Retro planner
A smarter retro than a flat scheme
Pay for growth you wouldn’t otherwise get. Each account gets a target built from the money it spends elsewhere, and the booster pays only on the families it buys from someone else today.
The proposition
A smarter retro than a flat scheme: pay for growth you wouldn’t otherwise get. Personal targets instead of one rate for everybody, and a booster that pays only on the families an account buys elsewhere.
Accounts on the scheme
60
installers with headroom to win
Spend with all suppliers
£160.98m
estimated across the trade base
Long Lever Supply’s share today
29.19%
£46,987,667 of trade
Headroom left elsewhere
£113.99m
£30.27m now targeted
The recommendation
Written by the model over the calculated figures, at the recommended setting: base 2%, booster 3%, 30% of the headroom targeted.
The modelled scheme costs £1,015,075.35 against 60 accounts, targeting £34,198,583.45 of lift and returning £9,692,436.38 in extra sales, for an extra margin of £2,746,836.47 and a net gain of £1,731,761.12, or £2.71 per pound spent. Against the flat scheme's net gain of -£474,547.23 and return of £0.50 per pound, the difference is the headroom capture rate: 21% here versus 12% flat, which is what turns a loss into a gain.
Funding tiers overlap with target accounts
Brand G (CCTV) will miss its next tier at current run rate, with a gap of £11,528,422 and £220,100 extra rebate at stake, across accounts including Company O, Company P and Company F, all of whom appear in the top target list.
Headroom concentrated in few accounts and families
Of £113,994,281.06 total headroom, the top ten targets alone account for over £40m, with boost headroom concentrated in Sounders and beacons (£2,730,501.92) and Access hardware (£1,875,271.27).
Last quarter shows baseline leakage risk
Last quarter's measured scheme paid £241,581.14, of which £229,181.08 (94.87%) was paid on baseline trade, yielding a net gain of -£74,878 and a return of £0.69 per pound; this is inference that a flat-style capture overpays trade that would have arrived anyway.
Personal targets
Each account’s target is its current spend with Long Lever Supply plus a share of the headroom it buys elsewhere, rounded to the nearest £250. Edit any target to model your own.
| Account | Engineers | All suppliers | Long Lever Supply now | Share | Headroom | Target | Lift | Buys elsewhere |
|---|---|---|---|---|---|---|---|---|
| Company V Midlands | 182 | £7.66m | £1.54m | 20.07% | £6.12m | £ | +£1.84m | Access hardwareDoor entryNetworking |
| Company F Scotland | 151 | £6.33m | £1.63m | 25.79% | £4.70m | £ | +£1.41m | Brackets and mountsBatteries |
| Company AA London & South East | 148 | £6.22m | £1.66m | 26.6% | £4.57m | £ | +£1.37m | buys across the range |
| Company AD Wales | 134 | £5.64m | £1.26m | 22.27% | £4.39m | £ | +£1.32m | Batteries |
| Company U Wales | 137 | £5.76m | £1.50m | 26.12% | £4.25m | £ | +£1.28m | buys across the range |
| Company AB South West | 125 | £5.24m | £1.08m | 20.55% | £4.16m | £ | +£1.25m | Sounders and beaconsAccess hardwareDoor entry |
| Company L Midlands | 120 | £5.04m | £1.32m | 26.27% | £3.71m | £ | +£1.11m | buys across the range |
| Company AI North West | 113 | £4.76m | £1.20m | 25.1% | £3.57m | £ | +£1.07m | Power supplies |
| Company T Midlands | 113 | £4.76m | £1.36m | 28.47% | £3.41m | £ | +£1.02m | buys across the range |
| Company Y London & South East | 116 | £4.88m | £1.53m | 31.31% | £3.35m | £ | +£1.01m | Access hardwareDoor entryCabling |
| Company S South West | 112 | £4.71m | £1.45m | 30.82% | £3.26m | £ | +£978k | Access hardwareDoor entry |
| Company AF East of England | 119 | £4.99m | £1.79m | 35.86% | £3.20m | £ | +£960k | Cabling |
| Company O London & South East | 115 | £4.83m | £1.81m | 37.51% | £3.02m | £ | +£906k | Brackets and mounts |
| Company AK Midlands | 87 | £3.67m | £749k | 20.4% | £2.92m | £ | +£877k | Access hardwareDoor entryNetworking |
| Company I Wales | 100 | £4.21m | £1.56m | 37.03% | £2.65m | £ | +£795k | buys across the range |
| Company E Yorkshire & North East | 88 | £3.68m | £1.04m | 28.14% | £2.65m | £ | +£794k | Sounders and beaconsPower suppliesCabling |
| Company G Yorkshire & North East | 82 | £3.43m | £804k | 23.43% | £2.63m | £ | +£788k | Access hardwareDoor entry |
| Company AH Yorkshire & North East | 90 | £3.77m | £1.17m | 31.15% | £2.59m | £ | +£778k | Access hardwareDoor entryNetworking |
| Company P London & South East | 105 | £4.43m | £1.84m | 41.58% | £2.59m | £ | +£776k | Access hardwareDoor entryNetworking |
| Company A South West | 79 | £3.30m | £757k | 22.95% | £2.54m | £ | +£763k | Access hardwareDoor entry |
| Company AJ London & South East | 78 | £3.28m | £745k | 22.75% | £2.53m | £ | +£759k | buys across the range |
| Company R Midlands | 90 | £3.78m | £1.26m | 33.18% | £2.53m | £ | +£759k | Sounders and beaconsCablingBatteries |
| Company C London & South East | 83 | £3.49m | £1.28m | 36.54% | £2.22m | £ | +£665k | Sounders and beacons |
| Company AG South West | 75 | £3.15m | £1.05m | 33.51% | £2.09m | £ | +£628k | Sounders and beaconsCamerasRecorders |
| Company D Scotland | 75 | £3.16m | £1.08m | 34.19% | £2.08m | £ | +£623k | Access hardwareDoor entryCabling |
| Company AE Yorkshire & North East | 68 | £2.87m | £1.20m | 41.91% | £1.67m | £ | +£500k | Access hardwareDoor entry |
| Company AX South West | 51 | £2.16m | £550k | 25.43% | £1.61m | £ | +£483k | Sounders and beaconsBatteries |
| Company AO London & South East | 53 | £2.22m | £650k | 29.28% | £1.57m | £ | +£471k | Power supplies |
| Company Z South West | 52 | £2.20m | £638k | 28.95% | £1.56m | £ | +£469k | Batteries |
| Company AC London & South East | 53 | £2.21m | £889k | 40.2% | £1.32m | £ | +£397k | Power supplies |
| Company H Yorkshire & North East | 51 | £2.16m | £850k | 39.38% | £1.31m | £ | +£393k | Sounders and beacons |
| Company AW South West | 43 | £1.80m | £499k | 27.79% | £1.30m | £ | +£389k | Access hardwareDoor entryNetworking |
| Company Q Midlands | 51 | £2.12m | £832k | 39.23% | £1.29m | £ | +£387k | Power supplies |
| Company N North West | 37 | £1.57m | £342k | 21.72% | £1.23m | £ | +£370k | Batteries |
| Company W Yorkshire & North East | 47 | £1.96m | £779k | 39.71% | £1.18m | £ | +£355k | Sounders and beaconsPower supplies |
| Company X East of England | 44 | £1.86m | £693k | 37.36% | £1.16m | £ | +£349k | Brackets and mounts |
| Company M East of England | 33 | £1.37m | £330k | 24.07% | £1.04m | £ | +£312k | Sounders and beaconsAccess hardwareDoor entry |
| Company AV London & South East | 34 | £1.42m | £427k | 30.14% | £990k | £ | +£297k | Sounders and beaconsDetectorsPanels |
| Company J East of England | 35 | £1.48m | £514k | 34.67% | £968k | £ | +£290k | Access hardwareDoor entryNetworking |
| Company AP Yorkshire & North East | 26 | £1.09m | £133k | 12.16% | £959k | £ | +£288k | CamerasBrackets and mountsCabling |
Targets shown at 30% of headroom. Total target lift £30,265,437 across 40 accounts.
What-if model
Move the sliders: the cost of the scheme, the trade it should win and the net gain all recalculate from the accounts above.
Scheme cost
£893,253
£835,511 on existing trade, £57,742 on growth
Expected extra sales
£8.28m
21% of the targeted headroom converts
Extra gross profit
£2.35m
at the trade base margin of 28.4%
Net gain
£1.46m
2.63 of gross profit per £1 paid
Flat scheme, 2% on all spend
£-423k
costs £835,511 to win £412k of gross profit
Net gain against the base retro percentage
Booster held at 3%, targets as set above. Current setting marked.
Why it beats a flat scheme
A flat scheme pays the same rate on spend that would have arrived anyway: £835,511 of retro on £41,775,563 of existing trade, against £835,511 here. The rest of the money goes on the families the account buys elsewhere.
What makes the growth happen
Accounts convert 21% of the headroom they are targeted on, and 28% of the booster headroom, where the offer is specific to a family they already buy elsewhere.
Where the risk sits
Everything above the booster is paid on the baseline. If an account wins no new trade, the £835,511 is still paid, which is what the last quarter’s measured scheme is there to keep honest.
Category boosters
Extra retro percentage on the families an account buys elsewhere. Measured from the basket gaps, where spend sits under 60% of the median for an installer of the same size.
Sounders and beacons
£2.73m
headroom across 14 accounts
Buying £172k against a £95k peer median
Access hardware
£1.88m
headroom across 19 accounts
Buying £1k against a £39k peer median
Door entry
£1.20m
headroom across 19 accounts
Buying £879 against a £25k peer median
Cameras
£1.16m
headroom across 7 accounts
Buying £363k against a £99k peer median
Recorders
£454k
headroom across 4 accounts
Buying £185k against a £87k peer median
Detectors
£593k
headroom across 6 accounts
Buying £146k against a £49k peer median
Cabling
£259k
headroom across 10 accounts
Buying £27k against a £15k peer median
Networking
£236k
headroom across 7 accounts
Buying £11k against a £14k peer median
Funding the scheme
Growth in these categories also pushes Long Lever Supply towards its own supplier rebate tiers, so part of the retro is paid for by the tier it releases.
Brand G · CCTV
Will miss the next tier at this run rate · 58 days of the period left
£220,100
released by £11,528,422 more spend
3 retro targets are on this list: Company F, Company O, Company P. Growing their CCTV spend by £3.09m serves both schemes at once.
Brand A · CCTV
On track for the next tier · 44 days of the period left
£144,200
released by £3,740,410 more spend
3 retro targets are on this list: Company F, Company O, Company P. Growing their CCTV spend by £3.09m serves both schemes at once.
Brand H · Fire
Will miss the next tier at this run rate · 38 days of the period left
£62,900
released by £2,404,400 more spend
3 retro targets are on this list: Company Y, Company I, Company P. Growing their Fire spend by £2.58m serves both schemes at once.
Brand D · Intruder
At risk of missing the next tier · 54 days of the period left
£54,600
released by £2,092,252 more spend
3 retro targets are on this list: Company AA, Company S, Company P. Growing their Intruder spend by £3.12m serves both schemes at once.
Brand B · Fire
On track for the next tier · 56 days of the period left
£48,900
released by £1,270,268 more spend
3 retro targets are on this list: Company Y, Company I, Company P. Growing their Fire spend by £2.58m serves both schemes at once.
Did it work last time?
The same scheme run last quarter, measured account by account: those that changed their behaviour against those that did not.
Accounts on the scheme
58
last quarter
Trade in the quarter
£11.50m
against £11.84m before
Extra trade attributable
£590k
-2.85% above their own baseline
Retro paid
£241,581
at 2.1% of the quarter's trade
Retro paid on the baseline
£229,181
94.87% of all retro, on spend that would have happened anyway
Net gain
£-75k
0.69 of gross profit per £1 of retro
Changed their behaviour
18 accounts · +13.89%
£545,986 of trade above their own baseline, on £4.48m of spend. Each of these accounts earned its target rather than collecting the rate.
No change
40 accounts · -11.17%
£147,566 of retro paid here produced no extra trade. The next quarter’s targets for these accounts are set from what they actually did, not from the rate card.
| Account that moved most | Engineers | Baseline | Quarter | Change |
|---|---|---|---|---|
| Company LMidlands | 120 | £339k | £449k | +32.48% |
| Company EYorkshire & North East | 88 | £224k | £298k | +33.3% |
| Company DScotland | 75 | £234k | £294k | +25.24% |
| Company FScotland | 151 | £418k | £457k | +9.25% |
| Company AFEast of England | 119 | £429k | £465k | +8.29% |
| Company GYorkshire & North East | 82 | £191k | £225k | +17.28% |
Estimated spend covers everything an installer of that size buys, reconciled to their trade with Long Lever Supply, so Long Lever Supply's share of the wallet and the headroom left with other suppliers always add up. Booster families are the basket gap records, where spend is under 60% of the median for installers of the same size. The last-quarter figures are measured from the monthly records against each account's own three months before. £113,994,281 of headroom is identified across 60 accounts.