The order book price analysis page is mixing order book and invoice data (P&L) to increase pricing trends.
This analysis will help to :
- easily identify prices trends
- understand evolution in % of prices of a CPC
- get next order estimated ICM information
The purpose of this page is to focus on Price Analysis from the Order Book - it has no ambition to replace the existing Order book page from CRM Analytics or Customer 360.
Data accessibility is linked to the visibility model, if your profile does not allow to see costs/ICM data, you will not see all the information of this page!
The order book price analysis links individual orders in the P&L Orderbook to the previous relevant sales. It gives visibility to sales representatives on comparable previous deals comparing prices in the order book to prices from the last invoices. It replaces ad-hoc analyses that were previously done manually. The orders fully invoiced are no longer in the report.
Comparable invoices share the same :
- "sold to*product" or
- "Ship to *Material*Incoterm"
To start your analysis you have to choose between :
- Sold To/Product button (mainly Specialty Polymers)
The last invoice and order of the Sold-to/ Product/ DC that have a positive price and quantity
- Ship To/Material (others GBUs)
The last invoice and order of the Ship-to/ Material/ DC/Incoterm that have a positive price and quantity
Different panels are visible on this page :
Orderbook Price Comparison
1. Price change overview
Columns represent the average change in price Vs the previous invoice.
The line represents the volume of current sales Vs the same month Y-1. It aims at giving an order of accuracy to the price change metric. The closest the % Growth on Sales percentage is to 100% the more representative order book prices are Vs the actual sales of the month.
2. Last invoiced price vs Next Order price
A scatter plot where each dot represents a CPC's order's pricing Vs the last invoice's pricing. It shows active orders price differences with the most recent comparable order.
The detail of the orders shown is available in the table below in Document Currency.
Axis Legend | Calculations |
|---|---|
| Impact based on the Last 12 month sales (€) |
|
| Delta % next order price VS Last invoiced price |
|
Example: Fortrade SARL received a 30% discount on their order Vs the last time they purchased the same product.
Last Invoice vs Last Order
The table provides detail on the orders shown in the chart above in Document Currency.
① - Country (Ship-To)
② - Material / Product depending on the option chosen
③ - Ship-To / Sold-to depending on the option chosen
④ - Incoterms: Only appears for the Ship-to/Material view to allow comparison with the same incoterm
⑤ - Orderbook Type:
⑥ - Last Price Month: Month of the most recent sale
⑦ - Document Currency: currency of the invoice
⑧ - Last Invoice Price (per KG) = Unit price of the last invoice
⑨ - Last Invoice Quantity (KG) = Quantity ordered the last time to appreciate any volume effects on prices
⑩ - Forecast Month = Targeted month for the order.
⑪ - Order Number = This is the number of the last order coming from Copa
⑫ - Order Price (per KG) = Unit price of
⑬ - Order Quantity (KG)
⑭ - Delta (%) Next Order Price vs. Last Invoiced Price = 
⑮ - Impact based on L12M Sales (€) = 
⑯ - L12M Sales (€) = Sales of the product/material or the Ship-to/Sold-to customer in the last 12 months
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