Inactive Customers

Overview

Below is a business-focused explanation of the Inactive Customers report in Dafater.

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Report: Inactive Customers

Module: Selling
Based on: Sales Orders

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What Business Information This Report Provides

The Inactive Customers report highlights customers who have not placed any sales orders within a selected period. It helps the business identify customers who were once active but have stopped purchasing, allowing teams to understand gaps in engagement, revenue leakage, or changes in customer behavior.

This report answers a key business question:
“Which customers are no longer buying from us, and since when?”

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When and Why to Use This Report

You should use this report when you want to: - Identify customers at risk of being lost - Re-engage customers who have stopped ordering - Evaluate the effectiveness of sales and relationship management - Support revenue growth through reactivation campaigns - Clean up or reassess your active customer base

Typical situations include: - Monthly or quarterly sales reviews
- Before planning marketing or customer retention campaigns
- During sales performance evaluations
- When analyzing declining revenue trends

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Key Columns and Their Business Meaning

Although exact columns may vary, the report typically includes:

• Customer Name
  Identifies the customer who has not placed recent orders.

• Customer Group / Segment
  Shows which type of customer is inactive (e.g., retail, wholesale, corporate), helping prioritize efforts.

• Last Sales Order Date
  Indicates the most recent time the customer placed an order.
  This is critical for understanding how long the customer has been inactive.

• Sales Representative
  Shows who is responsible for the customer relationship, supporting accountability and follow-up.

• Territory / Region
  Helps identify geographic areas with declining customer activity.

• Total Historical Sales (if available)
  Indicates the past value of the customer, helping prioritize high-value inactive customers.

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Available Filters and Their Business Purpose

Common filters include:

• Date Range / Inactivity Period
  Define how long a customer must be inactive (e.g., no orders in the last 3, 6, or 12 months).

• Customer Group
  Focus on specific customer segments for targeted analysis.

• Sales Representative
  Review inactivity by sales owner to support performance discussions.

• Territory / Region
  Identify regional trends or underperforming markets.

• Company (if applicable)
  Useful for organizations managing multiple business units.

These filters allow managers to narrow the report to the most relevant customers for action.

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How to Interpret the Results for Business Decisions

• Recently inactive customers
  These customers are easier to win back and should be contacted quickly.

• Long-term inactive customers
  May indicate lost accounts, pricing issues, service problems, or changes in customer needs.

• High-value inactive customers
  Require immediate attention from senior sales or account managers.

• Patterns by region or sales representative
  May point to operational, service, or relationship management issues that need correction.

The report helps move from assumptions to data-driven decisions.

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Common Use Cases and Scenarios

• Sales Follow-Ups
  Assign sales teams to reconnect with inactive customers and understand reasons for disengagement.

• Customer Retention Campaigns
  Design targeted offers, discounts, or outreach campaigns to reactivate customers.

• Sales Performance Reviews
  Evaluate how well customer relationships are being maintained over time.

• Account Cleanup
  Identify customers who may no longer be relevant and update customer strategies accordingly.

• Strategic Planning
  Use inactivity trends to refine pricing, service quality, or product offerings.

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Business Value Summary

The Inactive Customers report in Dafater is a powerful tool for protecting revenue, improving customer retention, and strengthening sales performance. It enables businesses to proactively manage customer relationships instead of reacting after revenue is lost.

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Report Information

• Module: Selling
• Related DocType: Sales Order
• Report Type: Script Report
• Standard: Yes