Profit margin. Use the Sorting and Grouping options to indicate how you wish to order (Sort by) and subtotal (Group by) the report. Useful grouping options for this report include Agreement Type, Department, Salesperson, Location Type and Coverage Type When the is run it returns a row of three boxes for each agreement included in the result set. These three boxes identify profitability information separately for the Maintenance portion of the agreement, the Service portion of the agreement and a third box which displays the combined totals of the Maintenance and Service portions, therefore displaying total agreement profitability information. Note: If the displayed agreement only includes Maintenance OR Service coverage (not both), the area not covered will simply display zeros and the Totals box will repeat the information included in the box representing the covered portion of the agreement. 3
4 Actual Row Revenue- the total amount billed on the agreement. This includes money that has been collected but placed into Deferred Revenue for Maintenance Agreements or amounts placed into Service Reserve for Service Agreements. Costs- the total of all actual cost associated with agreement transactions. It includes cost associated with completed scheduled visits for the Maintenance portion of the agreement, and the total cost associated with any invoice line items that have been charged to the Service portion of an agreement using the Charge A button on the invoice. The total cost is calculated based on all part, labor and miscellaneous cost detail associated with the visits or charged invoice line items in the Enter Cost area of the Accounts Receivable Invoice. Note: This Cost value is used in the Actual, Realized and BOWP rows of the report. Actual Profit- This is the actual profit related to the Maintenance or Service portion of the agreement based upon the value in the Actual Revenue field minus the cost related to work performed. Margin- This the Actual Margin expressed as a percentage. At 30%- The dollar amount listed is the total amount of profit in dollars that would have to be achieved in order to earn the profit margin listed. Note: the percentage listed will correspond to the percentage selected when the report is run. Realized Row Revenue- Maintenance Portion- This amount is equal to the total of any amounts billed for the Maintenance portion that was not deferred, plus the total amount moved from deferred revenue when recording agreement visits. 4
5 Service Portion- This amount is equal to the total of any amount billed for the Service portion that has not been placed into service reserve, plus the total amount that has been moved from reserve. Amounts are moved from reserve by charging line items to the agreement using the Charge A button on the Invoice. (The total of the service portion will not be greater than the total revenue billed for the Service portion of the agreement.) Cost- Same as Actual Row Actual Profit- This is the actual profit related to the Maintenance or Service portion of the agreement based upon the value in the Realized Revenue field minus the cost related to work performed. Margin.- This the Actual Margin expressed as a percentage. At 30%- The dollar amount listed is the total amount of profit in dollars that would have to be achieved in order to earn the profit margin listed. Note: the percentage listed will correspond to the percentage selected when the report is run. BOWP Row (BOWP represents Based On Work Performed) The Based On Work Performed row represents where you should be in terms of the profitability of your agreements. Revenue- Maintenance Portion- This amount is equal to the total value of each visit, times the number of visits that have already been marked as completed or canceled Service Portion- This amount is based upon the time that has passed since the start of the agreement. For a fixed term agreement, the BOWP revenue is based upon the percentage of the agreement term that has passed. That percentage of the total value of the agreement will be displayed. For example, if the agreement had a $300 total and a term of three years, at the two-year point the BOWP revenue amount would be $200. For a perpetual term agreement, the amount would be based upon an annualized price (total of billings in a year) times the number of years (or fractions of a year) that have passed since the start date of the agreement. Cost- Same as Actual Row Actual Profit- This is the actual profit related to the Maintenance or Service portion of the agreement based upon the value in the Realized Revenue field minus the cost related to work performed. Margin.- This the Actual Margin expressed as a percentage. 5
6 At 30%- The dollar amount listed is the total amount of profit in dollars that would have to be achieved in order to earn the profit margin listed. Note: the percentage listed will correspond to the percentage selected when the report is run. 6
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