TABLE OF CONTENTS
Projections, Market Budget, and Share
Are you a (national) manager or a salesperson looking to call the market and to estimate where a quarter will close across your Outlets, Offices, Agencies, and Accounts? We call this a Projection, and we have made it an easy entry experience for those interested in the process. Think of it as a value that sits ahead of individual deals and pending dollars, but a little behind your budget in terms of the process.
- How is a Projection different from a Forecast or a Deal? The Projection lets you sit on top of the many deals that could make up a forecast. For instance, it does not care that you have 3 deals every quarter for 20th Century Fox. Projections simply allows you to plan how much you think you can get from 20th Century Fox for the quarter based upon Market Budget and Share information. Whereas a Deal is very granular in the specific months so that it can be reconciled against the billing information.
- Why is this useful to me? Specifically, this gives people that may not do traditional, granular deals a voice into their plan for a quarter. Thinking of a National Seller that may have multiple deals covering a single month by product type. Ex: The Big Mac ad and the new Happy Meal toy theme. Both are from McDonalds but are often separate ads with separate orders. This allows the National seller to plan for McDonalds as a whole and allow the negotiations to happen through an integration with a proposal system which updates your Pending and Forecast in Monarch.
To get started, click on the Projections link from the left navigation menu.
- You will immediately be presented with a view of the current quarter (by default) as well as the option to change to the next 2 quarters. This option is sticky so if you change it to Q4, for example, and leave it there then it will display Q4 on the next load of the page.
- There is then a selector that will allow the end user to select what historical quarter they will want to see when working with the projections. This drop down will filter the historical data shown when expanding a row and it will also filter the data on any export from the Projections screen.
- Choose how you wish to view the page in Spacious (the most padding), Comfortable (a little less padding), or Compact (the least padding) size. Additionally, choose if you want to Wrap Text for easier reading or Shorten Text for emphasis on fitting more on screen at once.
- There is an option on right that will allow the user to select how they would like to view the flagged rows that are not being projected against. The dropdown selection is sticky so it will stay selected from session to session. Users can choose between:
- Show All – This will show all rows whether they are flagged or not
- Hide Flagged Rows – This will remove any rows that have the flag set for a row to not receive a projection
- Only Show Flagged Rows – this will only show flagged rows on the screen.
- Standard paging is included to ensure the load times are optimal and no user waits too long for Projections to return. You can interact with the paging controls above the headers in order to advance to the next, previous, last, and first page of Projections.
- You can set the number of rows that you wish to see on the page. This setting will be remembered for the next time you visit the Projections page as well.
Breaking It Down
You will see each of your rows on this page broken out by Status, Outlet, Office, Salesperson, Agency, and Account. Only Managers will see the Salesperson column. Each corresponding column can be sorted.
Some columns can apply filters in addition to a simple search allowing you to find a specific value or combination of values. The search is a contains style search so that means if you are looking for the Account "20th Century Fox" then you could start typing "20th" or "Fox" and your result will appear in the list.
The filtering will display a numerical value indicating that some values have been selected or “ALL” indicating that all values have been selected (essentially no filter has been applied). Clicking into either of these will show the values that you can filter on along with a search box. Select 1 or more values and press OK to set the filter and view the refined results.
Additionally there is a Market filter that sits on top of the column heads that can be used independent of any other filter and search capability.
Each of the results also acts as a link to the respective Profile page within Monarch for even more information. For example, clicking onto an individual Account will take you to the Account Profile.
The Rows that display on this page follow a very strict set of rules in order to help you more quickly update your Projections and help you stay focused. The Account must have billed within the last year or any time in the future OR the Account must be a Prospect OR the Account must have an active Open deal. An account that billed in 2016 will not display today. However if that Account has an open deal, then it would display as we will interpret that as an Account that you are actively working on.
Understanding your Projections, Market Budget, and Share
Additionally, each row will contain the fields defined below. Some help you with information to complete your projections while others can accept values that you enter. Note that this header will float so that you can easily see what each column represents as your scroll vertically.
- Booked - The amount of dollars currently within your billing system for the time frame in view.
- Budget – A calculated amount based upon the Booked dollars and Share from your traffic/billing system. (Booked / Share%).
- Share – The Share provided from your traffic/billing system.
- Note: Your traffic/billing system must be able to provide the fields of budget or share to be able to utilize this integration at this time.
- Pending - The amount of dollars you still hope to receive as summed from Deals within Monarch for the time frame in view.
- Budget – The amount that a buyer wishes to spend within a given market as provided by a proposal system.
- Share – The amount that a seller has capture, as a percentage, from the buyer’s Budget.
- Forecast - The sum of Booked + Pending as a calculation. This shows your current efforts for the time frame in view and would be your final amount if you did not update pending dollars or import additional revenue.
- Projection - The amount of dollars you feel you will realistically close out the time frame in view with. It is not dependent on existing deals or booked revenue. This field can be updated by you.
- Market Budget - The amount of money that an Account has to spend in a single Market for the time frame in view. Note that by changing this for one row it will change other rows if they have Outlets in the same market. This field can be updated by you.
- Share - The percentage of the Market Budget that you hope to achieve on a single Outlet. It is typically based upon your share of viewers within a market. This field can be updated by you.
- Total Row History - At the very end of the header, there is an arrow pointing to the left. Clicking on that arrow will expand the header so that you can see the totals from the historical quarters. Clicking the arrow again will collapse the header. Below is an image showing the current quarter and the two previous quarters.
Editing and Historical References
Anytime that you click into a Projection, Market Budget, or Share field it will immediately set the row for editing and you will be presented with some historical information over the previous year designed to help you see a trend and make decisions while updating the quarter in view.
- It is likely that the Pending amount will equal $0 as you do not typically have historical pending, as Monarch attempts to zero out historical pending each month. This is not always the case as you may be entering a projection for a quarter months ahead of time so the historical rows may show a pending amount.
- Market Budget and Share display for the pending value as historically captured
- Booked and Forecast dollars will likely be the same for months in the past due Forecast being a calculation (Booked + Pending).
- Market Budget and Share display for the Booked value as historically captured
- Projection will be the value entered from projections in the previous time frame being viewed.
- Market Budget will be the value entered from Market Budget in the previous time frame being viewed.
- Share will be the value entered from Share in the previous time frame being viewed.
- Whenever you enter any 2 values for Projection, Market Budget, or Share, the 3rdwill automatically be calculated for you. For example, if you enter $2,000 into Projection and $10,000 into Market Budget, we will automatically calculate the row at 20 share.
- Further if you were to edit this row again, you will be required to set the calculation again. For example if I wanted to update that same Projection to $3,000 then I would be prompted to set the Budget to $15,000 or the Share to 30.
- Note that updating the market budget for one row may update it for another row (when the Office, Salesperson, Account, and Agency are the same but in a different Outlet within the same market). In those cases you will be asked how to calculate the other rows as well.
- You can collapse any row again manually via the collapse icon on the right of each expanded row. Additionally, clicking into another row for edit will collapse the existing row and open a new one.
Adding a New Row (manually)
Sometimes you’ll find that you need to add a new row that doesn’t exist for you on screen. This often happens when a new Outlet is acquired / sold to, a buy is coming from a new Office, or you know ahead of time that an Advertiser is switching Agencies. There are likely more scenarios, but those are a few common to help explain the need.
- The Add a Row button exists at the bottom of the Projections entry page and is always in view
- Clicking it will require you to fill out the Outlet, Office, Salesperson, Account, and Agency that you wish to put a Projection, Market, and Share value against just like any other row that you may have already worked with.
- Once saved, the row will be created and displayed at the bottom of the screen with a “NEW” icon next to it. This indicates any rows that were manually created by a person and were not automatically generated by the system.
- This row is ONLY created for the quarter in view. If the same row is desired for a future (or past) quarter then it must be created separately.
Every row can have its own individual comment(s) that can be entered by the salesperson or any manager with access to the row. This is a great way to communicate between people reasons why a row might not have a projection or why the value might not be what is historically expected.
- This is a comment icon indicating no comments currently exist on the row. Clicking it will immediately allow you to enter a comment.
- This is a comment icon indicating one or more comments exist on the row. Clicking it will allow you to view all comments about the row, who created the comment, and when it was created.
- While viewing existing comments, the comments can be edited and deleted via this menu
- New comments can be added while viewing existing comments as well
Flagging Rows That Will Not Receive a Projection
Sometimes you lose business, or they change agencies, or bill out of a different office than they used to. In those cases, you’re not likely to place a Projection on a specific row, and may instead place your projection on a different row that accurately depicts the current business. In these cases you can flag your row and leave a comment as to why the row will not receive a Projection
- Indicates a row that is not flagged. A projection would be expected for this row.
- Indicates a row that is currently flagged. A projection is not expected for this row. The act of flagging a row will force a comment to be added as well as remove any previous projection value. These rows can be unflagged by clicking the icon again, however the previous comments will remain unless deleted.
The Projections sheet can be downloaded for offline viewing and additional, custom calculations within Excel of your own creation. You can choose from .csv or Excel formats via the dropdown and download button in the upper right of the page. Note that the downloaded file will respect any searching and filtering you may have done on the page so if you need the entire sheet be sure to clear all searches and filters prior to download.