This report is a great customer and territory management tool, to help Users identify where time is being spent in the field as compared to the sales dollars for each customer visited. The report shows a running total of touches made to customers (and contacts at those customers) and compares these to the sales dollars over time.
Run this report in Excel to better fit to screen, as well as to enable interactive sorting and filtering. Users can easily sort to show: Customers in a particular City, State, or Territory; most/least visited; or top-down sales dollar.
The grid shows the count of each company and/or contact linked to a journal entry in the selected month, with the totals for the previous year and year-to-date for each year. The total sales dollars for each of the last few years is shown to the right. In addition, the percentage difference (increase or decrease) between the touch points as well as the sales dollars is shown -- this makes it easy to see the trend comparison between number of visits and sales dollar results.
The grid shows the count of each company and/or contact linked to a journal entry in the selected month, with the totals for the previous year and year-to-date for each year. The total sales dollars for each of the last few years is shown to the right. In addition, the percentage difference (increase or decrease) between the touch points as well as the sales dollars is shown -- this makes it easy to see the trend comparison between number of visits and sales dollar results.
This report features many User-selectable parameters to enable filtering on the report.
Year Reporting The default value of the current year will provide a report for the year-to-date information with a comparison to the previous year. If a comparison of the last full year is desired, change the date to 2011, which will generate a report comparing all of 2011 to all of 2010.
Customer Name contains This parameter is used by entering part or all of a customer's name into the field. The resulting report will be filtered to just show matching customer names. If calling upon customers with multiple branch locations, enter the main part of the name to get a single report for all of the branches.
City Name contains and State Name contains works the same as the customer name filter -- enter part of all of the city/state to filter the report to show just matching customers.
Filter by Territory and Filter by Manufacturer allow for the selection of a particular sales rep/territory from the system, or a manufacturer by name, with the resulting report being filtered to just show customers in the selected territory or customers with sales from the selected manufacturer.
Include Hidden Customers This option allows for companies that are marked with the Hide checkbox to not be shown on the report. The Hide checkbox, on the Edit Company dialog, is typically used to remove inactive customers from reports and listings in the system.
Remove Inactive Customers This option helps shorten the report by removing any customers that have had no visits and no sales in the last 2 years.
Metric This parameter controls how the report counts contacts linked to the journals. Due to the different ways in which MRSware User will linke the customers and their contacts to journal entries, it is necessary to provide different options on how to report these touches. This helps each agency track report on the information in an effective manner for themselves.
For each of the selections below, we will use an example journal to illustrate the resulting count. Our example for this exercise is a journal for a sales call where I talked to 2 individuals at the customer. I've linked the journal to the company entry as well as each of the 2 contacts at that company.
- count Companies only
When a journal is linked to the customer company, that is 1 touch. This option ignores the linked contacts at each company and only considers the company entry itself.
example count = 1 - count Contacts only
When a journal is linked to a contact at the customer, each individual counts as 1 touch. In this selection, if the Company is also linked to the journal it will be ignored.
example count = 2 - count both Companies and Contacts
Each linked company and each individual linked to the journal counts as 1 touch point.
example count = 3
Each option for Metric has its use, and will be used by different Users based on how journals in the system are entered.
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