1. PestPac Software

2. Leads The Leads Module allows you to track all of your pending sales for your company from the first contact to the close. By the end of this presentation you will be able to: Setup your Company Setup Setup your Lookup Tables Setup your Profile View Leads in the Lead Screen Enter in Leads Edit Leads Close Leads View Lead Reports

3. Company Setup There are several Company Setup options for Leads. You can choose which options to use based on how your company does business. The Company Setup is accessed by clicking on Company Setup in the Company drop down menu.

4. Company Setup Additional Features > Customer Calls & Sales Leads In Additional Features, under Customer Calls & Sales Leads Use Sales Cycles: Check if you would like to use Sales Cycles, see slide at the end of the presentation for more information. Send Email on New Calls /Leads: Check if you would like the send email box to be checked on New Leads. Once a salesperson is selected their email address will fill in automatically if one is entered for them on the Employee Lookup Table. Use Nextel Format When Emailing Calls/Leads: We only recommend checking this if you plan to send calls/leads to cell phones. Using Nextel format is not required to send calls/leads to cell phones. Lead Color on Scheduler: Select where you want the Lead Color that will be used on the Appointment Scheduler to appear on. You can choose to use the default color from the Services Lookup Table or the Sales Events Lookup Table

5. Company Setup Additional Features > Appointment Scheduler In Additional Features, under Appointment Scheduler, you can choose whether you’d like to include Leads on the Appointment Scheduler. The Appointment Scheduler will plot appointments from Leads based on the Pending Date, Pending Time, and Duration on the Lead.

6. Company Setup Field Setup > User Defined Fields Show?: Check for each User Defined Field you would like to use Caption: Enter what you want to show next to each field Type: Choose what type of field. You can choose from Numeric, Pick List, Check Box, and Text. If Pick List is chosen, after saving you can enter the choice in the User Defined Choices Lookup Table. In Field Setup, under User Defined Fields - Leads you can set up to five User Defined Fields. User Defined Fields for Leads will show on the Lead Detail screen. And can be used as Search Criteria when running the Lead Report, Sales Lead Appointment List, and the Sales Lead Statistics Report. The User Defined Fields on Leads can be displayed on the Lead Report and the Sales Lead Appointment List.

7. Company Setup Field Setup > Required Fields In Field Setup, under Required Fields you can choose which fields you want to be required when Leads are entered or edited Multiple selections can be made by highlighting and scrolling down if selecting in order. To make a selection out of order hold down the Ctrl key while clicking on the field name User Defined Fields added can be set as Required Fields after they have been saved.

8. Company Setup Lead Import Options Use Lead Import: When this is checked the Lead Import Tool can be used to import Leads into PestPac. When Checked the following Field will show Send Email To Lead Contact When Lead Is Received: Check if you would like an Email sent to the company contact when Leads are received. When checked the email options will appear. Email From: Enter the email address for the person you want to be notified when Leads are Imported Subject: Enter the subject you would like to appear the notifying emails Message: Click the Edit link to open a webpage dialog box where you can enter the message to be displayed in the body of the email.

9. Lookup Tables The Lookup Tables can be accessed by selecting Lookup Tables in the Company drop down menu. It is suggested that the following lookup tables are used prior to entering leads. While none of these lookup tables are required, if they are filled out and utilized, it will dramatically impact the quality of reporting you will get from Leads. The order below is the recommended order that you fill them out in. Service Budgets Source Classes Sources Sales Events / Pending Events Sales Status

10. Service Budgets Lookup Table Maintain Employees On the Maintain Employees screen, accessed by selecting Employees on the Lookup Tables menu, you can… Click on an existing Employee to view or edit them Add a new one by clicking on Add an Employee button

11. Service Budgets Lookup Table Maintain Employees To set up a Sales Quota you can click on the Quota button to the top right of the screen. Sales Quotas will allow you to assign a dollar amount that you would like your employees to reach.

12. Service Budgets Lookup Table Maintain Sales Quotas Click on Add Sales Quota to add a new Sales Quota to the Employee Once in this screen you can define how much you expect an Employee to sell in a given month for a specific Service. Just enter the Year, Service, and Quota for each month, then click ADD. This Quota will then show on the previous screen. Multiple Quotas can be set for an Employee.

13. Service Budgets Lookup Table Maintain Service Budgets On the Maintain Service Budgets screen, accessed by selecting Service Budgets on the Lookup Tables menu, you can… Click on an existing Budget to view or edit it Add a new one by clicking on Add Budget button

14. Service Budgets Lookup Table Add Budget When adding a Budget enter the Year for the Budget Select the Branch for the Budget Select whether this Budget By Class By Service Click Continue Enter the dollar amount for each month By Class or By Service

15. Source Classes Lookup Table Maintain Source Classes On the Maintain Source Classes screen, accessed by selecting Source Classes on the Lookup Tables menu, you can… Click on an existing Source Class to view or edit it Add a new one by clicking on Add Class button

16. Source Classes Lookup Table Add / Edit Source Classes When adding a Source Class enter a name in the Source Class field and a description in the Description field. Then click Add. When editing a Source Class click Save button to save the changes, Delete to delete the Class, or Cancel to exit to the previous screen.

17. Sources Lookup Table Maintain Sources On the Maintain Sources screen, accessed by selecting Sources on the Lookup Tables menu, you can… Click on an existing Source to view or edit it Add a new one by clicking on Add Source button

18. Sources Lookup Table Add / Edit Sources When adding a Source enter a name in the Source field, a description in the Description field, select a Class from the Class drop down menu, enter a Budget amount, select if it’s a Monthly or a 1-Time Budget amount, enter the Lead Cost and select if it is the cost Per Lead or the Total Cost. Then click Add. When editing a Source click Save button to save the changes, Delete to delete the Source, or Cancel to exit to the previous screen.

19. Sales Events Lookup Table Maintain Sales Events On the Maintain Sales Events screen, accessed by selecting Sales Events on the Lookup Tables menu, you can… Click on an existing Sales Event to view or edit it Add a new one by clicking on Add Sales Event button

20. Sales Events Lookup Table Add / Edit Sales Events When adding a Sales Event enter a name in the Sales Event field, a description in the Description field, enter a Duration, select a Schedule Color for Leads with this Event to default on the Appointment Scheduler, and enter a number for the order that this Event would occur in Sequence. Then click Add. When editing a Source click Save button to save the changes, Delete to delete the Source, or Cancel to exit to the previous screen.

21. Sales Statuses Lookup Table Maintain Sales Status On the Maintain Sales Statuses screen, accessed by selecting Sales Statuses on the Lookup Tables menu, you can… Click on an existing Sales Status to view or edit it Add a new one by clicking on Add Sales Status button

22. Sales Statuses Lookup Table Add / Edit Sales Status When adding a Sales Status enter a name in the Sales Status, a Description of the Status, and the Probability of Leads in this Status being successful. Then click Add. When editing a Sales Status click Save button to save the changes, Delete to delete the Source, or Cancel to exit to the previous screen.

23. User Profile Leads > View Leads Defaults You can choose how long you want the Lead screen to wait before preforming an Auto Refresh. Enter a Salesperson if you would like the Lead screen to default to showing Leads for a specific Salesperson Enter a Salesperson Region if you would like the Lead screen to default to showing Leads for Salespeople in a specific Region. Note- This will only appear for companies who have purchase the Element Reporting Module. Enter a Branch if you would like the Lead screen to default to showing Leads in a specific Branch Select Yes, No, or Either to specify if you only want to include Leads for current customers, non-customers, or both. Select which types of Leads you would like the Lead screen to default to.

24. User Profile Leads > Lead Screen Options If this is checked, when you press the PageDown key, you will only be able to select salespeople who are from the branch listed in the Branch field. If the Branch field is blank, you will be able to select from all sales people in the company. If this option is unchecked, you will be able to select from all salespeople in the company regardless of the branch listed in the Branch field. Note- This only affects the Salesperson field on the Lead Detail screen. Check if you want to automatically be sent an email when a change is made to a lead assigned to you.

25. User Profile Leads > New Lead Indicator The New Lead Indicator is shown when hovering over the Leads icon at the top left of the Location Detail screen and the PestPac Today screen. Choose whether you want the indicator to only show the total New Leads assigned to you, the total for anyone or totals for both by checking one or both boxes. If these boxes are unchecked the New Lead Indicator icon will not show.

26. User Profile Location Detail Check this box if you would like any open Leads on a Location to show on the Location Detail screen. If this is not checked you will need to click on the Show Leads link to see open Leads.

27. Lead Screen To only view Leads matching particular criteria, enter here and click Refresh Click to open the Appointment Scheduler screen Click to Add a new Lead Click to open the Batch Close Leads pop-up to close multiple leads at once Click to show only closed Leads Click on headers to sort by column Click to view the next page of Leads Click to open Lead in the Lead Detail screen Click to open the Lead Report

28. Lead Detail Screen Location Information Choose Select to open the Location Account Search window if you want to add the Lead to an existing Location. Click Clear to remove the selected Location number. Check to create a new Location when the Lead is saved New Leads will default with a Won Status of New. A different Status can be selected from the drop down. Click New to add a new Contact for this property or you can click select to search for an existing Contact When adding a Lead for a new Location, enter in the information of the property to be serviced.

29. Lead Detail Screen Appointment Information (Left Side) Received Date and Time default to the Date and Time you open the Add Lead screen but can be edited if necessary. The Branch will automatically default to the user’s default Branch only if the Branch Zip Code Lookup Table is not being used. If Branch Zip Codes are entered the Branch will default from there. Select the Service, Salesperson, and Target by right clicking in the field or using the PageDown key on your keyboard. The choices given are populated from the corresponding Lookup Tables. Enter the Proposed value of the Service Select the Sales Status from the Sales Statuses Lookup Table by right clicking in the field or using the PageDown key on your keyboard. Above the Comment field any User Defined Fields that are set for Leads in the Company Setup screen, will show. Insert any additional information in the Comment field Check the Send Email box if you want to send this Lead information in an email * Any fields labeled in red are set as Required Fields in the Company Setup and must be filled in.

30. Lead Detail Screen Appointment Information (Right Side) * Any fields labeled in red are set as Required Fields in the Company Setup and must be filled in. Select the Lead Source from the Lead Sources Lookup Table by right clicking in the field or using the PageDown key on your keyboard. Enter the advertising cost used to generate this Lead Select the Pending Event from the Sales Events Lookup Table by right clicking in the field or using the PageDown key on your keyboard. Enter the Pending Date and Time of the appointment. You can also enter an acceptable Time Range and the Duration of the appointment. If the Employee entered as Salesperson has an email address on their Employee Lookup Table then the ‘To’ address will default from there. The Subject for the email will default but can be edited by the user.

31. Lead Detail Screen More Fields Check to Add a Note to the Lead. The Note will show on the Notes screen of the Location. Enter the Note The Date and Time will default to current Eligibility fields allow you to set parameters for scheduling and rescheduling this Lead The Notify section allows you to detail multiple people who should be called to schedule pending event, if they should be notified via email, mail or phone call, when to call, the number of days they need to be contacted prior to service, and the reason why they must be notified. These text fields can help to distinguish leads The Date and Time will default to current

32. Lead Detail Screen Buttons When viewing an existing Lead you will see six buttons in the top right corner of the Lead Detail screen. [Schedule] Clicking on this button will redirect you to the Appointment Scheduler screen where you can schedule the Lead [Email] Clicking on this button will take the user to the Send Email screen [Print] Clicking this will open a printer friendly version of the Lead that can then be printed [Documents] Clicking on this button will open the Lead Documents screen [Save] Clicking on this button will commit changes [Cancel] Clicking this button will allow you to exit to previous screen without saving

33. Lead Detail Screen Send Email This screen allows you to send an email to the email address stored on the Location Detail screen, or any other email address of your choice. In addition, a copy of the email is stored in the Location's Notes section. Click [Send] to send the email or [Cancel] to exit back to the Lead Detail screen. From Address is defaulted from the Company email entered in the Company Setup Put a check next to each set of ‘To’ fields you want to use You can choose to Send an Email to the Location, Contact on Location, or the Sales Person Right clicking or using PageDown on your keyboard will allow you to choose a Message from the Form Comments Lookup Table Right clicking or using PageDown on your keyboard will allow you to choose a Letter from the Letters Lookup Table Click Browse to attach a file or Document to the email Click to add additional Attachment fields Right clicking or using PageDown on your keyboard will allow you to choose a Note Code from the Note Codes Lookup Table

34. Lead Detail Screen Print

35. Lead Detail Screen Lead Documents Although very similar to the Documents screen found on the Location, the Lead Documents screen will only show Documents that have been added to the Lead. Documents added on this screen will however show on the Location Documents screen.

36. Location Detail Screen Adding and Viewing Leads To add a Lead from the Location Detail screen click the Add Lead link If you do not have ‘Show Sales Leads’ turned on in the Location Detail section of your Profile you will need to click on the Show Leads link to view Leads on this Location. When Leads are showing on a Location you can click on the Lead to Open the Lead Detail screen. You can also add a new Lead, show closed Leads, or hide Leads by clicking on the corresponding link.

37. Sales Lead Reports The Lead Report will allow you to run a report of all leads entered in the system. You can run this report for all leads entered within a specific date range, and can even search for leads for a specific user. The Sales Lead Appointment List will allow you to display sales opportunities that do not have sales cycles associated with them. The report will list the details of these opportunities in chronological order so that a salesperson can use this report to track what events are currently scheduled. The Sales Lead Conversion Report allows you to view the percentage of leads that have reached each event in the sales process. The Sales Lead Statistics Report allows you to track the status and progress of open sales leads that do not have a sales cycle associated to them. This report will show you the current value of outstanding sales and track the number and value of sales won, lost, and outstanding for each salesperson.

38. Sales Lead Reports Lead Report

39. Sales Lead Reports Sales Lead Appointment List

40. Sales Lead Reports Sales Lead Conversion Report

41. Sales Lead Reports Sales Lead Statistics Report

42. Sales Cycles The Sales Cycles feature was developed prior to the Lead module. While some clients do use the Sales Cycle feature, most find that the Lead module better suites their needs as it includes more robust features and reporting options. If you would like additional information on Sales Cycles, please contact our support staff at http://pestpac.net/support.asp http://pestpac.net/support.asp

43. This concludes the Leads Tutorial. If you have additional questions, please contact our office at 800-762-0301 or through our support form at http://www.pestpac.net/support.asp