Dealer and
Showroom Page
Please insure
that when you are setting up the dealer page and showroom page that you fill
in every space possible. We need extra phone numbers and all email
addresses that you can get. Please put these on both pages as it helps
us provide better customer service.
Security
When you set up
the security passwords please use the customers first name for both the
Reports and Upboard, and always leave the Salesperson Activity blank and let
the customer know that we do not suggest that they use a password for
this. It is very important that you let the customer know that they must
change their password as soon as you are done with this training session to
something more secure and also make sure they know to not give the upboard
password to their sales people, but that an assistant manager should have this
in case itis needed during their day off.
Employee Setup
When setting up a
new salesperson use their initials for the IFPOS and always tell the customer
to make sure if a salesperson leaves the company that they do not create a new
employee listing for the next salesperson. It is very important that
they always change the name of the old to the new salesperson. This is
important for two reasons. #1. The old unsold customers do not
fall through the cracks because the new salesperson is totally responsible and
#2. This is very helpfull in giving a new salesperson a leg up. It
is important that the customer understand that they will need to keep separate
track of when the old salesperson left so if they pull a report it be dated
correctly so the sales numbers do not overlap.
Setup
Show the dealer
the setup page for Actions so they know where they can change the Employee
Actions on the Customer Details Screen
Demonstrate how
to change the customizing of Advertising Products and Reasons.
Here is the setup
for a typical furniture, bedding and flooring company examples.
Upholstery
Leather
Bedroom
Bedding
Recliners
Dining Room
Occasional
Wall Units
Accessories
Home Office
Unspecified
Tempur-Pedic
King Pillowtop
Queen Pillowtop
Full Pillowtop
Twin Pillowtop
King Plush
Queen Plush
Full Plush
Twin Plush
King Firm
Headboard/Footboard
Headboard
OnlyKing Firm
Queen Firm
Full Firm
Twin Firm
Accessories
Vinyl
Prefinished Wood
Sand and finish wood
Laminate
Luxury Vinyl Tile
Vinyl Comp. Tile
Tile
Stone
Sundries
Supplies
Labor Only
Carpet Cleaning
Specialty
Area Rugs
Did Not Collect
| Reason
Categories or Steps of the Selling Process |
Use this first
one for all installs and change the default. Also delete any extra prior
listings.
Also please make
sure you copy the number with the item, so that it is easier to read the
reports.
1 Greeting..
2 Needs Analysis
3 Comparison
4 Sketched The Room
5 Presentation
6 Demonstration
7 Asked For Order
8 Made Be Back Appt
If Dealer is
involved with Ron Martin (Sales Trainer from Hawaii)
1 Greet
2 Position
3 Speak
4 Tell
5 Show
6 Overcome
7 Nudge
8 Add On
9 Be Friend
Store Hours
should be fine but make sure the customer knows how to change this.
Set Performance Summary Options please set
all dealers to this exact setting unless otherwise asked. We want the
dealer to be fosuced on the five basics for the first 30 days. Then they
can do whatever they think is best for them.
| Set
Performance Summary Options |
|
Please set each dealer at the following
amount for the full year by
selecting each advertising category.
Television
$4250
Radio
$2000
Newspaper
$5000
Direct
Mail $4000
Yellow
Pages $375
Internet/Web
$500
If they
are a very large dealer with 10 or more salespeople please double
these numbers.
| Advertising
Expense for Mikes test |
|
|
|
Goal Setup
When you set this
up you will receive a weekly auto printed goal sheet displaying who has hit
their goal for the week and who needs assistance. This program will
bring your monthly goals to life and help you become a better manager.
We also have a brilliant spiff contest that is guaranteed to create fun
competition on your sales floor and make everyone more money. After all
that is what made this country great.
MONTHLY
GOALS
First select Goal
Dates and change from 5 year to One Month. Explain to the customer that
they can select five year if they use the four four five accounting method
where each quarter is set up as four weeks four weeks then five weeks...
This makes is so that each month is the same every year and has many
advantages. The problem is that most dealers do their payroll on a
monthly basis. This is why the monthly plan is the best.
The key is to set
up the months properly.
January 31 Days
February 28 Days
March 31 Days
April 30 Days
May 31 Days
June 30 Days
July 31 Days
August 31 Days
September 30 Days
October 31 Days
November30 Days
December 31 Days
Cool Trick to
easily know the number of days in the month. Close your hand (making a
fist) touch your first knuckle on top of your hand and this is January
(31 days) the space between the first knuckle and second is February and it is less
than 31 days. The second knuckle is 31 days the next space between
the knuckle (April) is 30 days and so on. High is 31 days and all others
are 30 days. You must skip from the fourth knuckle to the first knuckle
again when going from July to August. And now you know how many days in
any month without a calendar.
When you are
setting up the Monthly Goal Dates you must set up the first three weeks with
seven days and the fourth week has either nine or ten days. (never
use the fifth week) So in other words the fourth week will always have
extra days but this is much better than having a fifth week with 2 or three
days.
The calendar
always starts on the first of the month and the last week always has extra
days unless it is February.
| Goal
Dates Maintenance for Sample Company |
|
|
It is very
important to get this next part right. Because you have extra days in
the last week of the month, you must add those extra days into the last week.
TRAX allows you
to be very creative with your goal setting because you have the flexibility to
insure that everyone carries their fair share and you also can reward and
recognize your top performers by increasing the personal goal percentage to
challenge the superstars in your organization.
It is important
that you do not jack your superstars weekly goals for one simple reason.
- Determine
your goal for the month
- Lets say your
goal for the month is $450,000 and you have 10 sales associates, goal
$45,000 for the month each. Divide your total showroom goal by the
number of salespeople.
- Divide the
goal for the month by the number of days in the month. (Make it
simple and do not factor days off, we all take them, and it evens out.)
So divide by 31 for example in May. In this example $45,000 divided by
31 days equals 1452 per day. (always round up).
- To calculate
the first three weeks multiply seven days by $1452 = $10164 per week
- The fourth
week in this example has 10 days, obviously because you do not want a two or
three day week. (Thank you Joe Capillo) So multiply $1452 by 10
= $14520
- To calculate
your minimum deduct 25% from the goal. Please note that many dealers
will calculate their goals by increasing their sales goal to 10% over last
years numbers and then they set their minimums at last years goal.
This is a mistake in my opinion because you do not see the opportunities to
assist your sales people when they need your help the most. If you set
your minimum only 10% below your goal then the sales associates who are 11%
below goal will have the same below minimum symbol that the salespeople who
are 50% below goal have. This is why you need a bigger margin and we
encourage you to take our advice at least for the first 60 days.
| Employee
Goals for .Sample Company Multiple Locations |
STORE
GOALMINIMUM
AMOUNT
| |
Employee |
|
Personal Goal % |
Week 1 |
Week 2 |
Week 3 |
Week 4 |
Week 5 |
Month |
|
Week 1 |
Week 2 |
Week 3 |
Week 4 |
Week 5 |
Month |
|
| Edit |
Natalie |
|
10.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
| Edit |
Nicole |
|
25.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
| Edit |
Taylor |
|
65.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
| Edit |
Erin |
|
25.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
| Edit |
Michael |
|
40.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
| Edit |
Trixie |
|
25.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
| Edit |
Christine |
|
25.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
| Edit |
Sparky |
|
80.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
| Edit |
Una |
|
25.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
| Edit |
Dave |
|
25.00 |
10164.00 |
10164.00 |
10164.00 |
14520.00 |
0 |
45012.00 |
|
7623.00 |
7623.00 |
7623.00 |
10890.00 |
0 |
33759.00 |
Delete |
|
Subject: Setup of your traffic
counter system. For dealers with only the traffic counter...
It looks like the
counter system is providing data. Have you seen it lately? I also want to
explain how the Revenue Per Up Report works and how this new report will provide
you some excellent management information.
Revenue Per Up (RPU)
is the sales volume represented by every opportunity that comes into a store.
Currently the only management information you possess are total sales volume and
average sale amount. This report will also provide you the Conversion/Closing
ratio and your RPU. The RPU is calculated by dividing the total number of
opportunities by the total sales volume for the day.
This Number is by
far the best kept secret in retail. It is very powerful because it provides you
the true level of customer service you are currently providing and most
importantly will give you a true and accurate value of the potential business
that each store is capable of.
There are only two
ways to improve this number. #1. Increase the average ticket size or #2.
Increase the Conversion/Closing ratio.
The reason this is
so important For Example:
You have two
locations that are virtually identical, same number of salespeople, same type
demographics, same consistent sales volume and same average sale. You might
discover that one location has a 50% higher RPU than its sister store. If this
occurs the fireworks should go off and sirens should sound because if you can
identify what the difference is, you have an excellent chance (with good
management) to increase the overall sales performance at this location by 50%
because the only logical difference is that your conversion ratio is 50% lower
than the higher store and possibly you are receiving 50% more traffic and could
be understaffed. The bottom line is that if this example were true, you would
discover that you had a great opportunity to dramatically improve sales in your
company and not increase any other costs (like advertising) in the process.
#1. Please go to
www.etraxsales.com and select your company (Dealer Name) enter your user
name and password. If you do not have these please email
dave@traxsales.com or
support@traxsales.com and we will send them to you. Once you have entered
the system you are the TRAX administrator and should reset all passwords and
user names. Go To <ADMINISTRATION> the select <Security> then simply delete the
passwords we have set for you and recreate the new ones that you desire.
#2. Go to <SHOWROOM> and insure that every space is
properly filled out and that all phone numbers and most importantly your email
address is listed. This will insure that if the traffic counter has stopped for
one day that you and our support team receive email notification if there is a
system, PC or internet failure. It is important that you insure the box below
called TC Traffic Counter Failure Notification is selected. Do not select VP
Notification unless you invested in the Visual Proof Camera System.
#3. Go to the top right link on
www.eTRAXsales.com called <TRAFFIC TRAX REPORTS> then select the fifth item
on this drop down called <Revenue Per Up> Select the showroom you want. Make
sure you select the showroom name then select EDIT in front of the day on top.
This new box allows you to enter the daily sales volume (this should not take
more than a couple seconds) and is worth its time in gold. If you select
monthly this report really comes to life and is very easy to work with for each
showroom.
Please call me
immediately if you have any questions about these instructions or any other
issue regarding TRAX. We are standing by and look forward to providing you the
tools to help you with the management of your business.
Our only goal is to
assist you in improving performance standards, helping you identify staffing
issues and breaking your sales records continually.
Please call my
private cell phone number any time for any reason at 713 854-7706.
Warmest regards,
Dave
