 Hi, I'm Tom Stewart with Cleaning Business Today. One number that you're going to track in your business is active clients by month. If your production management software doesn't give you that number easily, one way that you can get it is through your accounting software. Most accounting packages will allow you to export reports into Excel. What we're looking at here is the sales summary report by month out of QuickBooks. You can see I've got months across the top and I've got clients going down the left-hand side. Most sales have zeros in them, which means that particular client for that particular month did not get billed. They weren't active. So what I want to do is in each column count the number of sales that have some number in them. So I will go down to the bottom of the report and you can see it adds up the total dollar amount here. This was the formula that was exported out of QuickBooks, but it doesn't count the number of sales that have a number in them. I could do that by hand, but there's an easier way. Excel gives us a formula to do that. I will go up here to formulas and say insert formulas and there's a formula called count if. In order to make this work, it asks for a range, so I will highlight the range in this column. So I'll go all the way up to the top and I'm going to give it criteria. In this case, I want it to count the sales that have a value greater than zero. If I do that, it counts 40. While I'm at it, I might as well go ahead and see what the average revenue per client per month is. So I'll take the revenue number divided by clients. In this case, it comes out to be 102. So I'll drag that all the way across now and you can see that I get active clients for that given month in the revenue per client for that month. Obviously these are numbers that we want to manage and we want to drive each one of those up from month to month. So this is a good number to track and an easy way to get it is out of your accounting package. You can export it into a spreadsheet just as we've seen here. Hope you find this tip useful. Thank you for watching Cleaning Business Today.