Unprofitable Account Agent (Formula Expressions)

The customer’s margin rate computed from transaction‑level data and aggregated per customer (conceptually margin divided by revenue).

The customer’s position when customers are sorted by revenue contribution (e.g., highest to lowest), used to identify long tail tiers.

The difference between an account’s margin rate and the relevant benchmark (e.g., segment or portfolio average), quantifying the degree of underperformance.

• s1 – Series 1 (Revenue and Margin by Customer)

• s2 – Series 2 (Avg Margin by Customer Segment)

The monetary margin that could be recovered in the current quarter if the previous quarter’s margin rate were restored, applied to current-quarter revenue. This is a period-over-period uplift measure commonly used for quarter-over-quarter analyses.

The total invoiced sales value over a 12‑month period, computed as the sum of transaction invoice price within the selected annual window.

The potential profit uplift (percentage) per customer if their margin rate were raised to the relevant benchmark.

The hypothetical additional revenue in the current quarter if the realized price level matched a chosen benchmark (e.g., previous quarter’s level or a reference price), applied to current-quarter activity.

The weighted gross margin percentage for the current period, computed as total margin divided by total revenue (invoice price).

The recommended interim margin rate set at the midpoint between the current margin rate and the benchmark/target margin rate (e.g., segment average).

The weighted average gross margin rate for a given segment over the selected period, computed as total margin divided by total revenue across all entities in that segment. This is used as a benchmark in variance and uplift analyses.