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Tip #1211 – Using Data Field in Sales IQ to help analyze sales and commissions. . .

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dynaMACS Sales IQ has a unique way of analyzing sales and commissions which allows you to change the data that is displayed in Sales IQ in order to view it several different ways. This tip will show you how to use this data field and also what data fields are displayed for each Data Type option.

Using the Data Type Field

In the following example we show data for Sales and RepSplits listed by sales rep as of October 2012. This allows you to examine sales by each sales rep and what commissions have been paid to each sales rep.

  1. From the dynaMACS main screen, select the Sales IQ button.
  2. Select Sales + RepSplits from the Data drop box list.
  3. Select October from the As-of drop box list.
  4. Select the Sales Reps tab.
  5. >The columns in blue represent sales numbers for each sales rep.
  6. The columns in green represent commissions paid for each sales rep.SIQ Home

Data Type Descriptions

The following chart explains each Data type available and what will be displayed on the Sales IQ screen when selected.

Data_Spreadsheet

Case Study: Northcoast Sales Agency

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“We have instant access to data from anywhere, on any device: laptop, iPad, smartphone. dynaMACS is unbelievably different from the old software.”

Jeff Van Winkle, Principal
Northcoast Sales Agency

Northcoast_Sales_Agency_LogoClient Challenge

The search for new agency software came about for a simple reason: Northcoast Sales Agency needed better reporting. Sales reps needed up-to-date information that they could easily access while on the road. When talking to colleagues across the country about dynaMACS, Jeff Van Winkle, Principal for Northcoast Sales, says the feedback was extremely positive. So the agency switched from RPMS to dynaMACS.

Northcoast_Sales_Agency_StatisticsdynaMACS Solution

By making the change, the agency got much more than better reporting. Northcoast now has the latest, most advanced technology, with dynaMACS cloud processing and eSi electronic data transfer.

From the cloud, the entire team can now access real-time data from anywhere, anytime on smart devices. “We all have instant access to data from anywhere. I pull up reports on my iPad when I’m traveling, or from my computer at home. The access to real-time information is incredible.”

The entire team can review reports on customers, manufacturers and sales reps. Any time sales or commission information is updated at the agency, it is updated instantly on the cloud. All office locations and every sales rep can get real-time data at any given moment – no downloading of files or updates needed.

Another powerful dynaMACS’ feature that Northcoast selected is eSi. Commission reports and other sales data is received and updated electronically. Manual data entry of large reports from individual factories is a thing of the past. Reports are standardized across manufacturers and data is imported with a few mouse clicks in minutes.

Combining the speed of eSi and the anywhere-access of cloud processing, Northcoast Sales is equipped with the most efficient method for managing sales and commission data process, from receipt of raw commission statements through reporting and rep distribution.

Tip # 1210 – Using dynaMACS to Print Labels Directly to Microsoft Word

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The dynaMACS Mailing List Export is a simple feature that allows you to print your mailing labels directly to Microsoft Word. This feature lets you target specific customers by filtering on data fields from the customer records in dynaMACS. You can also include or exclude customers that purchase from certain manufacturers.
The label option that will be used in the dynaMACS List Export feature must be set up first in your Microsoft Word program in order to use the dynaMACS Print Labels option. The following example explains how to set up the label options Microsoft Word.

Setting up Labels in Microsoft Word

In the following example we will set up the 5160DM in Microsoft Word. The 5160DM is equivalent in dimensions to the Avery 5160 label.

Note: There are 3 other custom labels available in dynaMACS:

          • CustomDM1
          • CustomDM2
          • CustomDM3

These labels can be created using the same procedures and applying the appropriate dimensions for the desired label.

Example

  1. With a new document open in Microsoft Word, select the Mailings tab.
  2. Select the Labels button.Main Screen
  3. Select the Options button from the Envelopes and Labels dialog box.Envelopes and Labels
  4. From the Label Options dialog box select the option Avery US Letter from the Label Vendors drop down box.
  5. Select 5160 Easy Peel Address Labels from the Product Number list.
  6. Select the New Label button.Label Options
  7. Change the Label Name to 5160DM in the Label Details dialog box. You will notice that the dimensions for the Avery 5160 are displayed. This will allow you to create a new label using the same dimensions as the Avery 5160.
  8. Select the OK button.Label Details
  9. From the Label Options dialog box select the OK button.  Note: You will see that the newly created label now appears in the list of Product NumbersLabel Options 2
  10. Select the Cancel button from the Envelopes and Labels dialog box to complete the label setup and exit the Envelopes and Labels screen.Envelopes and Labels 2

Creating Labels from the Mailing List Export Screen

The following example explains how to select the mailing list options in dynaMACS and print labels once the label has been added in Microsoft Word.

In the following example we will print labels using the label 5160DM for all customers in the state of OH and exclude the manufacturer Lee Jacob Mfg.

Example

  1. From the dynaMACS main screen select Tools>Mailing List ExportMain Screen 2
  2. In the Mailing List Export screen enter OH in the State field.
  3. Enter LJM in the From and Through fields in the Manufacturer Section.
  4. Select 5160DM from the Print Labels drop down box.
  5. Select the Proceed button.Mailing List Export
  6. The following dialog box will appear as the labels are being created in Microsoft Word.Creating Labels in MS Word Dialog BoxNote
    Error Msg - CustomDM1 Not Set Up
  7. Microsoft Word will launch with the labels displayed and ready for print.Screen Shot of Labels

Case Study: Pepco Sales & Marketing

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“dynaMACS saved us tens of thousands of dollars when a manufacturer inadvertently made an error in commissions. We absolutely love the software.”

Charlie Parham, General Manager
Pepco Sales & Marketing

Pepco_Sales_And_Marketing_LogoClient Challenge

Founded in 1965, Pepco Sales & Marketing has established itself as a reputed industry leader. Technology has changed by leaps and bounds since then. When Microsoft Excel first came out, the agency thought it would be a good way for tracking commissions. However, a linear spreadsheet, with no ability to see the sales history, or drill down for more information, was not providing enough flexibility or features to manage the business effectively.

Pepco_Sales_And_Marketing_StatisticsdynaMACS Solution

Pepco selected dynaMACS due to its ease of use and ability to analyze sales and track commissions. “Anyone can hop on dynaMACS and be up and running after a 5-minute training session,” Parham says.

Pepco has a powerful tool for viewing and analyzing data. “There are so many to ways analyze sales and commissions. I look at:

· Sales performance of various manufacturers and salespeople

· What customers are buying from which manufacturers

· How individual salespeople are performing

· Analyze commissions dollars realized per manufacturer

And so much more!”

The software has paid for itself ten times over, by identifying commission errors made by manufacturers. “While running a year-end review of customer purchases from each manufacturer, we noticed a large discrepancy in the actual commissions paid versus the amount tracked by dynaMACS,” Parham explains It turns out a manufacturer had inadvertently made an error that added up to tens of thousands of dollars. “If it weren’t for dynaMACS Commission Tracking we probably would never have found the error.”

Parham’s favorite feature is the ability to get-in depth information with a single mouse click. I can sort by customer, manufacturer or salesperson. “I always know where the sales are coming from. We absolutely love dynaMACS!”

Tip #1209 – Locating a Dealer/Manufacturer by ZipCode

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As a sales agency you may get a request from an “end user” to locate a customer in a specific area.  dynaMACS has the capability to quickly look up a customers for a manufacturer by zip code and then further identify the best customer in that area based on sales volume.

To Locate a Dealer by Zip Code:

  1. From the main dynaMACS screen select the Locator button.
  2. Enter the Manufacturer Code in the Manufacturer field.
  3. Enter the Zip Code in the Zip Code field.
  4. Select the Locate button.Locator
  5. The Customer Viewer screen will appear displaying all customers starting with the zip code entered in the Locator search screen.
  6. Select a customer from the list, right click and select Open Sales IQ.Customer Viewer
  7. The Sales IQ screen will be displayed for the selected customer.Sales IQ Home
  8. From the Sales IQ  screen you can use the Up Arrow and the Down Arrow buttons to go from one customer to the next to review the sales volume and identify the best possible customer for the zip code area.Customer Viewer & Sales IQ

Case Study: Mullen Corporation

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“dynaMACS is the best tool we’ve ever purchased to help our salespeople sell. The payback on this investment was immediate.”

Eric Lewis, President
Mullen Corporation

Mullen_Corporation_LogoClient Challenge

Mullen Corporation had used a DOS-based program for years, and it worked sufficiently for inventory management. But as technology became more sophisticated, the agency began to think there had to be a better way to manage sales and commission information. “It was taking a tremendous amount of time to enter information into the system,” says Eric Lewis, President of Mullen Corporation. The agency found that reports were not accurate due to the large number of manual entries. The agency was limited in the type of reports it could generate, and salespeople could not see up-to-date information on their own computers.

Mullen_Corporation_StatisticsdynaMACS Solution

Mullen Corporation was correct. There was a better way: dynaMACS was able to address all of the agency’s issues. The agency’s Return on Investment (ROI) was immediate – and far-reaching.

Most of the agency’s monthly commission statements are now imported electronically in minutes, rather than hours. As a result, Mullen Corporation reduced its accounting staff from two full-time accounting resources to one part-time person. “Before dynaMACS we had more people doing accounting, and the tools we were providing to the outside sales team were mediocre at best. Now, we’ve significantly reduced resources, and the quality of reports is right on the money,” Lewis says.

With dynaMACS, the agency knows if manufacturers are paying accurately, or making mistakes. As for the sales team, the ROI in that area is crystal clear: “The salespeople are organized, up-to-date, and have all the tools they need to outsell our competitors,” Lewis says. The sales team can access up-to-date data from the office, at home, in a hotel, and even during meetings with customers. “We now have the ability to sit in front of a customer and utilize up-to-date sales numbers during our meetings,” Lewis explains. “They are very impressed by that, and many comment on how nice it is to have us share these reports with them.”

Summarizing his thoughts the ROI dynaMACS has provided, Lewis says, “I wish we had switched to dynaMACS years earlier.”