How To–Increase Upsales

How To: Increase Upsales

Report Objective:

This report is designed to enable you to Identify which employees are successfully adding modifiers to different products, to identify effective upselling behaviour and emulate across the team.

Extracting Data from Floodlight:

  1. Log into to your Floodlight Analytics dashboard
  2. Navigate to ‘Floodlight Focus’ in the left sidebar
  3. Select the ‘Increase Profit’ tab from the top tabs
  4. Scroll down to the ‘Increase Upsales’ report in the ‘Increase Revenue’ section
  5. Select the desired Start Date and End Date (e.g. 8 weeks ago and today)
  6. Click the ‘Download CSV’ button
  7. Save the file historic_product_modifier_percentage_sales_by_staff to an appropriate location (e.g. local or cloud drive)

Report Overview:

All products with at least one sale in the selected time period will be presented in this report, along with all staff members who have made more than one sale over the period.

Row Structure

  • One row per product with non-zero sales within the period

Description Column Structure

  • categoryID: ID of the first alphabetical category assigned to the product
  • categoryName: Name of the first alphabetical category assigned to the product
  • productID: ID of the product
  • productName: Name of the product

Crosstab Structure

  • Crosstab Columns: Each column represents a single staff member
  • Crosstab Units: Each datapoint represents the percentage of units sold for which the staff member applied a modifier

How to Use This Report:

Initial Preparation

  1. Add filter to report
    • Select columns A-End
    • Data -> Filter
  2. Apply formatting for readability (optional)
    • Adjust column widths
    • Adjust row height
    • Bold text for top row
    • Format cells: top, centre align and wrap text
  3. Freeze panes to improve viewing experience (optional)
    • Excel:
      1. Click in cell G2
      2. View -> Freeze Panes
    • Google Sheets:
      1. Click in cell F1
      2. View -> Freeze -> Up to Current Row (1)
      3. View -> Freeze -> Up to Current Column (D)

Product Analysis

  1. Filter down to the category you are interested in analysing (one which has potential upsales e.g. burgers or coffees)
  2. Filter down to individual products you are interested in analysing
  3. Compare percentages across the crosstab for different staff members to identify any gaps in % (i.e. if some staff members are applying modifiers a higher % of the time to the same product)
  4. Identify the staff members who are most successful at upselling, so you can emulate the behaviour across the team

Additional Points to Note

  1. If using Excel for analysis, remember to save as an Excel file (e.g. xlsx) instead of csv or you will lose formatting and formulae upon saving