! Sell Basics: How to use the system

1. !Sell Basics: How to use the system

2. Agenda • General !Sell Rules • Main buttons description • Planning Meeting • 6 Steps of a Sales Calls with !Sell • Expenses • Call History • Summary

3. Offline !Sell : Can be accessed anytime on your desktop, includes the information up to your last synch, faster Online !Sell: Can be accessed when you are connected to the Internet, downloads/saves every change that you make, slower You have to synchronise twice a day, morning and end of the day General !Sell Rules

4. Main buttons • Home, brings you back to main dashboard • Back to the previous screen without closing module • Close the current module • Close the current window • Create a new item in this window • Save your latest changes made in !Sell • Printing function • Exit !Sell and save all the latest changes

5. Set modules as Favourites • Right-click on the module and select Add to Favorites • Set these as Favorites as you will use them often • Call Calendar • Call List • Expense • Customer

6. Planning Meeting After your planning and execution meeting on Mondays, you should plan all your calls for the week based on your call target. • Right click in the Calendar and select NEW • Select the Customer • Choose POC Visit • Set Smash Objectives in Objective Planning Tab • Click SAVE • Return to Call Calendar and Repeat * You can also skip these steps if you have set !Sell Routes

7. Example 2.Select the Customer 3. Choose POC Visit and click Finish 1. Right click in the Calendar and select NEW Write Smash Objectives based on priorities communicated by the DSM You can find your POC by searching by name or City

8. Tips: Moving Calls in the Calendar There are three ways to move a Call in the calendar • Right-click on the Call and choose Schedule, then in the calendar choose a date and time • Left-click on the POC and drag it into Calls to be Scheduled or another spot in the calendar and release • Go into the Call and then to the admin tab

9. !Sell Example

10. 6 Steps to a Sales Call Here are the 6 Steps that can be mirrored into !Sell • Planning • Introduction • Merchandising & Price Check • POC & Inventory Check • Re-Plan • Sales Proposal

11. Step 1 - Planning • Once you have arrived at your POC, open your POC visit • In the first Tab called POC Planning review: • The contact information • When was your previous visit and status of older Smash Objective • Budget Spent YTD (Expense Tab) • Review Smash Objective and make adjustments based on what was discussed in morning meetings • Click on START VISIT on the left top corner, right before physically entering the POC

12. Step 1 - Planning

13. Step 2 - Introduction • Step into the POC and notify the decision maker that you are here and set up a time to discuss • This step is not in !Sell

14. Step 3 - Merchandising & Price CheckStep 4 – POC & Inventory Check • Take a look around the POC to identify opportunities for merchandising, distribution, promotion, pricing • In the Question Tab • Make adjustments where the answer changed • Click on Check Completed then SAVE • In the Survey Tab • Validate distribution and Click Store Check Completed, click SAVE • Make changes where there have been changes since last visit

15. Step 3 - Merchandising & Price CheckStep 4 – POC & Inventory Check • In the Question Tab: • Click on Check Completed • SAVE • Make adjustments where the answer changed • In the Survey Tab • Validate distribution and Click Store Check Completed, click SAVE • Make changes where there has been changes since last visit

16. Step 4 – POC & Inventory Check– Order Confirmation • Based on monthly priorities, gaps and inventory level, choose a SKU that you want to confirm an order • In the order confirmation tab, right-click on the grid and select NEW • Search for the SKU by writing the name in the description field • Click Search then Select the SKU in the grid

17. Step 4 – POC & Inventory Check – Order Confirmation • In the top left corner, select your visit (or ordering) frequency 1=Weekly, 4=Monthly • Click SAVE which will update the numbers in the formula • Fill in all the fields in the order confirmation formula • Click Save • Note the proposed order

18. Order Confirmation

19. Order Confirmation in !Sell Click Save and then a Proposed Order will be generated; after the sales proposals enter the commitment and the order date Validate previous commitment, actual order and gap to address with the client Weekly turnover will be automatically calculated and you need to input unit number for activity, safety stock and inventory

20. Step 5 – Re-plan • Once you have completed Steps 3 and 4 and Order Confirmation, re-validate your Smash Objectives • Add your new Smash Objective or order quantities in the Objective Planning tab

21. Step 6 – Sales Proposal • Sit with your client and based on what you have observed in the POC, • Do the sales proposal based on your Smash Objectives

22. End of Call Administrative Tasks • Write the results of sales proposal in the Smash Objective • Complete/Cancel your Smash Objective • Write call comments • Write the commitment and order date in the order confirmation tab • Select your follow-up call • Select if you met the Decision Maker • Complete Call* * Once you completed a call, you can’t do anymore edits

23. Admin Step in !Sell

24. Expenses • Expenses should be entered daily in !Sell and submitted weekly to your DSM • Include as many details as possible • Include non-reimbursable expenses (ex: Resolve) for POC Budget Reductions • Expenses can be submitted in 2 ways: • In the Expense module on the left under Field Sales Management • In the Admin Tab inside a visit

25. Submitting Expenses • Right-click on the grid and select New • Select if it is a M1 Expense (Hotel, Material etc...) or a POC Expense (Glassware, POS, Draught install etc…) • Enter the date, the value of the receipt, perceived value and extra information in the annotation section • Choose the type of budget – if it is reimbursable/budget reduction add the gl code (if reimbursable)

26. Expenses in !Sell

27. !Sell Reports 2 Expense Reports for a desired period of time that can be territory or POC specific. Can be for internal or external purposes. Reports with visits, time per call for a desired period of time etc… 2 Reports with POC Evaluation results vs. target for a desired period of time … Reports with tasks to be completed for yourself or your merchandiser for a period of time…

28. !Sell Activity Let’s Navigate…

29. !Sell Activity Can you… • Create a POC Visit and set Smash Objectives? • Move that POC Visit to the following without deleting it? • Enter an order confirmation for a Bud Sku in retail? • Enter a personal and POC expense? • Pull a POCE Report for the previous month for all your POCs?

30. Summary & Next Steps • Observe the use of !Sell when traveling with a colleague • Use this training as a reference to guide you through the system during Monday Planning, Sales Call and Applying Expenses • If you have any questions, do not hesitate to ask your FSEM and DSM Thank You!