Grow Sales.
Protect Your Margins.
See what drives revenue across DTC, marketplaces and wholesale. AI OS connects sales, customers and margin so you can decide where to focus and what to change.
Where Should We Focus?
One Channel Needs a Closer Look
DTC is 13 percentage points below forecast. Start there, then investigate the sales drivers.
Weekly Sales Report
Follow Revenue to Its Source
Compare channels, then break sales down by geography and product category to investigate what changed.
Sales Drivers · selected channels · separate scope from weekly view
Look Beyond New Acquisition
Identify accounts with no orders in this period, then review their history and rep coverage before following up.
Rep Sales · seasonal account view
Sales Reports Should Help Leaders Act
Reports often show what happened without explaining what needs attention or what to do next.
Delayed Decisions
When Net Sales are reviewed only after the month closes, the opportunity to address a shortfall may already have passed.
Declining Margins
Revenue can remain steady while profit falls. Discounts, Returns and channel fees can explain the difference, but revenue reports may not show their full impact.
Declining Account Activity
A regular customer starts ordering less often and in smaller quantities. These gradual changes can go unnoticed until they have a material effect on sales.
Decisions Without a Clear Cost
A discount is approved based on the sales volume it is expected to generate. Its full cost, including Returns and fees, may only become clear months later.
The Questions Your Sales Review Should Answer
Get clear answers on growth, margins and sales targets so you can decide where to focus next.
Which markets are growing, and where is growth slowing?
Which channels deliver the strongest margins?
How much of this quarter’s growth depended on Discounts?
Are we on track to meet the quarterly sales target?
How are Landed Costs, Taxes and Tariffs affecting our Margins?
Which accounts are ordering less often or spending less?
Introducing Sales & Demand Within AI OS
AI That Brings Your Next Sales Decision Into Focus
Spot the signal. Explore the evidence. Ask the next question.
Explore each capability
Start With What Needs Attention
Sales metrics are assessed against your targets, highlighting the indicators that are critical, at risk or on track.
DTC Is Behind the Quarterly Forecast
View the supporting figures
North America · Quarter to date
Compare the affected channel with its target, then open the regional and product breakdown.
See the Drivers Behind the Result
When a sales KPI moves off target, AI OS identifies the region, channel or product category contributing to the change.
Follow the Same Question Across Dimensions
Gross Sales · selected leaders within each dimension · YTD
Ask the Question Your Report Raises
Ask why a channel missed its target and explore follow-up questions in the context of your sales report.
Make Informed Sales Decisions
Understand where growth comes from, which channels are most profitable and how your next decision could affect margins.
Market Growth
Compare sales growth across territories to identify where demand is strengthening or slowing. Use this view to guide promotional spending.
- Identify local slowdowns that a healthy national average may conceal.
- Reallocate spending to territories where sales growth is accelerating.
- Reduce spending where current performance no longer supports earlier growth expectations.
Growth and targets. Net Sales of $2.2B against a $2.64B target, using a consistent definition across all territories.
Territory performance vs forecast
Channel Contribution
Compare channels by their margins after selling fees, commissions and shipping costs. See how much each channel contributes, alongside the revenue it generates.
- Adjust storefront pricing and discount rules for channels with declining margins.
- Reallocate channel inventory towards channels with stronger margins.
- Update ERP order management settings without leaving the report.
Channel profitability. Track contribution margins (CM1 and CM2) and Net Margin by channel. The overall model shows 49.4%, 42.6% and 37.7%, respectively; the table below compares individual channels.
Channel sales and net margins
| Channel | Gross Sales | Discount rate | Net Margin | Suggested action |
|---|---|---|---|---|
| Wholesale EDI | $945M | 2.0% | 44.2% | Scale |
| Shopify DTC | $550M | 11.5% | 35.4% | Optimise |
| Amazon Marketplace | $475M | 19.5% | 23.6% | Restructure |
| Retail Outlets | $327.5M | 6.5% | 37.3% | Hold |
| International B2B | $200M | 4.5% | 41.3% | Expand |
Growth Quality
See how much sales growth depends on Discounts and how Returns affect profitability. Track the impact on margins to assess whether higher revenue is delivering stronger financial results.
- Apply return-rate limits by channel so overall averages do not obscure individual channel performance.
- Pause promotional spending on products with negative margins.
- Use one definition of Net Sales across finance and sales.
Discount impact. Discounts account for 8.2% of Gross Sales. Review their impact by channel while there is still time to adjust them.
From Gross Sales to Net Profit
Plan Pace
Compare current weekly sales with the rate needed to meet the quarterly target. Assess each month separately to see whether a strong promotional period is masking weaker performance elsewhere in the quarter.
- Update forecasts during the quarter, while there is still time to address a shortfall.
- Reallocate budget based on identified performance gaps.
- Assess each month separately against its own target.
Progress against plan. Compare weekly sales with the rate needed to meet the quarterly target, with a separate assessment for each month.
Weekly sales progress
Decision Simulator
Adjust price, discount or order-volume assumptions to see the estimated effect on Net Margin. Send approved changes to your ERP or storefront after a designated person has authorised them.
Financial impact. Estimate how a change in price, Discounts or order volume could affect Net Margin before you commit.
Simulation inputs
Set Up, Connected and Maintained for You
We connect Sales & Demand to your existing systems and configure margin calculations to match your accounting methods. We maintain the data model as you add channels and markets. A traditional ERP is not required.
Sales Systems Review
- Review warehouse and stock records alongside Shopify, accounting software such as QuickBooks and Xero, and any ERP in use.
- Map data connections across storefronts, marketplaces and electronic data interchange (EDI) systems
- Agree on a consistent definition of Net Sales before implementation begins
Data Integration and Sales Calculations
- Build data pipelines that bring all channels into a shared, managed data model
- Configure Cost of Goods Sold (COGS), contribution margins and Net Margin calculations to match your accounting methods
- Define the thresholds for each performance status
Rollout and Access Controls
- Set up access for sales leaders, the CFO and sales representatives
- Define who can view company-wide figures and who can view only their own accounts
- Assign responsibility for approving updates to the ERP and record each approval
Ongoing Support as You Grow
- Monitor changes to data formats in storefronts and marketplaces
- Connect new channels, marketplaces and markets as your business expands
- Adjust KPI thresholds as targets and seasonal conditions change
Frequently Asked Questions
Start with the sales decisions. Explore the AI. Then see how we work with your team.
Which ecommerce sales KPIs can I track in AI OS?
Track gross and Net Sales, Discounts, Returns, orders, units, Average Order Value and margins. Compare sales with targets and prior periods, then explore results by channel, geography, product category or account. The measures available depend on the connected data and definitions agreed for your business.
How can I see what is driving or slowing sales growth?
Compare revenue with the prior period and target, then break the change down by channel, market and product category. Sales Drivers lets you explore these dimensions together, helping you locate the areas contributing to growth or a shortfall before deciding what to investigate.
Can I compare DTC, Amazon and wholesale sales in one view?
Yes. Sales & Demand brings connected channel data into a shared view. Comparisons use agreed periods, currencies and definitions of sales. Channel-specific measures, such as a wholesale order book and digital sales run rate, retain their own scope rather than being added together as if they were the same metric.
Why can revenue grow while margins fall?
Higher revenue can be offset by Discounts, Returns, product costs, shipping or selling fees. Sales & Demand lets you review these effects alongside channel and product performance. This helps distinguish growth in sales from growth in profit and identify which costs or commercial decisions need attention. We agree how available Landed Costs, including freight, Taxes and Tariffs, are reflected in product costs and Margin calculations during setup.
Can I identify wholesale accounts that have stopped ordering?
Yes. Rep Sales shows account activity, sales by account and territory, and performance against targets. Review accounts with no orders in the selected period, then compare their history and rep coverage. A quiet account is a starting point for investigation, not proof that the customer has been lost.
How does AI OS support a weekly sales or leadership review?
The Weekly Sales Report brings period performance, forecast attainment and channel comparisons into a consistent review format. Leaders can see where sales are ahead or behind plan, then investigate the relevant markets, accounts or products instead of assembling the same numbers from separate reports.
What does AI add to a sales performance report?
AI OS assesses sales KPIs against targets, identifies the channels, markets or products contributing to a change, and supports follow-up questions. This helps you move from a reported result to the evidence behind it and the next sales decision.
How do I check the evidence behind an AI insight?
Review the source figures, filters, reporting period and comparison used for the finding. In Sales & Demand, supporting views let you investigate the relevant channels, markets, products or accounts. AI findings should be assessed against that evidence and your business context before action is taken.
Can I ask follow-up questions during a sales review?
Yes. Ask why a channel missed its target, which accounts have become less active or what is affecting margins, then follow up using the sales context already under review. Check the supporting figures and reporting scope before acting on an answer.
Can I test how pricing or order volume could affect profit?
Use the Sales Simulator to compare how changes in pricing, Discounts, order volume and costs could affect sales and margins. Review the scenario assumptions alongside your current results before deciding what to change.
Does AI OS automatically change prices or budgets?
Changes require human approval. Recommendations and scenario results can inform a decision, while any configured update to an operational system follows the agreed approval process. The available actions and permissions are defined during implementation.
How do our commerce, accounting and ERP systems connect to AI OS?
We review Shopify and other e-commerce platforms, QuickBooks and Xero, and any ERP you use. We map the agreed records and align Sales definitions in AI OS. Your existing applications remain the systems of record; approved updates follow the permissions agreed during setup.
Why might AI OS and Shopify show different sales totals?
Differences can come from reporting periods, time zones, currencies, Returns, order status or the definition of a sale. During setup, these rules are aligned and the source totals are reconciled. Comparisons remain labeled by scope so an order-book figure is not mistaken for recognized sales.
How long does it take to get started?
Plan for roughly a month to get started, subject to data access, source complexity and the initial scope. We agree the sequence after reviewing your systems. AI OS is an ongoing engagement: connections, analysis and business logic continue to develop as your needs change.
Do we need to replace our ERP or data warehouse?
No. Sales & Demand is designed to work with your existing systems. If you already use a warehouse such as Snowflake or BigQuery, we assess how to use it in the agreed setup. The integration approach depends on the systems and data already in place.
Who maintains the data connections and sales logic?
Our team maintains the agreed connections and data model, reviews source changes and adjusts the configured logic as your channels and priorities evolve. Your team provides business context and approves changes to definitions, targets and operational actions.
Act Before the Quarter Closes
Use a connected view of orders across storefronts, marketplaces, wholesale and retail to make timely, informed sales decisions.
Prefer email? business@rudderanalytics.com
