Unprofitable Long-Tail Customer 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 customer’s position when customers are sorted by margin rate or margin contribution, enabling comparison to revenue rank.

The difference between a customer’s margin rate and the relevant benchmark (e.g., segment average); used to quantify underperformance magnitude.

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

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

The potential profit uplift per customer if their margin rate were raised to the segment average.

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

Estimated additional revenue that could be realized if the identified underperforming customers’ pricing/margins are improved toward average levels (where relevant to the scenario).

The product’s margin rate in the current period, calculated as total margin divided by total invoice price for the product.

The average margin rate for the relevant product segment in the current period, calculated as total margin divided by total invoice price for all products in the segment.

A recommended margin rate, calculated as the average of the product’s current margin rate and the group average margin rate.