Limit Resetting Market Call Labels to a Person per Showroom

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Why might it be a good idea to limit market call labels to one person in the showroom?

  • With one person in control, multiple reps aren’t resetting at the same time, thus making sure all phone labels remain as intended
  • The one person in control should have access to make sure it is OK by ALL reps that it is acceptable to reset market calls, avoiding accidental deletions
  • If one person is in charge, one person is responsible

Meet with your team and see if having only one person responsible for resetting market calls is right for your workflow. Have the admin user check “sAllowMktCallStatusReset” for the user responsible for resetting market calls, and uncheck for all others.

Reach out to us if you need any assistance, help@readytoview.com, 213 438 0600 ext. 502

reset market calls 1 person

Link Multi-Door Stores

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If you have a customer with several contacts, all at different locations, Showroom Exchange allows you to link them together.

To enable the “Link Customers” option (chain-link icon) use the customize this view option.

You will be able to…

  • View them adjacent to one-another (indented layout shown below)
  • For the main location, see which sub-stores are linked
  • For the sub-stores, see which location the main one

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To link customers, click on the chain-link icon in the manage column (if you don’t see the icon, check “view distro” in customize this view). A popup-wizard will lead you to define it as a main location (e.g.; headquarters) or a store location (one of the doors).

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To show the customer accounts linked layout, click “show distro” next to the pagination setting. After clicking “show distro,” the option will turn to “hide distro” so you can revert to the previous format

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Hover the cursor over the darker chain-link icon to see it’s distribution. This way you can see the distribution without using the distro-layout that is activated by “show distro”.

The dark chain-link icon with a globe icon indicates the main location.
The dark chain-link icon without a globe icon indicates the sub-store location.

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Update “Profile” and “Rating” in Bulk

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If you ever need to change the “profile” or “ratings” field for multiple customers, you can do so quickly by editing those fields in bulk.

Click on the “bomb” icon next to either “rating” or “profile” to revise the contents of the respective column. The feature will edit the profiles of the customers that have been pulled-up by searches and filters, not the entire customer base.
The entire customer base WILL BE updated if no filter (search-criteria) has been entered.

There are three kinds of edits you can make:
– Find and Replace: Look for existing content and replace it with a new one.
– Replace Entire Field Contents: Replace the entire field, regardless of its current content.
– Clear All: Clear fields of all selected customers.

Click “Proceed” to save your edits.

Why the “bomb” icon?
There is no UNDO button!

bulk update profile rating

 

How We Use SE to Track Potentials

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We at Showroom Exchange use SE to manage follow-ups with our potentials.

We use Showroom Exchange in two ways to remind us to follow-up with showrooms:

1) the rating/profile fields, and
2) notes with email reminders

The rating and profile columns are great for tagging your customers. The great thing about these columns is that they are open to YOUR implementation and can be updated in BULK.
For example, after we’ve given a showroom their first training, we’ll put a “t1” in their rating profile, and a “t2” after their second. This allows us to reach out to customers that may have missed their second training session, (i.e. we’ll type “*t1*|^*t2*” into the search bar at the top of the column to see who has had their first training but not their second).

Below, we search “pot” to find customers we mark as potentials, whom we can send PBEs to, make market calls, etc.

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2) Make Notes with Emailed Reminders

We also use reminders in the notes feature to be reminded of a specific action. For example, if we contact a potential and want to make sure a follow-up occurs, we’ll make a note for that customer with an email reminder. The email that we receive in a month, or a week… is the reminder to follow-up with the customer.

To make a note with a reminder:

1) Assign a due date
2) Confirm the address you want to send the reminder to
3) Check the box next to “send an email reminder to”

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What Does the (SR) Next to the Rep Name Mean?

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Ever wonder why there’s a red “(SR)” next to one of your reps? It’s because they have been assigned as the “Showroom Rep,” the rep used to track commissions due to the showroom from the mfrs (not the individual reps).

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The SR rep is not supposed to represent a real rep, including the showroom owner. The showroom owner should have their own record with 0% commission. Consider the following scenario:
Sally’s Showroom and Sally K., the owner
There should be 2 records:

SSR: Sally’s Showroom as the showroom rep
SK: Sally K. as a regular rep @ 0% commission.

When entering order, assign the ‘non-SR’ rep that was responsible for the booking as rep1 and all other reps (if any, who are simply sharing commission with rep1) as rep2, rep3 and on. The final rep on every order will be the showroom rep (SR) – SE will AUTO-ASSIGN the SR rep to the last available rep field as long no more than 5 ‘non-SR’ reps are sharing commission. Whether just one rep made the order or if 5 reps are getting commission on an order, the SR rep is always included. By doing so, Showroom Exchange tracks how much commission is due to the showroom as a whole.

The (SR) rep always receives 100% commission, i.e. 100% of the mfr’s base commission rate, which is then broken down to reps. When adding a new order, the SR rep commission will automatically be switched to the mfr commission.

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To edit which rep is the SR rep (there can only be one per showroom), go to the reps page under “Main Categories” and click on a rep name to edit. On the rep edit page, check the box by “this rep is the showroom” to assign them as the showroom rep.

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Why is the Best Brand Receiving the Most Attention?

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It’s not uncommon for the best performing manufacturer to take all of the attention.

  • Use manufacturer yearly comparison report to monitor booking distribution across your brands (i.e. see if all of your eggs are in one basket). Click here to see how to use the mfr yearly comparison report
  • Use the sales analysis to track ship through percentages to measure your designers manufacturing performance. Eliminate non-performing brands. Click here to see how to use the sales by mfr/customer & sales by customer/mfr reports

Market Call Labels – Make Sure You Reach Every Customer

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While market call labels, like many features in Showroom Exchange, can be customized to adjust to the unique workflow of your showroom, below is one suggested use of market call labels- use it to keep track of your customers’ replies to your market (trade show) calls. Identify and follow-up with those customers that confirmed an appointment, but were unable to show.

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First, make the labels you’ll need. Click here to see how to create market call labels. Add one for “attended.”

As you make your calls, mark the customers with their appropriate responses and make notes (in the market call column) when appropriate. Come up with an action plan for each label. For example, for every customer that says “follow-up,” set a reminder to follow up in 2 to 3 days before the show/market.

At the show or market, take note of who attends to mark their profile in Showroom Exchange as “attended.” After the market, you can look at who is still marked as “will attend” to see who wanted to see you but ended up missing their appointment. These customers have shown interest, so make sure to followup with them via phone call or PBE!

You can filter your customer list by market call labels. Use this to send eblasts and make notes to groups of customers based on their responses to your market calls. For the “follow-up” customers example above, filter by the “follow-up” label, click the “personalized bulk email” button at the bottom of the page, and in the popup, click on “notes for recipients” to make a note with a reminder for all “follow-up” customers (you don’t have to actually send an email).

 

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You may also do the same by using the “add notes in bulk” icon.

 

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When you’re done using these labels and its time to use new labels for the next market, use the market call label reset feature to reset labels and save your notes.

 

 

Compare Manufacturers’ and Customers’ Sales by Year

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The manufacturer yearly comparison report and the customer yearly comparison report can examine and compare sales (for a specific period) over the last few years. Use these reports to view the ranking of custs/mfrs for each year, their % of total annual sales, their ship-thru %, and % changes between the years.

These are the perfect tools for monitoring the growth of your business, as well as the performance of your brands.

Find both the Mfr Yearly Comparison report and the Cust Yearly Comparison report on the reports tab

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On the Reports Criteria page, there are two important options different than the usual filters:

1. Decide if you wish to analyse sales based on order date or cancel date. Cancel date is the time frame typically used.

2. When you filter by date, the range must be within one calendar year, because that range will be analyzed in past years as well. Enter 01/01/## – 12/31/## to compare year totals, or select a smaller window of time to see how it compares to the same period in past years.

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The report results will show you customers or manufactures and their annual sales, breaking down each year by rank, active dollars, % of total sales, % shipping rate, and % change to the year prior.

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Best practices for the manufacturer yearly comparison report:

  • run this report annually to help plan your sales projections for the new year
  • compare manufacturers over the past several years to see which manufacturers have gained traction and which are falling behind

Sales by Mfr/Customer & Sales by Customer/Mfr Reports

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The Sales by Mfr/Customer report and the Sales by Customer/Mfr report are simple reports that break down your sales by manufacturer or by customer.

Know which manufacturers each customer has purchased before with the Sales by Customer/Mfr report. See which customers buy for each manufacturer with the Sales by Mfr/Customer Report. Both can be found in the Basics section on the Reports tab.

sales by reports

 

 

The report criteria for these 2 reports are very similar and straightforward. With report format, select “detail” to see every order organized by mfr and customer, or select “summary” to see totals for each mfr or customer. Enter filters to make the report more specific, or don’t to see all of your sales.

Note: more often than not you will want the order status to be “active,” to show values your showroom is actually dealing with, i.e.; original booking minus any revisions, e.g.; a cancelled order.

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Once the report is generated, you can see every order organized by customer and manufacturer.

 

Example of a detailed Sales by Mfr/Customer report

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Example of a detailed Sales by Customer/Mfr report

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