Case Study: Singer Carpet Corp.

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 “dynaMACS makes my life easier. I always know
how the business is performing year-over-year.”

Mark Singer, President
Singer Carpet Corporation

Singer_Carpet_LogoClient Challenge

When Singer Carpet Corp. was founded in the late ‘70s, the concept of sales agency software was foreign to most sales agencies. They made due with paper records and rudimentary reports. Singer knew there must be a better way.

Singer_Carpet_StatisticsdynaMACS Solution

When Mark Singer, President of Singer Carpet, learned of a software solution built specifically for manufacturers’ sales agencies, he knew he wanted in and became an early adopter.

Today as a user of dynaMACS, he has a tool for analyzing agency sales, tracking commissions and paying reps. Whereas in the past the only data available was stacks of paper commission statements, today the agency has easily accessible, organized information that can be sorted and filtered for detailed information. With valuable insight into how the agency is performing, Singer says he is able to see the business in ways that without sophisticated software simply weren’t possible.

“dynaMACS makes my life easier. I always know how the business is performing year-over-year,” Singer explains.

To know exactly how the business is doing compared to previous years, Singer can select data for any point in time and view sales history for up to five years. He can view sales by customer – or with a few mouse clicks, track commissions by customer, manufacturer or sales rep. If he has a question on anything, he clicks to get more details. “dynaMACS gives me the information I need for my business, so I know where I stand company-wise and customer-wise.”

Singer sometimes brings reports with him when he visits customers, so he can share real numbers that enable him to have strategic and productive discussions with customers.

Case Study: Sharp Incentives

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“You don’t have to be a software developer to understand how it works. dynaMACS does the work and I get the information I need quickly, without hassles.”

Tasha Sharp, President
Sharp Incentives

Sharp_Incentives_LogoClient Challenge

Sharp Incentives’ previous sales agency software was difficult to use and required great effort to understand how to navigate to the data the agency was looking for. Sharp Incentives President Tasha Sharp says, “It wasn’t intuitive. I had to spend time figuring out how to get to the information I needed, which was time-consuming.” Sharp wanted easy, fast and accurate software.

Sharp_Incentives_StatisticsdynaMACS Solution

When she saw dynaMACS’ user friendly interface and the ease with which she could quickly see customer, manufacturer and rep data, Sharp happily made the switch.

“You don’t have to be a software developer to understand how it works. dynaMACS does the work and I get the information I need quickly, without hassles.”

With dynaMACS, Sharp Incentives gains valuable insight into the business. “It’s robust,” she says. “You can instantly view data the way you want it.” Sharp is reaping the benefits of having complete sales and commission information at her disposal. “I’ve learned so much about my business.

Sometimes, what dynaMACS uncovers is surprising. “You might think a particular customer is your most lucrative based on sales. But actually, their commission rate is lower than another customer who buys less but at a higher average commission rate, and they turn out to be your best customer. It’s an eye-opener.” Sharp gets reports on agency commissions, broken down by sales rep, manufacturer and customer commissions..

To make accessing data even easier, Sharp uses dynaMACS on the cloud. Information is always the most recent available and it is accessible anytime, from anywhere on any device: tablet, smartphone or laptop. She’s not tied to the office when she needs information.

Case Study: E.H. & Associates

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 “dynaMACS is designed specifically for sales agencies’ unique needs with features and functions to help us operate efficiently and grow the business.”

Greg Baumker, President
E.H. & Associates, LLC

EH_Associates_LogoClient Challenge

E.H. & Associates had built a custom sales tracking software using Microsoft Access. But the agency had to continually re-write the program to update or add features. The software wasn’t keeping pace with E.H. & Associates’ business, says Vice President Barry Karlson.

“We needed software designed for sales agencies with features and functionalities that would help us operate more efficiently,” Greg Baumker, President, says. In addition, Karlson says E. H. & Associates also wanted to be unburdened from the time-consuming responsibility of managing the software.

EH_Associates_StatisticsdynaMACS Solution

By switching to dynaMACS, the agency uses software made specifically for manufacturers’ sales agencies. E.H. & Associates now has the tools to see comprehensive data in ways that are useful, meaningful and tailored to agencies’ distinct needs. The agency is able to focus on its core competency: sales.

“We have complete information about our customers, manufacturers and sales reps in a system that is easy to use, allows for growth and provides the information that we need to help us grow the business,” says Office Manager Lori Pelzel.

Unlike before, reporting is not limited to a few standard templates. dynaMACS has thousands of reports to choose from. “Flexibility is key. Reports can be as simple or as detailed as we need,” Pelzel explains. “We can sort data in so many ways. With dynaMACS we are able to identify trends, follow up on leads, monitor the status of customers and work proactively, all of which increases sales.”

E.H. & Associates also finds that sharing information with customers and manufacturers is extremely useful. “When I visit accounts, I pull up reports on my iPad,” Karlson says. “They provide detailed sales and commission data.” It’s a great way to gain insight and lead the conversation regarding sales, business challenges and opportunities to sell other lines.

Case Study: Mega Western

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 “With dynaMACS, we are able to create reports
faster and easier than any other method we’ve tried.”

Dawn Farabee, Office Manager
Mega Western

Mega_Western_LogoClient Challenge

Mega Western’s previous agency software was no longer being supported or updated. When Mega Western had questions or needed help, they were left to their own devices. As time went by, the agency quickly knew it was time for new sales agency software.

Mega_Western_StatisticsdynaMACS Solution

With dynaMACS, Mega Western has software that is updated regularly and the agency can call when they have questions and need support.

With Sales IQ, the dynaMACS analysis tool, the agency can view information such as sales, commission and performance data. Mega Western sees data such as:

  • Recent sales activity by customers
  • Sales or commissions by factory
  • Manufacturers, sequenced by year-to-date sales
  • Five-year sales history for any combination of manufacturer, customer or sales rep
  • Sales rep performance

Administrative assistant Leanne Waestman says the ability to see which customers are performing well and which are down is very helpful for Mega Western.

dynaMACS also provides the ability to drill down to more detailed data. If a sales rep asks for a particular type of information, the agency is able to provide a detailed – or high-level report.

Office Manager Dawn Farabee says dynaMACS is easier than getting reports any other way– far faster than aggregating data manually. “Creating reports manually would take a lot longer.”

Case Study: Pacesetter Sales & Associates

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 “The savings in overhead costs is astronomical. eSi reduced  data entry time from hours to minutes, and saved us from having to hire another administrative resource.”

Craig Lindsay, CPMR, President
Pacesetter Sales & Associates

PacesetterSalesAssociates_LogoClient Challenge

As Pacesetter Sales & Associates watched business continue to grow, it also saw overhead costs rise, as thousands of sales invoices poured in from factories each month and data entry consumed a significant amount of time. It got to the point where the agency was going to have to hire another administrative person just to keep up. “We don’t have room for high overhead costs,” said Craig Lindsay, CPMR and President of Pacesetter Sales & Associates.

Pacesetter_StatisticsdynaMACS Solution

Pacesetter turned to dynaMACS and its eSi module, which provides the ability to import sales and commission data electronically from factories, thus eliminating much of the agency’s data entry – and the need for that second resource. “Simply put, it’s been a huge time- and cost-saver,” says Office Administrator Debbie Lindsay.

“When we bring on a new manufacturer, we make it a requirement that they send data electronically. We feel it’s that important,” adds Craig. The discussion impresses principals and positions Pacesetter as a technically competent and progressive firm. More than half of Pacesetter’s factories now send sales information electronically.

For field sales reps, the sales analysis reports are invaluable, helping them stay on top of activity in their territory and making them more proactive salespeople. In particular, Debbie says they rely heavily on a report sorted by manufacturer sales for each salesman.

As it turns out, it’s not only the sales agency who is benefiting from the comprehensive reports – manufacturers and customers are as well. They get better service and the agency shares detailed sales data with them. “Many principals don’t have a good reporting mechanism, so they ask me for information. They love the 5-year sales history. It’s the same with customers, who ask me how they’re doing, because they’re not sure. I can quickly email them some very helpful reports. It proves we are a true business partner,” Craig says.

Case Study: FactoryLink

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 “dynaMACS helps us grow our business.  It is far superior to other software we’ve used.”

Mark Hauberg
Owner, FactoryLink

Client Challenge

FactoryLink has used its share of sales agency software: Two brand name products and a custom program. But none delivered the reporting, ease of use and detailed data that FactoryLink required.

“Reporting required sorting through reams of paper. We couldn’t dissect data in meaningful ways,” says Owner Mark Hauberg. Our custom software worked when the agency was smaller, but as we grew, it didn’t meet our needs. We were frustrated with the products and knew there had to be better software available.”

FactoryLink_StatisticsdynaMACS Solution

As Hauberg began the search, he saw a demonstration of dynaMACS at a trade show and was impressed. “dynaMACS is far superior to what we’d used in the past. It fit the bill,” Hauberg says. FactoryLink found the sales and commission software that matched how the busy agency operates.

With the ability to “cut and dice” information and look at various aspects of sales and commissions, he says, “Information is power, and dynaMACS delivers. It helps us grow our business.”

With Sales IQ, dynaMACS’ powerful performance analysis tool, Hauberg can instantly view data in hundreds of combinations such as:

Sales by territory

Customer and sales rep performance

    • 5-year sales history for any manufacturer
    • All manufacturers, sequenced by year-to-date sales
    • Monthly data for the entire agency, by any combination of manufacturer, customer or sales rep
    • Commissions paid
    • Low-performing areas with opportunities for growth

 

Hauberg also appreciates that reps get information as soon as it is in the agency’s system. “It helps me manage my sales force. It’s the best choice and has been a wonderful change for the business.”