Gross Sales USD
Every client's product revenue in one currency, so shops that don't share one can be ranked.
What it means
Gross Sales USD is item price multiplied by quantity across every order line, converted to US dollars. It's the same measure as Gross SalesGross SalesRevenue before discounts; compare with Product Revenue for markdown cost. — product revenue before product-level discounts, and before shipping, tax and refunds touch it — restated in one currency so a euro client and a pound client sit in one sortable column. The Agency Clients table also carries each shop's own-currency figure and a Currency column beside it.
Show the math
Formula and a worked example
Item Sale Price is the price on the product line and Quantity is the units on it. Every line on every order in the period is added up, then the total is converted.
The conversion uses the latest stored exchange rate — one rate for the whole table, not the rate that applied on the day each order was placed.
Worked example. A Berlin client sells 1,200 units at €35 and 560 at €55, so Gross Sales is (1,200 × 35) + (560 × 55) = €72,800. At a stored rate of 1.10 dollars to the euro, Gross Sales USD = 72,800 × 1.10 = $80,080. A second client billing in dollars did $64,000. In one currency the ranking is obvious; in two it was a guess.
Because the rate is the latest one, last quarter gets restated every time rates move. A 4% shift in the euro moves that Berlin client's whole history by 4% without a single order changing.
It answers the question
Which client is genuinely the biggest, once currency stops flattering the ones trading in strong money? And how much of that size is list price rather than what they collected?
Why it matters
A portfolio in mixed currencies can't be ranked at all without this column — you end up comparing 72,800 of one thing to 64,000 of another and calling it close. This is the only figure on the table that puts every client on the same scale before you decide where your team's hours go.
It's also the pre-discount figure, which is what makes the row beside it readable. The table sorts by Total Sales USD by default. Sort it, then look across at Gross Sales USD and % Discounts: the client whose gap between the two is widest is running your portfolio's revenue at your portfolio's thinnest prices.
What good looks like
There's no target — this is a euro-scale total in dollars, so it grows with the size of the client and the size of your book. Judge each row against its own trend, and against the same client's own-currency Gross Sales column sitting a few columns to the right. If the USD figure fell while the local one rose, the exchange rate moved and the client didn't. That comparison takes two seconds and prevents most of the wrong conversations this table can start.
How to improve it
| Lever | What you do | Expect | How long | Watch out for |
|---|---|---|---|---|
| Fast Work the top three rows, not the list | Sort by Gross Sales USD and put your week into the clients carrying the portfolio | Movement where it shows up in the total | 1–2 weeks | The small clients get less attention and churn quietly, and each month the portfolio depends more heavily on the three shops at the top. |
| Fast Lead with the larger variant on your biggest client | Preselect the bigger size or the multipack on the product page instead of the cheapest option | Line price up 5–15% | 1–2 weeks | A bigger first purchase stretches the gap before the next one, so that client's repeat orders thin out a quarter later even though this month looks better. |
| Slow Fix the stockouts on each client's top lines | Set reorder points from unit velocity on the products generating the most Gross Sales USD | The units you were losing come back | 1 quarter | Deeper cover ties up the client's cash and raises end-of-season markdown risk, so some of the recovered revenue leaves again as discounts later. |
| Slow Take on clients in a currency you already report in | Weight new business toward markets whose currency matches your reporting one | Less of the column moves with the exchange rate | 1–2 quarters | You're narrowing your market for an accounting convenience, and turning down good shops because of where they bill. |
Every lever costs something somewhere. The last column is the one to read twice.
Read it with
The dollar total says how big a client is. Next to the order count, it says whether size came from more customers or dearer baskets.
Growing on both sides
More customers at prices that held. This is the shape that survives into profit, and it's the one worth copying across the book.
Fewer, bigger baskets
Revenue rose on fewer orders — a price rise, a mix shift, or the exchange rate. Only one of those three is the client's doing.
Cheaper baskets
More orders, less revenue. Usually discount-led volume, which builds a customer base and thins the margin paying for it.
The client is shrinking
Both halves down. Nothing about currency explains this shape, so the cause is in the shop — stock, traffic or a competitor.
One is the catalogue at list price, the other is after discounts and refunds come off and shipping and tax go on. The gap between them is what each client gave away to sell. A client whose gap widens month on month is buying its own growth, and neither column shows that alone.
Divide one by the other and you have that client's average order value before discounts, in dollars, comparable across the whole book. Read it against the AOV USD column on the same row — that one has discounts taken off — and the gap is what the client gave away per order. It's the fastest way to spot the shop whose revenue is holding up purely because it raised prices into falling demand.
Common misreads
Both are pre-discount. A heavily discounting client can lead this column and land below the other one on Total Sales USD, which is what the table sorts by for exactly that reason.
It will have. The conversion uses the latest stored exchange rate, so every past period is restated whenever rates move. When you need a figure that stays still, quote the client's own-currency Gross Sales instead.
Nothing has come off it and nothing has been added — no discounts, no refunds, no shipping, no tax. It's what the catalogue sold for at its own prices, converted.
Also called
Gross sales in dollars · line item revenue (USD) · pre-discount revenue, converted
See yoursEvery client's Gross Sales USD in one column, beside orders, discount share and the same figure in their own currency.
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