Step 2
Take your total sales and then break these sales figures up by product group or major products. Compared to last year, are your sales increasing or decreasing?
From this big picture, divide your sales by type of customer or market segment.
This will help you to understand who your product mix appeals to at the moment.
Many businesses find that the more they break down their sales, the more they understand the market and the easier it becomes to determine how to increase sales.
Remember the 80/20 rule. In most businesses it means that 80% of your revenue comes from 20% of your customers.