COMPASS SALES SOLUTIONS SHERPA BOOKMARKING GUIDE

Last Updated: April 17, 2017

For questions please contact services@compasscontact.net or training@compasscontact.net.

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CONTENTS WHAT IS BOOKMARKING _________________________________________________________________________________________________ 3

FREE BOOKMARKING ____________________________________________________________________________________________________ 3

STOCK TEMPLATES ______________________________________________________________________________________________________ 3

CONTACT AND TRAINING _________________________________________________________________________________________________ 3

USING/POPULATING TEMPLATES ___________________________________________________________________________________________ 5

SETTING UP TEMPLATES __________________________________________________________________________________________________ 5

Order Processing __________________________________________________________________________________________________________________ 5

TEMPLATE TYPES ________________________________________________________________________________________________________ 6

Sales Templates ___________________________________________________________________________________________________________________ 6

TCO Excel ________________________________________________________________________________________________________________________ 6

Printer Pricer Excel ________________________________________________________________________________________________________________ 6

Printer Pricer Word ________________________________________________________________________________________________________________ 6

Printer Pricer Executive Summary (Word) ______________________________________________________________________________________________ 7

Financials Excel ___________________________________________________________________________________________________________________ 8

Financials Word ___________________________________________________________________________________________________________________ 9

Financials Executive Summary (Word) _________________________________________________________________________________________________ 9

Order Processing (Word or Excel) ____________________________________________________________________________________________________ 10

HOW TO BOOKMARK ___________________________________________________________________________________________________ 11

Insert a Bookmark (Word) _________________________________________________________________________________________________________ 11

Delete a Bookmark (Word) _________________________________________________________________________________________________________ 11

Locate a Bookmark (Word) _________________________________________________________________________________________________________ 12

Insert a Bookmark (Excel 2003) _____________________________________________________________________________________________________ 12

Insert a Bookmark (Excel 2007+) ____________________________________________________________________________________________________ 12

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WHAT IS BOOKMARKING

Many dealers used a variety of documents, such as proposals, executive summaries, CPP analyses, managed print services agreements, movement forms, lease agreements, and more. Dealers spend valuable money paying employees to fill these documents out on a regular basis. Sherpa helps save time by auto-populating information that is already entered into the program by users.

Bookmarking is an all-encompassing term for the “Bookmark” feature in Word and the “Name” feature in Excel that allows files to auto-populate. Much like placing a bookmark in a physical book, “Bookmarking” is like creating a flag that Sherpa will recognize. Once a file has been bookmarked, it must be saved as a template. Please see the table below for acceptable template formats.

EXTENSION FILE TYPE COMPATIBLE DETAILS SOLUTION

WO

RD P

ROCE

SSO

R .DOC Word 97-2003 Document No A .DOC file is not a template. Save as .DOT.

.DOCX Word 2007-2013 Document No A .DOCX file is not a template. Save as .DOTX.

.RTF Rich Text Format No An .RTF file is not a template but can be opened in Word. Open in Word and save as .DOT/.DOTX.

.GDOC Google Drive Document No Google Drive does not support bookmarking. Convert to .DOC/X & save as .DOT/X or contact Professional Services.

.ODF OpenOffice Document No ezMPS does not support OpenOffice documents. Convert to .DOC/X & save as .DOT/X or contact Professional Services.

.PUB MS Publisher Document No MS Publisher does not support bookmarking. Convert to .DOC/X & save as .DOT/X or contact Professional Services.

.DOT Word 97-2003 Template Yes This is a template. No action needed – compatible!

.DOTX Word 2007-2013 Template Yes This is a template. No action needed – compatible!

SPRE

ADSH

EET .XLS Excel 97-2003 Spreadsheet No An .XLS file is not a template. Save as .XLT.

.XLSX Excel 2007-2013 Spreadsheet No An .XLSX file is not a template. Save as .XLTX.

.ODS OpenOffice Calc Spreadsheet No ezMPS does not support OpenOffice spreadsheets. Convert to .XLS/.XLSX & save as .XLT/.XLTX or contact Professional Services.

.GSHEET Google Drive Spreadsheet No Google Drive does not support bookmarking. Convert to .XLS/.XLSX & save as .XLT/.XLTX or contact Professional Services.

.XLT Excel 97-2003 Template Yes This is a template. No action needed – compatible!

.XLTX Excel 2007-2013 Template Yes This is a template. No action needed – compatible!

MIS

C .PDF Adobe PDF No PDF does not support bookmarking. Request as .DOC/.DOCX from creator or contact Professional Services.

.PPT PowerPoint 97-2003 Presentation No PowerPoint does not support bookmarking. Contact Professional Services to have converted and bookmarked.

.PPTX PowerPoint 2007-2013 Presentation No PowerPoint does not support bookmarking. Contact Professional Services to have converted and bookmarked.

FREE BOOKMARKING As part of implementation, customers receive some combination of lease and non-lease files in Excel or Word format bookmarked at no charge (this expires 1 year after Implementation is

finished). This free bookmarking includes only adding bookmarks to the document or spreadsheet; it does not include formatting (i.e. fonts, colors, headers, etc.), formulas, layout/structure changes, design, excessive consulting/advising, or other non-bookmarking activities. Lease documents must be in Word format (not PDF) and must not have a password on them, unless they are from US Bank, Great America, EverBank, or Balboa Financial. Beyond the free bookmarking included with implementation, bookmarking is available on an hourly basis at a fee of $150.00 per hour (minimum 1 hour), unless a different rate is approved in writing.

STOCK TEMPLATES In addition to the free bookmarking included with implementation, we also provide free stock templates as a starting point should you wish to take advantage of them. You receive these with

your install file during implementation, but if you went through implementation before January 2014 or you lost them, you can get the latest versions on our FTP site. To access this, go to www.compasscontact.net, click Customer Center, enter the password sherpa2016, click on Training Manuals, and login using the username and password displayed on that page.

CONTACT AND TRAINING Customers can request both free and post-implementation purchased bookmarking by contacting our Professional Services department directly at services@compasscontact.net, Training at

training@compasscontact.net or Support at support@compasscontact.net.

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We also offer free bookmarking webinars conducted by our trainers. You can sign up for this and other webinars on our website under “Training.”

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USING/POPULATING TEMPLATES

Once you have received a template or bookmarked a template yourself, you can populate it in any of the applicable locations listed under the section Template Types by following these steps:

1. Navigate to the appropriate location (see Template Types below for locations). 2. Click the appropriate template link button (see Template Types below for details). 3. You will be prompted to navigate to the template stored on your computer or network. 4. Navigate to the template. 5. Select the template. 6. Click “Open.” 7. Wait while the template populates. Please be patient, it may take longer depending on how much information you have in either Sherpa or the proposal. 8. When the template is populated, you will be notified. Click OK. 9. You will be prompted to save the resulting document wherever you would like on your computer or network. (It is recommended that you always select Save instead of

Cancel so that a document link is always created.) 10. Before saving the populated document, reps can review the information that was brought in for any formatting or accuracy concerns. This will not affect the original

template, merely the document that was just produced from populating. Such changes can be made to show the customer. 11. Navigate to where you want the document saved. 12. Click Save.

Please keep in mind that making changes after population will not affect the original template. If you want to change the base template, you must locate the template, right-click and select “Open.” Then make your changes and save the template.

SETTING UP TEMPLATES

Order Processing For details on how to set up your submit documents for Order Processing, please consult section 6 of the Sherpa Admin Manual or attend one of the training classes for Order Processing. Both the manuals and training classes are available on our FTP site, accessible from our website www.compasscontact.net. If you have further questions after taking these steps, contact training@compasscontact.net.

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TEMPLATE TYPES

Sales Templates Access this type of template by opening Sherpa and selecting Accounts. At the top of the navigation bar, you will see the button below. Sales Templates can only populate basic CRM data from the Accounts tab and are usually used for vito letters. They will not populate proposal data.

TCO Excel Access this type of template by opening Sherpa and selecting Accounts. Click the TCO tab and you will see a secondary navigation bar with a button that says Excel, as in the screenshot below. TCO Excel templates are intended to populate current equipment data for a customer. They will not populate proposal data.

Printer Pricer Excel

Access this type of template by opening Sherpa and selecting Accounts. Click the Proposals tab and select the proposal you would like to reference. Click the Printer Pricer tab and you will see a secondary navigation bar with a button that looks like an Excel icon, as in the screenshot below. Printer Pricer Excel is intended to populate MPS data, as well as some current equipment and CRM data. It will not populate Financials or Order Processing data.

Printer Pricer Word Access this type of template by opening Sherpa and selecting Accounts. Click the Proposals tab and select the proposal you would like to reference. Click the Printer Pricer tab and you will see a secondary navigation bar with a button that looks like a Word icon, as in the screenshot below. Printer Pricer Word is intended to populate MPS data, as well as some current equipment and CRM data. It will not populate Financials or Order Processing data.

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Printer Pricer Executive Summary (Word) This type of template is primarily used for MPS agreements. Access this type of template by opening Sherpa and selecting Accounts. Click the Proposals tab and select the proposal you would like to reference. Click the Printer Pricer tab and you will see a secondary navigation bar. Click the Reports drop-down, and select Executive Summary, as in the screenshot below.

The Print Management Executive Summary window will appear. If you will be using recommendations, challenges, or objectives for this template, fill these fields in. When you are finished with this window, click the Word Template button at the bottom, as in the screenshot below. Printer Pricer Executive Summary is intended to populate MPS data, as well as some current equipment and CRM data, as well as objectives, challenges and recommendations. It will not populate Financials or Order Processing data.

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Lease End Access this type of template by opening Sherpa and selecting Reports. Click the Equipment Reports option and the Equipment Report window will open. Select your region and click Load Reps. Set the date range for the lease end dates you would like to populate. Check the “Run in Excel” box. When you are ready, click Submit and you will be prompted for the template you would like to use.

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Financials Excel

Access this type of template by opening Sherpa and selecting Accounts. Click the Proposals tab and select the proposal you would like to reference. Click the Financials tab and you will see a secondary navigation bar with a button that looks like an Excel icon, as in the screenshot below. Financials Excel is intended to populate new proposed equipment data, as well as some current equipment and CRM data. It will not populate Printer Pricer or Order Processing data.

Financials Word Access this type of template by opening Sherpa and selecting Accounts. Click the Proposals tab and select the proposal you would like to reference. Click the Financials tab and you will see a secondary navigation bar with a button that looks like a Word icon, as in the screenshot below. Financials Word is intended to populate new proposed equipment data, as well as some current equipment and CRM data. It will not populate Printer Pricer or Order Processing data.

Financials Executive Summary (Word)

Access this type of template by opening Sherpa and selecting Accounts. Click the Proposals tab and select the proposal you would like to reference. Click the Financials tab and you will see a secondary navigation bar. Click the Reports drop-down and select Executive Summary, as in the screenshot below.

The Executive Summary for Financial window will appear. If you will be using recommendations, challenges, or objectives for this template, fill these fields in. When you are finished with this window, click the Word Template button at the bottom, as in the screenshot below. Financials Executive Summary is intended to populate new proposed equipment data, as well as some current equipment, CRM data, and objectives, challenges and recommendations. It is generally more flexible than other Word population locations. It will not populate Printer Pricer or Order Processing data.

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Order Processing (Word or Excel) This type of template can only be used if you have the Order Processing module. Access this type of template by opening Sherpa and selecting Accounts. Click the Proposals tab and select the proposal you would like to reference. Click the Financials tab and you will see a secondary navigation bar. Click the button that says “Submit Order.” This will open your Order Processing module. Once Order Processing opens, make sure you have completed all of the fields and tabs you would like to complete, then click the Submit tab. This will take you to the document links you have set up in your Control Panel for each user. Order Processing documents can be in either Word or Excel. Select the document you would like to populate, then click the Submit Selected button, as in the screenshot below. Order Processing will populate some current equipment, CRM, and new proposed equipment data, as well as extensive delivery and order information. It will not populate Printer Pricer data or objectives, challenges and recommendations. When submitting Order Processing docs, there is no browse to file or save to option. This is all done behind the scenes when you set up your Order Processing submit docs and submit reps.

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HOW TO BOOKMARK

Bookmarking is an easy process used to auto-populate variable pieces of information from ezMPS into a Word or Excel Template. Perhaps the most complex aspect of bookmarking is simply learning the bookmark names. Please save this guide somewhere you can find it easily and use the “find” feature for quick search and reference.

If you have never bookmarked before, or if this is the first time you have bookmarked on your current computer, you will need to do the following before you get started: 1. Open a blank Word document or right-click and select Open on a prepared template. 2. Go to the Office Button in Word in the upper left-hand corner. 3. From the drop-down, select Word Options. 4. Click on Advanced. 5. Under Show Document Content, make sure the “Show Bookmarks” checkbox is checked. This allows you to see added bookmarks.

If you have chosen to have a password anywhere in a document or template for security purposes, that password must be added to the “Template Password” area of the Administration/Control Panel/Global Settings. The same password listed in the Administrator area in Compass must be used on all protected documents, workbooks and worksheets. US Bank, Great America, EverBank, and Balboa Financial leasing document passwords are already stored in the code of the software, so you do not need to add them as your Template Password in the Control Panel. To save a document as a template, click File, then select Save As. When the dialog box pops up, the first thing you want to do is click the drop-down “Save As Type” and select either a Word Document Template (.dot or .dotx) or an Excel Template (.xlt or .xltx). This will then jump you to a Temporary Template folder on your computer. You may or may not want to save the template here. Browse to the location you wish to save the template in, name it and save. To open a template that has already been saved as a .dot(x) or .xlt(x) you must always right-click and select Open if you want to edit anything. If you double-click on the template to open, it will open as a regular document and won’t save the changes you’ve made to the template itself.

Insert a Bookmark (Word) 1. Place your cursor in the location or table that you want the bookmark to pull in info from your SHERPA.

2. On your toolbar, select “Insert”, and then “Bookmark”. Once the directory opens, type in the bookmark name in the “bookmark name” box and then either click on “Add” or click

“Enter” on your keyboard. (Capitalization on bookmark names does not matter).

3. There are several bookmarks that you can utilize more than once in Word documents. If a bookmark is reusable, it will be in a grey box (see legend on following page). The first time

you use that bookmark, you will type it in normally, for example: address. The next time you use that bookmark, you will add a 1 to the end with no space, for example: address1. The

third occurrence would be address2, and so on. If a number gets skipped, Sherpa won’t recognize any bookmark of that group beyond the skipped number.

Delete a Bookmark (Word)

If you aren’t sure what the name of the bookmark you would like to delete is, but you know where it is located, delete the bookmark as follows:

1. With a Word template open and your bookmarks visible (see previous page for instructions on making bookmarks visible), navigate to the bookmark you would like to delete. 2. Place your cursor directly to the right of the bookmark symbol, as if you are about to type something after the bookmark. 3. Click the “Insert” tab at the top of Word. 4. In the “Links” section, click the “Bookmark” button. This will open the bookmark menu. When you open this menu, since your cursor was directly after the bookmark in question, that

bookmark is selected in the bookmark menu. 5. Click “Delete.”

If you know the name of the bookmark you would like to delete, but you do not know where it is located, delete the bookmark as follows:

1. Click the “Insert” tab at the top of Word. 2. In the “Links” section, click the “Bookmark” button. This will open the bookmark menu. 3. Sort the bookmarks by Name. 4. Scroll through the list until you find the bookmark you would like to remove. Click “Delete.”

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Locate a Bookmark (Word)

1. Click the “Insert” tab at the top of Word. 2. In the “Links” section, click the “Bookmark” button. This will open the bookmark menu. 3. Sort the bookmarks by Name. 4. Scroll through the list until you find the bookmark you would like to locate in the template. Click “Go To.”

Insert a Bookmark (Excel 2003)

1. Place your cursor in the cell that you desire to have the bookmark populate into. 2. On your toolbar, select “Insert”, “Name”, “Define”. Once the directory opens, type in the bookmark name and then either click on “Add” or click “Enter” on your keyboard.

(Capitalization on bookmark names does not matter). 3. In Excel, a bookmark can be used only once. You can get around this however by linking cells together to have information automatically pull over from one cell to the next. You do this

by placing your cursor in the cell you want to duplicate a bookmarked cell’s information in; type in the “=” sign, and then click on the bookmarked cell and press “Enter” on your keyboard. Be aware that if the originating bookmark ever gets deleted or moved, then these copied cells will result in an error.

4. The other way you can add a bookmark to Excel is to place your cursor in the cell you’d like the bookmark to appear in, then up in the toolbar area, click in the Name Box field (the white box that shows which cell you’re on, just to the left of the function field). Type the name of your bookmark and hit Enter.

Insert a Bookmark (Excel 2007+)

1. Place your cursor in the cell that you desire to have the bookmark populate into. 2. On your toolbar, select “Formula(s)”, “Name Manager”, then click “New”. Once the directory opens, type in the bookmark name and hit the “Ok” button. (Capitalization on bookmark

names does not matter). 3. The other way you can add a bookmark to Excel is to place your cursor in the cell you’d like the bookmark to appear in, then up in the toolbar area, click in the Name Box field (the

white box that shows which cell you’re on, just to the left of the function field). Type the name of your bookmark and hit Enter.

BOOKMARK LIST LEGEND

Repeatable Bookmarks Bookmark must be in a table to populate (never repeatable) √ Bookmark is a pre-defined, coded table (see examples)

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BOOKMARKS THAT ARE A PRE-DEFINED TABLE

Pre-defined table bookmarks are never repeatable. They can only be used a single time in the same template.

Table # 1 – TCO Details

Unit Location Monthly Volume Monthly Color Volume

Operation Cost

Bookmark used = tco Table # 2 – TCO Summary

Bookmark used = tcosummary Table # 3 – TCO Summary for Executive Summary

Category Total Units Mono TCO Color TCO

Bookmark used = tcocurrentsituation Table # 4 – TCO Summary for Executive Summary

Category Total Units Mono Volume Color Volume Mono TCO Color TCO

Bookmark used = tcosummaryexec Table # 5 – Models Not Replaced for Executive Summary Report

Category Model Mono Costs Color Costs

Bookmark used = modelsnotreplacedexec

Table # 6 – Schedule A (Use this for Word docs you want a Schedule A populated on.)

Equipment ID

Make/Model Serial Number

Mono Volume

Color Volume

Mono Meter

Color Meter

Mono Cartridges

Color Cartridges

Location

Bookmark used = schedule

Category Total Units

Black Volume Color Volume TCO Average CPP

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WORD TABLE EXAMPLES

Table # 1 – Proposed Equipment*

Qty Model Product # Description MSRP

Bookmarks used = quantity, modelnum, productnum, description, unitmsrp *You do not have to use all of these bookmarks or columns in this table. This is just an example. Table # 2 – Proposed Pricing*

Purchase Price Lease Payment Lease Duration Lease w/Service Black CPP Color CPP Total MSRP

Bookmarks used = sumsaleprice, sumleasepayment, leasemonths, sumtotpayment, copiercpc, colorcpp, totmsrp *You do not have to use all of these bookmarks or columns in this table. This is just an example. Table # 3 – Proposed Pricing* (Use this for proposals that you want to populate multiple options on.)

Purchase Price Lease Payment Lease Term Black CPP Color CPP

Bookmarks used = saleprice, leasepayment, leasemonths, copiercpc, colorcpp *You do not have to use all of these bookmarks or columns in this table. This is just an example.

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SHERPA STOCK TEMPLATE DIRECTORY These bookmarked templates are included with Implementation. You only need to insert your logo and company information to use them.

Default Location - C:\Program Files (x86)\Compass Sales Solutions\Compass Sherpa V3\Bookmarks

Template Name Type Description of Use Population Area in SHERPA CRM Vito Letter - Sherpa 3 Word Unsolicited marketing letter and envelope CRM/Sales Template TCO Cost Analysis (Excel Button) - Sherpa 3 Excel Analysis of customer’s current CPP expense AccountsTCO MPS Profitability v3 Excel Profit analysis of MPS contract ProposalsPrinter Pricer Printer Pricer Print Mgmt Schedule A - Sherpa 3 Excel All printers to be serviced in the proposal ProposalsPrinter Pricer Printer Pricer Executive Summary Sherpa 3 Word Extensive proposal with current situation vs. solution ProposalsPrinter Pricer; Word or ReportsExecutive Summary Printer Pricer MPS Contract - Sherpa 3 Word Sample MPS contract ProposalsPrinter Pricer Printer Pricer Printer Care Agmt Gold - Sherpa 3 Word Sample premium printer care agreement ProposalsPrinter Pricer Printer Pricer Printer Care Agmt Platinum - Sherpa 3 Word Sample standard printer care agreement ProposalsPrinter Pricer SN Consumables Only Compatible Agreement Word SN customers only. Contract template. ProposalsPrinter Pricer; Word or ReportsExecutive Summary SN Consumables Only OEM Agreement Word SN customers only. Contract template. ProposalsPrinter Pricer; Word or ReportsExecutive Summary SN CPI Compatible Agreement Word SN customers only. Contract template. ProposalsPrinter Pricer; Word or ReportsExecutive Summary SN CPI OEM Agreement Word SN customers only. Contract template. ProposalsPrinter Pricer; Word or ReportsExecutive Summary Closing Sales Order Packet - Sherpa 3 - no OP Excel Order forms, contracts, letters. ProposalsFinancials Closing Sales Order Packet - Sherpa 3 - with OP Excel Must have Order Processing. Order forms, contracts, letters. ProposalsFinancialsSubmit OrderSubmit Tab Movement Form Excel Movement or delivery forms ProposalsFinancialsMovement Forms Pools Template – Small Excel Template that assists with sorting pools. ProposalsFinancialsExcel Pools Template – Medium Excel Template that assists with sorting pools. ProposalsFinancialsExcel Pools Template – Large Excel Template that assists with sorting pools. ProposalsFinancialsExcel Network Install Form Word Assessment form for customers about network & installation. ProposalsFinancialsWord CPP Only - 1 Page Sherpa 3 Word Brief CPP analysis proposal ProposalsFinancialsWord; cost per page only CPP Only - 4 Page Sherpa 3 Word Detailed CPP analysis proposal ProposalsFinancialsWord; cost per page financials only CPP Only Multi - 1 Page Sherpa 3 Word Brief CPP analysis with options proposal ProposalsFinancialsWord; cost per page financials only; multi-financials checked CPP Only Multi - 4 Page Sherpa 3 Word Detailed CPP analysis with options proposal ProposalsFinancialsWord; cost per page financials only; multi-financials checked Lease Only - 1 Page Sherpa 3 Word Brief lease analysis proposal ProposalsFinancialsWord; lease financials only Lease Only - 4 Page Sherpa 3 Word Detailed lease analysis proposal ProposalsFinancialsWord; lease financials only Lease Only Multi - 1 Page Sherpa 3 Word Brief lease analysis with options proposal ProposalsFinancialsWord; lease only; multi-financials checked Lease Only Multi - 4 Page Sherpa 3 Word Detailed lease analysis with options proposal ProposalsFinancialsWord; lease only; multi-financials checked

Bundled - 1 Page Sherpa 3 Word Brief bundled CPP analysis proposal ProposalsFinancialsWord; cost per page financials with bundled printers

Bundled - 4 Page Sherpa 3 Word Detailed bundled CPP analysis proposal ProposalsFinancialsWord; cost per page financials with bundled printers

Bundled Multi - 1 Page Sherpa 3 Word Brief bundled CPP analysis with options proposal ProposalsFinancialsWord; cost per page with bundled printers; multi-financials checked Bundled Multi - 4 Page Sherpa 3 Word Detailed bundled CPP analysis with options proposal ProposalsFinancialsWord; cost per page with bundled printers; multi-financials checked Purchase Only - 1 Page Sherpa 3 Word Brief purchase analysis proposal ProposalsFinancialsWord; sale option financials only Purchase Only - 4 Page Sherpa 3 Word Detailed purchase analysis proposal ProposalsFinancialsWord; sale option financials only Financials Executive Summary Sherpa 3 Word Extensive proposal with current situation vs. solution ProposalsFinancials; Word or ReportsExecutive Summary Fleet Mgmt Proposal - Sherpa 3 Word Similar to Executive Summary ProposalsFinancialsWord Account Review Excel e-Auto users only. An account review for use with customer. ProposalsFinancialsExcel TCO Lease End (Reports) - Sherpa 3 Excel Excel Report on TCO devices based on lease maturity ReportsEquipment by companyRun in Excel

*These templates are listed in order of their population area in SHERPA.

1

Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Dealership Name Dealership Name as written in Control Panel DealershipNameCurrent Account Company Name CompanyNameMain Contact Contact Name ContactNameMain Contact Title Main Contact's Title MainContactTitleMain Contact Work Phone Main Contact's Work Phone Number MainContactWorkPhoneMain Contact Work Phone Ext Main Contact's Work Phone Number Extension MainContactWorkPhoneExtContact Name Contact Name in Proposal Tab ProposeContactDear Contact Preferred Name ProposeDearDear Contact Preferred Name FirstNameSalutation Letter Salutation (UK Base only) SalutationAddress Name Envelope Salutation (UK Base only) AddressNameAddress Address AddressAddress Address Line 2 AddressSteAddress Address Line 3 (UK Base only) Address3UKCity City CityState State or Province StateOrProvinceZip Code Postal Code PostalCodeCounty County CountyOffice Phone Office Phone Number WorkPhoneOffice Fax Office Fax Number FaxNumberERP Number Customer ERP Number Customer_NumberSend E-Mail Email Address of Main Contact EmailNameCompany Website Website of Current Company WebsiteSIC Code SIC Code SICcodeReferred By Referred By from the Account Additional Info tab ReferredByReps Sales Rep #1 for Account EmployeeNameCompany name Bill To Company Name BillNameAddress Bill To Address BillAddressCity Bill To City BillCityState Bill To State BillStateZip Bill To Postal Code BillZipType Bill To Type BillTypeContact Bill To Contact BillContactEmail Address Bill To Email Address BillEmailPhone Bill To Phone BillPhoneFax Bill To Fax BillFaxCompany name Ship To Company Name ShipNameAddress Ship To Address ShipAddressCity Ship To City ShipCityState Ship To State ShipStateZip Ship To Postal Code ShipZipType Ship To Type ShipTypeContact Ship To Contact ShipContactEmail Address Ship To Email Address ShipEmailPhone Ship To Phone ShipPhoneFax Ship To Fax ShipFaxCompany name Mail To Company Name MailNameAddress Mail To Address MailAddressCity Mail To City MailCityState Mail To State MailStateZip Mail To Postal Code MailZipType Mail To Type MailTypeContact Mail To Contact MailContactEmail Address Mail To Email Address MailEmailPhone Mail To Phone MailPhoneFax Mail To Fax MailFax

Section

ACCOUNTS

Control Panel

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Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Last Activity Last Date Account was Updated LastUpdateCurrent Client Outputs Yes or No based on checkbox CurrentCustomerManage User Table Name of the logged in user when the template is populated LoggedInUserEquipment Vendor Equipment Vendor EquipmentVendorMake and Model Make and Model MakeAndModelEquipment Type Equipment Type EquipmentTypeLocation Location LocationDepartment Department DepartmentIntroduction Date Introduction Date in table PurchaseDateEnd of Lease Date End of Lease Date EndOfLeaseDateLease Payment Lease Payment LeasePaymentLease Vendor Lease Vendor LeaseVendorEquipment ID Equipment ID Number EquipmentIdSerial # Equipment Serial Number EquipSerNoIP Address IP Address IPAddressNotes Notes NotesLease Outputs Yes or No based on checkbox LeaseOwn Outputs Yes or No based on checkbox OwnCompetitor Equipment Competitor Checkbox CompetitorCurrent Meter Date TCO Current Meter Date TCOCurrentMeterDateCurrent Mono Meter TCO Current Mono Meter TCOCurrentMonoMeterCurrent Color Meter TCO Current Color Meter TCOCurrentColorMeterPrevious Meter Date TCO Previous Meter Date TCOPreviousMeterDatePrevious Mono Meter TCO Previous Mono Meter TCOPreviousMonoMeterPrevious Color Meter TCO Previous Color Meter TCOPreviousColorMeterMono Cartridge Cost TCO Mono Cartridge Cost TCOMonoCartridgeCostMono Cartridge Yield TCO Mono Cartridge Yield TCOMonoCartridgeYieldMono Cartridge True Yield TCO Mono Cartridge True Yield TCOMonoCartridgeTrueYieldCyan Cartridge Cost TCO Cyan Cartridge Cost TCOCyanCostCyan Cartridge Yield TCO Cyan Cartridge Yield TCOCyanYieldCyan Cartridge True Yield TCO Cyan Cartridge True Yield TCOCyanTrueYieldYellow Cartridge Cost TCO Yellow Cartridge Cost TCOYellowCostYellow Cartridge Yield TCO Yellow Cartridge Yield TCOYellowYieldYellow Cartridge True Yield TCO Yellow Cartridge True Yield TCOYellowTrueYieldMagenta Cartridge Cost TCO Magenta Cartridge Cost TCOMagentaCostMagenta Cartridge Yield TCO Magenta Cartridge Yield TCOMagentaYieldMagenta Cartridge True Yield TCO Magenta Cartridge True Yield TCOMagentaTrueYieldEquipment Cost TCO Equipment Cost TCOEquipmentCostFuture Capital/Lease Months TCO Depreciation Months DepreciationMonths

TCO Mono Volume Per Machine (for TCO) AvgVolumeTCO Mono Volume Per Machine (for PP) TCODeviceMonoVolumeTCO Color Volume Per Machine (for TCO) ColorVolumeTCO Color Volume Per Machine (for PP) TCODeviceColorVolume

Combined Volume TCO Mono + Color Volume Per Machine TCOTotalVolumeLease or Future Capital Expense Lease Depreciation Cost LeaseDepreciationTotal Monthly Spending Mono Total Monthly Mono Expenses BlackTCOTotal Monthly Spending Color Total Monthly Color Expenses ColorTCODevice Age (Years) TCO Device Age TCODeviceAgeBehind the Scenes Mono & Color TCO Combined Per Machine TotalTCOBehind the Scenes Service Monthly Cost TotalServiceCostMonthBehind the Scenes Supply Cost Monthly Mono TotalSupplyBlackBehind the Scenes Supply Cost Monthly Color TotalSupplyColorBehind the Scenes Combined Supply Monthly Cost TotalSupply

Section

TCO (From TCO)These bookmarks are part of a set and, if used, must be used in the same table. They cannot be combined with bookmarks

from another set.

Total Volume

Color Volume

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Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Proposal Name Name of proposal entered on Proposals tab ProposalNamePrepared by First and last name of rep who created proposal PreparedByPrepared by Title Job title of rep who created proposal PreparedByTitleManage User Table Primary phone of rep who created proposal PreparedByPhoneManage User Table Email address of rep who created proposal PreparedByEmailManage User Table Sherpa auto-generated system ID of rep logged in at time of population LoggedInUserIDManage User Table First and last name of rep logged in at time of population with a space between LoggedInUsersNameManage User Table Username of rep logged in at time of population LoggedInUsernameManage User Table First and last name of rep who created proposal with no space between PreparedByNoSpaceDate Date and time proposal was created (aka "time stamp" on proposal) SalesDateForecast Name Name of forecast or opportunity associated with proposal FinancialNameBehind the Scenes Sherpa auto-generated system ID of financial currently being viewed FinancialIDTCO Tab Lists all TCO equipment individually. See guide for columns included. TcoTCO Tab Summarized TCO Equipment listed by category TcoSummaryTCO Tab Summarized TCO Equipment listed by category TcoCurrentSituationTCO Tab Summarized TCO Summary TcoSummaryExecEquipment Vendor Equipment Vendor Listed for All TcoEquipVendorBusiness Days TCO Business Days Metered TcoBusinessDaysMake and Model Make and Model Listed for All TcoMakeAndModelEquipment Type Equipment Type Listed for All TcoEquipTypeSerial # Serial Number Listed for All TcoSerialNumberLocation Location Listed for All TcoLocationDepartment Department Listed for All TcoDepartmentEnd of Lease Date End of Lease Date Listed for All TcoEndOfLeaseDateEquipment ID Equipment ID Listed for All TcoEquipmentIdIP Address IP Address Listed for All TcoIpAddressNotes Notes Listed for All TcoNotesAVG Monthly Vol. Average Mono Volume Listed for All TcoAvgVolumeAVG Monthly Color Vol Average Color Volume Listed for All TcoAvgColorVolumeMono Click Charge TCO Mono Misc Click Charge TcoMonoMiscCostsColor Click Charge TCO Color Misc Click Charge TcoColorMiscCostsLease or Future Capital Expense Lease Depreciation Listed for All TcoLeaseDepreciationMono CPP Mono Cpp Rate per Machine TcoMonoCppModelColor CPP Color Cpp Rate per Machine TcoColorCppModelAVG Overage Volume Mono Overage Volume for Each Machine TCO TcoMonoOverageVolumeOverage Rate Mono Overage Rate for Each Machine in TCO TcoMonoOverageRateAVG Overage Volume Color Overage Volume for Each Machine TCO TcoColorOverageVolumeOverage Rate Color Overage Rate for Each Machine in TCO TcoColorOverageRateBehind the Scenes Per Unit-Total Mono & Color TCO Cost OperationCostBehind the Scenes Total TCO (Mono Cost + Color Cost) TotalCostTotal Machines Total # of Units in TCO TotalUnitsTCO Summary Report Total Mono Volume in TCO TcoVolumeTCO Summary Report Total Color Volume in TCO TcoColorVolumeTCO Summary Report Total Mono Cost TcoBlackCostTCO Summary Report Total Color Cost TcoColorCostTCO Summary Report Total Mono Cost Per Page TcoBlackCppTCO Summary Report Total Color Cost Per Page TcoColorCpp

TCO(From Financials)

These bookmarks are part of a set and, if used, must be used in the same table. They cannot be combined with bookmarks

from another set.

TCO TOTALS(From Financials)

TCO PRE-DEFINED TABLES

PROPOSAL INFO

Section

4

Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Make of the machine from e-Automate EAutoMakeModel name of the machine from e-Automate EAutoModelContract Number of the machine from e-Automate EAutoContractNumEquipment Number of the machine from e-Automate EAutoEquipNumInstallation Date of the machine from e-Automate EAutoInstallDateBase Payment of the machine from e-Automate EAutoBasePaymentBilling Cycle of the machine from e-Automate EAutoBillCycleMonthly Allowance of the machine from e-Automate EAutoMonthlyAllowanceMonthly Usage of the machine from e-Automate EAutoMonthlyUsageOverage Rate of the machine from e-Automate EAutoOverageRateOverage Billing Cycle of the machine from e-Automate EAutoBillCycleOvg3-Month Average Volume/Usage of the machine from e-Automate EAutoAvgMonthlyUsage3Mo6-Month Average Volume/Usage of the machine from e-Automate EAutoAvgMonthlyUsage6Mo12-Month Average Volume/Usage of the machine from e-Automate EAutoAvgMonthlyUsage12MoLeased/Owned for each machine from e-Automate EAutoLeaseOwnLease Payment of the machine from e-Automate EAutoLeasePaymentLast Call Date of the machine from e-Automate EAutoEquipLastCallTotal Calls on the machine from e-Automate EAutoEquipCallCountMeter Type of the machine from e-Automate EAutoMeterTypeTotal number of assets in e-Automate. EAutoTotalAssetsTotal number of Service Calls in e-Automate during the current month. EAutoAvgServiceCallsAverage response time to service calls from e-Automate (in minutes). EAutoAvgResponseTime

E-AUTOEQUIPMENT

These bookmarks are part of a set and, if used, must be used in the same table. They cannot be combined with bookmarks

from another set.

Section

E-AUTO TOTALS

*All information pulled directly from e-Automate.

Must have the module turned on enabling e-Automate

bookmarks.

Email support@compasscontact.net if these bookmarks do not work

for you.

5

Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Select Model Current Machine Model AAModelAuthorized Current Machine Authorized for Service AAAuthorizedAge Current Machine Age AAAgeVolume Current Machine Volume AAVolumeClr. Vol. Current Machine Color Volume AAColorVolumeSerial # Current Machine Serial Number AASerialNumberLocation Current Machine Location AALocationDepartment Current Machine Department AADepartmentSelect Model Proposed Machine Model AAModelProposedLocation Proposed Machine Location AALocationProposedDepartment Proposed Machine Department AADepartmentProposedType Proposed Machine Type AATypeProposedVolume Proposed Machine Volume AAVolumeProposedCLR Vol Proposed Machine Color Volume AAColorVolumeProposedAdded Vol Proposed Machine Added Volume AAAddedVolumeAdded Color Proposed Machine Added Color Volume AAAddedColorVolumeProposed Vol Proposed Machine Total Volume AAProposedVolumeProposed CLR Proposed Machine Total Color Volume AAProposedColorVolumeReplaced Proposed Machines Replaced AADeviceReplacedMapped Proposed Machines Reassigned AADeviceMappedSerial # Proposed Machine Serial Number AASerialNumberProposedBehind the Scenes Proposed Machine Age AAProposedAgeProposed Mono Volume Proposed Mono Volume AAVolumeProposedProposed Color Volume Proposed Color Volume AAColorVolumeProposedSelect Model Proposed Existing Model AAEModelProposedLocation Proposed Existing Location AAELocationProposedDepartment Proposed Existing Department AAEDepartmentProposedType Proposed Existing Type AAETypeProposedVolume Proposed Existing Volume AAEVolumeProposedCLR Vol Proposed Existing Color Volume AAEColorVolumeProposedAdded Vol Proposed Existing Added Volume AAEAddedVolumeAdded Color Proposed Existing Added Color Volume AAEAddedColorVolumeProposed Vol Proposed Existing Proposed Volume AAEProposedVolumeProposed CLR Proposed Existing Proposed Color Volume AAEProposedColorVolumeTotal Proposed Color Vol Proposed Color Volume from Asset Strategy AATotalProposedColorVolumeTotal Proposed Mono Vol Proposed Mono Volume from Asset Strategy AATotalProposedMonoVolumeReplaced Proposed Existing Devices Replaced AAEDeviceReplacedMapped Proposed Existing Devices Reassigned AAEDeviceMappedSerial # Proposed Existing Machine Serial # AAESerialNumberProposedBehind the Scenes Proposed Existing Age AAEProposedAgeSelect Model Replaced Equipment Model AARModelVolume Replaced Equipment Volume AARVolumeCLR Vol Replaced Equipment Color Volume AARColorVolumeLocation Replaced Equipment Location AARLocationDepartment Replaced Equipment Department AARDepartmentAuthorized Replaced Equipment Authorized AARAuthorizedSerial # Replaced Equipment Serial # AARSerialNumberBehind the Scenes Replaced Equipment Age AARAgeSelect Model New Machine Model AANModelProposedLocation New Machine Location AANLocationProposedDepartment New Machine Department AANDepartmentProposedType New Machine Type AANTypeProposedVolume New Machine Volume AANVolumeProposedCLR Vol New Machine Color Volume AANColorVolumeProposedAdded Vol New Machine Added Volume AANAddedVolumeAdded Color New Machine Added Color Volume AANAddedColorVolumeProposed Vol New Machine Proposed Volume AANProposedVolumeProposed CLR New Machine Proposed Color Volume AANProposedColorVolumeReplaced New Machine Devices Replaced AANDeviceReplacedMapped New Machine Devices Reassigned AANDeviceMappedSerial # New Machine Serial # AANSerialNumberProposedBehind the Scenes New Machine Age AANProposedAgeTotal Devices Total Devices AADevicesReplacedDevices Kept Minus Devices Kept AADevicesKeptDevices Replaced Equals Devices Replaced AADevicesToReplaceTotal TCO Mono Volume Total TCO Mono Volume AATotalTcoVolumeTotal TCO Color Volume Total TCO Color Volume AATotalTcoColorVolumeCurrent Mono Volume Current Mono Volume AACurrentVolumeCurrent Color Volume Current Color Volume AACurrentColorVolumeMono Volume Added Added Mono Volume AAVolumeAdded

ASSET STRATEGYPRINTERS

These bookmarks are part of a set and, if used, must be used in the same table. They cannot be combined with bookmarks

from another set.

ASSET STRATEGYTOTALS

Section

6

Color Volume Added Added Color Volume AAColorVolumeAdded

Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Behind the Scenes Number of machines listed per line (always 1) NumberMake/Model Make and Model per printer PrintersSerial Number Printer Serial Number per printer SerialNumberLocation Location per printer LocationDepartment Department per printer DepartmentSN Product Line Supplies Network Product Line per printer SuppliesNetworkProductLineProgram Type Supplies Network Program Type per printer SuppliesNetworkProgramTypeDCS Supplies Network Yes/No has Data Collection Srvc SuppliesNetworkisDCSSMS Supplies Network Yes/No has Supply Mgmt Srvc SuppliesNetworkisSMSSM Supplies Network Yes/No has Srvc Mgmt SuppliesNetworkisSMSD Supplies Network Yes/No has Srvc Desk SuppliesNetworkisSDSRL Supplies Network Yes/No has Srvc Routing Label SuppliesNetworkisSRLMono Volume Mono Volume to be Serviced per printer Volume

Without Supplies Network - Mono CPP per printer FinalTotalCppWith Supplies Network - Mono CPP per printer SuppliesNetworkMonoOutcostCPP

Mono Cost Monthly Mono Outcost per printer MonthlyCostMono Margin Mono Margin on the deal per printer MonoMarginMono Fill Ratio Mono Fill Ratio per printer MonoTonerCoverageNumber Cart. Year # of Cartridges Per Year on Average per printer CartridgesBegin Mono Meter Start Mono Meter per printer MeterColor Volume Color Volume TCO & Serviced per printer ColorVolumeCombined Volume Mono + Color Volume per printer PPDeviceTotalVolume

Without Supplies Network - Color CPP per printer FinalTotalCppColorWith Supplies Network - Color CPP per printer SuppliesNetworkColorOutcostCPP

Color Cost Monthly Color Outcost per printer MonthlyCostColorColor Margin Color Margin on the deal per printer ColorMarginColor Fill Ratio Color Fill Ratio per printer ColorTonerCoverageFlat Rate Outputs Yes or No based on checkbox PPisFlatRateFlat Rate Flat Rate Amount by Device PPFlatRateBegin Color Meter Start Color Meter per printer ColorMeterIP Address IP Address per printer PPIPAddressBehind the Scenes Maintenance Kit Yield KitYieldBehind the Scenes Maintenance Kit CPP MaintenanceCppBehind the Scenes Cost of Maintenance Kit MaintenanceKitBehind the Scenes Labor and Parts CPP per Machine PartsCppBehind the Scenes Mono Cost of Toner per Machine TonerCostBehind the Scenes Mono Toner Yield TonerYieldBehind the Scenes Mono Toner True Yield TrueYieldBehind the Scenes Cyan Cost of Toner per Machine CyanTonerCostBehind the Scenes Cyan Toner Yield CyanTonerYieldBehind the Scenes Cyan Toner True Yield CyanTonerTrueYieldBehind the Scenes Yellow Cost of Toner per Machine YellowTonerCostBehind the Scenes Yellow Toner Yield YellowTonerYieldBehind the Scenes Yellow Toner True Yield YellowTonerTrueYieldBehind the Scenes Magenta Cost of Toner per Machine MagentaTonerCostBehind the Scenes Magenta Toner Yield MagentaTonerYieldBehind the Scenes Magenta Toner True Yield MagentaTonerTrueYieldBehind the Scenes Mono Toner Cost / True Yield TonerCppBehind the Scenes All Mono cpp's added together TotalCppBehind the Scenes All Color cpp's added together TotalColorCPPDealer Cost Dealer Cost for Mono per Machine MonthlyCost1Dealer Cost Color Dealer Cost for Color per Machine MonthlyCostColor1Behind the Scenes Schedule A table ScheduleBehind the Scenes Total Number of Printers being Serviced CTotalPrintersBehind the Scenes Proposed Printer Monthly Costs-PP ProposedCostsPPBehind the Scenes Monthly Printer Savings-PP CurrentCostsPerMonthPPContract Term Length of Contract ContractTermMono Volume Total Mono Volume TotalMonoVolumeColor Volume Total Color Volume TotalColorVolumeMono Cost Monthly Mono Service Cost TotalCustMonthlyCostColor Cost Monthly Color Service Cost TotalCustMonthlyColorCostBehind the Scenes Total Monthly Cost (Mono + Color) TotalPPMonthlyCostMono AVG CPP Mono Cost Per Page Per Month AvgCustomerCppColor AVG CPP Color Cost Per Page Per Month AvgColorCppProfit-Month Profit each month ProfitMonthProfit-Term Profit over term of contract ProfitTermFlat Rate Subtotal Flat Rate Subtotal PPFlatRateSubtotalFlat Rate Margin Flat Rate Margin PPFlatRateMarginGross Profit Margin Mono Total Mono Gross Profit MonoGPMarginGross Profit Margin Color Total Color Gross Profit ColorGPMargin

PRINTER PRICERPRINTERS

These bookmarks are part of a set and, if used, must be used in the same table. They cannot be combined with bookmarks

from another set.

SCHEDULE A

PRINTER PRICERTOTALS

Section

Proposed Mono CPP

Proposed Color CPP

7

Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Main Model Main Model only Desc, Qty, Model #, Product #, SKU ModelOnlyMain Model Quantity + model number (for US Bank Docs) LeaseLineItemQty Main Model only Quantity per machine QuantityModelMake Main Model only Make per machine MakeModelModel Main Model only Model Number per machine ModelNumModelCategory Main Model only Category per machine CategoryModelCategory Description Main Model only Category Description per machine CategoryDescriptionModelProduct # Main Model only Product Number per machine ProductNumModelSKU Main Model only SKU per machine SkuModelDescription Main Model only Description per machine DescriptionModelNotes Main Model only Notes per machine EquipNotesModelService Rate Main Model only service rate per machine ServicerateModelColor Service Rate Main Model only color service rate per mchn ColorServiceRateModelMono Overage Rate Main Model only mono overage rate per machine MonoOverageRateModelColor Overage Rate Main Model only color overage rate per machine ColorOverageRateModelMono Volume Main Model only volume per machine MonoVolumeModelColor Volume Main Model only color volume per machine ColorVolumeModelInstall Charges Main Model only install charges per machine InstallFeeModelConnect Fees Main Model only connect fees per machine ConnectFeeModelBase Main Model only base rate per machine MonoBaseModelColor Base Main Model only color base rate per mchn ColorBaseModelOutCost Main Model only outcost per machine CostModelBehind the Scenes Main Model only Dealer Cost 1 regardless of pricing level selected Cost1ModelBehind the Scenes Main Model only Dealer Cost 2 regardless of pricing level selected Cost2ModelBehind the Scenes Main Model only Dealer Cost 3 regardless of pricing level selected Cost3ModelBehind the Scenes Main Model only Dealer Cost 4 regardless of pricing level selected Cost4ModelBehind the Scenes Main Model only Dealer Cost 5 regardless of pricing level selected Cost5ModelSub Total Main Model only subtotal (based on qty) per machine SubTotalModelMSRP (Per Unit) Main Model only single unit MSRP per machine UnitMSRPModelMSRP (Subtotal) Main Model only total MSRP (based on qty) per machine MSRPModelQty Quantity per line item QuantityMake Make per line item MakeModel Model Number per line item ModelNumDescription Description per line item DescriptionItem Item field for Accessories AccItemNotes Notes per line item EquipNotesProduct # Product Number per line item ProductNumSKU SKU per line item SkuMSRP SubTotal MSRP Subtotal per line item MsrpMSRP Original MSRP rate per line item UnitMsrpBehind the Scenes Dealer Cost 1 for all items, regardless of pricing level selected DealCostOut Cost Individual Equipment at Cost CostMono Volume Mono volume per line item EquipMonoVolumeColor Volume Color volume per line item EquipColorVolumeConnect Fee Connect fee of the model listed for each model, zeros on accessories. ConnectFeeConnect Fee Accessory Connect fee of the model listed for each model and repeated on accessories. AccConnectFeeInstall Fee Install fees per line item InstallFeeMono Base Mono base charge per line item MonoBaseColor Base Color base charge per line item ColorBasePricing Level Pricing Level Used with Deal PriceUsedService Plan Service Plan Used with Deal ServiceRateUsedService Rate Service Rate by Model ServiceRateColor Service Rate Color Service Rate by Model ColorServiceRateDiscount Percent Percentage a machine or accessory was discounted. Must have credit module. DiscountPercentDsicount Dollar Amount Dollar amount a machine or accessory was discounted. Must have credit module. DiscountItem Promotion Item Promotion - Pulls promo used for each model and accessory configured ItemPromotionCompany Promotion Company Promotion - Pulls promo used for each model and accessory configured CompanyPromotionPromotion Discount Promotion Discount - Pulls promo used for each model and accessory configured PromotionDiscountCompany Promotion Discount Company Promotion Discount - Pulls promo used for each model and accessory configured CompanyPromotionDiscountContract Service Contract Service Must have Contract Services module ContractServiceContract Service Contract Service Editied Must have Contract Services module ContactServiceEditedCategory Category CategoryCategory Description Category Description CategoryDescriptionTotal Out Cost Total Equipment at Cost SubTotalTotal MSRP Total MSRP of deal TotMsrpOut Cost Outcost for machines proposed ProposedCostDiscount Total Dollar amount total of all discounts applied in Product Summary. Must have credit module. DiscountSummaryService Term Type of Term (ie: monthly, quarterly) TermBundle Payment Multi Financial Only-Lease Payment plus Service SumTotalPaymentMultiOptions Multi Fin Only-States whether CPP, Lease or Sales Option OptionsMultiFinancial Name Multi Fin Only-Financial Name FinancialNameMultiLease Rate Multi Fin Only-Lease rate LeaseRateMultiLease/Contract Term Multi Fin Only-Lease Term LeaseMonthsMultiLease Type Multi Fin Only-Lease Type LeaseTypeMultiMono Cost Per Page Multi Fin Only-Mono cpp CopierCPCMultiMono Sale Price Multi Fin Only-Mono sale price SalePriceMultiMono Lease Payment Multi Fin Only-Mono lease payment LeasePaymentMulti

Section

MULTI FINANCIALSThese bookmarks are part of a set and if used must be used

SOLUTION SUMMARYCONFIGURATIONS

These bookmarks are part of a set and, if used, must be used in the same table. They cannot be combined with bookmarks

from another set.

SOLUTION CONFIGURATORMAINFRAMES

These bookmarks are part of a set and, if used, must be used in the same table. They cannot be combined with bookmarks

from another set.

EQUIPTOTALS

8

Mono Volume Multi Fin Only-Total mono volume MonoOutputVolumeMultiMono Total Payment Multi Fin Only-Total mono payment TotPaymentMultiColor Cost Per Page Multi Fin Only-Color cpp ColorCPPMultiColor Sale Price Multi Fin Only-Color sale price ColorSalePriceMultiColor Lease Payment Multi Fin Only-Color lease payment ColorLeasePaymentMultiColor Volume Multi Fin Only-Total color volume ColorOutputVolumeMultiColor Total Payment Multi Fin Only-Total color payment ColorTotPaymentMultiTotal Sales Price Multi Fin Only-Total sale price SumSalePriceMultiTotal Lease Payment Multi Fin Only-Total lease payment SumLeasePaymentMultiTotal Service Payment Multi Fin Only-Total service payment (Total Mono SRVC Payment + Total Color SRVC Payment) SumMonoColorSvcPaymentMulti

set and, if used, must be used in the same table. They cannot be combined with bookmarks

from another set.

9

Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Cost Cost Before Profit EquipCostLease Rate Lease Rate LeaseRateLease/Contract Term Lease Months LeaseMonthsLease/Contract Term Lease Months 2 LeaseMonths2Mono Volume Mono Volume Proposed-Equipment Volume2Color Volume Color Volume Proposed-Equipment CVolume2Mono Volume x Term Volume over Term of Lease Contract BlockVolumeColor Volume x Term Color Volume over Term of Lease BlockCVolumeMono Service Rate Mono Service Rate Proposed ServiceSupplyRateTotal Mono Payment Total Mono Service Payment Proposed TotalRatePaymentTotal Payment Total Finances Pmt (TotalRatePayment + CSandsPay) TotalPaymentMono Overage Rate Mono Overage Rate Proposed OverageColor Service Rate Color Service Rate Proposed CSandsTotal Color Payment Total Color Service Payment Proposed CSandSPayColor Overage Rate Color Overage Rate ColorOverageAddl. Charges/Buyout Total of Additional Charges/Buyout Charges AddChargesCalc. Buyout Amount Buyout Amount Before Shipping & Tax Tot_BuyoutRemaining Payments Number of Payments Remaining on Buyout per Machine No_PaymentsMonthly Payment Monthly Payment Total of All Buyouts Mo_PaymentShipping Costs Total of All Shipping Costs on Buyout ShippingEquipment Buyout Equipment itemized out EquipmentItemInitial Term Buyout Term itemized out TermItemSales Tax (Monthly) Buyout Sales Tax itemized out SalesTaxItemShipping Costs Buyout Shipping Costs itemized out ShippingItemCalc. Buyout Amount Buyout minus shipping & tax itemized BuyoutItemTotal Buyout Total Buyout Amt itemized out Tot_BuyoutItemMonthly Payment Monthly Payment For Buyouts itemized out MonthlyPaymentItemInstall Charges Installation Charges Totaled InstallChargesInstall Charges Install Charges per model itemized out InstallFeeFlat Rate Total Total Flat Rate FinancialsFlatRateTotalConnect Fees Connectivity Fee Totaled ConnectivityFeeConnect Fees Connect Fees per model itemized out ConnectFeeConnect Fees Accessory Connect Fees per accessory itemized out AccConnectFeeMono Base Total Combined Base Charge Mono BaseColor Base Total Combined Base Charge Color BaseColorProperty Tax Property Tax applied PropertyTaxSecurity Dep Security Deposit for lease rate SecurityDepositLease Admin Fee Lease Administrator Fee LeaseAdminFeeCheckmark Financials Cost Edited EquipCostEditedCheckmark Financials Equipment Manually Added EquipManAddedCheckmark Financials Connectivity Charges Edited ConnChargesEditedCheckmark Financials Mono Volume Edited MonoVolumeEditedCheckmark Financials Mono Service Rate Edited MonoServiceRateEditedCheckmark Financials Mono Overage Rate Edited MonoOverageRateEditedCheckmark Financials Lease Rate Edited LeaseRateEditedCheckmark Financials Install Charges Edited InstallChargesEditedCheckmark Financials Addl Charges/Buyout Edited AddChargesBuyoutEditedCheckmark Financials Color Volume Edited ColorVolumeEditedCheckmark Financials Color Service Rate Edited ColorServiceRateEditedCheckmark Financials Color Overage Rate Edited ColorOverageRateEditedDealer Lease Rate (db <2.7) Dealer Lease Rate from the admin table DealerLeaseRateLease Type Lease Type LeaseTypeLease Type Lease Company LeaseCompanyMSRP Lease Rate Lease Rate for MSRP-Mult Lease Rates Only MultiMsrpLeaseRateService Lease Rate Lease Rate for Service-Mult Lease Rates Only MultiServiceLeaseRateCharges Lease Rate Lease Rate for Charges-Mult Lease Rates Only MultiChargesLeaseRateLease Type Line item for MSRP-Mult Lease Rates Only MultiMsrpLeaseLineLease Type Line item for Service-Mult Lease Rates Only MultiServiceLeaseLineLease Type Line item for Charges-Mult Lease Rates Only MultiChargesLeaseLine

Section

LEASE RATES

FINANCIALS

10

Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Mono Cost Per Page Mono Cost Per Page/Copy CopierCpcColor Cost Per Page Color Cost Per Page/Copy ColorCppMono Sale Price Mono Sale Price SalePriceColor Sale Price Color Sale Price ColorSalePriceMono Lease Payment Mono Lease Payment LeasePaymentColor Lease Payment Color Lease Payment ColorLeasePaymentMono Volume Total Mono Volume MonoOutputVolumeColor Volume Total Color Volume ColorOutputVolumeMono Total Payment Mono Total Payment TotPaymentColor Total Payment Monthly Color Total Payment ColorTotPaymentMono Gross Profit Mono Gross Profit CopierGrossProfitColor Gross Profit Color Gross Profit ColorGrossProfitNew Mono GP % Gross Profit percentage GPPercentNew Color GP % Color Gross Profit Percentage ClrGPPercentTotal Sales Price Total Sale Price SumSalePriceTotal Lease Payment Lease Payment SumLeasePaymentTotal Mono SRVC Pymnt Total Mono Service Payment SumBWSvcPaymentTotal Color SRVC Pymnt Total Color Service Payment SumColorSvcPaymentBehind the Scenes Total Mono Service + Total Color Service Pmt SumMonoColorSvcPaymentTotal Print SRVC Pymnt Total Printer Service Payment SumPrinterSvcPaymentBundle Payment Lease Payment plus Service SumTotalPaymentTotal Revenue Credit Total Revenue Credit SumTotRevenueTotal Gross Profit Total Gross Profit SumGrossProfitTotal GP Margin % Adjusted Profit Margin % SumGPMarginMono Volume Total Mono Contracted Volume SumBWVolumeColor Volume Total Color Contracted Volume SumColorVolumeMono Prints Total Mono Print Volume SumPrintVolumeColor Prints Total Color Print Volume SumClrPrintVolumePrinter Volume Added To Contract Mono Printer Volume Added PntVolAddedPrinter Volume Added To Contract Color Printer Volume Added ClrPntVolAddedEnter Cost Per Print Rate Mono Printer Service Rate PrintRateEnter Cost Per Print Rate Color Printer Service Rate ClrPrintRatePrinter Monthly Service/ Supply Mono Printer Total Service Charge PrintSSerChargesPrinter Monthly Service/ Supply Color Printer Total Service Charge ClrPrintSSerChargesObjectives Objectives. Must be in a single-cell table on its own. ObjectivesChallenges Challenges. Must be in a single-cell table on its own. ChallengesRecommendation Recommendations. Must be in a single-cell table on its own. RecommendationsInclude w/ New Proposal Checkmarked List of Machines Not Replaced. Pre-defined table that lists machines. ModelsNotReplacedExecBehind the Scenes Cost of Machines Not Being Replaced Pre-defined table that lists machines. EquipNotReplacedCostTotal TCO All Current Monthly Costs CurrentCostsBehind the Scenes Proposed Monthly Costs (Bundle Payment + Equip Not Being Replaced Costs ) ProposedCostsBehind the Scenes Monthly Savings for Customer CurrentCostsPerMonthBehind the Scenes Annual Savings for Customer AnnualSavingsBehind the Scenes Term of Lease Savings for Customer LeaseTermSavingsBehind the Scenes Five Year Savings for Customer FiveYearSavingsBehind the Scenes Acct ID Unique Id assigned to account not viewable by user AccountID

BUNDLED

MISC.

COPIER OUTPUT

FINANCIALSUMMARY

Section

11

Sherpa Field Name Bookmark DescriptionSales

TemplateTCO Excel

Lease End

Report

PP Word

PP Excel

Financials Word

Financials Excel

Order Proc Word

Order Proc Excel

Exec Summ Word

Bookmark Name

Order Number Autogenerated or Typed PO Number OrderNumberSale Type Type of Sale SaleTypeMaintenance Type Type of Maintenance MaintenanceTypeTransaction Type Payment Method TransactionTypeMeter Type Meter Billing Type MeterTypeInvoice Type Invoice Billing Type InvoiceTypeAccount Number ERP Number if applicable AccountNumberBill to Company Company Name BillCompanyBilling Address Billing Address BillAddressSuite/Floor Billing Address 2 BillSuiteBilling City Billing City BillCityBilling State Billing State BillStateBilling Zip Billing Postal Code BillZipBill Contact Billing Contact name BillContactBill Email Address Biller email address BillEmailBill Phone Number Biller phone number BillPhoneBill Fax Number Biller fax number BillFaxKey Operator Contact Key Operator name KeyOperatorContactKey Operator Email Key Operator email address KeyOperatorEmailKey Operator Phone Key Operator phone number KeyOperatorPhoneKey Operator Fax Key Operator fax KeyOperatorFaxIT Contact IT Contact name ITContactIT Email Address IT Contact email address ITContactEmailIT Phone Number IT Contact phone number ITContactPhoneIT Fax Number IT Contact fax number ITContactFaxMeter Contact Meter Contact name MeterContactMeter Email Address Meter Contact email address MeterEmailMeter Phone Number Meter Contact phone number MeterPhoneMeter Fax Number Meter Contact fax number MeterFaxRequested Delivery Date Date customer would like delivery RequestDeliverRequested Delivery Time Time customer would like delivery RequestDeliverTimeDelivery Type Type of Delivery DeliveryTypeDeliver To Company Name DeliverToDeliver Address Deliver location DeliverAddressDeliver City Deliver city DeliverCityDeliver State Deliver state DeliverStateDeliver Zip Deliver postal code DeliverZipOut of Area Outputs Yes or No based on checkbox OutOfAreaConnected Outputs Yes or No based on checkbox ConnectedReplacing a Connected Unit Outputs Yes or No based on checkbox ReplaceConnectedUnitPower Verified Outputs Yes or No based on checkbox PowerVerifiedSpace Verified Outputs Yes or No based on checkbox SpaceVerifiedElevator Outputs Yes or No based on checkbox ElevatorSteps Outputs Yes or No based on checkbox StepsChkNumber of Steps Number of steps to climb StepsSite Survery Completed Outputs Yes or No based on checkbox SiteSurveyCompletedNetwork Tech Needed Outputs Yes or No based on checkbox TechNeededNetwork Survey Completed Outputs Yes or No based on checkbox NetworkSurveyCompletedDelivery Instructions Special delivery instructions DeliveryInstructionsRequested Removal Date Removal Date requested RequestRemovePickup Type Pickup Type PickupTypeRemoval Instructions Special removal instructions PickupInstructionsLease Expiration Date Date of Lease Expiration LeaseExpirationDate90 Day Letter Due Date 90 Day Letter is due _90DayLetterDueLease Vendor Lease Vendor LeaseVendorLease Number Lease Number LeaseNumberAddress Address LeaseAddressCity City LeaseCityState State or Province LeaseStateZip Postal Code LeaseZipCustomer Responsible Outputs Yes or No based on checkbox CustomerResponsibleDealer Responsible Outputs Yes or No based on checkbox DealerResponsibleContact Name Contact Name LeaseContactContact Email Contact Email Address LeaseEmailContact Phone Contact Phone Number LeasePhoneContact Fax Number Contact Fax Number LeaseFaxSubmit Date Date & Time Order Submitted SubmitDate

LETTER OF INTENT

ORDER CONTACTS

ORDER INFO

ORDER DELIVERY

PICKUP

ORDER BILLING

Section

12

Sherpa Field Name Bookmark Description Bookmark Name

Ship To Cust # Customer number CustNumFinancial ID System record ID of the Financial associated with the proposal. FinancialIDProposal ID System record ID of the Proposal associated with the devices ProposalIDShip To Account Name Company name of customer ShipToAccountNameShip To Address Customer address ShipToAddressShip To Suite Customer suite number ShipToAddress2Ship To City Customer shipping city ShipToCityShip To State Customer shipping state ShipToStateShip To Zip Code Customer shipping postal code ShipToZipCodeShip To Contact Customer contact ShipToContactShip To Dept Customer contact's department ShipToDeptShip To Email Customer contact's email ShipToEmailShip To Phone Customer contact's phone number ShipToPhoneBil To Customer Number Billing location's customer number BillToCustNumBill To Account Name Billing location's company name BillToAccountNameBill To Address Billing location's address BillToAddressBill To City Billing location's city BillToCityBill To State Billing location's state BillToStateBill To Zip Code Billing location's postal code BillToZipCodeBill To Contact Billing location's contact name BillToContactBill To Phone Billing location's contact's phone number BillToPhoneOrder # Order number OrderNumPO # PO number PONumSales Rep Sales rep preparing the forms or who made the sale SalesRepSales Rep # ID Number of sales rep preparing the forms or who made the sale SalesNumNew Customer Populates "TRUE" or "FALSE" for whether this is a new customer. NewCustomerRequested Delivery Date Requested delivery date RequestDeliverRequested Delivery Time Requested delivery time RequestDeliverTimeDelivery Type Delivery type DeliveryType

Behind the ScenesDisplays "# of #" for each model in a group of models with the same product number. If models have no product number or incorrect product numbers, count could be inaccurate.

ModelCount

Out of Area Populates "TRUE" or "FALSE" for whether this is out of area. OutOfAreaConnected Populates "TRUE" or "FALSE" for whether customer is connected. ConnectedReplacing a Connected Unit Populates "TRUE" or "FALSE" for whether this is replacing a connected unit. ReplaceConnectedUnitPower Verified Populates "TRUE" or "FALSE" for whether power is verified. PowerVerifiedSpace Verified Populates "TRUE" or "FALSE" for whether space is verified. SpaceVerifiedHard Drive Replace Populates "TRUE" or "FALSE" for whether the hard drive will be replaced. HardDriveReplaceLoading Dock Populates "TRUE" or "FALSE" for whether there is a loading dock. LoadingDockRamp Populates "TRUE" or "FALSE" for whether there is a ramp. RampElevator Populates "TRUE" or "FALSE" for whether there is an elevator. ElevatorSteps Populates "TRUE" or "FALSE" for whether there are steps. StepsNumber of Steps The number of steps NumberofStepsFlights The number of flights FlightsFloors The number of floors FloorsSite Survery Completed Populates "TRUE" or "FALSE" for whether this is a new customer. SiteSurveryCompletedNetwork Tech Needed Populates "TRUE" or "FALSE" for whether a Network Tech is needed. TechNeededNetwork Survey Completed Populates "TRUE" or "FALSE" for whether a Network Survey has been completed. NetworkSurveyCompletedInstructions Delivery instructions DeliveryInstructionsMeter Contact Name Meter contact's name MeterContactMeter Contact Phone Number Meter contact's phone number MeterPhoneMeter Contact Email Meter contact's email MeterEmailMeter Contact Fax Meter contact's fax number MeterFaxIT Contact Name IT contact's name ITContactIT Contact Phone Number IT contact's phone number ITPhoneIT Contact Email IT contact's email ITEmailLease Return Company Lease company for return PickupLeaseCompanyLease Return Ship To Address Lease address for return PickupLeaseShipAddressLease Return City, State, Zip Lease city, state and zip for return PickupLeaseCityStateZipLease Return Instructions Lease instructions for return PickupLeaseInstructionsPricing Level Populates Pricing Level used for the model ModelPriceUsed Behind the Scenes Acct ID Unique Id assigned to account not viewable by user AccountIDService Rate Main Model only service rate per machine ServicerateModelColor Service Rate Main Model only color service rate per mchn ColorServiceRateModelMono Overage Rate Main Model only mono overage rate per machine MonoOverageRateModelColor Overage Rate Main Model only color overage rate per machine ColorOverageRateModelMono Volume Main Model only volume per machine MonoVolumeModelColor Volume Main Model only color volume per machine ColorVolumeModelBase Main Model only base rate per machine MonoBaseModelColor Base Main Model only color base rate per mchn ColorBaseModelEquipment Pickup Date Pickup date for return models RequestRemoveEquipment Pickup Type Pickup type for return models PickupTypeEquipment Pickup Make/Model Pickup models for return models PickupMakeModelEquipment Pickup IP Address Pickup IP addresses for return models PickupIPAddressEquipment Pickup Serial # Pickup serial numbers for return models PickupSerialEquipment Pickup Location Pickup locations for return models PickupLocationEquipment Pickup ID Pickup ID for return models PickupEquipID

(Must be in table) (Must be in table) (Must be in table) (Must be in table) (Must be in table) (Must be in table)

(Must be in table)

SectionMovement Forms

(These are the only bookmarks that work in Movement Forms and these bookmarks do not work anywhere else in Compass Sherpa) *EXCEL ONLY*

Movement Forms

MOVEMENT (PICKUP)These bookmarks are a set and must

be in the same table. Cannot be combined with bookmarks from

another set.

13

Equipment Pickup Instructions Pickup instructions for return models PickupInstructionsProposed Equipment Product # Proposed equipment and accessories product numbers. ProductNumProposed Equipment SKU Proposed equipment and accessories SKU. ModelSKUProposed Equipment Model Proposed equipment and accessories model number only. ModelProposed Equipment Desc Proposed equipment and accessories description only. DescriptionOnlyProposed Equipment Line Proposed equipment and accessories model number & description. ModelDescription

(Must be in table) (Must be in table)

(Must be in table)

(Must be in table)MOVEMENT (NEW)

These bookmarks are a set and must be in the same table. Cannot be combined with bookmarks from

another set.

(Must be in table) (Must be in table)