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Product data is normally something dealers get, we normally have issues with this but we get good progress on addressing the issues:
Office Brands are working on being able to identify the top level
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category that would belong to service stock and
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furniture. So we can still use those products with automated marketing
Objective of mentoring week 2
Understand how to use tools to improve data, target and plan for improvement
Procedure
Sales Order ‘Data’
- Monthly sales ex…vs same month last year…where? CRM at customer level, Mangement dashboard at member level.
- No. of orders processed per month…and average $ value of picking. Where? Mgt dashboard.
- No. of lines per sale…good efficeincy / delivery measure.
- Old sales order / DIFOT reports.
- Use conditioning to highlight back orders, or low GP margin line items.
Customers Data:
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Plan to have contacts completely accurate by the end of the year. Industries, roles and address data needs a lot of work at most dealers. OB intend to make more use of this going forward.
Procedure
Inventory Data:
- SOH accuracy. VIP. Paradigm: stocktake once, never again.
- How to improve: scanning in and out | Rolling stocktakes | detailed pick slips | stock adjustments
- Purchasing: avg weekly sales or min/max…are you updating min/max?
- Auto price book updates…what is the price book…how to populate, how to update to product file.
- Auto Product Updates. Manual vs auto catalogue and flyer loads. Do you know what you do?
- Ignoring catalogue data.
- Price book updates…do you know what the price book is?
- How to automate price updates / use product import audit log
- What is selling…what is not? Value Value Rank on goods. Min Min/Max affected.
- Back order performance report….indicator of how well you are controlling stock.
- Dead stock view variant..what to do about it and when.
- Stock accuracy…how? Detailed Picking slips…as stock adjustment sheets. Count everything you pick and check against soh on pick slip. Objective..never to stocktake again. Scan check IN and OUT.
Customers Data:
- Who’s performing..who is not! Lapsed customer view varient (not report).
- Top 10 AA client reports in CRM.
- No spend category anaylsis..CRM. TODO: Geoff to update all AA and A clients by next week.
- Aged debtors…view variant, no report, cases or CRM if share debt colelction job. Email batch for overdue customers..edit wording. Email batch for account receiviable followups.
- Using Optional Validation Messages to help / remind you to update industries / employees/emails.
- Putting contact data onto a new tab in sales order module – to update as/when you enter sales orders.
- Setting default values for customer card creation – helps ensure values are created.
Sales Order ‘Data’
- Monthly sales ex…vs same month last year…where? Mgt Dashboard.
- CRM at customer level, Mangement dashboard at member level.
- No. of orders processed per month…and average $ value of picking. Where? Mgt dashboard.
- No. of lines per sale…good efficeincy / delivery measure. TO DO: KPI for spike line for no. of lines per order.
- Old sales order / DIFOT reports.
- Use conditioning to: highlight back orders, or low GP margin line items; unshipped orders; new customers; top clients who have ordered.
- Adding industry and contacts to sales order screen.
Us instock supply type or maximum shipments to limit the number of shipments to customers.
Note There is a lot of room to drag blub onto sales order screen on a new tab, add a new tab for contact details so they can be edited as you process the sale, add gp% to your sales order screen and use conditional formatting to highlight top customers in pink, customers who have never ordered in orange, sale orders with no sale shipment in blue, web orders that have a workflow status other than ready in red. So the sales screen informs you about the status of or sales orders flowing through the business.
Staff skills review…who does what?
- Warehouse people should pick, pack,
- complete…not substitute/delete/reship orders.
- Customer service 100%
- responsible for order entry /
- substitution and order accuracy at point of origin.
- 1 person to control / double check stock adjustments (or can make it worse)
- Subsititions to be done at point of order origin.
- Have clear way of handling / checking and confirming web orders.
- Finance / payments / payroll / debtors / creditors / bank rec / gst / IAS / workers comp / super…all 1 person?
- Purchasing: now easy, and is a shared role…purchasing also helps in warehouse when time allows.
- Inbound phone calls…sharing?
- Inbound faxes…handled via fax to PC? 1 person has folder shared.
- Sharing email folders / accounts across no of people.
- Who does / checks web orders.
- Someone to review all unshipped SALORDS, daily. Use colour variant to make them obvious.
- Someone to monitor supplier back order ETAs, and ensure supplier lead times are up to date.
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