PSX Parts Sales Xcellerator Training Guide - Toyota Parts and Service … · 2019. 4. 1. · PSX...

PSX Parts Sales Xcellerator Training Guide

Updated October 2016

SCI, Inc.

222 West Las Colinas Blvd. Suite 1650 Irving, Texas 75039

303.683.6105 ext. 850

www.sciusa.com

PSX Training & Support 303-683-6105 ext 850

[email protected]

PSX Parts Sales Xcellerator Training Guide 2

Table of Contents

Introduction to PSX ...................................................................................................... 3

Navigating in PSX ........................................................................................................ 4

Understanding the Dashboard ..................................................................................... 7

Using the Active Clients Tab ........................................................................................ 9

Using the Segments Tab ........................................................................................... 20

Managing with Activity Reports .................................................................................. 21

Using the CRM Functions .......................................................................................... 23

General FAQ ............................................................................................................. 29

How Do I…FAQ ......................................................................................................... 31


Introduction to PSX Parts Sales Xcellerator™ (PSX) is a robust, practical sales management solution which analyzes parts invoicing data in real-time. Users can quickly and easily:

Identify trends within wholesale accounts

Pinpoint activity and inactivity

Maintain contact history with accounts

Automatically receive customized alerts regarding account activity

Filter data to find specific data and trends

Rate wholesale accounts

Perform targeted marketing

With PSX, you will be able to make timely and informed decisions, perform proactive business development activities, market more effectively, and retain and grow your wholesale parts business.

PSX consolidates the analysis, account management, customer retention and new business development activities for your wholesale business all in one easy to use application.

What Will PSX do for You?

PSX helps you navigate your way to wholesale growth.

PSX automatically delivers information about your wholesale accounts, sales representatives and overall business on a daily basis.

This information guides your business decisions to maximize sales opportunities.

Why do you Need PSX?

What you do not know is costing you money.

Compiling the information available in PSX with your DMS is too time consuming and often not possible.

PSX does the research for you, freeing you to focus your time and attention on capturing the opportunities available to you.

How does PSX Help You?

PSX clearly identifies your sales opportunities.

PSX allows you to easily manage sales activities.

PSX gives you the ability to actively promote your business through targeted marketing.


Navigating in PSX

Once you login, PSX will display the ‘Dashboard’ shown below. From this screen, you can navigate to the three main components of PSX.

Components

The following main components are available in PSX.

Prospects Component

The Prospects Component allows you to manage a list of your prospects and manage them by your own status types. This can be a combination of accounts that have never purchased from you, or accounts that have become ‘inactive’ and no longer are purchasing from your dealership.

Accounts can be manually added or imported in bulk.

Sales Analysis Component

This dynamic component allows you to summarize, segment, and analyze your wholesale invoice data.

Configure automatic reports that will email you specific account information when you want it.

Preferences Component

The Preferences Component allows you to setup the environment in a customized fashion. Preferences are used in each area of PSX.


Stats Bar

The Stats Bar is always displayed in the upper right corner. It provides you with the Current Month’s performance metrics. Goals can be set in the Preferences section.

The Progress Bar at the bottom shows you what percent of the month has elapsed (vertical line) compared to your Sales to Date. If the fill (shown in red) is equal or past the vertical line, it will turn green and your sales are tracking favorably versus your goal.

Label Footers

There are label footers always displayed at the bottom left and right corners. The left footer contain useful links providing our support contact information such as phone number and email. You can also find downloadable training guides and short training videos. Next to those will display a date showing the latest invoice data date for your PSX. The right footer displays the user login name along with the name of the store.


Application Icons

The following icons are used throughout PSX.

Set Date Range

Click the calendar icons to open a calendar and select a date range.

PDF Report for Printing

Click to create and print your data as a PDF Report.

Refresh Data

It is essential to click the Refresh Data icon to update your screen after you have made any changes.

Hide Data Rows

Hold your cursor on the lines.

Drag up to see fewer rows.

Drag down to see more rows.

Save to CSV File

Click the Save to CSV File icon to save your screen as an Excel file.

Add New Note

Make notes about a customer or prospect. Only available on CRM Activity tabs.

Manage Column Layout

Click the down arrow to select the columns available for viewing. Check the columns you want to see on the screen. Click Close.

Add New Follow-up

Record the type follow-up that was used for the client and the follow-up date.

Only available on CRM Activity tabs.

Save Column Layout

Click Save Column Layout to save the changes to your column layout.

Edit Activity

Make changes to client notes. Only available on CRM Activity tabs.

Filter Data

Use the filter to select the data you want to see in each column.

Delete Selected Activity

Delete notes or follow-ups. Only available on CRM Activity tabs.

Reset Column Filters

Select Reset Column Filters to view all data again.

Re-Size Columns

Place your cursor on the line at the right side of the column. Move right or left to increase or decrease the column’s width.


Understanding the Dashboard

The Dashboard is a summary report that allows you to get a clear view of your department’s key metrics. Shown below, the Dashboard gathers critical information from your parts invoice data to keep you informed about the following key areas:

MTD and YTD Performance Metrics

o Sales Goal

o Net Sales

o Cost of Sales

o Gross Profit Dollars

o Gross Profit Percent

o Return Dollars

o Return Rate

o Number of Orders

o Average Sales per Order

o Average Orders per Day

MTD and YTD Progress towards Goal

Year over Year Sales Trends

Sales Mix by Account Type

Sales Mix by Brand

Top 5 Wholesale Account Summary

Top 5 Salesperson Summary

Wholesale Account Sales Summary

Sales and Orders by Day of the Week


Practical Uses for the Dashboard

Receive the Report via Email

Get a daily, weekly or monthly update of your department’s performance in your in box. Stay up to date on key information.

Allows you to manage the business by putting relevant information into your inbox when you need it.

Provide Overview Data to Dealer or

GM

Keep your Dealer and GM informed about the key performance metrics within your wholesale department.

If you forgot to email or provide this Dashboard report before the new month, you can always go back to previous months click the refresh button.


Using the Active Clients Tab

The Active Clients tab contains all the individual wholesale accounts data. This allows you to research account performance in many different ways. It is important to understand the key functions available to you on the Active Clients tab (shown below).

Once on the Active Clients tab, you can use the powerful Filtering and Sorting tools, or simply select an account on the screen.


Practical Uses for the Active Clients Component

Evaluating

Grid Reports allow you to evaluate accounts based on any criteria in PSX. Examples include:

Identifying your impact with mechanical accounts close to your dealership (example shown above).

Identifying accounts that meet specific performance criteria such as:

o Sales volume

o Return Rates

o Account Types

Segmenting your business by Account Type

Customer Relations Management

Detailed account activity and performance can be used to identify what needs to be said, and to track our conversations with the customer.

Utilizing ratings to more effectively manage accounts – improving their performance in key areas.

Implement a shipping option for accounts that don’t meet minimum purchase levels or present a delivery challenge.

Marketing

Grid Reports provide you with a robust data mining utility to identify wholesale accounts that you can market to effectively. Examples include:

Marketing to accounts that meeting specific criteria via direct mail (show the address fields before exporting).

Thank you notes to accounts meeting a certain account rating.

Managing discount levels offered to accounts based on net sales.

Creating mailing lists.

Target geographic areas where opportunities exist.


Filtering and Sorting Data

PSX allows you to find and select a specific wholesale account by using the filtering and sorting capabilities. Let’s say that you want to find the highest volume mechanical wholesale accounts located within 5 miles of your dealership for a specific date range:

Select the From and To dates on the tool bar. PSX defaults to display the current month to date data.

Simply click the calendar icon and select a new starting and ending date if desired.

Click the Refresh icon once the start and end date have been entered.

Click the Net Sales column heading to sort descending (note the down arrow highlighted in the green box).

If the ‘Type’ field is not visible on your screen, click the Field Chooser icon and select the ‘Type’ field from the list.

Optional: You can click the Save Layout icon to store your field

choices for the next time you login.

Click the filter Icon located on the ‘Type’ field (note the icon highlighted in the green box).

PSX will display all the available types in your data set.

Click the check box next to the Mechanical type.

PSX immediately displays the filtered results on your screen.

Click the filter Icon located on the ‘Distance’ field (note the icon highlighted in the green box).

Select the To range to 5.

PSX immediately displays the filtered results on your screen.

By completing these steps, you have sorted and filtered your wholesale accounts in a matter of seconds. You can now do one of the following:

Print a ‘Grid’ report of all the accounts that meet your filtered criteria.

Select a specific account to analyze the account performance in more detail.


Printing and Exporting Grid Reports

A Grid Report is a collection of data displayed on your screen after you have sorted and/or filtered data. Grid Reports are available on many screens within PSX. Anytime you have data displayed on the screen, PSX allows you to create a PDF or an Excel (CSV) file.

Click the PDF Report icon to create a printable Grid Report

(sample shown below).

Click the Save to CSV icon to create an exported file of all the fields currently displayed on your screen. This can be used in Excel or other applications.

The sample PDF report below shows the information provided for the Active Clients tab. All the key profile and performance data is shown for each wholesale account.


Selecting an Account

Once you have filtered and sorted your accounts, you can select a specific account to work with. Simply click anywhere on the row of the account that you want to work with.

This will allow you to access the following functions within PSX for that account:

Account Profile

Account Performance

Order History

CRM

You can select the area you wish to work with by using the following tool bar:

Understanding the Account Profile

The Account Profile contains three sections of account information.

The left section contains the main account data which is collected directly from what is collected on the Parts Invoice.

The center section allows you to record specific information regarding each account that you are working with (such as goals and shop size).

o The Distance field is automatically calculated based on your address and the address on the invoice.

The third section on the right allows you to segment the accounts by Type and Sub Type, if the location is within your Primary Market Area and the Outside Sales Rep assigned to the account.

o PSX automatically sets new accounts to the ‘Collision’ type when the keywords collision, body, or paint are in the account name. All others are set to ‘Mechanical’ type. Additional types can be added by our Support team for you.

o The ‘Show as Prospect’ option allows you to display a specific account in the Prospects component. This is typically done when an account has become dormant. While marking a prospect, you can also select the ‘Prospect Status’ and ‘Brand’, if applicable.

o You can set the Outside Sales Representative in the ‘Account Rep’ field. Choices available in this selector are maintained in the Preferences Component.


Understanding Account Ratings

PSX allows you to rate your accounts automatically. Each Account Type has its own rating system. In the Preferences Component, you can manage how your ratings are calculated. The screen below displays the options available to you for setting up your ratings.

Select the type of rating that will be modified.

Select the how many days the ratings will use by setting the ‘lookback time frame’.

Enable the criteria that you wish to use in the rating.

Set the weight and segments to be used for the ratings.

Click Save.

Click Recalculate Settings to apply the new rating criteria.

PSX allows you to view the overall rating, and the rating for each individual measure in the Active Clients tab. Refer to the Filtering and Sorting section for more information about viewing the Ratings fields.

On the Account Profile, PSX displays the following summary of the Account Ratings. This information is printed on the Account Performance Report.

A: These customers are the ones who are the core of your business. They are the ones who work with the dealership on a daily basis. Objective: maintain and strengthen these relationships.

B & C: These customers represent the greatest opportunity for growth. Objective: grow them to the next level.


D & F: These are the customers who may be costing you money based on low volume/gross profit, high returns or costs of delivery. Objective: work to improve account standing, market in their area more aggressively, or consider shipping parts to location.


Reviewing Account Performance

On the Performance tab, you can review key account performance metrics. The buttons on the left allow you to quickly switch between common time segments. The metrics shown on the right update based on the selection you have made.

Click the PDF Report icon to create a printable Account

Performance Report.

Use the chart selector to choose which year over year trend

chart is displayed (sample shown above).


Reviewing Order History

PSX provides you the ability to review individual orders and the parts on each order from the Order History tab. When the Order History tab is selected, the following screen appears.

Within the Order History, you can sort on the right by Invoice, OEM, or Salesperson.

You can filter and sort individual orders by using the column headings and clicking the filter icons.

To export the list of invoices, click the Export to CSV icon. This

will allow you to edit the information in Excel.

To evaluate the parts on a specific invoice, select the invoice from the list.

Click the Parts button.

The following screen will display. This Parts Detail screen allows you to see the individual parts data from the invoice.


To export the list of parts, click the Export to CSV icon. This will

allow you to edit the information in Excel.


Removing or Hiding Unwanted Accounts

PSX allows you to manage your account list so that you can either remove them totally from PSX or hide them from the Activity Reports and Dashboard. This feature is used by dealerships that want to suppress adjustment accounts, damage parts accounts and other accounts that are not active wholesale accounts.

Using this feature is straightforward. Simply navigate to the Preferences section and click the Account Manager tab. The following screen appears.

To completely remove an account click the ‘Remove Acct’ option. This will remove the account from the Active Clients tab, all reports and all performance metrics.

To Hide an account from appearing on the Dashboard and Activity reports, click the ‘Hide on Reports’ option.

PSX has a customer setting used mostly for Reynolds DMS stores when customer accounts beginning with the letter “I” are included as wholesale customers. These “I” accounts typically are related to inventory accounts and need to be excluded from PSX. For that reason, the Customers section of the General Settings in Preferences allows you to exclude any future “I” accounts from pulling into your wholesale customer list in PSX. Place a checkmark and save.


Using the Segments Tab

The Segments tab allows you to analyze your wholesale business in many different ways to manage your business more effectively. Some of the ways you can segment your business include:

Account Rep – the person assigned to manage the wholesale account.

Salesperson – the salesperson on the actual parts invoice.

Type – the account type (mechanical, collision, etc…).

OEM – the manufacturer nameplate.

Payment Type – grouping sales by the invoice payment type.

Ship Via – the method of delivery or delivery zone on the actual parts invoice.

Zip Code – the postal zip code on the actual parts invoice.

In the sample below, the sales data is segmented by Zip Code. You can see that PSX gives you critical metrics regarding how each zip code contributes to the total department performance. In the Profile tab below, you can create and save your own territories by grouping zip codes.


Managing with Activity Reports

Activity Reports allow you to set automatic reminders about the information you think is most valuable to run your operation effectively. Refer to the Report Descriptions section to obtain detailed information about the Activity Reports that are available to you.

What Reports Should I Subscribe to?

The following set of standard reports are recommended for dealership personnel to utilize on a regular basis. The PSX support team will assist you in getting the right reports setup for your operation.

Parts Manager

Dashboard Report

Salesperson / Account Rep Group Report

Highest Volume Accounts

Accounts Not Ordering within ‘x’ Days

Accounts with a Decreased Sales Volume of ‘x’%

Outside Sales Representative

Accounts Not Ordering within ‘x’ Days

Accounts with a Decreased Sales Volume of ‘x’%

CRM Follow-up Report

New Account Activity Report

Dealer / GM / FOD Dashboard Report


Setting Up and Subscribing to Activity Reports

Creating the Activity Reports is a quick and easy process. Refer to the Report Descriptions section to obtain detailed information about the Activity Reports that are available to you.

To setup a new or modify an existing Activity Report, navigate to the Sales Analysis component and select the Activity Reports tab.

PSX displays the Activity Reports management screen. The left side contains the toolset to add, modify and delete your activity reports.

Select the report type.

Select the Report Name you wish to edit. Decreased Net Sales Volume in Last 30 Days:

Once selected, PSX will display the Edit Criteria screen shown below. Set the preferences you wish to use. Click the ‘Data View’ button to see the results:


Using the CRM Functions

PSX gives you the ability to store notes and follow-up events for each wholesale account. Once this information is entered, PSX will send reminders to your Outside Sales Reps (refer to the CRM Activity Reports section). The CRM Functions appear in three areas of PSX:

Prospects Component

Active Clients Component (CRM Activity tab)

CRM Activity Reports

CRM Activity Tab

Clicking the CRM Activity tab on the Prospects or Active Clients components work the same way. When clicked, the CRM Activity tab will display a list of notes and follow-up events that have been entered for the account that you have selected. The chart below describes the functionality of each item on the CRM Activity tab.

Click the Add New Note icon to add a comment for the selected

account.

Click the Add New Follow-Up to add a customer follow-up request.

This allows you to select the Outside Sales Rep, Type of Follow-up to be completed, and Date of Follow-up.

Both the Account Rep and Follow-up Types selectors are managed in the Preferences Component under the ‘General’ section.

Saving this Follow-up will allow you to add the item to the CRM Activity Report for the selected Account Rep.


Click the Edit Activity icon to re-open the Customer Follow-Up request.

Add any notes or comments and click ‘Completed’ to remove the item from the CRM Activity Report.

Click the Delete Selected Activity icon to remove either a note or

follow-up.

The goal of customer retention with wholesale customers is to create a bond, where the independent business realizes that it hurts their business not to be associated with the dealership. Building a relationship helps move the shop from a parts supplier to a partner in success for both parties. Using the CRM aspect of PSX, the dealer is able to identify who, when and why shops should be reached out to, and then provide a way to capture those activities. The discussions are then available to keep track of the relationship with the customers, regardless of who reviews the information.

Dealers typically provide two levels of service for their wholesale customers:

Parts Supplier

Business Partner


Parts Supplier

For new customers, providing a high level of service as a parts supplier may be the key selling point.

Dealer is seen as the source of genuine parts. At this level, expectations of the shop are to provide the right parts, at the right time at a competitive price. Dealer must provide:

Competitive Price and inventory of requested parts

People who are easy to reach using the method that shop prefers (phone, fax, online)

Availability of knowledgeable people who: ensure complete orders (related parts), provide technical information and leverage all resources from manufacturer

High level of service to deliver parts in timely manner

Ways to enhance the customer relationship:

Before reaching out to the customer, create a clear message that includes the things that set you apart from other dealers or parts suppliers who service your market area.

o Email database for customers (creates report)

o OE Connection, APB, Ops Track, other programs

o Marketing plan, can send mass email communication. Let the customer know you will be sending out emails, ask them if it’s okay. you don’t want to upset a customer that hates “junk mail”

o Gifts, food and appreciation for business

o Recognition for achievement.

o Fliers, cards, regular communication


Business Partner

For existing customers, the ability to add value to the relationship is what will keep the orders coming.

Dealer is a friend and partner to the business, and provides insight that helps the business. At this level, the shop relies on the dealer for not only parts, but also updated information, tools to help their business, friendship and support.

Ways to enhance relationship as business partner.

The third quadrant is where the dealer becomes a consultant to the shop. This is an art which will create a different level of relationship with the IRF.

Assist others in finding vision. Does the solution you are providing meet the problem that the client is facing (deals not put into estimating system, business model).

Understanding the client- listen before speaking. Knowing how to determine real needs in spite of time constraints.

Removing assumptions and getting to the facts (process, objectives, deliverables, profitability). Not everyone wants or needs the same things.

Knowledge and experience toward business needs. Cumulative effect of cross pollinating ideas and developing solution.

Think differently about the business. Sewell example: part not obsolete until 18 month no sale. He wants to make sure parts are there for the customer for life.

Gather, assimilate, interpret and transfer information. Sharing of best practices and applying them to new situations.

Know the information and be able to use it.

Consulting is a cumulative approach to knowledge. Building on conversation, observation, questions, introduction of new information.

Working together toward mutual objectives.

Target the value added approach so that “If they get rid of me, it will cause them harm”.

CRM Activity Reports

You can subscribe to the CRM Activity Reports to receive a regular list of accounts that you have follow-ups scheduled to complete. Refer to ‘Setting Up and Subscribing to Activity Reports’ for detailed instructions.

Using the CRM Activity reports will allow you to manage your outside sales activities more effectively. Be sure to review the features of these reports on the Activity Reports section of the Sales Analysis component.


Prospects Component

The Prospects Component allows you to manage a list of your prospects and manage them by your own status types. This can be a combination of accounts that have never purchased from you, or accounts that have become ‘inactive’ and no longer are purchasing from your dealership. Accounts can be manually added or imported in bulk.

The Prospects Component utilizes a Data Grid that functions in the same way as the Active Clients Component. You can edit and manage data with the same features.

The Prospects Component includes an Account Profile tab and a CRM Activity tab. The Account Profile tab allows you to enter the details regarding the prospect and manage the Prospect Status.

Prospect Status Types are maintained in the Preferences Component. Those Prospect Status Types can then be assigned and filtered.


Sources for Finding Prospects

The following list of sources will give you some insight into where you can obtain prospect lists.

TPAS Customer List

STAR Elite Market Analysis

Babcox Magazines

o Specialty subscription lists for auto shops

o Primarily for mailing lists

Dun & Bradstreet

o Offers mailing lists and access to credit information

o Can be pricey

InfoUSA Databases

o Fairly low-cost alternative

o Can provide additional info for selected records (e.g., sales and credit info)

Melissa Data

o Similar to infoUSA

o Online search is free

o Credit and other info available on a fee basis

R.L. Polk

o Traditional source of automotive registration data

o Offers market intelligence tailored to wholesale automotive parts

Snap-On Tools Driver

o Can be a good source for new shops

o Consider offering a “spiff” for information on new shops opening

Search Engines

o Search by Zip or location name, or ‘near’ your dealership address

o Provides locations and basic information


General FAQ

The following questions and answers address general information regarding the PSX system.

How often is the data transmitted?

The data is collected from your DMS every night based on the schedule agreed upon with your IT Department. You can see how current your invoice data is by looking at the latest date displayed on the Active Clients tab.

Can we use PSX to track all our business (We have other lines)?

PSX can track and segment parts sales by OEM (Brand). There is an additional charge for collecting data from separate accounts in the DMS. Contact PSX Support for more information.

What if the address and distance are wrong on the account?

Each account can be edited and updated on the Profile tab in the Active Clients section. Highlight the specific account, select the Profile tab, then correct the information.

What does the “Type” feature do?

The Type serves two purposes:

It allows the dealer to segment sales by the Account Type (mechanical, collision, etc…)

Each type has its own rating criteria.

How do you select a specific city to focus on?

City (as well as any other criteria) is an attribute that can be filtered on the Active Clients tab.

Click the Filter icon on the column heading and type in the city that you want to filter by.

Which report types can be exported to a PDF file?

All reports, including the Dashboard, Data Grid, Account Performance, and Activity Reports.

We have many dormant customers. How can I create a prospect report for customers that have not purchased in some time?

You can filter by last order date on the Active Clients tab to find the dormant accounts. On the Account Profile tab, you can select ‘Show as Prospect’ to track the account in the Prospect component.


How will PSX track the conquest programs where the gross profit may be better than what is shown in the DMS (Ops Trax, APB, OE Connect, etc…)?

Set up a sub type for these accounts and you can view them separately. Contact PSX Support for assistance.

How do you compare the number of lines on tickets, average transaction amount, or quantity?

These items can be filtered on the Active Clients tab. Use the Field Chooser to show the appropriate field. For more detailed information, highlight the account and view the Performance and Order History tabs.

How do I categorize customers who do both collision and mechanical?

Select which one is the highest volume.

How can I manage customers who make a lot of returns?

Run the Activity Report – Return Rate Above to find high-return customers. You can also filter on the Active Clients tab by Return $ or Return Rate.

I accept three payment methods—cash, credit card, and in-house. Will PSX let me view all of them?

The Payment field is found at the invoice level. Go to the Active Clients tab, then select the Order History for a specific client.

To view a roll up on Payment Type, go to the Segments tab and select Payment Type.

Will PSX run on Apple products?

The PSX system is built with Adobe flash. The Apple browser, Safari, uses a proprietary plugin to display Adobe Flash movies. This plugin is not compatible with the Adobe compiler used to create PSX.

Some customers are listed several times in the system. Is there a way to aggregate those customers?

The data in PSX is based on the Invoice data in your DMS. You can check the customer’s order history and see which account number is being used the most frequently and begin to utilize that account when invoicing the customer.


How Do I…FAQ

Below are some frequently asked questions about Parts Sales Xcellerator (PSX). They are designed to provide concise answers to specific questions. Please refer to your PSX User Manual for detailed information about PSX features and functions.

Add a User

Preferences > User Tab

Select New.

Enter name & Email.

Select Access Level.

Save

Login instructions will be emailed to the new user.

Edit or Delete a User

Preferences > User Tab

Highlight user to be edited.

Make change or Select Delete.

Save

Set Ratings

Preferences > Ratings Tab

Select the time frame PSX will use to calculate ratings.

Enter data for each desired criterion.

Select Recalculate Ratings.

Save


Add Report Recipients

Preferences > Recipients Tab

Select New.

Enter Name, Title, Email.

Save

Edit or Delete a Report Recipient


Highlight the recipient.

Make the change or select Delete.

Save or OK

Add a Group Report Recipient


Select the ‘Groups’ tab

Enter a Group name

Enter individual emails to be added to group, separated with a comma.

Save


Create Account Reps

Preferences > General Tab

Select Account Reps.

Enter name of Account Rep

Save

If an account rep is no longer with company, it is best to edit this information with the new Account Rep. Do not delete the Account Rep. Otherwise, you would have to reassign all accounts to new rep.

Create Alerts


Select Alerts.

Enable the checkbox.

Enter the number of days since the last order.

Save

Create Follow-up Type


Select CRM Follow-up Types.

Select New.

Enter the type in the field.

Save

Edit or Delete Follow-Up Type

Select CRM Follow-up Types.

Highlight which type to change.

Make change or select Delete.

Save or OK


Create a Monthly Sales Goal


Select Monthly Sales Goal.

Enter amount.

Save

Create a Prospect Status Type

Preferences > General

Select Prospect Status Type.

Click New.

Enter the status type.

Save

Create a Prospect Brand

Preferences > General

Select Prospect Brand.

Click New.

Enter the prospect brand.

Save

View Invoices

Sales Analysis > Active Clients Tab

Highlight the customer.

Select Order History.


Enter Customer Contact Notes

Sales Analysis > Active Clients Tab

Highlight the customer.

Select the CRM Activity Tab.

Select the Note Icon .

Enter your notes.

Save

View or Edit Activity Reports

Sales Analysis > Account Activity Tab

Select the desired report from the list on the left.

Select Edit Criteria to set or change the report parameters. * Select any or all OEM’s, if necessary.

Select Data View to view the report.

Select Report Recipients to schedule report.

Create a Prospect Profile

Prospects > Profile Tab

Select New.

Enter data in the available fields.

Save.

When you assign an account number to a prospect and the first order is placed, the system moves the profile from Prospects to Active Clients.


Add a Note to a Prospect’s Profile

Prospects > CRM Activity

Highlight the prospect.

Select CRM Activity.

Select the Add New Note icon

Enter your note.

Save

Add an Existing Customer to the Prospects Page

Sales Analysis > Active Clients

Highlight the client you wish to add to the prospects page.

Select Profile.

Check the Set as Prospect box.

Save

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