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Understanding KPI direction
| Direction | Meaning | Color when increasing |
|---|---|---|
| Profit type | Higher values are better | Green |
| Lost type | Lower values are better | Red |
Primary (FIE) KPIs
KPIs related to Factory Import Entry - the primary sales channel through distributors.| KPI | Direction | Formula |
|---|---|---|
| Primary Demand Value | Profit | Sum(DemandValue) where FacilityType = Distributor |
| Primary Demand Volume | Profit | Sum(OrderQuantity) where FacilityType = Distributor |
| Primary Gross Sales Value | Profit | Sum(ConstrainedSalesInGSV) where FacilityType = Distributor |
| Primary Sales Volume | Profit | Sum(DispatchQuantity) where FacilityType = Distributor |
| Primary Trade Expenses | Lost | Sum(TradeExpense) where FacilityType = Distributor |
| Primary Net Sales Value | Profit | Primary Gross Sales - Primary Trade Expenses |
| Primary Case Fill Rate | Profit | Primary Sales Volume / Primary Demand Volume |
Secondary (Local) KPIs
KPIs related to local market sales to end customers.| KPI | Direction | Formula |
|---|---|---|
| Secondary Demand Value | Profit | Secondary Demand Volume x Listed Price |
| Secondary Demand Volume | Profit | Sum(UnconstrainedSalesOut) where FacilityType = Customer |
| Secondary Gross Sales | Profit | Sum(ConstrainedSalesOutGSV) where FacilityType = Customer |
| Secondary Sales Volume | Profit | Sum(ConstrainedSalesOut) where FacilityType = Customer |
| Secondary Trade Expenses | Lost | Sum(TradeExpense) where FacilityType = Customer |
| Secondary Net Sales | Profit | Secondary Gross Sales - Secondary Trade Expenses |
| Secondary Case Fill Rate | Profit | Secondary Sales Volume / Secondary Demand Volume |
Distributor KPIs
| KPI | Direction | Formula |
|---|---|---|
| Distributor Secondary Demand Volume | Profit | Sum(UnconstrainedSalesOut) where Origin = Distributor |
| Distributor Secondary Gross Demand Value | Profit | Distributor Secondary Demand Volume x Listed Price |
| Distributor Secondary Gross Sales Value | Profit | Sum(ConstrainedSalesOutGSV) where Origin = Distributor |
| Distributor Secondary Sales Volume | Profit | Sum(ConstrainedSalesOut) where Origin = Distributor |
| Distributor COGS | Lost | COGS at distributor level |
| Distributor Distribution Cost | Lost | Distribution costs at distributor level |
| Distributor Transfer Cost | Lost | Transfer costs between distributor facilities |
| Distributor Storage Cost | Lost | Storage costs at distributor facilities |
| Distributor Handling Cost | Lost | Handling costs at distributor facilities |
| Distributor Net Sales Value | Profit | Net sales value at distributor level |
Finance KPIs
Cost breakdown
| KPI | Direction | Formula |
|---|---|---|
| COGS | Lost | Cost of Goods Sold (direct from data) |
| Transport | Lost | Sum(CostMaster) where GroupLevel2 = Transport |
| Storage & Handling | Lost | Sum(CostMaster) where GroupLevel2 = Storage & Handling |
| Promotion | Lost | Sum(CostMaster) where GroupLevel2 = Promotion |
| Medical Affairs | Lost | Sum(CostMaster) where GroupLevel2 = Medical Affairs |
| Administration | Lost | Sum(CostMaster) where GroupLevel2 = Administration |
Derived financial metrics
| KPI | Direction | Formula |
|---|---|---|
| Supply Chain Cost | Lost | Transport + Storage & Handling |
| Gross Profit | Profit | ConstrainedSalesInGSV - TradeExpenses - COGS |
| Gross Margin % | Profit | Gross Profit / Net FIE Sales x 100 |
| DPM | Lost | Supply Chain Cost + Promotion + Medical Affairs |
| DPM % | Lost | DPM / Net FIE Sales x 100 |
| DPMA | Lost | DPM + Administration |
| DPMA % | Lost | DPMA / Net FIE Sales x 100 |
| EBIT | Profit | Gross Profit - Transport - Storage & Handling - Promotion - Medical Affairs - Administration |
| EBIT % | Profit | EBIT / Net FIE Sales x 100 |
| COGS % | Lost | COGS / Net FIE Sales x 100 |
Inventory KPIs
| KPI | Direction | Formula |
|---|---|---|
| Average Inventory Value | Lost | Sum(Month-End Inventory Volume x COGS) / Number of months |
| Average Inventory Volume | Lost | Average physical quantity of inventory held |
| DIO (Days Inventory Outstanding) | Lost | Days of sales covered by current inventory |
| Unconstrained SIT | Lost | Target inventory without supply constraints (month-end, days) |
| Constrained SIT | Lost | Expected inventory with supply constraints (month-end, days) |
| Unconstrained Closing Stock (GSV) | Lost | See SIT Calculation Logic |
| Unconstrained Closing Stock (Volume) | Lost | See SIT Calculation Logic |
| Constrained Closing Stock (GSV) | Lost | See SIT Calculation Logic |
| Constrained Closing Stock (Volume) | Lost | See SIT Calculation Logic |
Working Capital KPIs
| KPI | Direction | Description |
|---|---|---|
| AR (Accounts Receivable) | Lost | Outstanding customer payments |
| DSO (Days Sales Outstanding) | Lost | Average days to collect payment |
| CCC (Cash Conversion Cycle) | Lost | Full cash cycle: DSO + DIO - DPO |
Emissions KPIs
| KPI | Direction | Unit | Formula |
|---|---|---|---|
| Total CO2 | Lost | Kilograms | Inbound CO2 + Storage CO2 + Outbound CO2 |
| Inbound CO2 | Lost | Kilograms | Aggregated from DC-level inbound logistics data |
| Storage CO2 | Lost | Kilograms | Aggregated from facility-level warehouse data |
| Outbound CO2 | Lost | Kilograms | Aggregated from outbound distribution data |
SIT calculation formulas
Actual SIT
Actual SIT (Days) = Closing Stock Value / Sum(Sales Out Volume x Product Value) x N x 30
Unconstrained (Future) SIT
Future Sales In = (Sum(Future Sales Out) / (N x 30)) x SIT Target - Previous Closing Stock + Future Sales Out
Future Closing Stock = Previous Closing Stock - Future Sales Out + Future Sales In
Future SIT (Days) = Closing Stock Value / Sum(Future Sales Out x Product Value) x N x 30
Constrained SIT
Constrained Closing Stock = Previous Closing Stock - Constrained Sales Out + Constrained Sales In
Constrained SIT (Days) = Closing Stock Value / Sum(Constrained Sales Out x Product Value) x N x 30
Dimensional breakdowns
All KPIs can be analyzed across the following dimensions:| Dimension | Available levels |
|---|---|
| Product | Name, ID, Category, Range, Brand, Type, Strategic Segment |
| Customer | Name, Type, Channel, Region, City, Country |
| Location | Facility type (Factory, DC, Distributor, Customer) |
| Time | Daily, Weekly, Monthly, Quarterly, Half-year, Fiscal Year |