sales i quick tour
TRANSCRIPT
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Sales-I
screenshot demo A quick tour on how to increase sales in the Automotive Aftermarket.
Prepared by JD Meints
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Company Dashboard
At a glance sales
comparison by
month. Instantly know if
you are up or
down vs. last year.
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Alerts are the key
Alerts are setup to give you the bottom
line on key sales performance indicators.
With 1-click you know everything
sales or profit related.
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Customer testimonial
• “simple and intuitive to use; it does the job of identifying
changes in buying behaviour and the ‘alert’ system
pushes that information in real-time to laptops and
mobile phones. Exactly what every proactive sales team
needs"
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View & schedule action
Example: Click an alert to view your top 200 spending accounts
which are down 20% or more from last year..
Directly view and
schedule actions
for you or your
sales team.
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Slice & dice ALL your customer data in seconds
View sales and leakage by customer, branch, salesperson,
territory & more.
Compare by product line, part #,
customer type, transaction type, and
more.
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Sales leakage
Take a deep dive to
find out why a
customer is down.
Instantly know
which accounts
are down & by
how much.
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Leakage, the full picture
Are you up in
sales, but down on
profit by
customer?
Are you down in sales, but up on
profit by product line? by branch? Or
by…you decide?
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The full picture
What are your total unit sales? total cost? total
profit?
View by several key areas. By customer, location, territory, sales rep, product
category and more.
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On top of trends
Instant view of
sales trends.
Red your down,
green your up.
No reports to run.
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Where are your sales gaps?
Instantly know
where you have
lost revenue and
take action.
Drill down by customer, sales rep, location, territory, customer, product
type and more.
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What lines are declining?
Drill down thru product line and category to find
which parts are declining by customer
or territory.
Accurate, instant results allowing
you to take immediate action.
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Sales leakage by geography
Which of your
territories are up
or down.
At a glance view of what areas are
down– do you have a new competitor?
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Geographic sales leakage by line
In New York
AIMCO & Moog
are down the
most. AIMCO is down
over $26,000 time
to investigate.
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Integrated customer relationship management
Generate sales calls or visits for yourself and sales staff based
on actual sales activity.
Generate calls & appointments based on sales alerts, time since last contact or
more.
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Integrated calendars
Scheduled calls and appointments go
right to Outlook or mobile device.
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Integrated email
notifications Actionable sales
alerts go right to
your INBOX.
Take action and schedule follow up
right from your email.
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Now lets make a sales call
Mid-America’s dashboard gives you instant sales history
before you call. Quickly see if this
account is rising
or falling..
In our example
we will select
customer “Mid-
America Service”
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One click ALERTS make you more effective
Before I call I
know
EVERYTHING I
SHOULD.
Schedule or update my activity so we
can track action on alerts.
Top 200 account
down 20% from last
year
Down 10% in purchases
from our top line AIMCO
Qualify for our tool
promotion
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Customer testimonial
• “a major customer where the spend was up but where a
sales-i alert showed a decline in parts. We followed up
on the alert and identified a new competitor in the market
who was working in our customer account taking
business in that line. Without sales-i we simply would not
have identified that until a stage where the competitor
had established itself and was taking a sizeable share of
our orders.”
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Customer YTD spend summary
What has Mid-
America Service
spent with me
Quickly know
totals sales, cost &
profit
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Customer GP% gauge
Mid-America Service fluctuates between high &
medium range GP% Where does Mid-
America stack up
on my profit
gauge.
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Top 5 product groups
I now know Mid-
America’s top five
lines purchased.
And the top 5
product
categories
purchased.
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Spend mix analysis
Quick know what percentage Mid-
America spends on every line or
category.
Mid-America is down in 3 lines,
Standard Motor, A-1 Carrdone & AIMCO
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Create a customer snapshot
Create a professional snapshot report &
presentation in seconds.
A customizable account report
created in seconds. CLICK TO
DOWNLOAD.
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Managing goals
Compare actual
sales vs. goal
month over
month.
Red = below goal
Green = above
goal
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Product line leakage
The customer leakage view shows us what lines Mid-America is down
most.
We can see they are down $9,164 in
MOOG. Are they buying from our
competitor?
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Part level leakage
We can drill down into MOOG to
understand which parts they are not
buying..
We see that a top
selling part#
K80197 is down
$5,075 this period.
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Transaction type detail
In this example
we see Invoices &
Credits.
Mid-America has returned $476 on
$27,985 in purchases across 573 invoices & 17
credits.
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Customer testimonial
“sales-i gives us greater visibility of sales, margins and
profitability and in this difficult market that enables us to
respond faster to sales opportunities and reduce slippage,
sales people are now more effective at their jobs with a
better understanding of their customers”
James Hylton, VP Sales & Marketing
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Customer details
At a glance view
of key account
information.
Easily navigate your customers record
card to view & input important customer
details.
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Key contacts
View and add
contacts to your
customer record.
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Customer note history
View all notes
added to a
customer record.
Customizable fields allowing you to setup
quick forms for adding quality notes.
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Customer potential
View potential
and actual spend
by areas you
specify.
What percentage of your customers buying potential do you get?
What are your competitors getting?
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Current opportunities
We have 2 open
opportunities with
Mid-America.
Our first is a $25,000 deal for braking. We
just prepared a snapshot proposal and discussed
single sourcing.
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Key customer facts
We see Mid-America is a WD with growth potential and their
biggest competitor is Bumper-To-Bumper
Create as many custom fields as you need and
remember these can all be used in our Business
Intelligence views.
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Customer size
Mid-America has
50 employees, 1
location and 0
bays.
Create as many custom fields as you need and
remember these can all be used in our Business
Intelligence views.
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Credit information
View key
accounting
information about
your accounts.
Overall balance, average days to pay,
current balance, credit limit & more.
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Complete sales team management
Instantly see who
your top
performing sales
reps are.
Rank by overall sales, cost, profit,
GP, average price & product count sold.
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Drill into the details
What product
lines is your top
sales rep selling
most?
Are there any
lines which they
are selling below
GP targets?
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Activity reporting, sales opportunities
View all sales opportunities by
category, braking, crash parts,
undercar etc. View size and
activity around
each opportunity.
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Opportunity charts
What is our opportunity mix?
Crash parts, braking, filters etc.
What is the value
of our current
opportunities and
who owns them?
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Call spend summary
How many calls
or visits have we
made to our
accounts?
What have our calls produced in revenue?
Are we wasting time on unproductive sales
calls?
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Call out come report
Which sales reps have made the most calls? Have the most
calls scheduled?
Drill into the calls
to get the details
and results.
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Call outcome charts
Which sales rep
has booked the
most sales cals?
What type of calls
have been
booked? Visits,
follow ups, orders.
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Custom reports.
Create and export
custom account
detail reports.
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Customer testimonial
“Signing up to sales-i is a no brainer. With no infrastructure
or hardware investment you only have to consider the
monthly cost which can be as little as $2 per sales person
per day. Balance that with upsell and cross sell
opportunities each worth between $400-$600 and you'll see
why we're so upbeat about sales-i.”
Adam Noble CEO Irongate Group