Intro

Please follow these simple guidelines and we know you will love the new tools you will have at your fingertips.

Trax Management Checklist Click Here

· You should have each salesperson view the 13 minute Salesperson Orientation Movie we have provided (also available on our web site) (each manager should watch this twice. Once on their own before sharing with the sales team and once with the team. They should also be asked to sign the Salesperson Agreement and provide a copy back to you for your records. Click Here

· A computer should be designated solely for the use of TRAX on the sales floor. This computer should be placed at the point or the area where your sales team have the best access to the system from several angles. The ideal is to be set up at counter height so a salesperson can easily walk up to the system, enter their information, then move on. It is important that a salesperson be able to see the front door and the UpBoard at the same time and that the computer be networked to at least one other computer on the floor. Is also critical that the manual (paper system) be eliminated. If you allow the paper system to stay TRAX will fail.

· The requirements are minimal. The least expensive Windows based computer available today with basic High Speed Internet Connectivity is perfectly adequate. Do not use an older model computer with slow processor speed.

· At least one extra computer should be available on the floor for so each Sales Associate can access their Personal Customer Database, so you don't have a bottleneck at the UpBoard during busy times.

· Initially you should have access to the Performance Summary Report and The “IGE” Information Gathering Efficiency Report. This should be viewed within the first week to determine if you have any stragglers on the sales floor that may be resisting TRAX. Sometimes salespeople are a little tentative or afraid of you receiving this new information. In the back of their mind they may feel that this information is going to be used against them. You must assure them that this data is designed to make their job easier, their time more productive and each day personally more profitable for everyone.

· All salespeople should take a few moments to enter all the existing unsold customers in their tickler files they are working with (Hot Unsold Prospects). It is my belief that if you have a salesperson who has been with you for any reasonable length of time, and they don’t have at least 20-50 quality unsold customer prospects they are currently working with, they are sponging off your advertising standing around waiting for the door to swing and these people need to smell the coffee. Our goal is to capture quality information on at least 50% of the sales they do not make. Of course the primary goal is to sell every person who visits your company. We would all love a 100% closing ratio but we also know that this is not humanly possible. TRAX is designed to create and maintain long term meaningful relationships with your customers. With out quality CRM tools like TRAX, your more sophisticated competitors are going to pass you by with a swoosh.

· Make sure your salespeople enter a forward action date on each customer. The day a sales assocaite make that first sale that probably would not have happened without TRAX, they are hooked for life. TRAX is just like anything else that is totally new. Once they become familiar with the main screen it will become second nature very quickly and begin generating positive results. The psychologists tell us that it requires about 21 days to turn a skill into a habit . I believe you will agree it takes half that time to ingrain the TRAX habit into second nature.

· One person should be designated as the TRAX administrator. This person should read all manuals and take the time to understand all the tools in the system. If you have one person who can make sure TRAX is set up properly and will take responsibility for its performance you are guaranteed dramatic improvement. If this person is someone who truly cares about the long-term growth of your company you will enjoy incredible strides in performance. If no one plans to take charge of this position and look at the reports then provide feedback to the owner, you should not buy Trax. The system is so good that it has been known to create improvement by itself but experience has shown that without a leader in the organization using the data the improvements are limited. With management involved the improvements are dramatic...GUARANTEED.

· Set up an inbox for each salesperson for their daily to do list, automatically printed customer thank you letters and weekly performance letter. A plastic tray on the central counter will be fine. The key is that these reports must be waiting for them in the same place each morning.

· Make sure each salesperson has a personal three-ring organizer for their daily to do lists.

· Special Note: A salesperson should never enter information into TRAX until after that customer has left the premises. The last thing you want is a salesperson playing with a computer with a customer standing behind them with an open checkbook in their hand. It is also imperative that after all customers leave that all opportunities be entered.

· You should use our perpetual spiff contest described in the manual and also here on the Trax web site. We have had dealers experience major sales improvements from this very competitive fun, weekly, three-minute contest. Of course the ulterior motive is that if they do not insure that all sales are entered then their numbers are going to reflect lower than correct sales volume and they will not win as much money in the spiff contest. By the way Spiff stands for SPecial Incentive For Fun.

Sample of Customer Information Card

Take an 8 1/2 inch sheet of paper, copy this and have your printer cut in half then create pads with gummed top so your sales team can use in a clip board and tear off when done.

Front

Customer__________________________________Salesperson____________________

Address__________________________________City__________State____ZIP_______

Home Phone ___-____-_____ Cell Phone ___-____-_____ Work Phone ___-____-_____

Email ____________________________________

Action Date ________Next Action _____________________Birthdate (dd/mm)_______

Comments_______________________________________________________________

Advertising Products Steps / Reasons

__Didn’t Ask __ Product Category 1 __1 Greeting

__Repeat Customer __ Product Category 2 __2 Needs Analysis

__Newspaper __ Product Category 3 __3 Product Comparison

__Sign/Drive By __ Product Category 4 __4 Sketched The Room

__Customer Referral __ Product Category 5 __5 Presentation

__Television __ Product Category 6 __6 Demonstration

__Circular __ Product Category 7 __7 Asked For Order

__Direct Mail __ Product Category 8 __8 Made Be Back Appt

__Website __ Product Category 9

__Magazine Ad __ Product Category 10

__Exchange __ Product Category 11

__Yellow Pages __ Product Category 12

__Billboard __ Product Category 13

__Radio __ Product Category 14

************************************************************************

Customer__________________________________Salesperson____________________

Address__________________________________City__________State____ZIP_______

Home Phone ___-____-_____ Cell Phone ___-____-_____ Work Phone ___-____-_____

Email ____________________________________

Action Date ________Next Action _____________________Birthdate (dd/mm)_______

Comments_______________________________________________________________

Advertising Products Steps / Reasons

__Didn’t Ask __ Product Category 1 __1 Greeting

__Repeat Customer __ Product Category 2 __2 Needs Analysis

__Newspaper __ Product Category 3 __3 Product Comparison

__Sign/Drive By __ Product Category 4 __4 Sketched The Room

__Customer Referral __ Product Category 5 __5 Presentation

__Television __ Product Category 6 __6 Demonstration

__Circular __ Product Category 7 __7 Asked For Order

__Direct Mail __ Product Category 8 __8 Made Be Back Appt

__Website __ Product Category 9

__Magazine Ad __ Product Category 10

__Exchange __ Product Category 11

__Yellow Pages __ Product Category 12

__Billboard __ Product Category 13

__Radio __ Product Category 14

Sketch Dimensions or Additional Notes (each square equals 1 foot)

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Sketch Dimensions or Additional Notes (each square equals 1 foot)

Other Miscellaneous Sample Guest Cards

Customer_______________________________________________________ Salesperson____________________

Address___________________________________________________City_____________State____ZIP________

Home Phone ____-____-______ Cell Phone ____-____-______ Work Phone ____-____-______

Email ____________________________________

Action Date _______________ Next Action _________________________________Birthdate Day___ Month____

Comments____________________________________________________________________________________

___________________________________________________________________________________________

Advertising (select one) Products Steps / Reasons

__TV __Upholstered __1 Greeting

__Radio __Leather __2 Needs Analysis

__Newspaper __Bedroom __3 Comparison

__Internet __Bedding __4 Sketched The Room

__Yellow Pages __Recliners __5 Presentation

__Flyer/Brochure __Dining Room __6 Demonstration

__Sign/Drive By __Occasional __7 Asked For Order

__Customer Referral __Wall Units __8 Made Be Back Appt

__Accessories

__Home Office

__Unspecified

Jeweler Customer Information Card

Take an 8 1/2 inch sheet of paper, copy this and have your printer cut in half then create pads with gummed top so your sales team can use in a clip board and tear off when done.

Front

Customer_______________________________________________________ Salesperson____________________

Address___________________________________________________City_____________State____ZIP________

Home Phone ____-____-______ Cell Phone ____-____-______ Work Phone ____-____-______ Ext ____

Email ____________________________________

Action Date _______________ Next Action _________________________________Birthdate Day___ Month____

Comments____________________________________________________________________________________

___________________________________________________________________________________________

Advertising (select one) Products Steps / Reasons

__Unknown __Engagement Ring __1 Greeting

__Repeat Customer __Wedding Bands __2 Needs Analysis

__Sign/Drive By __Colored Stones __3 Product Comparison

__Customer Referral __Diamond Jewelry __4 Sketched Ideas

__Direct Mail __Custom Design __5 Presentation

__Website __Bracelets __6 Demonstration

__Yellow Pages __Earrings __7 Asked For Order

__Pearls __8 Placed Order

__Charms / Baby __9 Made Be Back Appt

__Chain __10 Custom Design

__Gents Jewelry __11 Repair Ask/Dropoff

__Watches __12 Repair Pickup

__Gifts __13 Purchase Pickup

__Appraisal __14 Clean & Check

__Repair Department __15 Watch Battery/Sizing

__Glasses Repair

__Scrap Ask/Leave

__Scrap Buyout Pickup

Sample for Appliance Dealer

Customer_______________________________________________________ Salesperson____________________

Address___________________________________________________City_____________State____ZIP________

Home Phone ____-____-______ Cell Phone ____-____-______ Work Phone ____-____-______

Email ____________________________________

Action Date _______________ Next Action _________________________________Birthdate Day___ Month____

Comments____________________________________________________________________________________

___________________________________________________________________________________________

Advertising (select one) Products Steps / Reasons

__Repeat Customer __Refrigerator __Used Appliance __1 Greeting

__The Mirror __Range __Appliance Warranty __2 Needs Analysis

__The Free Press __Washer __King Mattress __3 Comparison

__Customer Referral __Dryer __Queen Mattress __4 Sketched The Room

__Rock 95 __Dishwasher __Full Mattress __5 Presentation

__Star 107.5 __Freezer __Twin Mattress __6 Demonstration

__Parts and Service __Built-in Appliance __Foundation __7 Asked For Order

__Flyer __Microwave __Mattress Protector __8 Made Be Back Appt

__Direct Mail __Hood Fan __Pillow

__Yellow Pages __Other

__Magazine Ad

__Sign/Drive By

__Didn’t Ask

__Internet

Sample for Bedding Dealer

Front

Customer_______________________________________________________ Salesperson____________________

Address___________________________________________________City_____________State____ZIP________

Home Phone ____-____-______ Cell Phone ____-____-______ Work Phone ____-____-______

Email ____________________________________

Action Date _______________ Next Action _________________________________Birthdate Day___ Month____

Comments____________________________________________________________________________________

___________________________________________________________________________________________

Advertising (select one) Products Steps / Reasons

__Repeat Customer __ King Pillowtop __ Headboard/Footboard __1 Greeting

__The Mirror __ Queen Pillowtop __ Headboard Only __2 Needs Analysis

__The Free Press __ Full Pillowtop __ King Firm __3 Comparison

__Customer Referral __Twin Pillowtop __ Queen Firm __4 Presentation

__Rock 95 __ King Plush __ Full Firm __5 Demonstration

__Star 107.5 __ Queen Plush __Twin Firm __6 Asked For Order

__Parts and Service __ Full Plush __ Accessories __7 Made Be Back Appt

__Flyer __ Twin Plush __Pillow

__Direct Mail __ Tempur-Pedic __Other

__Yellow Pages

__Magazine Ad

__Sign/Drive By

__Didn’t Ask

__Internet

Mattress

Customer__________________________________Salesperson____________________

Address__________________________________City__________State____ZIP_______

Home Phone ___-____-_____ Cell Phone ___-____-_____ Work Phone ___-____-_____

Email ____________________________________

Action Date ________Next Action _____________________Birthdate (dd/mm)_______

Comments_______________________________________________________________

Advertising Products Steps / Reasons

__Didn’t Ask __Perfect Day __1 Greeting

__Repeat Customer __Perfect Sleeper __2 Needs Analysis

__Newspaper __Vera Wang Innerspring __3 Product Comparison

__Sign/Drive By __Vera Wang Wrapped Co __4 Sketched The Room

__Customer Referral __Serpatapdic __6 Demonstration

__Television __MD Innerspring __7 Asked For Order

__Circular __Latex Mattresses __8 Made Be Back Appt

__Direct Mail __Memory Foam Mattress

__Website __Memory Foam Kidz

__Magazine Ad __Protect-a-Bed

__Exchange __Futons

__Yellow Pages __Furniture

__Billboard __Adjustable Beds

__Radio __Frames

__Bean Bags

__Pillows

Sample Furniture - Flooring Dealer

Customer_______________________________________________________ Salesperson____________________

Address___________________________________________________City_____________State____ZIP________

Home Phone ____-____-______ Cell Phone ____-____-______ Work Phone ____-____-______

Email ____________________________________

Action Date _______________ Next Action _________________________________Birthdate Day___ Month____

Comments____________________________________________________________________________________

___________________________________________________________________________________________

Advertising (select one) Products Steps / Reasons

__Repeat Customer __ Leather-Reclining __Groups __1 Greeting

__The Mirror __ Liv Rm Dual Purpose __Juvenile __2 Needs Analysis

__The Free Press __ Living Rm - Leather __Knocked-Down Furn __3 Comparison

__Customer Referral __ Living Rm Occasional __Floorcare Equipment __4 Sketched The Room

__Rock 95 __ Recliners Fabric __Floor coverings-Hard __5 Presentation

__Star 107.5 __ Stat Upholstered __Floor coverings-Misc __6 Demonstration

__Parts and Service __ Office Furniture __Floor coverings-Rugs __7 Asked For Order

__Flyer __ Bedding-Conventional __Floor coverings-Soft __8 Made Be Back Appt

__Direct Mail __ Bedroom __Lamps & Shapes

__Yellow Pages __ Draperies & Curtains __Accessories

__Magazine Ad __Dining Rm – Casual __Miscellaneous

__Sign/Drive By __Dining Rm - Formal

__Didn’t Ask

__Internet

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