Johnny Hazelton Hajoca Corporation Johnny.Hazelton@hajoca.com

Johnny Hazelton
Hajoca Corporation
Johnny.Hazelton@hajoca.com
 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