CS3050 Beacon Module 11 Reports People and Technology Creating a Safer, Cleaner Environment Updated 6/13 Welcome to the Clean Harbors Beacon Module 11 – Using Reports within Beacon. This course is coded CS3050 and is a conducted as a one time module or refresher as needed

Summary Reports: This module will review how to utilize the reports available in Beacon, and how they can help to manage employees. The reports help to streamline the data, and provide KPI criteria. This module will review how to utilize the reports available to you in Beacon and how they can help you to manage your territory or your employees * The reports help to streamline the data, and provide KPI criteria

Reports Accessing Reports: From the BEACON navigation bar, click on Reports then Beacon Reports. You can access the reports page on the navigation bar on the left side of your screen in Beacon. * Click on Sales Tools, Then Report

Reports This will then launch the reports menu You will then be launched into the reports menue * You will notice that there are several report categories. Many of the erports are in more than one category, however they will pull different data depending on the users rights. Click on each category to the the list of available reports. The available categories are MY SALES REPORTS, SALES MANAGEMENT REPORTS, SALES SUPPORT REPORTS, Admin Reports and Executive reports There are several categories to choose from. Many of the reports lie in more than one category; however, they will pull different data depending on the rights of the user. Click on each link to see the available reports.

My Sales Reports My Sales Reports – Used by Sales Personnel, Specialists (TS/FS) and Corporate Account Managers. Allows users to view the information only. A Ranked Activity: Lists A ranked accounts grouped by DSM and Indicates whether Call Note or Pipeline activity present for the selected date range. A-C Ranked Activity: For the given Manager, lists all non-expired A and C ranked accounts and determines if Call Note or Pipelines were inserted or updated against each account during the given date range. AVB by LOB Monthly Drill: Lists Actual vs. Budget totals by Month drill down to Line of Business. AVB by LOB Qtrly Drill: Lists Actual vs. Budget totals by quarter drill down to Line of Business. CAM Account Penetration: Lists Corporate Accounts for selected CA Manager along with the count of linked Cust/Gens and Gens, the number of face-to-face call notes entered by the assigned CA Manager for each Corporate Account during the given date range and the date of the last face-to-face call note for each Corporate Account CAM Actual vs. Budget: Shows CAM monthly Actual vs. Budget for logged in user. My Sales Reports – Used by Sales Personnel, Specialists (TS/FS) and Corporate Account Managers. Allows users to view the information only.

My Sales Reports CAM Pipeline Summary: Reflects Open opportunities closing within 90 days and Closed or Lost opportunities closed within the past 90 days. CAM will see all pipelines entered against any WIN codes linked to their CA. Colinked Generator By WIN ID: Generators Colinked to a specific WIN ID Corporate Account Credit Terms: WIN ID, Company Name, Credit Terms and Credit Status for all billable companies linked to the selected Corporate Account. Use this report as a tool to keep credit terms accurate (in line with credit agreements). Individual Pipeline Summary Report: Automatic report that gives a 90 day “snapshot” of the Beacon users pipelines. This report reflects Open opportunities closing within 90 days and Closed or Lost opportunities closed within 90 days and up to 90 days past. KPI CAM Corporate: CAM prospect companies indicates whether they have strategy documents and when last AO call note was entered. Open Pipeline Contact Analysis Report: Lists all open pipelines based on the contact method. The report will list account class, opportunity $ value and pipeline $ value. Past Due Pipeline Detail: Lists all past due pipelines for the Managers direct reports. The detail for every pipeline is listed individually.

Sales Management Reports KPI – Sales Call Activity: This report lists all past due pipelines for the Managers direct reports. The detail for every pipeline is listed individually. Mamager A Ranked Activity: Lists AO A ranked accounts grouped by DSM and indicates whether call or pipeline activity present for the selected date range. Manager A-C Ranked Activity: Lists all non-expired A and C ranked accounts and determines if Call Note or Pipelines were inserted or updated against each account during the given date range. Manager Beacon Touches Summary: This report lists touches for all direct reports. The manager must provide date criteria when running the report. A touch is recorded when a Beacon user creates or updates a Pipeline, Call Note, or Collection Note. The touch will be recorded when the “save” button is utilized. Manager Beacon Wireless Logins: Lists summary and detail of Beacon Wireless Logins. Manager CAM Account Penetration: Lists Corporate Accounts for selected CA Manager along with the count of linked Cust/Gens and Gens, the number of face-to-face call notes entered by the assigned CA Manager for each Corporate Account during the given date range and the date of the last face-to-face call note for each Corporate Account.

Sales Management Reports Manager CAM Account Penetration: Lists Corporate Accounts for selected CA Manager along with the count of linked Cust/Gens and Gens, the number of face-to-face call notes entered by the assigned CA Manager for each Corporate Account during the given date range and the date of the last face-to-face call note for each Corporate Account. Manager CAM Pipeline Summary: Reflects Open opportunities closing within 90 days and Closed or Lost opportunities closed within 90 days and up to 90 days past. Pipelines entered against any WIN codes linked to the CAM's Corporate Accounts. Manager CAM Touches Summary: Report lists touches for all CAM's belonging to this manager. The manager must provide date criteria when running the report. A touch is recorded when a Beacon user creates or updates a Pipeline, Call Note, or Collection Note. The touch will be recorded when the “save” button is utilized. Manager DSM AVB by LOB Monthly Drill: Actual vs. Budget totals by month drill down from DSM to Line of Business. Manager KPI – New Customer Activity: displays the number of new customers created by Rank for each user in a group. This report displays all accounts created within the specified time period where the AM is the account owner.

Sales Management Reports Manager KPI – Pipeline by Market Segment: displays pipeline information by phase, contact method, account class, # of pipelines, $ of opportunity and $ of pipeline. The user can select Manager and date criteria for this report. Manager KPI – Pipeline by Services Discussed: Open Pipelines by services discussed. Manager KPI CAM Corporate: CAM prospect companies indicating whether they have strategy documents and when last AO Call Note was entered. Manager Past Due Pipeline Detail: Lists all past due pipelines for the managers direct reports. Manager Past Due Pipeline Summary: Summarizes past due pipelines by AM. Manager Pipeline Detail: AOs Pipeline details for selected Manager and selected date range. Manager Pipeline Summary: reflects Open opportunities closing 90 days and Closed or Lost opportunities closed within 90 days and up to 90 days past.

Executive Reports Executive Reports – Used by all Executives and Vice Presidents. Allows users to view the rollup of all managers reporting to them, as well as the detail to the AM level Executive Beacon Touches Summary: This report lists touches for all direct reports. The Executive must select the Sales Manager and provide date criteria when running the report A touch is recorded when a Beacon User crates or updates a Pipeline, Call Note or Collection note. The touch will be recorded when the “save”: icon is utilized. Executive CAM/Broker CAM Pipeline Summary: This report reflects Open opportunities closing within 90 days and Closed or Lost opportunities within 90 days and up to 90 days past. Executive must choose the CAM or Broker CAM from the dropdown when running the report. Pipelines entered against any WIN codes linked to the CAMs Corporate Accounts will appear on this report. The executive category is set up for all executives and vice presidents in the company. This allows them to view the rollup of all managers reporting to them, as well as the detail to the AM level. * The executive Beacon touches summary produces the same data as the Managers touches summary report, however, the executive group can see the touches for all managers reporting to them. The executive CAM/Broker CAM Pipeline Summary reflects Open opportunities closing within 90 days and Closed or Lost opportunities within 90 days and up to 90 days past. Executive must choose the CAM or Broker CAM from the dropdown when running the report. Pipelines entered against any WIN codes linked to the CAMs Corporate Accounts will appear on this report.

Executive Reports Executive Pipeline Summary: This report reflects Open opportunities closing 90 days and Closed or Lost opportunities closed within 90 days and up to 90 days past. Executive may choose individual account owners or a Sales Manager. Executive Past Due Pipeline Detail: This report lists all past due pipelines for the Executives reports. The detail for every pipeline is listed individually. Executive must choose from one of the dropdowns available Executive Past Due Pipeline Summary: This report summarizes past due pipelines for the Executives reports. Information provided on this report is as follows: Account Owner, Number of Opportunities, Avg days past due, Pipeline and Opportunity amounts. The executive pipeline summary report reflects Open opportunities closing 90 days and Closed or Lost opportunities closed within 90 days and up to 90 days past. Executive may choose individual account owners or a Sales Manager * The executive past due pipeline detail and summary reports are the same as the management reports, but allow the executive to view all managers and their reports. The KPI Large opportunity report displays the open pipelines greater than a set dollar amount for each user in a group. There is search criteria that is editable for the opportunity amount, manager and phase of the pipeline. KPI – Large Opp Pipeline: This report displays the open pipelines greater than a set dollar amount for each user in a group. The following conditions apply to the report: The opportunity amount is required. Not selecting a Manager will return records for all managers, Not selecting a Phase will return all Phases except Closed and Lost, Not selecting a Close Days Out will return the next 1000 days out.

Admin and Sales Support Reports Sales Support Reports – Used by Sales Administration only. Admin Reports – Used by Sales Administration only. All of the above reports can be run to excel by clicking the box below the criteria. Sales support reports are used by sales administration only. All employees can be viewed * Admin reports are also used by sales administration only All report categories we have gone over can be run to excel by clicking the box below the criteria Thank you for attending this module training. If you have any questions on using any of these features, please feel free to re-review the training documentation or contact Tim DeWolf. We will now begin the comprehension test.