2. #VALUE!...CIRCU LA R REFERENC#REF! # DI V/0!E WARNIN Built
in business & financial logic G No Programming or formulas
ensures 100% accuracy every timeBudget Maestro makes spreadsheet
SAGE General Ledger Direct integration with your errors a thing of
the past with automated budgeting, forecasting, Modify your model
or assumptions at anytime with just a and reportingfew mouse clicks
software. Easily days, rolling forecasts Build a budget increate
not weeks or months 100% accurate results-every time Integrated
Balance Sheet, Cash Flow, and Income Direct integration withthat
build themselves Statements your SAGE General Ledger Gain
competitive advantage by easily forecasting Budget Maestro makes
spreadsheet errors a Modify your model or assumptions easily
without thing of the past fees custom coding or consultingwith
automated budgeting, One clickforecasting,and reporting Flow
Reporting P&L, Balance Sheet and Cash software.See Budget
Maestro In Action NOW! View our 3 minute quick
tour:http://go.centage.com/blythecoquicktourView our 30 minute
product demo:http://go.centage.com/blythecowebinarContact us at
508-948-0082 or [email protected] 2Bellwether Magazine | Fourth
Quarter 2013 2013 Centage Corporation. Centage, thethe Centage
logo, Budget Maestro, Link Maestro and Analytics are trademarks or
registered trademarks ofof Centage Corporation.rights reserved.
2013 Centage Corporation. Centage, Centage logo, Budget Maestro,
Link Maestro and Analytics Maestro Maestro are trademarks or re
gistered trademarks Centage Corporation. All All rights
reserved.
3. sectionsOne worthwhile task carried to a successful
conclusion is worth half-a-hundred half-finished tasks. Malcom
ForbesLetter from the EditorKeeping a work diary
5Leadership6Technology14Customer Profile22Cover Story26Human
Resources28Corporate Finance30Upcoming Events33Industry
News34266can it help?14Simplify Infrastructure Management22Managing
Complexity in our Nations Food SupplStop Wasting Time on Manual
Sales Tax Management30Whats Coming in2014?38bellwether -noun: one
who takes initiative or leadership3
4. Sales tax changes. Dont risk it. Automate it.Making sales
tax less taxing. www.avalara.com/bellwether 1-877-780-4848
5. LETTERFROMTHEEDITORBELLWETHERA Blytheco Magazine Volume 4
Fourth Quarter, 2013 www.blytheco.com www.bellwethermagazine.com
STAFF EDITOR Apryl Hanson CREATIVE DIRECTOR Greg Went CONTRIBUTING
WRITERS Alicia Anderson Liz Anderson Joanne Black Tess Boros
Michael Boysen Dan DAmbrosio Leslie Hull Ginger Kittinger Steve
Throneberry Bill Wiersma Trevor Wilson Paul Ziliak ADVERTISING
SALES Ginger Kittinger SUBSCRIPTIONS www.bellwethermagazine.com Or
contact Dori Fitch (800) 425-9843, Extension 1168
[email protected] Bellwether Magazine is published by Blytheco
with principal offices at: 23161 Mill Creek Road Suite 200 Laguna
Hills, CA 92653 If you wish to be removed from the mailing list or
to add names to the mailing list, send your request, including
name, business name, and mailing address to the above address or to
[email protected] This is a copyrighted publication and all
articles herein are covered by this copyright. Any use of the
content for commercial reasons or other form or reproduction of
material herein is strictly prohibited without prior, written
approval of Bellwether Magazine.bellwether -noun: one who takes
initiative or leadership5
6. LEADERSHIPKeeping a work diary can it help? by Ginger
KittingerThe answer is yes if you stick to a regular routine and
use it purposefully. A work diary is just a simple recording of
activities and experiences in your job. Keep your diary in a Word
doc on your computer, send yourself an email or just rely on old
school notebook and pen, but either way, keeping a journal of what
happens in your job can benefit you in many ways. This can become a
very important tool in your professional life. As you come across
new situations and projects in your position, make sure you note
key issues about them. You should ask/answer document your
activities:thesequestionstoList 3 things you did correctly/did well
List at least 1 thing you could have done better List how you would
do things differently, if you could do it over You will get some
great benefits out of this exercise: Save Time you will more than
likely come across this situation in the future and will be able to
refer to your past experience. Augment Your Memory we only have so
much brain space and it is much faster to be able to review past
notes youve made versus trying to remember something from several
years ago. Growth by tracking your own performance, you will learn
from your successes and mistakes and grow at an exponential rate
learn what you have done right and keep doing it that way. Focus by
clearing your brain at the end of the day, you get that clutter out
of the way and can 6Bellwether Magazine | Fourth Quarter 2013focus
on the task at hand and start fresh the next day. Reduce stress
putting your thoughts and ideas down on paper and getting them
organized makes you feel better and in return, can reduce your
stress levels. It doesnt matter how you do your journaling on a
computer, with a voice recorder, in a journal or on loose-leaf
paper just get your thoughts down on paper and use them to your
advantage. Over time you will be able to review your
accomplishments and see how they have matched up with goals youve
set for yourself.
7. No chisel required.The wheel delivered unmatched speed,
convenience, and mobility. Theres a similar revolution in Sage ERP
today. Times four.Mobilitye-CommerceLogisticsUniversal searchTake
your business anywhere Beautifully branded, userwith A+ customer
connection friendly, and sales-focused and boundless sales
potential. web stores for Sage 100 ERP. For Sage 100 ERP and
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search.xkzero.com/mobilityxkzero.com/logisticsxkzero.com/ERP_searchxkzero.com/ecommercewww.xkzero.com
| [email protected] | @ERP_apps | 847.416.2009bellwether -noun: one
who takes initiative or leadership7
8. Do You Have Time To Lead? by Bill WeirsmaJim Stengel, the
former Chief Marketing Officer at Procter & Gamble, has noted,
When you take the great organizations of the world, their leaders
spend their time differently. Hes referring to organizations like
IBM, Nike, Apple and, without saying so, Procter & Gamble. How
do they invest their time? They focus on things like products,
customers, culture. Its no accident that these organizations ooze
leadership---reflected both within their people and by industry
reputation. These are leaders that think differently. They believe
that they cant afford not to lead. These leaders realize that there
is an upfront investment in time, money and energy; yet their
experience tells them that the return over time is a significant
multiple over the initial investment. More importantly, they feel
its the right thing to do. In my consulting practice I advise
leaders to challenge their people to be even better professionals
than they already are. In other words, I encourage them to take the
time to lead--using professionalism as a platform to enhance their
culture. On the surface it may seem that advice---while being hard
to argue with---is just too simple to have much impact. Turns out,
this deceptively simple idea, when appropriately implemented, has
tremendous impact. Take, for example, Cecelia Lakatos Sullivan, CEO
of Pinnacle Telecommunications, Inc who does a terrific job in
coaching her staff to be even better professionals. Her
organizations toughest, most vexing, issues invariably are the ones
that her staff seeks counsel from her on.8Bellwether Magazine |
Fourth Quarter 2013
9. LEADERSHIP Of course shes happy to help. But at the same
time Cecelia expects the professionals on her staff to develop
their own solutions. She sees these situations not so much as
problemsolving sessions but rather an opportunity to
teach---largely through asking a lot of questions. Borrowing from
an admittedly overused metaphor, Cecelias teaching her people how
to fish, rather than serving them King Salmon with dill.the
leadership pool in her organization. Does this approach require an
investment of time up-front? Sure. But as Cecelia notes, To me, the
time required doesnt turn out to be a barrier. First of all, its
less time than people make it out to be. Investing thoughtful time
is the key. Do that and youll be amazed how little time it really
takes. Another wise leader who spends their time differently is
Jennifer Schoenhofer CEO of Atlanta-based Axis Teknologies.One of
her staff recently approached her about a sensitiveJennifer, like
Cecelia, coaches her staff to be even bettersituation involving one
of their companys preferred vendorsprofessionals. In addition, shes
also invested considerablewho was significantly behind in paying
their bill.time and energy in institutionalizing professional
values intoDuring the course of their ongoing dialog, several
conversationsthe fabric of her organization.ensued between Cecelia
and the staff member. Heres a few ofForthe many questions Cecelia
asked:agreements, hiring processes, etc have all been re-designedAs
a professional how would you like to see this situation
resolved?instance,performancereviews,jobexpectationwith an eye
towards the integration of professional values. In fact, Axis uses
management by objectives (MBO) as oneDo you feel you know what it
really means to the vendor to have a professional relationship with
us? Look youre a professional...what can you learn from other
difficult situations like this that have been successfully resolved
in a professional manner?of their main performance tracking
systems. Typically when organizations use such a system, the
objectives are outcome based (e.g. what percentage were expenses
reduced?). Not so with Axis. Sixty percent of the objectives arent
outcome based, theyre professional values based. For instance,
their assessment methods (which mimicHave you counseled with
departments X and Y to see what they think of your proposed
solution? You know, as athose of a 360 degree feedback instrument)
enable Axiss leadership to determine how well their people measure
upprofessional courtesy.to the professional values they have
aspired to center theirAfter some back-and-forth, the individual
successfully broughtpart of everyones professional development
plan.organization around. The process isnt punitive, its
instructivethe issue to resolution. There was probably a short-term
fix to the vendor problem that could have been rendered faster than
the approach Cecelia took. Yet she chose to make anJennifer
believes that results (e.g. outcomes) naturally flow when the
environment (think: culture) within their organizationinvestment in
one of her staff.is professional. Notice how differently Jennifer
spends herIn other words, as a professional herself, Cecelia owned
theon people and processes. The numbers, Jennifer notes,
tendtenants of the culture shes committed to build. She spendsto
take care of themselves when youre leading. Plus, its soher time
differently; and to no ones surprise, shes consideredmuch more
enjoyable to lead proactively from the front thana terrific
leader.manage nervously from the back.This approach has compelling
benefits. Heres a few: 1) theWhat Cecelia and Jennifer are doing is
precisely what Jimstaffs ownership of issues dramatically increases
2) over timeStengel was advocating; namely spending their time
differently.fewer issues are advanced to Cecelia 3) the staff is in
constantThese are leaders of great organizations that have taken
thelearning mode 4) the staff gains an important degree oftime to
lead---and have reaped the benefits. Will you?time. Instead of
managing next quarters numbers, she focusesautonomy. Taken
collectively Cecelia, in effect, is expandingAbout the Author Bill
Wiersma is the principal of Wiersma and Associates, LLC, a
consulting firm that helps leaders create cultures centered on
professional ideals. His expertise has been featured in numerous
media outlets -- including the New York Times. Bill, the author of
two critically acclaimed books, is a trusted advisor to executive
leadership on senior team development and organizational culture.
His latest book is The Power of Professionalismbellwether -noun:
one who takes initiative or leadership9
10. Managing Remote Employees How do you motivate them? by
Steve ThroneberryThe Best Advice for Remote/Virtual Teams -
Hire/Promote RightThe right team member is the key! Some folks just
are not cut out to work remotely. Others actually thrive in the
remote environment. I have had more successes with remote workers
than not. I really like the ability to attract and work with some
incredibly talented individuals which in turn, raised the entire
teams performance. Replicating that on a local level may take me a
month of Sundays to do! Managing a virtual team: the good, the bad
and the ugly Managing people is a tough business. Remaining
objective, concise, positive and encouraging face to face is
difficult enough. Managing a virtual team adds a unique twist that
can be the best of times and/or the worst of times. The remote
model is widely used today. In fact, I personally know some folks
that have only worked remotely! The advantages for the company can
be significant. The list includes less space whichTools like
GoToMeeting add a quick and easy way to collaborate. Adding video
to the mix adds a 3rd dimension that is growing in popularity and
additionally, video makes virtual meetings more formal. I actually
had a conference call with one of my remote workers while he was
mowing his yard! I could not figure out what the background noise
was when he took his phone off mute - he fessed up...Some simple
rules of engagement:is one of the largest fixed costs companies
carry next to full time Establish Rules of Engagement - build a
list of what is required.employees. The other significant advantage
is the ability to attractBe clear, upfront and have objective
goals. Also includetop talent without all of the relocation costs
and headaches. Lostprofessional protocols, conflict resolution and
dress codeproductivity traveling to and from the office (especially
in large(really?) - yes! Especially important when you add
video!cities) is another. Some of the greatest challenges remote
teams face is clear and regular communication channels. Even though
the phone is easy to pick up and dial, distance can add distance
between the team.12Bellwether Magazine | Fourth Quarter 2013 Build
a model week - this model week includes regularly scheduled meeting
times, blocks of work times, communication methods. Role these up
into monthly and quarterly schedules as well.
11. LEADERSHIP Flexibility - establish what is normal
flexibility (picking up the kids, etc.). Availability - how early
and how late parameters rule the day here and...the no hiding rule.
Dedicated work area - the more formal you make this theTechnology -
Keep it Simple Technology becomes critical to remote teams.
Broadband (the biggest pipe available) is a must. This single piece
of technology is the make or break and the most reported issues
related to remote workers revolve around connectivity.better the
remote environment works. It can even help Land Line vs. Cell Phone
- Cell phone all the way. If you havewith taxes. Use objective
measurement tools to gauge productivity. Utilizing a CRM like
SalesLogix, SugarCRM, Salesforce. com or some other reporting
platform takes a lot of guesswork out of managing remote teams.
Schedule some type of face-to-face event at least once a year.
Everyone likes to connect on a more personal levelweak signal in
your home, get a signal booster. The cell allows the greatest
flexibility for all parties included. If the signal in your home is
non fixable, you will have to add a land line. Laptops vs. Desktops
- laptops! Easy to ship and maintain if issues occur. All-In-One
Printing Device - fax, scan, copy. The fax is optional (so 1990s).-
let them.About the Author Steve Throneberry, Chief Revenue Officer
at InterviewStream has managed teams for over 25 years and his
experience includes public sector and Fortune 100 to start-ups.
Steve holds an MBA from Embry-Riddle Aeronautical University and a
BA from the University of Central Florida. InterviewStream, Inc. is
the global pioneer in online video
interviewing.(www.interviewstream.com)Sage ERP Document Management
The Key to Going Paperless Unlock your potential for improved
efficiencies and significant cost savings. Sage ERP Document
Management is tightly integrated with your Sage ERP solution to
increase control, document visibility, productivity and customer
service. With the versatility of Sage ERP Document Management, you
can make any process or department into a paperless one. Sage ERP
Document Management by Altec is the key to automating and
accelerating your business processes.Altec 800.997.9921 23422 Mill
Creek Drive, Suite 225, Laguna Hills, CA 92653
www.altec-inc.combellwether -noun: one who takes initiative or
leadership13
12. TECHNOLOGYSimplify Infrastructure Management by Alicia
AndersonAtransformation is taking place in business technology have
you noticed? Todays agile business requires responsive, adaptable
technology to compete in a fast-paced, ever-changing market, and
some companies are realizing that investing heavily in IT
infrastructure is limiting, rather than enabling, their growth in
this environment.Many business leaders are now considering cloud IT
models where applications are delivered to users over the internet
in order to save capital expenditures and provide greater IT
flexibility. Research from enterprise cloud computing company
Virtustream indicates that over half of US companies are using some
form of cloud computing for IT. The financial benefits can be
significant. Nucleus Research found software companies moving from
on-premise applications to NetSuite cloud ERP eliminated an average
of $23,000 in software license maintenance costs per year.
Magellan, the Santa Clara, CA-based makers of GPS systems, reduced
IT costs over 20% by moving from their homegrown e-Commerce system
to NetSuite But the benefits of cloud go beyond costs. Cloud
applications reduce many of the complexities of business technology
while providing additional flexibility and simplicity to IT
management. How does the cloud simplify infrastructure management?
Cloud reduces or eliminates the need to purchase servers and
hardware for your companys applications. Cloud streamlines
scalability. Cloud applications can be turned on for additional
users without time-consuming installation headaches, and companies
can roll out new features and functionality at less risk and in
less time.14Bellwether Magazine | Fourth Quarter 2013 Cloud shifts
IT costs from capital to operating expenditures.With on-premise
systems, the capitalexpenditures on the books often outlasted the
technology they paid for. Predictable payment plans for cloud
systems help Finance avoid surprises and manage cash flow. Rather
than replacing IT jobs, cloud enables IT staff to play a more
strategic role in the business, advising and consulting to other
functional teams rather than serving them in a help desk role. In
many cases, cloud provides increased security. Many small to
medium-sized businesses struggle to implement and maintain best
practices for security and redundancy. Cloud providers like
NetSuite make it a core part of their business to ensure optimal
system uptime and keep data properly safeguarded. Users always have
access to the latest versions. Upgrades happen in the background
without IT having to be involved. Compare NetSuite to Sage 100 ERP
visit www.blytheco. com/erp-comparison to download ERP Comparison
Guide for your Business Lifecycle: The Key Factors in Choosing ERP
for a comprehensive look at cloud and onpremise benefits and
drawbacks.
13. ItsALARMING How much time and money are wasted due to old
and inefficient processes. Don't hide under the covers and hope the
problems go away - wake up and see what your business is
missing!www.blytheco.com/quizbellwether -noun: one who takes
initiative or leadership15
14. Standardizing Non-Standard Interfaces by Mike
BoysenDesigning a system, whether its a hardware system, software
system, or organizational system often results in problems where
multiple parts of the system interface with each other. In
workflow, these are the boundaries between steps and actors; in
applications it is that space between disparate databases. Most of
the organizations I work with do not have one completely integrated
system; nor do they share systems with their partners, suppliers
and customers. As a result, there is quite of bit of value to be
created bridging these non-standard interfaces. These handoff
points, where work is delivered to the next actor in an end-to-end
business process, can often cause waste in the form of waiting,
rework and other value-destroying factors. It becomes especially
difficult to get a vendor to change their process just for you;
after all, youre just one of their customers. However, over the
years tools and platforms have emerged that are affordable and
highly configurable; allowing organizations that historically
couldnt afford it, to deal with these nonstandard interfaces in a
way that has a huge time-saving impact.The External Interface Case
I had a customer that was looking for a way to update delivery
dates, at the PO line item level, in their Sage 500 ERP system. The
problem was that they received a very unfriendly (nonstandard
interface) email from their vendor containing this information. It
appeared to them to be impossible to automate the process;
therefore, the only alternative was to have a real, live person
update potentially thousands of line items by sifting through the
emails; which came every few days. There was barely enough time in
between these batches of emails to process the last batch. Errors
were introduced as this information was reprocessed from one system
into another system using manual labor. At other times, schedules
simply didnt permit the completion of this activity. This had a
ripple effect down the line with regard to inventory management and
setting customer expectations.16Bellwether Magazine | Fourth
Quarter 2013From the organizations perspective, the task of solving
this problem was daunting.Enter TaskCentre An interface which is
seemingly so challenging can essentially be standardized without
requiring the other actors in your process (or value-chain) to
change their work product! In this case, the vendor sends out an
email. The trigger here is action-based, as in it has to happen
whenever our upstream supplier decides they want to send the
information. We are using some MS Exchange routing logic to forward
it to a monitored SMTP server so the supplier does not need to
change who they send it to either (and we use that original
recipient to send exceptions to). A simple filter that looks for
attachments named EMAIL.CSV is used to fire the task. Heres where
things get tricky for us. We need to take this email attachment,
that is basically a mess, and turn it into a recordset we can work
with. The garbage (1) is removed and the good stuff (2) is massaged
to remove things we dont like or need.
15. TECHNOLOGY There are actually 2 tasks being used to make
this happen. (1) A child task is being called to match PO lines,
perform updates and log mismatches and (2) then this parent
continues along to process files, send success messages, gather
errors and report them to the original recipient. The key here is
that now the recipient only has to deal with a handful of
mismatches as opposed to thousands. I can share with you that this
is a very happy person! Given the amount of time that was saved,
the fact that we didnt have to negotiate any custom rework from the
supplier (not the only customer), and that our end customer now
receives the result they wanted (an up to date delivery time), this
project was definitely worth it to my customer.Closing Thoughts
Especially in the middle market (and below), more often than not,
you wont have the leverage required to get external partners to
dedicate resources for your special needs; nor is it always
possible to re-jigger your systems to accept a token from one of
many partners. But you can certainly integrate with them using a
tool like TaskCentre (and others) designed to bridge the interface
gaps we all have in our organizations. The standards we have to
work with, such as OLEDB/ODBC as protocols, and SQL Server, etc.
for databases provide an interface with the tools necessary to
bridge that final mile of standardization. The wall between front
office and back office is artificial and I find myself working with
these kinds of end-to-end business process challenges as much as I
do sales and marketing processes. At the end of the day, whether
youre dealing with internal suppliers and customers, or external
suppliers and customers, you should be looking for ways to leverage
the current technologies to help standardize interfaces between
steps and actors, to optimize flow globally and to align human
resources to more valueadding activities.More Info at:
www.blytheco.com/taskcentre/bellwether -noun: one who takes
initiative or leadership17
16. Fox Distributing Sees Faster, Better Sales with bly:Mobile
by Alicia AndersonFox Distributing has been in business for 26
years in the North Port, Florida area as a wholesale distributor
for BG Automotive Products. A small but growing company, Fox has
been a Sage 100 ERP user since the late 1990s, leveraging the
solution to provide automotive fluids, which they deliver to the
dealerships and independent shops that they serve. Fox favors a
personal touch when working with existing and potential dealers and
shops, with field sales representatives who travel throughout south
and central Florida. These Fox representatives go onsite to offer
the BG products, equipment, and programs that will work best for
their customers. Given their mobile workforce, Fox began
considering ways to support these efforts. Streamlining SalesStacey
and Mike Fox, owners of Fox Distributing, recognized an opportunity
to help their salesmen be more efficient in the field and create
additional opportunity for the company. The field salesmen were
hand-writing customer invoices onsite a time-consuming task,
considering the wide range of products, services, and equipment
they were offering. The field salesmen would then bring the
handwritten invoices back to the office during a weekly office
visit, and office staff would manually enter them into the Sage 100
system. Office staff would then have to correct errors and add any
missed components. These changes would then need to be communicated
to the customer, eroding the customer experience. Additionally, the
sales representatives were often too focused on nurturing customer
relationships to consult their detailed Customer Profile book
onsite. This meant they often were not aware of up-todate pricing
incentives and complementary products, which resulted in missed
sales opportunities. Stacey identified bly:Mobile, the mobile
solution for Sage 100 as a18Bellwether Magazine | Fourth Quarter
2013way to solve these challenges. If the sales reps could enter
invoices while in the field directly into the system using
bly:Mobile, they could get invoices in the system more quickly with
fewer errors, eliminate time-consuming data entry and reduce office
trips. Further, if the sales team could more easily access key
customer and product information, they could unlock more sales
opportunities with their customers and increase the revenue and
profitability to the business.Better Customer Relationships This
faster and more accurate invoicing created not only a more
streamlined process for Fox, but more importantly created a better
experience for their customers. The sales rep can now generate an
invoice while onsite and provide it to the customer, creating an
accurate, real-time experience. They can also leverage tools to
make product recommendations, allowing them to deliver more value
to their customers while generating more revenue for the company.
The sales reps can also provide reliable tracking of product sales
to better consult with their customers. They can also analyze
options, such as whether the customer should purchase versus rent a
piece of equipment.
17. CUSTOMERPROFILE These efficiencies gained by bly:Mobile
have given the sales reps additional time for bringing new
customers to the business. Many of them now dedicate one day a week
to visiting new prospective customers, expanding their book of
business and the companys bottom line.Why bly:Mobile?Stacey,
bly:Mobile has transformed our field sales processes and we look
forward to other ways it can enhance our business. Wonder if
bly:Mobile could fit your companys needs for faster, more
profitable sales? Check out the bly:Mobile demo to see for yourself
at www.blytheco.com/blymobileStacey and Mike looked at several
different mobile invoicing products before choosing bly:Mobile.
They had concerns that they might not be able to track serial
numbers, or maintain their product kits sets of products combined
with services and incentives that created more profitable orders in
a new system. They also worried about their sales reps feeling
comfortable with a new solution. bly:Mobile solved these concerns.
Since bly:Mobile brings all Sage 100 functionality to the mobile
device, all of their inventory is available via bly:Mobile just as
it would be in the office. It just made no sense to use anything
else besides bly:Mobile, said Stacey, since other solutions would
just create additional systems to maintain and support. I would
absolutely recommend bly:Mobile shared Stacey. Fox Distributing has
recognized other areas in their business that could benefit from
mobile ERP and are currently working with Blytheco experts to
explore other ways to streamline processes. Concludesbellwether
-noun: one who takes initiative or leadership19
18. Sales success comes from real conversations with real
people. In Pick Up the Damn Phone!, Joanne BlackAmerica's leading
authority on referral selling explains why we should be tweeting
less and talking more to the customers and contacts who really
matter.Available atIn this groundbreaking book, Wiersma outlines
the seven key mind-sets of trusted professionals, offering a
blueprint for both individuals and organizations interested in
fostering a culture of professionalism. Youll see how
uncompromising professional standards led to unparalleled success
for FBI agent George Piro during his game-changing interrogation of
Saddam Hussein, for supermodel Kathy Irelands design and marketing
enterprise, for the worldrenowned Dave Matthews Band, and for many
more.Available atWe Make EDI Painless To learn more, join us for a
webinar on November 13 at 2pm ET. Contact us at 888.205.1531 to
register. Click Here to Register20Bellwether Magazine | Fourth
Quarter 2013
19. Does your business need a partner? One that... Is available
when you need them Wants to make your business successful Has years
of experience to guide you Has access to 100s of products to meet
your needs Will become your trusted advisorIf so,then Blytheco is
the right choice for you. Download Why Work With Blytheco at
www.blytheco.com/partnersATLANTA, GA COLUMBUS, OH DENVER, CO
GREENVILLE, SC MINNEAPOLIS, MN ORANGE COUNTY, CA TAMPA,
FLPROFESSIONAL SERVICES CRM ERP HRMS PRODUCT SELECTION
IMPLEMENTATION INTEGRATION PROCESS OPTIMIZATION800.425.9843
bellwether -noun: one who takes initiative or leadership bellwether
-noun: one who takes initiative or leadership21 21
20. SALES&MARKETING by Joanne S. Blackby Joanne S.
BlackWhats the first thing you do when you get to work every day?
If youre like most of us, you immediately check your email and then
log onto Twitter, Facebook, and LinkedIn. What time do you look up
from your computer? Some of my clients tell me lunchtime. Thats
probably an exaggeration, but the truth is that we waste hours
every day online, doing activities that dont contribute to business
development or deliver a real return on the time investment.
Technology is a double-edged sword. On the one hand, it allows us
to dictate our own schedules and to work when it is most
convenient. But our dependence on technology can also get out of
hand, and before we know it, the technology that was supposed to
make our lives easier is suddenly running our lives. We cant sleep
without our smart phones within reach. Even on vacation, we bring
work with us (or at the very least, clients can reach us). We cant
even get through a conversation with a client or prospect without
showing off some sort of tech savvy. And we let ourselves get lost
in the social-media time warp. We often forget that technology is
only a tool and that our greatest asset is, and always will be,
ourselves. Yes, its important to have an online presence. Yes,
social media can help you learn more about your clients and
prospects. Its also a great idea to explore the plethora of
technology tools available to make your sales process more
efficient. But dont fool yourself into thinking these tools give
you a predictable, guaranteed edge, because everyone else is using
the same tools. What will set you apart from the rest, get you in
front of decision-makers, and accelerate your sales process hasnt
changed a bit; its still a personal22Bellwether Magazine | Fourth
Quarter 2013connection and a referral from someone the client
trusts. So how do you manage your timeand all that technology to
get referrals, generate qualified leads, and close more deals more
quickly?Closest to Cash Heres my rule: Do whats closest to cash
firstevery day. It could be writing a proposal, following up on a
referral, returning a phone call, scheduling a meeting with a sales
prospect, posting on social media, contributing to groups on
LinkedIn, or re-kindling relationships. If an email or other
activity doesnt contribute to building your business or nurturing
your relationships, its not worth spending valuable sales time on
during prime business hours. You can research, read, and listen to
podcasts and webcasts if, and when, you have time.Social Media: The
Good, the Bad, and the Ugly Social media can be a real time suck,
even though pundits say its the best thing since sliced bread for
sales. They tell you that business development is leagues easier
because information is at your fingertipswho your clients know,
where they work, where they used to work, where they went to
school, who you know in common, and whats going on in their
industries and companies. Dont believe the hype. Social media
provides informationa richer picture of your prospect or
connection. But what good is all the information in the world if
you cant get the meeting? Like data without
21. analysis, information without a personal introduction (a
referral) does not shortcut the sales journey. Case in point: Only
4.9 percent of salespeople have created lots of business
opportunities using LinkedIn, according to Cracking the LinkedIn
Code, a study by Jill Konrath and Ardath Albee. And 55.5 percent
have never had an opportunity they can attribute to social media.
Yet, research from Social Centered Selling and A Sales Guy
Consulting shows that when reps use the right social-selling
approachmeaning they use it to gather information and research
mutual connections, not to pitch or meet new clientsthey are 25 to
50 percent more likely to get in front of prospects.Arrive
pre-soldthe prospect knows who you are and actually wants to meet
you Gain trust and credibilitythe most difficult (and
important)criteria in the sales process Shorten your sales
processand spend more time working with great clients Ace out the
competitionwhile others are still identifying the decision-makers
Incur no hard costsexcept, perhaps, the price of coffee or lunch
for two Convert prospects into clients more than 50 percent of the
timeand most people say more than 70 percent of the timeBottom
line: If youre not in play in social media, youre not in business.
Clients expect to be able to find you on these channels, and they
expect you to know everything about them and their companies. But
after youve done your homework, its time to log off and rely on
your relationship-building skills to get you the referral
introduction.Its still who you know that counts. Sales success is
not determined by the number of connections you have online or how
tech-savvy you are. Its determined by the number of well-developed,
well-nurtured relationships in your referral network.Your Biggest
Competitive WeaponSales is pretty simple, but its not easy. Make it
easier by focusing on what really countsyour relationships. The
more solid relationships you develop, the more opportunities youll
have to generate referral business. Why would you waste time doing
anything else?In a study by Responsibility Centered Leadership,
researchers asked executives when and why theyll take a meeting
with a salesperson. The No. 1 reason was (you guessed it) a
referral from a trusted source. Referred clients are pre-sold.
Because someone your prospects know and trust has vouched for you,
they already think you are credible and trustworthy. Rainmakers
whove been at it for 30 years and their greenest colleagues agree:
Referral selling is the most effectiveand most
efficientbusiness-development strategy that exists. Nothing else
comes close. Referral selling addresses the two biggest challenges
sales organizations face: Getting every meeting at the level that
counts Converting prospects into customersReferrals Get
ResultsSales is not about making a list and checking off as many
things as possible. Cut through the noise and focus on the tasks
that move your business forward. The rest doesnt matter. None of us
has enough hours in a day. Youll never catch up, so forget about
it. Top salespeople focus on business development first. They dont
get sucked into their computers and spend hours on unproductive
tasks. Instead, they do whats closest to cash every day. Think
about how you spend your time and the type of payoff you want. Get
that introduction and clinch your referral sale!Consider your own
selling experience. When youve received an introduction to exactly
the person you want to meet, you:About the Author Joanne Black is
Americas leading authority on referral sellingthe only
business-development strategy proven to convert prospects into
clients more than 50 percent of the time. As the founder of No More
Cold Calling, Joanne helps salespeople, sales teams, and business
owners build their referral networks, attract more business,
decrease operating costs, and ace out the competition. A
captivating speaker and innovative seminar leader, Joanne is a
member of the National Speakers Association. She is also the author
of NO MORE COLD CALLING: The Breakthrough System That Will Leave
Your Competition in the Dust and Pick Up the Damn Phone!: How
People, Not Technology, Seal the Deal. To learn more, visit
www.NoMoreColdCalling.com, email [email protected], or
call 415-461-8763.bellwether -noun: one who takes initiative or
leadership23
22. SALES&MARKETINGFive Ways to Know Your Company Has
OUTGROWN Contact Management by Alicia AndersonWith so many great
contact management systems out there, its easy to find one that
meets your growing companys needs. Systems like ACT!, Goldmine, and
Highrise are great entry-level systems that can help you organize
your sales contacts and plan your sales strategies; even Outlook,
Gmail and spreadsheets can be used to accomplish many of the tasks
a young company needs to manage sales. But there comes a time when
your team needs a system that can do more than just keep track of
contacts. Automating sales processes, managing calendars,
forecasting, generating proposals, and even integrating with your
ERP system can all be managed in an effective CRM system, setting
up your sales force for greater success and scalability and more
wins. As a bonus, CRM also gives management keen insights into
performance and helpful visibility into whats working in sales, and
what needs a boost. How do you know when you have outgrown your
Contact Management system? 1. You need more detailed intelligence
about your customers. Contact managers can certainly keep track of
contact names, titles, phone numbers the basics. But if you find
that your team is struggling to keep track of customer activity,
correspondence, and interactions with other departments, its time
to consider a more holistic CRM application. CRM can also help
gather data to build customer profiles AND competitor profiles, so
reps always know what they are up against. 2. You need to get
everyone on the same system. Most contact management applications
are built for individual or small team use, difficult or impossible
to deploy across an extensive network, and dont support
territories. CRM can support a team selling approach and manage
business processes across many24Bellwether Magazine | Fourth
Quarter 2013functions of the business (i.e., Service, Marketing,
Finance), so your team shares information more effectively, and all
users are able to benefit from visibility into customer
interactions. 3. You need information, not just data. Contact
managers are fine for serving up pieces of data about customers,
but for analysis and reporting to drive decision-making and improve
performance, CRM is key, giving teams the ability to roll up
individual or territory numbers, and view pipelines and forecasts
in real-time graphical dashboards. Meaningful reports and analysis
help managers be more strategic in guiding the team to more wins.
4. You want to integrate with other systems. Some contact managers
will integrate with email, but CRM systems are designed with
integration in mind, enabling synchronization with financial
systems, marketing apps (such as Hubspot or Pardot), data providers
(such as Hoovers and InsideView) and social media. These
integrations establish CRM as the single source of customer
information in your business. 5. You want flexibility in
deployment. If you are looking for Cloud, Hybrid (a mix of cloud
and on-premise), or mobile deployment for your sales automation,
CRM offers those options often within one brand of software.
Contact managers are less flexible, and few contact managers offer
true user-friendly mobile platforms. Anytime-anywhere access and
mobile connectivity are a must with todays workforce and can help
keep your team producing even when they are away from the office.Is
your team ready for CRM? Go to www.blytheco.com/crm to get a review
of your needs and some recommendations from our experts.
23. Counting made easy Inventory you can hear the groans from
here. NOBODY likes to do inventory, but it has to be done. Before,
it had to be done with masses of people, cards, or bulky handheld
computers. Why not use your cell phone and reduce your physical
count time by 75%? Call Scanco and ask for Scanco Counts. The first
native app on the market that seamlessly integrates to Sage 100
with barcode scanning capability.We have a solution that is easier
than 1-2-3.PICTURE DISPLAY OF INVENTORY ITEMS BARCODE SCANNING
FUNCTION QUICK COUNT REVIEW FUNCTION SCAN, KEY, OR LOOK UP ENTRY
OPTION SEAMLESSLY INTEGRATES TO SAGE 100 ERPAll on a native iOS or
Android application Sage 100 ERP Shipping Q3 2013Toll Free:
1-877-722-6261 initiative or leadership bellwether -noun: one who
takes | www.scanco.com25
24. COVERSTORYManaging Complexity in our Nations Food Suppl by
Alicia AndersonIn the US, we love our food. And we are fortunate to
have a food supply that is the safest and most abundant in the
world. However, we are still surprisingly vulnerable to threats of
all kinds to our food supply. At every stage in the food production
process, from the farm to the shelf, risks remain that threaten our
health and our pocketbooks. It seems like every week we see new
recalls or inquiries inwe import can put us at risk. Market
diversification is anotherthe news about our food supply. In
September, 2013 alone,challenge as smaller producers come on board,
they dorecalls were issued for Chobani greek yogurt, Purina dog
food,not have the infrastructure in place to meet the
establishedand Talenti Gelato and not all of these were due to
badstandards. Ever-changing consumer tastes also play a
roleingredients. Undeclared allergens also cause the recall of many
the current demand for prepared foods and the farm toproducts that
are acceptable to eat for unaffected populations,table trend toward
local sourcing create challenges as well asbut whose labels lack
information about ingredients that couldopportunities for
producers.harm allergic individuals.A complex and widespread supply
chain creates a large numberThese recalls are most importantly a
cost to our public health of points where contamination can occur
but contaminantsillness and deaths have been the result of a
episodes in recentare just one part of the problem. In the case of
Talentis gelatoyears. The monetary cost is also not insignificant.
Recallsrecall, not having allergens (almonds) clearly labeled on
theimpact the profitability of the affected brand dramatically,
butpackaging necessitated one large recall even for productsthey
can also impact entire food markets. The peanut-industry-with
nothing inherently wrong with them.wide impact of the 2008-2009
Peanut Corporation of America recall was estimated at over $1
billion.What are the conditions that create vulnerabilities in our
food supply? Globalization is opening up new sources of food and
new markets for American businesses, but the lack of standards in
processing and data management in countries whose food26Bellwether
Magazine | Fourth Quarter 2013The sheer volume of production and
links in the supply chain presents a huge challenge for food
companies. For us, said Michael Siegmund, former President of RM
Foods, a major food manufacturer in Southern California, It was the
complexity of what we were being asked to manage. Its not just a
handful of items. Our plant had 200 to 300 items, including
finished products and sub-products - each finished product
25. had 15 ingredients. Simply tracking all the data required
toin case of a recall, and to gain efficiencies through
automatingput regulatory controls in place was time-consuming and
error-processes that had previously been manual.prone.he says, Our
USDA audit took three weeks. After we set upHow are we managing the
threats? Federal government regulations, under the authority of the
Food and Drug Administration (FDA) and US Department of Agriculture
(USDA) have long established standards by which companies must
operate, and created requirements for data needed when an audit is
required. Laws like the Bioterrorism Act of 2002 and the Food
Safety Modernization ACT of 2011 (FSMA) set requirements for
processes, reporting, and recordkeeping. Local governments often
provide another layer of protection and regulation.Before X3,X3, it
took 4 days. Sage ERP X3 handles lot tracking and tracing, bar code
scanning and labeling, quality control, and data management
throughout every step of the supply chain, and is compliant with
the government standards required by food processors. The system
also unites the processing end of the business with accounting and
distribution, enhancing visibility into processes, reducing costs,
and creating a distinct competitive advantage. Emerging regulations
and market-based challenges will continue to change the dynamics of
our food ecosystem and the processors who provide us with our food.
But forward-Companies also frequently demand special certifications
of suppliers as a condition of doing business with them. Siegmund
said Costcos regional office had their own specific audit,
including multiple inspections each time a new product was
added.looking companies who manage the risks and recognize
opportunity will continue to be profitable while providing us with
this important part of our lives. Blytheco and Sage recently hosted
a panel forum for food processors in the Southern California area.
Michael SiegmundSiegmund recommends automation and data management
to keep up in this fast-paced, highly regulated manufacturing
environment. RM Foods successfully implemented Sage ERP X3 to help
them track and deliver the information they neededwas among the
panelists, along with Dr. Roger Clemens, former President of the
Institute of Food Technologists. For the presentations from this
event and other resources for food processors, please visit
www.blytheco.com/trace.bellwether -noun: one who takes initiative
or leadership27
26. HUMANRESOURCESHow to Address Rampant Employee
Disengagement? Recognize Human Equityby Trevor WilsonAn alarming
Gallup poll published earlier this year is still sending shockwaves
throughout the business community: Most American workers either
hate their jobs or dont care one way or the other about them.Less
than a third of Americans are actively engaged in
theirunrecognized. Recognizing and leveraging your own humanwork,
meaning theyre passionate about it, enthusiasticequity, as well as
that of your employees, addresses notand energetic. Theyre
consistently productive, and highonly the incredible waste of human
capital illustrated in theperforming.recent poll, but also related
concerns business leaders share,Gallup estimates the 20 million who
are actively disengaged openly negative and unhappy have a
staggering effect on the economy, costing the United States $450 to
$550 billion each year in lost productivity. To engage the 70
percent of non-committal or actively disengage employees, business
managers need to change how they view human capital, says Trevor
Wilson, CEO of TWI Inc., a global corporate speaker, human equity
strategist and author of The Human Equity Advantage,
(humanequityadvantage. com). Engaging employees is an issue Ive
been working on for more than two decades, and there is a solution.
I call it human equity -- the unique assets each
individualbringstotheworkplace that are often28Bellwether Magazine
| Fourth Quarter 2013including the constant need for innovation.
These challenges are not unique to the United States. There is a
reason why executive royalty, such as Warren Buffet and former
General Electric CEO Jack Welsh, sought talent beyond traditional
criteria like knowledge and skills, which are also important, says
Wilson. He offers a method for uncovering valuable intangibles in
employees; he calls it the SHAPE V
27. Talent model:alone. A reliable test isnt valuable in so
much as it reveals Strengths: Consider strength as defined by the
1999 Gallup StrengthsFinder study, which includes consistent
near-perfect performance in an activity. The study identifies 34
qualities, which can be innate and, unlike skills, are not learned.
Individual employees and managers should not force a
squaredifferences among workers, which are most likely already
apparent. The value of these tests is in showing how and where
differences lie. Understanding differences can lead to an
appreciation for how and why coworkers perform and improve the
synergy of teams.peg into a round hole; if an employees
near-perfect, near- Experience: Who is the person youre sitting
next to at work;effortless strength is in research and analysis,
but not so muchwho is she when shes not making business-to-business
calls,in data management, managers should allocate this
resourcescheduling meetings or troubleshooting technical
problems?accordingly.How does her race, religion, economic
background, family Heart: Have you ever wondered what comes first,
whether youre good at something because you like it, or you like it
because youre good at it? The chicken-or-egg question aside, what
matters is the passion one has for a talent. This includessituation
and overall lifestyle influence or not influence her work life?
More importantly, how might her life beyond work offer diversity of
thought in the workplace? Life experience should not be overlooked
when assessing talent.activities a worker would do even if he or
she didnt have to Virtue: Value in action, thats virtue, Wilson
says. Candor,do it on the job. If a talented manager won the
lottery andtemperance, courage these traits preempt problems
likedecided to quit his job, for example, he might be inclined
topublic scandals, harassment and discrimination and foster amanage
people in a local political campaign or take the helmpositive moral
pragmatism among coworkers and practicalof his sons little league
team.wisdom among leaders. With social media continuing to
Attitude: There are three general attitudes an employee might have,
according to a branch of study in positive psychology. First, there
are those who approach their work as a job, who seek only a
paycheck and benefits. The second group includes those with a
career perspective who seek advancement. The third group views
their work as a calling and deeply connects with what they do every
day. Personality: In 2009, nearly $500 million was spent on
personality testing in North Americaexpose bad behavior and
employee morale revealed to be at a stunning low, this is a
significant quality in the on-going search for the best talent.
About Trevor Wilson Trevor Wilson is the CEO of TWI Inc. and
creator of the human equity management model. He is the global
diversity, inclusion and human equity strategist who regularly
speaks at corporate functions. TWIs clients include some of the
most progressive global employers in the world, including CocaCola,
Ernst & Young, BNP Paribas and Home Depot. TWIs trademarked
human equity approach was instrumental in catapulting Coca-Colas
South Africa division to the top performing division
worldwide.bellwether -noun: one who takes initiative or
leadership29
28. CORPORATEFINANCEStop Wasting Time on Manual Sales Tax
Management by Liz AndersonUnfortunately, sales and use tax
compliance is rarely the first area a business evaluates when
looking for ways to reduce risks and costs. Typically, the sales
tax process is altered only after a bad experience with an audit.
Negative audit findings make it clear how complex accurate sales
and use tax calculation, collection, and remittance can be. The
hidden costs associated with sales tax compliance can surprise
businesses once they start evaluating their processes. Five key
areas of compliance that can wreak havoc on your business overhead
and bottom line include: 1. Logistics 2. Personnel management 3.
Reporting and analysis 4. Audits 5. Credit trackingLets dive into
each of these areas in more detailLogistics The logistics of
managing sales tax compliance includes processing mail, maintaining
copies of invoices, receipts, forms, notices and retention of
government updates, bulletins or rate changes. This all takes time
away from revenue-generating activities. If the person who is
responsible for managing sales tax is on vacation and a notice is
received it can delay responses to an inquiry and place your
company at risk of being selected for an audit and can expose you
to possible penalties and fees for not resolving the notice. Or
worse yet, the state can restrict your business activities and even
halt business until the notice is resolved. Additionally, a company
must factor the hidden costs of storing notices and the ability to
easily access them. Many companies rent a storage facility because
they do not have adequate space to store all their records at a
main location.30Bellwether Magazine | Fourth Quarter 2013Personnel
Management Even though one person may be dedicated to tax issues
within a company, businesses often employ additional temporary
staff to assist with sales and use tax compliance, even if only a
few days a month. This situation means non-tax professionals are
handling sales and use tax compliance, and perhaps more important:
the hours add up and present opportunity costs of their own as
staff time is diverted from other income-producing
activities.Reporting and Analysis The time it takes to gather sales
tax reports in order to file returns is an added hidden cost within
a manual system. Activities and items that add to the hidden costs
include: copies, files, staff time and other tasks being left
undone in order to handle sales tax demands. In addition
29. to this, each filing needs to be consistent with prior
filings and with industry standards or you open yourself to greater
audit exposure. Consider this. If an auditor came knocking today,
could you produce the sales tax data quickly and would you be able
to show a clear audit trail? Additionally, how much dedicated staff
member time would be required to provide accurate sales tax returns
to the auditor? How much time would be taken away from spending
time on other revenue-generating activities?Audits Most financial
applications or Enterprise Resource Planning (ERP) systems do not
capture full audit details that are critical when faced with an
audit. If an auditor finds something missing in your data, then
that is justification to dig deeper and evaluate other information.
Manual sales tax management opens the door to inaccuracies in
customer tax rules and rates along with incomplete audit records.
Showing you are able to produce a consistent process with
confidence and regularity helps to create a better relationship
with the auditor, even if the process is not correctconsistency
goes a long way. Consistency is difficult to manage in a manual
sales tax process.of good customer relationship if it happens too
often. Additionally, if your company has filed a sales tax return
and remitted the sales tax you just credited back to the customer,
you will need to recoup that cost by requesting that the state
reimburse the overpaid tax. If you want to alleviate the hidden
costs of your manual sales tax management process, you can easily
automate and outsource this task. Outsourced sales tax management
solutions, like Avalara, can provide sales tax calculation and
research, exemption certification collection and management, sales
tax return services, and reporting.Avalara End-to-End Sales Tax
Compliance Saving You Time and Money! Avalara AvaTax is a suite of
products that can seamlessly integrate with your ERP and replaces
the need for manual look-up tables, the requirement to stay on top
of sales tax rules and regulations, substantially cuts down time to
file and close the month, and gives you a system for exemption
(reseller) certificate management. Automating your sales tax
management with Avalara helps you avoid hidden costs of a manual
sales tax compliance approach and saves you time and money. Over
10,000 businesses have outsourced and automated their sales tax
management with Avalara. With all of the changes going on at a
state and federal level, it no longer makes sense to manage this
process manually. Download a free white paper to learn more about
the hidden costs of manual sales tax
compliance:www.avalara.com/blytheco_hiddencostsCredit Tracking Some
known costs are credit memos or charge-backs to a customer who has
been improperly charged sales tax when they are sales taxexempt.
Having to return the sales tax through a credit memo or cutting a
check and mailing it to the customer, increases staff time and
resource expense. The damage and hidden cost in that transaction is
a lossbellwether -noun: one who takes initiative or
leadership31
30. CORPORATEFINANCEBreaking Down the Numbersby Dan
DAmbrosioFinding the Right Middle Ground When it comes to budgeting
tools, CSG Assistant Controller Frances Farella has used a lot of
them, from a low-tech spreadsheet-based system to high-end software
like Hyperion. When the company that she worked for was acquired by
CSG, she realized neither was ideal. When she moved to the combined
organization, Farella used Excel to build the budget. After the
first year of using Excel as their primary budgeting tool, she
realized it was going to be the last. They couldnt go through
another year of Excel. It was painful. CSG uses many allocations in
its budgeting and finance, to reflect the different branches and
shared services of the company. Excel just couldnt handle the
allocations upon which their budget is built. Whenever she had to
adjust an allocation, it took forever to make a change and flow
things through properly. Farella went shopping for a solution in
between spreadsheets and big-company applications. She wasnt
looking for another 6-figure package. After doing her due
diligence, she decided Budget Maestro was what they needed.Faster,
Easier, Better Budgeting & Reporting Budgeting and reporting
have become a breeze for Farella, who uses Sage 100 as her General
Ledger system. Using the Import feature, Farella easily and quickly
imports the numbers into Budget Maestro so she can run an analysis
of actuals to plan. Now, when she makes changes to the budget, to
the organization or to the allocations, everything flows through
thanks to Budget Maestros built-in financial logic. CSGs department
managers are responsible for their own operations and
budgets.32Bellwether Magazine | Fourth Quarter 2013The Finance team
developed custom reports in Budget Maestro for 20 different
departments, to help managers track actual vs. budget results. The
reports are built on the templates that come with Budget Maestro
which allows their Finance staff to drill down into their numbers
if needed. It took someone a week to build and prepare those
reports in Excel. Now, at the end of the month, the whole process
to import actuals and run reports takes two hours at most. Theyve
also recently implemented Link Maestro for Sage 100 and it has even
further reduced the time for importing of actuals. The improved
reporting capability makes the monthly closing of the books easier
too. Theyre able to generate actual vs. budget results within hours
after they close, and drill drown to analyze significant variance
fluctuations. During budgeting season, from September to December,
their Finance staff uses Budget Maestro almost every day. Its
definitely helped them in facilitating the budgeting process. In
short, Budget Maestro has been good for them. Consolidated Services
Group, Inc. (CSG) has more than 25 years experience in the Medical
Claims Management industry, and provides Managed Care, Utilization
Review, as well as a proprietary PPO to auto liability, workers
compensation and group health insurers. View Budget Maestro for
Sage in action: http://go.centage.com/blythecoquicktour
31. UPCOMINGEVENTSWere hitting the road for the SugarCRM World
Tour to unveil the new Sugar Version 7 platform and show you the
future of CRM. And the good news is, well be making a stop in
Denver!Tuesday, October 22, 8am - 10:30am Maggianos, 500 16th St.
Pavilions Mall, Denver, CORSVP @ http://bit.ly/15VsXmSiSales 100
for Sage 100 ERP: Extending the Reach of Your Sales and
ServiceTaking Sage 500 to Sage X3: Comparing the Solutions and
Finding the Best Fit for YouThis webinar will feature xkzeros
iSales100 for Sage 100 ERP. iSales 100 is a native iOS mobile
solution built for ultimate flexibility and ease of deployment.
iSales 100 is 100% managed from within Sage 100 ERP and designed to
ensure adaptation and a smooth user experience.It was previously
announced that Sage 500 (formerly MAS 500) will soon be sunset-ed
in other words, updates and support will no longer be available.
The next step for many Sage 500 customers is migrating to Sage ERP
X3, the enterprise level ERP solution. Know your options - join us
to see a direct comparison between the products, and the pros and
cons of moving to X3.Wednesday, October 23, 2013 | 2pm ET / 11am PT
http://bit.ly/1fimpSrAnalytics for DistributorsThursday, October
24, 2013 | 2pm ET / 11am PT http://bit.ly/160gLMlAnalytics provides
capabilities that go beyond Crystal, MS Access and Excelbased
reporting. If you are a distribution company struggling to get the
right information out of your Sage ERP, or if you have a need for
more sophisticated capabilities, make sure to attend this
session.Control Purchase Requests and Expense Reports from One
Place Tuesday, October 29, 2013 | 2pm ET / 11am PT
http://bit.ly/1fiTQEgJoin Paramount and Blytheco for a
demonstration of web-based and mobile spend management solutions
for Sage ERP. Learn how Paramount WorkPlace automates Requisitions,
Purchasing, Invoice Approvals or Expense Reports with quick entry
capabilities, easy to use approvals and direct integration into
Accounts Payable.Traceability in Food Processing Is Your Business
At RiskTuesday, November 12, 2013 | 1pm ET / 10am PT
http://bit.ly/1fimpSrJoin our panel of experts to hear about the
risks, challenges and opportunities for food processing companies
when it comes to traceability across the supply chain. Regulatory
and market changes are creating new challenges for food processors
our panel of experts will offer their take on the most pressing
issues and how to solve them.Tuesday, December 10, 2013 | 1pm ET /
10am PT http://bit.ly/1baXZFyThe Top 10 Checklist for Modern ERP:
ERP Made Sexy Tuesday, January 14, 2014 | 1pm ET / 10am PT
http://bit.ly/19zdTwbWho says ERP cant be glamorous, even sexy?
Sage ERP X3 and Netsuite transform your business process with a
streamlined user interface, integrated workflows, and robust
features, all backed up by reliable technology with your choice of
deployment platform. Particularly suited for manufacturing and
service businesses, modern ERP is the secret sauce behind growing,
forwardlooking companies.Taking Sage 100 to Sage X3: Comparing the
Solutions and Finding the Best Fit for You Tuesday, February 11,
2014 | 1pm ET / 10am PT http://bit.ly/GL3NfcMany Sage 100 (formerly
MAS 90) customers are seeking a solution for the next phase of
their business lifecycle. Sage ERP X3 transforms your business
process with a streamlined user interface, integrated workflows,
and robust features, all backed up by reliable technology with your
choice of deployment platform.Netsuite and Sage ERP X3: Solution
Shootout Tuesday, March 11, 2014 | 1pm ET / 10am PT
http://bit.ly/1bGUB9DWhen researching the right ERP solution for
your business, we know it can be challenging to get information
that compares the solutions head to head. Join us to see how
NetSuite and Sage ERP X3 match up in a variety of areas including
technology, user interface, functionality, and more.bellwether
-noun: one who takes initiative or leadership33
32. INDUSTRYNEWSBusiness Intelligence is all about saving time
by Leslie HullNot long ago, I was on the phone with a customer,
trying to close a substantial deal. He wanted a customized part for
his fleet, and he wanted it delivered within a specific time range
and within his budget. My ERP system told me I couldnt do it, but I
thought I could. But without data, it was so hard to know for sure.
The stakes were high. I could close the deal right there on the
phone, and agree to his time frame and budget. I figured that if
everything went well, I could shuffle around work in the pipeline,
and everyone would be happy. But if I missed something, everyone
would be annoyed: this customer, other customers, my coworkers, my
suppliers, and my boss. I knew I needed a business intelligence
system, and not just any system. For some uses, static reports were
fine. But my system had to be flexible, too. I wanted to
interrogate the data at all possible angles. It also had to be
super easy to use. I have a lot going on all the time. Im so
impatient with new tools that I seem technophobic and so are many
of my coworkers. Ive tried a few BI tools in the past that looked
great in demos, but I gave up quickly because, well, I just dont
have time to learn them. Its got to be mobile. We dont have time to
run back to the office for new reports. We need easy and fast
access to information anytime, anywhere, whether its in the office
or at a clients office or at a lunch meeting. The more I thought
about it, the more I realized that BI is all about saving time.
There are at least three ways: Number One: The system has to yield
a net time saving. It has to speed decision making without taking
much time to learn. I dont have time and my managers dont have time
to learn how to use it, and my IT folks dont have time to help us.
I dont even want to see IT in my office or anyone elses. I want to
do almost all reports on my own, without help. Same for my
coworkers, customers, and suppliers. I cant afford for anyone to
get stuck setting up or fixing a report. The system also has to
practically fall out of the box with simple, ready-to-go reports
and dashboards that we can use as starting points. Later, I want to
learn data discovery, since thats where you find the sharpest
competitive edge. I want my managers to learn, too. Were growing
fast, and we need data to navigate through the territory
ahead.Number Two: It should also be available anytime and anywhere.
Access on my tablet or smartphone saves huge amounts of time. Not
only that, it would allow me to share dashboards and insights with
a click. Number Three: The IT people have to be comfortable and
familiar with it. I know Ill need their help at times, such as when
unusual needs arise. I want IT to know right away what to do, and
they shouldnt have to wrestle with anything. It also has to
integrate with my ERP and CRM systems. Build it ourselves? Forget
it. No one on my staff has time for the endless work of building a
package like this to life. Sure, it sounds easy, but its not. And
why invest such money and energy into reinventing the wheel if
there are good people whove spent years doing it and who will let
you subscribe to their sleek, fast, and smart solution at a good
price? I looked into the well-known solutions supposedly built for
the entry level. Crystal Reports, Microsoft Access, Excel all have
steep learning curves and big limitations. There are also the newer
tools, like QlikView, Spotfire and Tableau. Agencies like Forrester
and Gartner have given them high ratings. But even the best ones
would take time connecting to my ERP and CRM, and setting up a
system that transforms data into user-friendly formats such as a
data warehouse. Thats a big pipeline I would have to build myself.
I looked at everything. I decided on one system that offers me
Tableaus data discovery and beauty but also a set of ready-to-go
reports, ETL, and a data warehouse. Its DataSelf BI. It has been
around for more than 10 years, it meets all my requirements, and
its built on a rock-solid BI backend. Most important, it can be
deployed in hours to days. Most crucial, I can afford it easily.
Deciding on DataSelf was one of the best decisions Ive ever made. I
only wish I had DataSelf back when I took the clients order. We did
fine, but with DataSelf, I could have decided quickly and with more
confidence and moved on to other deals the same day.Leslie Hull is
VP of Sales and Marketing at ATRO Engineered Systems, Inc. ATRO is
family-owned and operated in Sullivan, Missouri. It is the
recognized leader in polyurethane suspension parts for heavy-duty
trucks, trailers, buses and military vehicles and
equipment.34Bellwether Magazine | Fourth Quarter 2013
33. INDUSTRYNEWSAre You Using Your Time in the Warehouse
Wisely? by Tess BorosTime is a valuable commodity in todays
fast-paced, instant gratification culture. As customer demand
increases, businesses are scrambling to make products more quickly
and ship them out faster than ever before. While the increase in
demand is a good problem to have, businesses are struggling to keep
up in this fast paced environment. With so many tasks to get done
(and so little time in which to do them), manufacturers and
distributors are at a loss. How can they use their time wisely to
complete the tasks at hand on a day-to-day basis? That is the
question of the hour. According to a recent survey, manufacturing
and distribution companies waste an average of 3,000 hours per year
on inefficient workflow and processes. That converts into an
average of 15 minutes per day (per worker) lost due to less than
optimal warehouse processes. How can manufacturers recover these
lost hours? Here at Scanco, we believe that the answer to this
question lies in warehouse automation. An automated warehouse is a
timesaving warehouse. By replacing manual processes with automated
processes, you can save valuable time and produce products faster,
which in turn will keep your customers satisfied. Over the years,
weve dedicated our work to helping manufacturers and distributors
save time in the manufacturing (and distribution) process. Weve
observed the biggest challenges in time management and have
developed a few key pointers to help companies like you stay ahead
of the ticking clock. Time Beating Strategy #1: Automate Data Entry
Are you still entering data into your companys database manually?
If so, have you thought about the costs you are incurring by doing
so? While you may think entering data into the system manually is
saving you money, in all actuality, it is having the opposite
effect. In addition to becoming tedious, manual data entry can
result in major inaccuracies that can be detrimental to your
business. If an inaccurate entry goes by unnoticed, it could affect
the following transactions and result in a big data mess. A mess
that requires a lot of time and effort to clean up. Simply
implementing an automated data entry system (such as a barcoding
system) will save you a huge amount of time, which will eventually
translate into substantial cash-savings. Dont waste time attempting
to solve the latest data entry inaccuracy. Implement an automated
data entry system and focus your efforts on improving other aspects
of your warehouse. Time Beating Strategy #2: Reorganize Your
Warehouse This may seem like an unnecessary step, but an organized
warehouse is a more effective warehouse. If your workers cannot
find what they need in a timely manner, then the organization of
your warehouse floor needs some work. While a certain setup may
have worked a few years ago, it could be a stumbling block to the
production processtoday. Make sure you revisit your warehouse at
least once a year to ensure that it is organized effectively. Focus
on the main, most-trafficked areas first and include your employees
in the process. They are, after all, the ones who will benefit from
the reorganization. Ask your workers what they use most often,
least often, and not at all, and make sure that they have instant
access to the most important items. By organizing your warehouse
based on what your employees actually need access to (rather than
what makes sense to you), you are setting them up for success,
particularly in the area of time management. Time Beating Strategy
#3: Take Control of Inventory with Scancos Warehouse Physical Count
App Over the years, Scanco has seen firsthand how much time is
wasted in the inventory counting process. Thats why weve created
the Scanco Counts app for iOS and Android devices. Scanco Counts is
the first inventory counting application of its kind for Sage 100
ERP specifically designed to work with iOS and Android devices.
Equipped with barcode scanning and quick count review function, the
inventory counting application allows users to scan, key, or look
up entries and seamlessly integrates with the companys Sage 100 ERP
system (formerly Sage MAS 90 / MAS 200). Speed up a daunting task
you already do on a regular basis with a device you already own!
With Scanco Counts, you will realize a greater ROI and automate the
most mundane inventory control processes. Learn how you can start
saving time in the warehouse today by visiting our blog at
www.scanco.com/blog.bellwether -noun: one who takes initiative or
leadership35
34. INDUSTRYNEWSMobilizing ERP for the Ultimate Customer
Experience by Paul ZiliakMobilizing your workforce can be a
catalyst for growth in your company, but many companies dont
benefit because the focus of their initiative is wrong.How do they
get it wrong? They focus on the impact on them rather than on the
impact on the customer. They calculate the cost of the devices, the
cost of the apps, the time it would take for employees to adapt to
new processes and whether theyll actually use it. The problem with
starting with this approach is that the focus is all on them. Their
convenience, their experience, their investment. This approach
usually results in one of two outcomes. One a company makes an
honest effort to roll out a mobile strategy, but users fail to
adapt and the project is declared a failure. Or Two no effort is
made because the company believes that if they did make an
investment, that outcome Number One would be the likely result. If
a mobilized workforce is going to help drive the growth of a
businessthe focus has to be on the customer. Creating processes
built around improving the customers experiencesfrom initial
meeting to ongoing customer engagementsshould be at the core of
every mobile implementation decision. Making this a company-wide
initiative with input and buy-in from ownership, management, sales,
operations, and accountingthe entire businesswill help ingrain
mobilization into corporate culture, and that is vital. If your
mobilized workforce is going to help drive the growth of your
business - focus on the customer. Here are some things to consider
while developing your own company-wide, customer-focused mobile
strategy:Make it Personal: Basic Contact Data A great thing to
start building a strategy around is contact information. To provide
your staff with all your customers basic contact information (via a
mobile ERP app or otherwise) can help improve your customers
experience because you have enabled easier communication with them
for your entire team.36Bellwether Magazine | Fourth Quarter
2013Consider the impact on personal service. If your mobile
strategy includes automatic downloading of ERP or CRM contact data,
the benefits to youand your customer (remember the objective) can
be dramatic: Quick response: Your entire team has all their clients
contact data in their pockets, accessible in an instant. On time:
Obtain a map to any customer locationno longer getting lost en
route. Issue resolution: When a customer issue arisesafter hours,
on a weekend, when you are on vacationyoull have all their contact
information with you. Save time and money: You wouldnt have to
manage address books manually.
35. Make it Accurate: Ever-Armed with Intelligence Access to
open orders, inventory status, and other business intelligence
should also be key when building your strategy. Arming staff with
accurate information empowers them with the ability to immediately
answer customer inquiries at any time, in any place. Consider this
scenario: Your customer needs the status of an order, but you are
away from the office, and are not in a position to log into your
ERP system. What might a typical response to the customer be? Would
it sound like any of these? Ill check into it and call you back Im
sitting at the airport. I will have to call you tomorrow Let me see
if I can reach so-and-so at the office I think we have the red
model in stock. But Im not positive. Would a blue model suffice? I
know we have blue How much better would the customer experience
would be if you could answer those kinds of inquiries immediately.
Its more convenient for you and immediately beneficial for
themwhich helps pave the path for having very satisfied
customers.Make it Count: The Time to Close the Deal is Now Another
consideration is to the ability to perform mobile ERP modifications
and transactions, which can save your customer time and accelerate
the delivery of the product (and paymenteveryone wins): Say your
customer or prospect has just agreed on your product and price and
is ready to move ahead with the sale. Your current process may
include telling the customer that you will send them an order /
invoice, or that your office will contact them to complete the
details, or may include filling out a form while on site that needs
to be brought back to the office for entry.Each one of these
processes requires your customer to wait. This delay lengthens the
time to delivery, which is less customer-focused than a mobile
process could provide. The delay also provides a window for the
customer to change their mind and cancel the order, and can affect
the flow of payment into your business. Some questions you should
be asking your team about transacting business on mobile apps:
Where might we find remote selling opportunities? Tradeshows,
special events, or anywhere? Do we have outside sales reps who are
customer facing? What does a mobile app need to provide to complete
a sale remotely, such as customer and item pricing, availability of
inventory, payment processing, the ability to add new customers,
etc? Are advanced convenience capabilities like signature capture,
bar code scanning, and emailed/printed receipts at the time of sale
important? There are other considerations as well, but these types
of questions will help you shape your sales related mobile strategy
around quick, convenient processes.Make it Empowering: Give Your
Customer Access The ultimate customer service, as it relates to
sales process, might be self-service. What if a customer could use
their smart phone or tablet to instantly access their orders, check
inventory status or even place an order whenever they wanted? A B2B
mobile sales app might be the ultimate in providing time savings
and convenience for your customer, or it might be a dream for any
distributorbut remember, its all about the customer.bellwether
-noun: one who takes initiative or leadership37
36. INDUSTRYNEWS HUMANRESOURCESWhats Coming in2014?Were not
Carnac the Magnificent, but toward the end of the year we love to
get our 8-ball and make a few predictions about whats ahead for
technology in the next twelve months. Heres what we see on the
horizon for 2014: Cloud - The Cloud is not new, but it will
continue to make a lot of sense for data storage, apps, and the
enterprise. Analyst firm IDC predicts that spending on private and
public cloud tech will create 14 million jobs worldwide and bring
in $1.1 trillion in revenues by 2015. The time and budget savings
presented by the cloud is freeing up companies to compete and
innovate in this dynamic global economy. Smarter Machines -
Voice-activation and self-driving cars are already making news.
Robotics and artificial intelligence will continue to help us
bridge the gap between human brain and machine and learn more about
ourselves in the process. Mobility - In the last two years, the
number of people accessing the internet via a mobile device grew by
60.3%, to 818.4 million users. Its time to put in place that BYOD
(Bring Your Own Device) policy and process you have been putting
off, and start integrating personal devices into your business
technology strategy. 38Bellwether Magazine | Fourth Quarter 2013by
Alicia AndersonUnplugging - (ironically?) is the latest rage,
particularly during the vacationcentric summer months. Taking a
Tech Sabbatical or going cold turkey from your smartphone is a
luxury most of us cant afford, but if you get the chance, a brief
break from the digital world can refresh your mind and spirit! Ads
are everywhere - Social platforms are under pressure to drive
revenues, and they do that by selling ads. So expect to see more
varied methods of serving up ads on Facebook, Twitter, Pinterest
really everywhere. Privacy is dead - Data mining is being used for
every purpose from sales and marketing to crime-fighting. There is
no reward without some risk. Assume that anything you post or send
anywhere can be seen by anyone.
37. Requisition - Purchasing - Invoice Automation - Inventory -
Travel Request - Expense - Time - ProjectControl Spending from One
Place. RequistionPurchasingInvoice ApprovalExpenseMobile app for
expense entry Easily manage capital projects Robust approval
routing rules Enforce corporate travel policies Spend management
solutions for Sage ERP Automate the entire procure-to-ERP process
Requisition - Purchasing - Invoice Automation - Inventory - Travel
Request - Expense - Time - Project800.725.4408
www.paramounttechnologies.comCLICK HERE for the Blytheco Webinar
10/29/2013 2 PM EST
38. PRSRT STD U.S. POSTAGEPAIDPost Falls, ID PERMIT NO. 325564
Hilliard Rome Office Park Hilliard, OH 43026 800.425.9843