Case Study: State Side Sales

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 “dynaMACS uses GoogleMaps to plan efficient routes when we visit multiple customers. We spend less time in the car and more time selling.”

Joe Durbin, President
State Side Sales, Inc.

Client Challenge

State Side Sales Agency was using rudimentary sales and commission software that didn’t provide enough useful information to meet their needs. The agency chose dynaMACS and instantly had a wealth of meaningful data to analyze performance, track trends and operate proactively. As the years passed, the agency became accustomed to having all the sales and commission information they needed at their fingertips. When State Side Sales stopped using dynaMACS and tried to get by with different software, they missed many of dynaMACS’ features.

 




dynaMACS Solution

Joe Durbin, President of State Side Sales, read an article on LinkedIn about dynaMACS’ ability to map routes when visiting multiple customers, and he saw an opportunity to improve his agency’s efficiency. “We were already missing our favorite dynaMACS features. When I saw the GoogleMaps function, I knew it was time to go back to dynaMACS. We now spend less time in the car and more time selling and building relationships.”

While looking at the sales numbers, reps select the customer addresses that they want to visit. A map view of all locations is displayed, along with the most efficient routes and directions between locations. Sales reps can also re-sequence the route if they choose. “We’re increasing efficiency, reducing travel time and maximizing reps’ time.”

The agency also has the ability to select a territory and see performance data for the top 20% of manufacturer/customer relationships (using sales volume). “We use this as a performance indicator and we see trends faster. It’s another level of knowledge that we didn’t have without dynaMACS.”

dynaMACS continually adds new functionality, and the support team is on hand to show State Side Sales tips and tricks for extracting detailed information organized in meaningful ways, with just a few mouse clicks.

Case Study: Mizzen Marketing

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 “dynaMACS is an empowering tool for understanding sales and analyzing trends.”

Lisa Ortega, Operations Manager
Mizzen Marketing

Client Challenge

When it came to tracking sales and commissions, Mizzen Marketing had two primary issues: accuracy and visibility. The agency had used two different tools. With Excel, the agency noticed inaccurate sales numbers, likely due to accidental deletions. Over time, the file grew to a monster of a spreadsheet that was difficult to use and extract data from. Quickbooks provided a more accurate representation of the numbers, but data was only visible in basic reports and was stored on an accounting firm’s system, so Mizzen had to wait for information. Lisa Ortega, Mizzen Marketing’s Operations Manager, knew there must be a better way. “I mentioned to a colleague that I wanted software designed specially for sales agencies. He told me about dynaMACS.”

dynaMACS Solution

From the beginning, it was a smooth transition. “dynaMACS offered the best features minus the headaches. dynaMACS aligned perfectly with how we wanted to track sales and commissions,” Ortega says.

In the audiovisual space, many manufacturers sell products through distribution channels, so Mizzen Marketing must be able to track the distributors’ performance as well as the sales of the customers buying from them. With dynaMACS, the agency creates unique “Manufacturer/ Distributor” codes so they can easily evaluate the manufacturer as a whole or by individual distributor. We can also see the buying trends of the customers – who they buy from and at what volume.”

Because Mizzen Marketing can see trends, the agency is able to be proactive. “It’s insightful on so many levels,” Ortega says. “Everything we need is right at our fingertips.” Even the sales reps in the field have easy access and can pull up data on their laptops before going into a sales meeting.

Ortega calls dynaMACS an “empowering tool for understanding sales and tracking.”

Case Study: David Gooding, Inc.

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 “The accessibility to data we have with dynaMACS is tremendous. It’s extremely user friendly for everyone at the agency.”

Patrick Carroll, Information Systems
David Gooding Inc.

David_Gooding_LogoClient Challenge

David Gooding Inc.’s old software pulled information from a Microsoft database and applied data tables to it, based on computer code the user had to enter. If that sounds complicated, it was. The tedious process was built for programmers. Attempting to run a sales report practically required the user to have a degree in Computer Science. The sales agency was in dire need of a more user friendly software.




David_Gooding_StatisticsdynaMACS Solution

Then David Gooding was introduced to dynaMACS. Patrick Carroll, Gooding’s Information Systems Manager, knew right away that dynaMACS had the ease-of-use the agency was looking for. “The accessibility to data that we have with dynaMACS is tremendous. It is extremely user friendly for everyone.”

“With one mouse click, you can drill down to more information from any screen,” he says. “The ability to get any information you need, instantly and easily, is a big benefit to everyone at the agency.”

Various people at the agency access dynaMACS in different ways. The owner has remote access, and the lead salesperson has dynaMACS Mobile on his laptop. Both have access to up-to-date information on manufacturers, customers and sales reps from anywhere they are – at home, on the road or at the office.

One of Carroll’s favorite features is the ability to email reports directly from dynaMACS Sales IQ. The agency can email reports instantly to manufacturers, customers and salespeople. Selecting the email button creates the email with the report attached in PDF format. dynaMACS pulls up the appropriate customer, manufacturer or sales rep which the report will be sent to – and the user never has to open Outlook – the process is automatic.

“With dynaMACS, we’re well informed about our business,” Carroll says. “During the month, we can quickly see where all manufacturers stand, what groups of product categories are being sold and much more. It’s an invaluable sales tool.”

Case Study: Maschmedt & Associates

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“With dynaMACS cloud, our data is secure, always backed-up and easily accessed from anywhere.”

Jon Edwards, Controller
Maschmedt & Associates

MaschmedtAssociates_LogoClient Challenge

Maschmedt & Associates had been using an Access database for tracking agency sales and commissions. Updating the system required outside resources, using it was time-consuming and it was too old to keep pace with the busy agency’s needs.

Maschmedt needed modern and sophisticated software. Controller Jon Edwards had a list of features that he was looking for: Software designed especially for sales agencies. A way to quickly enter invoices and reconcile manufacturer commission statements. The ability to distribute up-to-date and comprehensive reports to sales reps. A cloud-based system for security and backup. And the software must update automatically.

Maschmedt_Statistics

dynaMACS Solution

When researching solutions, Edwards learned about dynaMACS’ capabilities and scheduled a demo to see the sales agency software in action. dynaMACS checked all the boxes on his list – and had even more functionality and the potential to greatly improve efficiency.

It’s been a smooth journey from the start, when three years’ worth of data was converted and migrated from Access. Since implementation, there’s been a significant impact on operations:

*Sales and commission data is cloud-based, so it’s secure, backed-up and accessible from anywhere

*Software automatically updates

*dynaMACS’ eSi eliminates 98% of manual data entry

*Sales reps have up-to-date sales data for their territory (Previously numbers were two to three months old)

*Information can be sliced and diced in numerous ways

*Maschmedt & Associates can drill down for detailed information on manufacturers, customers and reps 

With powerful ways to analyze sales, pay reps and track commissions, Maschmedt has a 360° view of performance.

Case Study: Kitchin & Sons

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“When traveling, I use dynaMACS daily to look up customer sales, territory sales and more.  It’s extremely convenient.”

Thomas M. Kitchin, President
Kitchin & Sons

Kitchin_LogoClient Challenge

When Kitchin & Sons experienced significant growth due to an acquisition, President Tom Kitchin quickly realized his agency needed better information to manage the growing business, as well as a way to integrate the two agencies’ disparate databases






Kitchin_StatisticsdynaMACS Solution

Kitchin decided it was time to upgrade to dynaMACS, who quickly integrated the two databases.

The agency see sales and commission data in a multitude of ways: sorted by customer, manufacturer or salesperson, and drilling down to more detailed information with one click. With dynaMACS on his laptop, Kitchin has 24/7 access to up-to-date information. “When traveling, I use dynaMACS’ Sales IQ daily to look up customer sales, territory sales and more,” says Kitchin. “It is extremely convenient and keeps me in touch with what’s going on.”

Back at the office, the staff is equally thrilled with dynaMACS. Administrator Joyce Drumm says, “dynaMACS saves time in so many ways. With the SmartView feature, I type in a few letters of a customer name and instantly see all customers who buy from a manufacturer.” Her favorite upgrade: Faster commission reconciliation reports. “It used to take 3 ½ hours to calculate before the report printed. Now, within a minute of hitting print, I have a report – a tremendous time-saver.” From a data entry perspective, Drumm says, “The entry screens are simple, well laid-out, and in a logical sequence.”

As for technical support, Drumm says dynaMACS is helpful, knowledgeable and timely: “It’s nice dealing with a company where you talk to people instead of recordings and touch-tone response systems.”

Case Study: RWA

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“Data entry time takes a fraction of what it used to. Manually entering thousands of lines of data took a week. With dynaMACS we’re done in 15 minutes.”

Mary Elizabeth Faulkner
RWA

RWA_LogoClient Challenge

RWA sales agency was using sales and commission software that had some basic functionality, but wasn’t delivering the level of information the agency needed to analyze performance and uncover ways to grow the business.

The agency was introduced to dynaMACS at a trade show when the President and CEO of RWA, Ron Wallace, as speaking to a colleague from another agency. Talk turned to sales and commission software and the other agency highly recommended the software they used, which was dynaMACS.

RWA_StatisticsdynaMACS Solution

RWA did some research and found dynaMACS to be a powerful sales and commission tool with the ability to analyze sales, pay reps, track commissions and access in-depth reporting.

Mary Elizabeth Faulkner supports the salespeople from the main office and says, “Reps get information that can be shown by manufacturer, distributor and much more. They always know what’s happening in their territory.”

Comprehensive reporting is essential for any agency. “dynaMACS shows meaningful, easy-to-understand reports that provide us vital information,” she says. The agency can sort and filter for more in-depth data and analyze the business in numerous ways.

RWA also reconciles manufacturer commission statements and runs reports to pay the sales reps. With dynaMACS eSi, the agency imports manufacturers’ sales invoices and reports electronically, with minimal manual processes. “Data entry time takes a fraction of what it used to. Entering thousands of lines of data manually took a week. With dynaMACS we’re done in 15 minutes.”

RWA saves time and resources and gains a wealth of knowledge about the agency.