1. Welcome to the PACMAN/SFMe presentation

2. How a salesperson uses the system. Before the day starts During the day At the end of the day

3. Before the day starts

4. Content Agenda Button Tools Button Report Button

5. Content Agenda Button 1. Check results 2.Daily Planning with Searches 3.Setting objectives/Print out the day

6. Note Online and Offline use Important – At the start of the day – we expect salespeople to be online with SFMe During the day we expect salespeople to have the option to be offline if needed At the end of the day – we expect salespeople to go back online to upload modifications and validate the day

7. Content 1. Check results 2.Daily Planning with Search options – Week view & Daily view 3.Setting objectives/Print out the day

8. Password to key in for offline (minimum 8 characters).

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

10. Welcome to your SFMe from this page you can check figures and messages here when you are online. You can at any time track where you are in the tool (at this moment you are at “My Activity”. Remember to give yourself time to understand and be familiar with the system. Enjoy!

11. Check your daily sales so far in month in this box

12. MTD figures

13. General Messages

14. Content 1. Check results 2.Daily Planning with Search options – Week view & Daily view 3.Setting objectives/Print out the day

15. Note Please be aware that customers/prospects will be transferred from SFMv to SFMe as of Go Live.

16. Start planning your day by clicking on the Agenda button, you are online at this point

17. Here in “Daily Planning” you have the Day view (as shown) or you can go onto the Week’s view to view your accounts.

18. You can look at another week by going forward or back 1 week on the calendar if you need to

19. You can see the status of customers, New/React/Inactive etc

20. You can see what is planned or completed activity, by the key

21. You can move the complete day to another day (if you need to) by clicking on the arrow. You should to be online to do this.

22. Schedule your day accordingly

23. If you needed to you could add a whole days customers/prospects in week or day view, click on the top of the day, this will take you to the Customers and Prospects search screen

24. Note: If at any time you cannot see the Customers and Prospects search make sure you have clicked on the pop up tab

25. Find the customers & prospects you want for that day by ticking the box then clicking on search

26. You could also search by the different options as listed (VIP account is an account scheduled to be seen every week on the same cycle day of the week)

27. You can choose the data you want to display for your accounts before entering them on your agenda

28. Tick the boxes to choose the data you want to display. After you have viewed your data, press add all or you can add individual accounts.

29. Set the time you start your day (8.00am of course) and then the lunch time, finally click on validate. The default time for each appointment duration is 20 minutes

30. Click on save

31. You could also add individual accounts by clicking on “drag and drop” and transferring to your agenda day

32. Transfer from the Search Results direct to your agenda, click Save if and when you have completed.

33. From here and on the week view you can change the order of your days visits by clicking on drag ‘n’ drop or delete accounts, (Delete accounts you will not see that day but will reschedule for another time!)

34. Move the individual accounts by drag ‘n’ drop through your schedule to assign a time.

35. Delete accounts you do not want to see that day by clicking on each account. Save when finished

36. When you have finished planning your day, click on the day to take you back to Daily Planning view make sure you save now.

37. Note From this point onwards is where you will start your planning for the day (Accounts will already be loaded in SFMe from SFMv), please ensure you know how to do the previous planning before proceeding.

38. In day view on Daily Planning you can also see more details of your accounts by clicking here if you need to for both Prospects and Customers.

39. Click to go back to previous view

40. You can from here in Daily Planning, on the day view or week view, schedule a further sales activity* or an “other” activity if you need to by clicking on the agenda as shown. * A sales activity means a visit to an account of yours or a 1 to 1 with your manager for example, more to follow on this.

42. Search for your customer or prospect by entering all/part of the details below From the Customers and Prospects Search page you have options. Search by different account type or check if your customer or prospect is in the garage file Switch between days you want to search by clicking on the arrows, click on the box first then the calendar to specify a date Don’t forget to press the reset button when you want to do a new search. Click on the day of the calendar to search in your folder codes if needed

43. Search by name, for an example* – Enter all or part of the name

44. Click on Search

45. Search results are listed – click on the account you want to schedule Indicates Garage File

46. Plan the call and set objectives: SET OBJECTIVES THIS WAY ONLY FOR CUSTOMERS YOU ARE ADDING TO YOUR AGENDA NOT FOR THE CUSTOMERS ALREADY PLANNED!

47. Plan the call :

48. Change the day

49. Change the time and click on “time slot agreed” to set a specific time if you need to.

50. Change the time and validate

51. Change the visit type if needed* * You should have “face to face” visits on all of your accounts for better results!

52. Set objectives and then save

53. You can see any accounts you have a specific set time for highlighted in red.

54. Note You can search for accounts in different ways. Also, if you know you will not have reception in your area to be online during the day, you can prepare yourself for offline use later.

55. Options to click on either for a search

56. Enter in your account number or name of prospect/customer. Then click the search icon

57. Click on search here will take you to “Customers and Prospect Search”

58. Search by account type, garage file or date then click on search

59. You can also search by folder code, then click on search

60. Click on search here by entering the name or part name of your Prospect or Customer and this will take you to “Search Results”

61. You can prepare data (Customer, Prospect and BI data) for the ticked accounts from here for “Offline” use by clicking on the box below search results. This will give you 20 accounts ready for download and use offline (Just go back in and select another day etc. if you need more than 20

62. Once you have completed your selection click on “Download selected”

63. You can also select individually accounts you want to view later offline by Downloading

64. This is to prepare you for Offline use later, Downloading the data will mean you can access the information of your accounts offline during the day

65. Note Other activity to plan

66. You can from here in Daily Planning on the day view or week view, schedule an “other” activity if you need to by clicking on the agenda as shown.

67. If you need to set “Other activity” rather than a sales activity click here

68. Set the type of activity you want to schedule then save

69. Set the amount of time

70. Set the activity begin and end date

71. See activity planned by looking at week schedule or daily planner

72. Content 1. Check results 2.Daily Planning with Search options – Week view & Daily view 3.Setting objectives/Print out the day

73. Note Set your objectives for each customer to ensure maximum sales, by using and analysing BI reports/Audit sheet and looking at your previous discussions!

74. Here in “Daily Planning” is where you can start to set objectives if you haven’t before…..

75. Click on the account you want to set objectives for then click on CUSTOMER CARD

76. Do the same with your prospect or complete the prospect survey if you need to

77. Click on the Audit or BI to begin your analysis of your customer and look for the opportunities to grow your business!

78. Do the correct analysis with your customer or prospect and set your objectives.

79. You can also get to your BI reports by clicking on the bar chart if you need to from the customer card

80. Go back to your daily planning page and click on sales activity

81. Plan your call by setting the objectives,date, time and visit type. Make sure you save at the end.

82. Set your objectives with each customer and then go through in call by showing the customer the BI or Audit report. Do this consistently and watch your business increase

83. When you have finished setting your objectives you can click on the DOWNLOAD DAYS DATA button, THIS WILL MAKE THE DATA AVAILABLE “OFFLINE” for you if you need it.

84. From here you can now print out your “prepare the day sheet” sent by email to you (you need to be online to do this)

85. “Prepare the day sheet”

86. Content Tools Button 1.Review my territory 2.Notes

88. With your ASM review your territory online (TM module as before)

89. Write yourself a note for the day

91. Content Report Button

93. Click on My sales activity to take you to your activity details, click on Theoretical visits to get sent a copy of your weekly visit sheet

94. Here you can review your activity details: For the day and the total in the month, you can also review different months by using the arrows Indicates a face to face call with a P – Prospect and C - Customer Phone call activity Indicates Obj – Objectives. A – Achieved, M – Missed, P - Postponed

95. Choose the date of the weeks planner you want to receive by email then validate

96. Weekly plan sent by email

97. Note ASM Login details

98. Log on as a manager or for 1 of your team

99. Welcome Managers to your home page with results and details for your team, you have the same “Tools” and “Report” buttons where you can check activity through reports and review a territory if needed, see validated modifications and also the notes button

101. Here you can Review the territories in your team for each individual as per the Territory Management module or validate details if you need to, notes to follow

102. Click on report button

103. Click on My team activity to take you to your teams activity details, click on Theoretical visits to get sent a copy of your weekly visit sheet

104. Here you can review your activity details: For the day and the total in the month, you can also review different months by using the arrows Indicates a face to face call with a P – Prospect and C - Customer Phone call activity Indicates Obj – Objectives. A – Achieved, M – Missed, P - Postponed

105. You can view activity details for your team, you can also look at specific activity figures for 1 sales person if needed

106. Choose the date of the weeks planner you want to receive by email then validate

107. Note This concludes “Before the day starts” any questions please email me at chris.radford@lyreco.com. chris.radford@lyreco.com