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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.

Tip #1503 – Using the Sales Rep Viewer to List Customers in Various Sequences

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dynaMACS can help you make sales calls more efficiently by using the Sort Feature in the Sales Rep Viewer screen.  You can access your customer and contact data sorting it by city, state, zip code, phone # or any column heading in the Sales Rep Viewer screen which will group your customers based on the heading that you sort on.

Sorting in the Sales Rep Viewer Screen

In the following example we will sort Customers by Zip Code for all of Jim Black’s (JB) customers.

  1. From the Sales Rep Viewer screen highlight the sales rep code.
  2. Select the Customers tab.
  3. Click on the column heading Zipcode.  You will notice that all of the customers are now   displayed in order by Zip Code.Sales Rep ViewerNote_SalesRepViewer

Tip #1502 – Searching for dynaMACS Tips on dynaMACS.com

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The dynaMACS website, www.dynaMACS.com, has a library of “tips” which will help you with many process, setup, and reporting routines.  We have recently added a search feature which will help you get to the appropriate information quickly.

Using the Tip Search Feature on www.dynaMACS.com

  1. From the main web page select the Previous Support Tips link on the right hand side of the web page.DM Web Site Main Page
  2. From the dynaMACS Support Tips screen, enter the subject to search on and then select the Search button.  In the following example we will use Transfer History as our search subject.DM Web Site Tips Page
  3. The Search Results screen will display any tips related to the search subject as seen below.
  4. Select the Continue reading link to display the complete Tip document.DM Web Site Search Results PageNote

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.

Tip #1412 – dynaMACS End of Year Checklist

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The end of year is an ideal time to review your dynaMACS database.  The following checklist will help guide you to areas that may benefit from a review.

Manufacturer:

Mfr_Status

Commission_Rates

X-Ref_Override

Sales Reps:

SalesRepsSplits

 

Customer:

Cust_Rep_Assignments

Cust_Classifications

 

Customer_Status

Customer_Transfer

Goal Tracking**:

Goals
Goals_Seasonality

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