1. Territory Management

2. Territory management usage Best Practice Content 1.Request your data 2.Rework your territory geographically 3.Balance your foldercodes 4.Set your day order 5.Consult your reports

3. Territory management usage Best Practice Request your data: To be done when you want to review your territory To be done at least once a year To be done when a new region has been created

4. Password to key in for offline access (min 8 characters)

5. Key in your Lyreco online password (z-code + password)

8. Click on “request my data” button to request your data This button is not active when offline

9. Click on “request my data” button to request your data when online

10. Your request has been sent, you will receive a message when data are ready

11. When your data is available, you will receive a message in the info box on your homepage REMARK: You can only download data on one device. If you start reworking your data on your pc, you don’t have access to it on your tablet for example

12. Click on “review my territory” button to download your data

13. You can download your data now

14. Territory management usage Best Practice Content 1.Request your data 2.Rework your territory geographically (This has to be done for all your zip codes)

15. Overview of your portfolio You have 7 days to make changes in your portfolio To reorganise your territory geographically click init

16. To get an overview of all your prospects and customers -Click search -Hide Search screen

17. Overview of all your customers and prospects, you can sort on different columns

18. Result of sort zip code, where you find all your zip codes assigned to you Go back to the search engine and key in zip code you want to organise

19. Key in first zip code you want to organise

20. Click search and hide your search screen

21. Now you have an overview of all customers and prospects in this zip code Make sure customers in the same street have the same folder; sort on address

22. Put your customers in the correct folder code: - One by one - Mass update

23. Select your new folder code

24. Customer is in new correct folder code

25. Put your customers in the correct folder code: - One by one - Mass update (select boxes and mass update)

26. Put your customers in the correct folder code: - One by one - Mass update (select boxes and mass update)

27. Select your new folder code

28. Your customers are now in the correct folder code, Old and new code are visible You can mass update and check all sorts of data

29. Select the data you want to display to check or to modify

30. Close the box to start working

31. Click on the data that you want to change After you made your changes, select save button Important you key in all information that you have; this will help you to balance your foldercodes later on

32. The system will warn you, when you forget to save

33. Territory management usage Best Practice Content 1.Request your data 2.Rework your territory geographically (all zip codes) and ask to transfer zip codes that don’t belong to you to your manager 3.Balance your foldercodes

34. After reworking your territory geographically and keying in all data, you can start balancing your foldercodes

35. In this matrix you get an overview of all your foldercodes First job: clean up “others” foldercodes (foldercodes that are empty or incorrect) 1. Click “Others” 2. Click “Launch simulation”

36. An overview of all your incorrect folder codes: assign to correct folder code

37. Choose data to display (like address) to help you to choose right folder code (normally your “others” should be empty after the analysis done per zip code)

38. Select the correct folder code for these prospects and customers

39. Select your new folder code

40. Go back to the main screen to start balancing your folder codes: -Click on choose data to display - Choose values - Close box

41. Go back to the main screen to start balancing your folder codes: -Click on choose data to display - Choose values - Close box

42. For info: when all incorrect folder codes are cleaned, number should be 0 incorrect folder codes

43. When you have selected the data you want to balance on: - Click on Filters - Close the box

44. When you have selected the data you want to balance on: - Click on Filters - Close the box To specify on status

45. Territory management usage Best Practice Balance your foldercodes on main values: On number of customers and prospects On turnover On potential

46. To balance your number of customers go to: -Filters (select your “customers”) -Data to display “Number”

47. To balance your number of customers go to: -Filters (select your “customers”) -Data to display “Number”

48. To balance your number of customers go to: -Filters (select your “customers”) -Data to display “Number”

49. Number of customers in each folder code Here we see that not all days have approx same number of customers. Maybe some customers are bigger? Check with turnover and potential

50. TH2 and TH5 have fewer customers, but with higher potential. Differences in turnover are high (TH3 and TH4) => rebalance Thursdays

51. To do this select all Thursdays you want to rebalance by clicking on them (max 5 folders to balance at once)

52. Click “launch simulation”

53. In this overview you have all customers of selected folder codes. Here you can shift quickly between the 5 folder codes or choose another one

55. Here you can choose from any other folder code

57. Make all the changes required, afterwards you click “Simulation”

58. Select “customers”

59. Now your foldercodes are more in balance from a turnover perspective If other fields need to be checked/balanced, you go back to “simulation”

60. Back in “simulation” you can choose data to help you to make your choices

62. You can sort on different columns and widen them to get a better overview

63. After your changes have been made, click “save”

64. Territory management usage Best Practice Content 1.Request your data 2.Rework your territory geographically (all zip codes) and ask to transfer zip codes that don’t belong to you to your manager 3.Balance your folder codes 4.Set your day order

65. To set the order of your visits in a folder code; select one day and click “Day order”

66. To put a fixed order in this folder code, click on “Basket” to add customers/prospects

67. To add, click on the arrow on the left. You can choose data to display to help you with the sequence

69. When you have imported all your customers and prospects in the sequence screen, close your basket

70. To select your correct sequence, click “Drag and drop”

71. Make your ideal visit round by changing the order of your visits

72. Click save after all modifications are done

73. Territory management usage Best Practice Content 1.Request your data 2.Rework your territory geographically (all zip codes) and ask to transfer zip codes that don’t belong to you to your manager 3.Balance your folder codes 4.Set your day order 5.Consult your reports and send to your manager

74. When all your changes are done, you can go to the next step When your changes are done, you should see a difference between the current situation and the future situation

75. To check the result of your modifications, you select “Report”

76. The report gives you the following information: -General comparison -Garage file comparison -Folder codes % keyed in

77. The report gives you the following information: -General comparison -Garage file comparison -Folder codes % keyed in

78. The report gives you the following information -Information by folder code -All details of changes made

79. The report gives you the following information -Information by folder code -All details of changes made After reviewing, close the report

80. If no changes have to be made anymore; send to your manager. Otherwise go to previous step to rework your territory

81. When sure you want to send to your manager, click yes

82. Territory management usage Best Practice Content 1.Request your data 2.Rework your territory geographically (all zip codes) and ask to transfer zip codes that don’t belong to you to your manager 3.Balance your folder codes 4.Set your day order 5.Consult your reports and send to your manager

83. Good sales and have fun!

84. Implementation Plan (ASM) 1)Present during Team Meeting 2)Advise reps on when and how to use TM 3)Review all reports + validate if ok or request changes if not ok