PSX: A NEW WAY TO LOOK AT WHOLESALE...Sales Xcellerator (PSX)” section. If you are a new PSX user...
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©2016 Toyota Motor Sales, U.S.A., Inc. Dashboard Report Dealership 1 Performance Metrics Cost $165,555 $664,890 Gross $ $36,545 $147,811 GP% 18.1% 18.2% Return $ $28,984 $98,200 Return Rate 12.5% 10.8% Orders 1,199 4,811 Average Order $169 $169 Orders per Day 50 58 Year Over Year Sales Trend Sales by Day of the Week Orders by Day of the Week Col 64.0% Int 0.2% Mec 35.9% Sales Mix by Account Type YTD OEM 2 1.6% OEM 1 66.9% OEM 3 31.5% Top 5 Wholesale Accounts MTD Customer Orders Net Sales Gross IRF 65 11 $12,822 $2,546 IRF 42 30 $10,259 $965 IRF 44 29 $6,111 $1,213 IRF 3402 13 $5,382 $713 IRF 6143 10 $4,923 $695 Top 5 Wholesale Accounts YTD Customer Orders Net Sales Gross IRF 42 125 $34,432 $3,052 IRF 54 76 $26,918 $3,455 IRF 51 141 $20,094 $3,722 IRF 1544 63 $20,025 $2,064 IRF 72 42 $17,728 $2,317 Top 5 Salespeople Name MTD Sales YTD Sales Salesperson 02, 192 $110,546 $428,072 Salesperson 10, 747 $31,497 $132,205 Salesperson 21, 543 $26,064 $110,067 Salesperson 04, 328 $21,027 $87,259 Salesperson 20, 587 $7,683 $25,297 Wholesale Account Profile Summary Type MTD YTD # Accounts 439 864 Collision 147 240 Mechanical 292 624 Mechanical w/in 5 Miles 103 240 Sales vs. Sales Goal Goal 67.4 % vs Month 80.6 % Goal 22.6 % vs Year 23 % Rate your customers! Create PDF or Excel reports! Key Metrics Sales Mix Goals Trends Top Performers BASIC NAVIGATION Prospects—New Business & Follow Up Sales Analysis—Key Metrics & Data Mining Preferences—Lets You Rate Your Customers DASHBOARD: SNAPSHOT OF THE OPERATION 1 2 PSX allows you to be smarter about the wholesale parts business by providing a way to look at customer buying habits and make fact- based decisions. And, with PSX you can create ad-hoc or automated reports to help manage your wholesale business. The PSX program is optional for STAR Elite dealers using ADP or Reynolds and requires separate enrollment. To access PSX, login to your Dealer Portal account using your five- digit Dealer code and password. Click on the “STAR Program” page from the navigation. Then, click on the “Parts Sales Xcellerator (PSX)” section. If you are a new PSX user or have forgotten your password, please contact (303) 683-6105 x1. PSX: A NEW WAY TO LOOK AT WHOLESALE
Transcript of PSX: A NEW WAY TO LOOK AT WHOLESALE...Sales Xcellerator (PSX)” section. If you are a new PSX user...
©2016 Toyota Motor Sales, U.S.A., Inc.
Dashboard ReportDealership 1
Performance Metrics
Metric MTD YTDGoal $300,000 $3,600,000Net Sales $202,100 $812,701Cost $165,555 $664,890Gross $ $36,545 $147,811GP% 18.1% 18.2%Return $ $28,984 $98,200Return Rate 12.5% 10.8%Orders 1,199 4,811Average Order $169 $169Orders per Day 50 58
Year Over Year Sales Trend Sales by Day of the Week Orders by Day of the Week
Col64.0%Int
0.2%
Mec35.9%
Sales Mix by Account Type YTD
OEM 21.6%
OEM 166.9%
OEM 331.5%
Sales Mix by Brand YTD
Top 5 Wholesale Accounts MTD
Customer Orders Net Sales GrossIRF 65 11 $12,822 $2,546IRF 42 30 $10,259 $965IRF 44 29 $6,111 $1,213IRF 3402 13 $5,382 $713IRF 6143 10 $4,923 $695
Top 5 Wholesale Accounts YTD
Customer Orders Net Sales GrossIRF 42 125 $34,432 $3,052IRF 54 76 $26,918 $3,455IRF 51 141 $20,094 $3,722IRF 1544 63 $20,025 $2,064IRF 72 42 $17,728 $2,317
Top 5 Salespeople
Name MTD Sales YTD SalesSalesperson 02, 192 $110,546 $428,072Salesperson 10, 747 $31,497 $132,205Salesperson 21, 543 $26,064 $110,067Salesperson 04, 328 $21,027 $87,259Salesperson 20, 587 $7,683 $25,297
Wholesale Account Profile Summary
Type MTD YTD# Accounts 439 864Collision 147 240Mechanical 292 624Mechanical w/in 5 Miles 103 240
Sales vs. Sales Goal
Goal 67.4 % vs Month 80.6 %
Goal 22.6 % vs Year 23 %
Copyright 2013 - Summit Consulting Int'l, Inc. 303-683-6105 ext. 850 Tuesday, March 26, 2013
Rate your customers!
Create PDF or Excel reports!
Key Metrics
Sales Mix
Goals Trends
Top Performers
BASIC NAVIGATION
Prospects—New Business & Follow Up
Sales Analysis—Key Metrics & Data Mining
Preferences—Lets You Rate Your Customers
DASHBOARD: SNAPSHOT OF THE OPERATION
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PSX allows you to be smarter about the wholesale parts business by providing a way to look at customer buying habits and make fact-based decisions. And, with PSX you can create ad-hoc or automated reports to help manage your wholesale business.
The PSX program is optional for STAR Elite dealers using ADP or Reynolds and requires separate enrollment.
To access PSX, login to your Dealer Portal account using your five-digit Dealer code and password. Click on the “STAR Program” page from the navigation. Then, click on the “Parts Sales Xcellerator (PSX)” section. If you are a new PSX user or have forgotten your password, please contact (303) 683-6105 x1.
PSX: A NEW WAY TO LOOK AT WHOLESALE
©2016 Toyota Motor Sales, U.S.A., Inc.
Find the short list of customers to focus on!
Drill down to specific customer activity!
Date Range
Select Columns
Edit Customer Profile
Review at Parts Level Detail
Segment
Sort & Filter
SLICE AND DICE CUSTOMER ACTIVITY OR BY SEGMENT 3
PSX AS A DATA MINING TOOL
©2016 Toyota Motor Sales, U.S.A., Inc.
Save time by having key reports sent to you!
1) Create reports from list
2) Edit criteria
3) Preview report
4) Select recipient and frequency
Decreased Net Sales Volume | Decrease in Last 30 DaysDealership 1 - Thursday, April 04, 2013
Report Criteria
1. Account Type: All2. Account Rep: All3. Show all accounts that have decreased net sales volume 25%4. In the last 30 days5. As compared to the previous 90 days order volume6. Only show accounts where net sales is at least $1,500 in same period
Latest Invoice: 04/02/2013Look back Date Range: 10/12/2012 - 02/19/2013
Sort Criteria: Decrease % | DescendingResult Count: 12
Report Results
Rating Account # Customer Account Rep Last Order Orders Net Sales GP $ GP % RR * Previous ** Current Decrease %C 14571 Irf 22
122 Main StreetAnytown, US [email protected](888) 555-1212
Account, Rep 1 03/27/2013 11 $1,741 $379 21.8% 6.2% $234.06 $58.00 75.2%
F 33614 Irf 94194 Main StreetAnytown, US [email protected](888) 555-1212
Account, Rep 2 04/02/2013 14 $1,608 $67 4.2% 27.5% $148.50 $53.59 63.9%
C 94538 Irf 149249 Main StreetAnytown, US [email protected](888) 555-1212
Account, Rep 1 04/02/2013 11 $1,872 $371 19.8% 0.0% $121.36 $62.39 48.6%
D 1783 Irf 34134 Main StreetAnytown, US [email protected](888) 555-1212
Account, Rep 2 04/01/2013 8 $1,594 $316 19.8% 33.0% $99.72 $53.11 46.7%
B 57355 Irf 50605160 Main StreetAnytown, US [email protected](888) 555-1212
Account, Rep 2 03/22/2013 16 $2,434 $479 19.7% 0.0% $145.64 $81.11 44.3%
C 6525 Irf 59159 Main StreetAnytown, US [email protected](888) 555-1212
Account, Rep 1 03/28/2013 14 $2,264 $448 19.8% 5.5% $128.75 $75.43 41.4%
B 57628 Irf 109209 Main StreetAnytown, US [email protected](888) 555-1212
Account, Rep 1 04/02/2013 73 $7,247 $1,414 19.5% 9.5% $407.87 $241.55 40.8%
* Avg Sales per day previous 90 days. ** Avg Sales per day in last 30 days
Page 1 of 2 Copyright 2013 - Summit Consulting Int'l, Inc. 303-683-6105 ext. 850 April 04, 2013
Final PDF version
ACCOUNT ACTIVITY REPORTS4
MANAGE YOUR BUSINESS USING AUTOMATED REPORTING
©2016 Toyota Motor Sales, U.S.A., Inc.
Follow-up Report | future contactsDealership 1 - Thursday, April 04, 2013
Report Criteria
1. Account Type: All2. Assigned To: All3. Added by: All4. Follow-up Status: All5. Follow-up Type: All6. Show all accounts that have a follow-up date in the previous 15 days7. And all accounts that have a follow-up date in the next 30 days
Latest Invoice: 04/04/2013Look back Date Range: 03/20/2013 - 05/03/2013
Sort Criteria: | DescendingResult Count: 16
Irf 48 - 54877 | 148 Main Street Anytown, US 12345 | [email protected] | Phone: (888) 555-1212
Date Added Added By Assigned ToFollow-up
TypeFollow-up
DateComplete
Date Note03/20/2013 09:08:58 AM Banks, Terry Account, Rep 1 03/29/2013 Thanks for the business meeting
Irf 21 - 112475 | 121 Main Street Anytown, US 12345 | [email protected] | Phone: (888) 555-1212
Date Added Added By Assigned ToFollow-up
TypeFollow-up
DateComplete
Date Note04/03/2013 03:16:34 PM Delaney, Patrick Account, Rep 1 Email 04/30/2013 check on return04/03/2013 03:15:44 PM Delaney, Patrick Account, Rep 1 Personal
Visit04/03/2013 04/03/2013 rerturns
04/03/2013 02:45:40 PM Delaney, Patrick Account, Rep 1 Telephone 04/30/2013 see if purch increased.
Irf 7 - 113112 | 107 Main Street Anytown, US 12345 | [email protected] | Phone: (888) 555-1212
Date Added Added By Assigned ToFollow-up
TypeFollow-up
DateComplete
Date Note03/27/2013 03:48:28 PM Banks, Terry Account, Rep 1 04/16/2013 Let's revisit this account. They went to the other dealer, but I hear rumors that they aren't happy
Irf 3417 - 123220 | 3517 Main Street Anytown, US 12345 | [email protected] | Phone: (888) 555-1212
Date Added Added By Assigned ToFollow-up
TypeFollow-up
DateComplete
Date Note03/27/2013 02:17:11 PM Delaney, Patrick Account, Rep 1 Personal
Visit04/02/2013 visit info
03/27/2013 02:16:45 PM Delaney, Patrick Account, Rep 1 Email 03/27/2013 03/27/2013 notes about the email
Irf 3916 - 125573 | 4016 Main Street Anytown, US 12345 | [email protected] | Phone: (888) 555-1212
Date Added Added By Assigned ToFollow-up
TypeFollow-up
DateComplete
Date Note03/28/2013 03:50:39 PM Delaney, Patrick Account, Rep 1 Personal
Visit04/02/2013 note
03/29/2013 04:09:04 PM Delaney, Patrick Account, Rep 1 PersonalVisit
04/02/2013 notes about visit
03/26/2013 11:43:08 AM Delaney, Patrick Account, Rep 1 PersonalVisit
03/28/2013 03/26/2013 notes
Page 1 of 2 Copyright 2013 - Summit Consulting Int'l, Inc. 303-683-6105 ext. 850 April 04, 2013
Find and track activity with new customers!
Track communication with existing customers!
1) Identify customer
3) Set up activity and follow up report
4) Use reports to manage clients
2) Set up notes and action items
USING PSX AS A CUSTOMER RELATIONSHIP MANAGEMENT (CRM) TOOL 5
BUSINESS DEVELOPMENT
