Finance: le Taux de croissance des revenus (document en anglais)

Finance Perspectives:

Revenue Growth Rate

Revenue Growth Rate

Revenue Growth Rate is an indicator of how well a company is able to grow its sales revenue over a given time period. While the revenue is an actual number, the revenue growth rates simply compares the current sales figures (total revenue) with a previous period (typically quarter to quarter or year to year).

This provides an indicator that allows easier comparisons between different firms (especially in the same industries or markets) and provides a measure of the extent to which a company is able to grow.

Revenue Growth Rate = Revenue this period / revenue previous period

Net Profit

Net profit (also referred to as net income or net earnings) measures how much money a company has earned from doing business over a given period of time (usually a year).

Net profit shows what is left from the money a company has earned (revenue) after substracting all expenses.

In accounting terms it is often referred to as the "botton line" (because it is reported at the bottom of an income statement).

Net Profit = Total Revenue - Total Expenses (including operating expenses, financing costs and taxes)

Operating Profit Margin

Operating Profit Margin (often shortened to just Operating Margin) provides an indicator of the operating efficiency and / or pricing strategy of a business.

It divides the operating income by revenue to identify the proportion of the revenue that remains after taking out the costs of operating the business (such as labour costs, material supplies, overheads, marketing, admin, etc.).

Operating Profit Margin = (Operating Profit / Revenue) x 100

Operating Expense Ratio

Operating Expense Ratio is an indicator of how well a company is managing the ongoing costs of operating the business. It takes the operating expenditure (OPEX) and divides them by sales in a given period.

Operating Expense Ratio = (OPEX in period t / Sales Revenue in period t) x 100

Cost to Serve

Cost to Serve (by customer or segment) is a measure that helps to understand the profitability of a customer account (or segment) by assigning costs of serving this customer based on the level of activity and overhead costs incurred by this customer

Sales & Marketing Perspectives

Market Share

Market Share provides a measure of the relative share a business has in a given market compared to its competitors.

Relative Market Share (%) = organization's market share /largest competitor's market share.

Market Growth Rate

Market Growth Rate is a measure of the extent at which the market a company operates in is growing. This provides an insight into the size of the opportunity a company might have.

Market Growth Rate (%) = total sales in the market for this year /total sales in the market for last year

Sales Volume Projection

Sales Volume Projection measures the projected or expected volumes of sales over a future period. It is basically a measure of the order book a company has plus any sales a company is sure to secure.

Upselling Success Rate

Upselling Success Rate measures the percentage of upselling attempts or opportunities that are successful and sales are made.

Upselling Success Rate = (Number of Successful Up-Sales / Number of Upselling Attempts (or Opportunities)) x 100

Cross-Selling Success Rat

Cross-Selling Success Rate measures the percentage of upselling attempts or opportunities that are successful and sales are made.

Cross-Selling Success Rate = (Number of Successful Cross-Sales / Number of Cross-Selling Attempts (or Opportunities)) x 100

Customer perspective:

Customer Retention Rate

Customer Retention Rate is an indicator of customer loyalty (or the extent to which a company is able to keep acquired customers.

Customer Retention Rate (CRR) = Number of customers at the beginning of a period / number of those customers that remained customers at the end of a period

Customer Online Engagement

Customer Online Engagement Level measures the level of engagement of customers with each other, a company or a specific brand, measured primarily by online interaction. Customer Online Engagement takes into account individual metrics such as duration of visits, frequency of visit, depth of visit, click-through rate as well as sales, downloads,

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