Johnny Hazelton Hajoca Corporation [email protected]
Transcription
Johnny Hazelton Hajoca Corporation [email protected]
Johnny Hazelton Hajoca Corporation [email protected] Sales Budgeting Module Sales Reports SESSION OVERVIEW Sales Order Entry Options Sales Queues & Inquiries Sales Budgeting Module Sales Budget Queue Establish Goals by Salesperson and Customer Sales Budget Analysis Report Compare Actual to Budget Sales Budget Queue Sales Budget Queue Enter Year Enter Outside Salesperson Number Enter Branch# Custs w/ no Budget = “Y” Sales Budget Queue Sales Budget Queue LY Actual = 2014 $sales TY Actual = 2013 $sales Select: Re-Select Options (ex: choose another slsp) Detail Budget: Set goals for specific Products or type of Products Formula: Set goals for all Customers using existing data (ex: Last year * 1.05) Sales Budget Report Maintenance Sales Budgeting Reports menu Date Range Specific Salesperson or ALL (leave Salesperson blank) Sales Budget Report • Shows Actual Sales vs Budgeted Sales • Also shows each Budget Group – from Product Maintenance • Budget Groups can also be assigned a $budget LIVE DEMO OF SALES BUDGET QUEUE Sales Reports Salesperson Reports Product / Line Reports Customer Reports Gross Profit by Salesperson Show Customers and Invoices Product Sales Report History within a specific date range Sales to one Customer – all products or specific Lines Sales of one Line – all customers “Who bought what?” Item Sales Report T.M.O.A.R (The Mother of all Reports) Note: Use ‘Selection’ menu option for additional choices on any sales report Item Sales Report: • Lots of Selection choices • Can be a Comparison Report of specific date range • Price Line Comparison • Ship Via Comparison • Sales Source Comparison • Salesperson or Writer Compare Gross Profit by Salesperson • Reports End of Month Salesman & Writer Reports menu • Leave Salesperson field blank if you want all salespeople. • This can be scheduled to email the report daily/weekly/monthly to each salesperson Product Sales Report • • • • • History within a specific date range Sales to one Customer – all products or specific Lines Sales of one Line – all customers “Who bought what?” Item Sales Report • Reports End of Month Reports menu • Leave Start Date blank to invoke “comparison” logic • Many more Select & Sort options than the Product Sales Report Customer Reports: Customer Ranking Report Can sort by Sales$ or GP$ Can select one Salesperson or All Customer Comparison Report Compares MTD to MTD LY Compares YTD to YTD LY One Salesperson or All Customer Product Sales History 12 month sales buckets for each product sold All Products or specific Price Lines Customer Sales Reports: The first two are on the Reports End of Month Reports Customer Reports menu path The third one is in the Orders Reports menu Customer Ranking Report • • • Home Branch vs Sales Branch As-of Date for Monthly comparison Sort By vs Rank By Customer Sales Ranking Shows Month-to-Date and Year-toDate numbers Shows the Outside Salesperson Shows the Matrix Price Class Customer Comparison • • • Home Branch vs Sales Branch As-of Date for monthly comparison Sort By options Customer Product Sales Orders Reports menu • 12 month sales buckets for each product sold • All Products or specific Price Lines • Use ‘Selection’ menu option to choose Price Lines Report Writer Reports Increasing / Decreasing Reports Customer sales reports that compare most recent 60 days sales to the 60 days prior to that Lost Sales Report Shows customers with no sales in the last 90 days but sales prior to that Customer Class Report Sorts Customers by their Price Class and then by highest sales Report Writer Reports we created at Hajoca Activity Based Costing (A.B.C.) True Customer Profitability “Cost-to-Serve” – Costs per Activity “Net Profitability” vs. “Gross” Profit A.B.C. can be true activity costs from the G/L or “Estimated” costs All of the company’s that I know use Estimated costs Helps answer the question, “Do A.B.C. Customer Profitability Inquiry customers with similar Gross Profit$ contribute the same to the bottom line?” A.B.C. Customer Profit Inquiry Orders Inquiries menu This Year & Last Year Sales & Gross Profit Activity Costs Adjusted Gross Profit = Gross Profit – Activity Costs Sales Order Entry Re-Order Pad This file is built from the Reports End Of Month 2 menu: Generate Customer Product by Demand Index program There are several Control records Reorder Pad: Products sold to Customer in the last year (Control record) Sequenced initially by Hits (most popular items for that customer) Print or Hold File option for Outside Salesperson Sort by Last Date to find products not being sold anymore Sales Queues & Inquiries: Customer Calling Queue – New/Trouble/Direct Sales Inquiry – Open Sales Orders and Bids for one Customer Customer Inventory History Ledger – Product by Invoice history for one Customer A/R Inquiry – MTD/YTD Sales & Customer Sales History Inquiry Customer Activity Log Viewing – System log for one Customer