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The Spotlight application allows you to gain insight into your sales process at a company
level and at the individual sales rep and customer level.
There are four tools provided for analyzing your sales process
Activity Analytics – a visual representation of the sales process. What sold, what was shown and where.
Order Reporting – see what was sold by item, category, and sales rep. Sales rep is shown by rep of record for the customer and by the rep which wrote the order.
Order Administration – provides order reports, order details, and administration functions.
Event Management – create and manage show and event codes
App Activity Analytics
Active Merchandiser tracks the way that the app is being used and stores all of that information for your
review. To see how your reps are utilizing the app, login to Active Merchandiser and visit the Spotlight Dashboard or select Analytics from the right hand menu.
The Spotlight Analytics menu provides you with two ways to track activity. The first that we will cover is the graphical analytics reporting.
www.activemerchandiser.com 2 | P a g e These reports will generate a graphical representation of your sales process, which is great for a quick overview of what is selling, what is being shown, and where the sale is taking place.
The analytics report work much like the other Active Merchandiser reports. Using the dropdown menus, you can select the criteria (rep, customer, and time period) by which to generate your reports. Once you have selected your criteria, select “Refresh” to generate the reports.
There are 3 types of reports that are generated with each analytic search:
This report shows you what is selling by category or brand. It provides a breakdown of the total dollar amount of orders going broken down by product category.
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Sales Activity report breaks down the sale activity (i.e. what is being taken out of the bag and shown) by total activity and broken down by product category.
The Sales Locations report will map out where reps are using the app so that you can see which territories are being covered and if the sale process is face to face or taking place over remotely.
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In addition to graphical reporting, you may also generate accounting reports. To view these reports, return to the Analytics menu and select the desired report. Just like other reporting, you may select the report criteria and click “Search” to generate.
Once the report has been generated, you can click “Export” to download an Excel spreadsheet for your records.
The following reports are provided which can augment you back office reporting capabilities:
Items Sold – for the specified date range shows the item with quantiy sold and total dollar amount. Can
be used for finding best selling items, etc.
Categories Sold – for the specified date range shows the category with quantiy sold and total dollar
amount. Can be used for finding best selling categories, etc.
Writing Sales Rep - for the specified date range shows the writing sale reps activity by number of orders
written, total order amout and average orrder amout. Can be used to analyize sales rep perfromance and activity.
Sales Rep of Record – for the specified date range shows the sale reps of record activity by number of
orders written, total order amout and average orrder amout. Can be used to analyize sales rep perfromance and activity comparing to other sales reps.
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Order Administration (Checking Orders)
Orders that are processed through the Spotlight application can be reviewed and verified through Active
Merchandiser. To view these orders, log in to Active Merchandiser and select Advanced Tools. Next, you
want to click on “Order Admin.”
The Order Admin will allow you to search, much like the Order Reporting, for orders by rep, customer, time period, etc. After searching, you may select “More” link next to an order to view its full details including line items, cost, and shipping and billing information.
These reports can also be downloaded in the form of an Excel spreadsheet by clicking on the “Export” button.
Each order has a status. Field orders will automatically be accepted, but show orders will fall under the following:
Review – orders that have yet to be reviewed and accepted.
Accepted – orders that have been reviewed and deemed correct and sent to the back office. Delivered – orders that have been fulfilled and shipped.
Deleted – orders that have been deleted from the system.
www.activemerchandiser.com 6 | P a g e Order Source will indicate whether the order came from the field or from a market.
Orders that are processed through the Spotlight application can be tagged as coming from different sales activities. For example a normal “Field” order and an order created at a “Show” or other sales event.