What KPIs to use in your business

1. 1Marek.Piatkowski@Rogers.com
Business Unit KPIs
Definitions
Thinkingwin, Win, WIN
Business Unit KPI
Definitions
Marek Piatkowski – November 2016
Thinkingwin, Win, WIN

2. 4Marek.Piatkowski@Rogers.com
Business Unit KPIs
Definitions
Thinkingwin, Win, WIN
Business Unit Financial KPIs
 EBITDA - Earnings Before Interest, Taxes, Depreciation and Amortization
 Business Unit Revenue in $
 Business Unit Material costs in $
 Business Unit Conversion costs in $
 Business Unit Profit in $
 Quantity Invoiced (shipped)
Business Unit
Financial
KPIs

3. 5Marek.Piatkowski@Rogers.com
Business Unit KPIs
Definitions
Thinkingwin, Win, WIN
Sales and Marketing Financial KPIs
 Revenue in $ per Unit shipped
 Cost in $ per Unit shipped
 Costs in $ per unit shipped
 Profit in $ per Unit shipped
 Return on sales
Sales and
Marketing
Financial KPIs

4. 6Marek.Piatkowski@Rogers.com
Business Unit KPIs
Definitions
Thinkingwin, Win, WIN
Production (Manufacturing) KPIs
 Sales per employee
 Average cost per unit
 Inventory value in $ - not in turns
Manufacturing
Financial KPIs

5. 7Marek.Piatkowski@Rogers.com
Business Unit KPIs
Definitions
Thinkingwin, Win, WIN
Sales and Marketing KPIs
 Number of Customer complaints, returns, etc.
 Number of new Customers
 Number of new orders received
 Number of sales per employee
 Sales efficiencies - sales per order
 Number of units sold
 Average unit sales price
 Sales events/promos results
 Forecast Accuracy – short term and long term
 Number of Order changes
 Number of Cancelled Orders
Sales and
Marketing KPIs

6. 8Marek.Piatkowski@Rogers.com
Business Unit KPIs
Definitions
Thinkingwin, Win, WIN
Production (Manufacturing) KPIs
 Lead time from order to delivery - in days
 Equipment Cost (Depreciation)
 Order fulfilment cycle time (OFCT)
 Delivery in full, on time rate (DIFOT)
Manufacturing
KPIs

7. 9Marek.Piatkowski@Rogers.com
Business Unit KPIs
Definitions
Thinkingwin, Win, WIN
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