Auto Dealer Sales Compensation Webinar Slides

Customer Webinar: AutoSmart Sales

Comp that Delivers Results

About Makana Solutions

“the most innovative product I’ve seen

lately…they really understand how

people design plans and work.”

James Hollincheck Research VP“Plan design is a key element of

effective sales compensation, which

drives sales behavior. Salesforce users

can take advantage of a dedicated sales

comp planning solution via the

AppExchange with Makana Motivator.”

George Hu, CMO

“We believe CEO Cobb's significant knowledge

of and insight into the sales compensation

industry….will help land Makana Solutions a

solid position in the expanding market.”

Judy Hodges, Research Analyst

Create Great Sales Comp

• See the big picture

• Access built-in best practice

• Anticipate incentive costs

• Generate graphical plan

documents

Create Great Plans

• Create Great Plans

• Calculate payments

• Share commission statements

and management reports

Planning to Payment

Customer Webinar: AutoSmart Sales

Comp that Delivers Results

Makana Solutions, Inc.

Makana

Motivator helps

companies

build brilliant

plans quickly.

Brilliant plans

energize the

team to achieve

the strategy.

Welcome to the Webinar

Speakers today:

Linda Stillwater, HR Manager

AutoSmart America

Teanna Spence, Compensation Director

Makana Solutions

AutoSmart America

• http://www.autosmartamerica.com/

• Smarter Choices for Cars and Credit

• Locations in Detroit, Michigan

• Great reputation built on relationship

of sales people

AutoSmart Economic Challenges

• Economic Challenge

o Detroit, MI: 2008

o Auto Industry Hub

o Unmotivated Teams

o Decreasing Revenues

Detroit Status

• Unemployment Rate: 10.6% (Dec 2008)

• +3.2% over Dec 2007

• 1 in 3 Detroiters is in Poverty

• 4000 Independent Auto Dealers

nationwide closed in 2008

AutoSmart Administrative Challenges

• Administration

• Time to Plan

• Communicating Plans in

Spreadsheets

• Needed Individual Plans

AutoSmart Payment Challenges

• Paying

• Confusion over commission payments

• Had 2 people in payroll working on

payments every month

Let the Search Begin…

• Found Makana through a Google search

– easy plans

– clear communication

– motivate team

– inexpensive solution

Why Makana?

• What used to take 2-5 days now takes

hours

• Easy to Communicate with Graphs

• Individual plans are easy to create

• Payment process takes 1/8 the amount

of time

Results

• Saved 3 days a month on payroll

• More motivated team

• Easy to compare two different plans

around year- end

• Easy to forecast cost of compensation

• Providing more clear goal to focus on

Poll Question

• How do you plan to change sales comp

this year?

– Compensate on profitability vs. revenue

– Drive sales in new markets

– Motivate higher sales productivity

– No changes to plans

Poll results

How do you plan to change sales comp

this year?

Compensate on Profitability vs.

Revenue 38%

Improve Sales Productivity,

46%

Drive Sales in New Markets

31%

No changes planned

15%

Changing Compensation

Mix46%

Aligning Strategy and Behavior- Demo

• Strategy

– Target the right points to achieve results

• Measurement

– Clear Plan Documentation

– Communicate expectations with Plans

• Administration

– Faster payments of plans

– Rep Portal

Follow up

Makana Motivator

• Planning

– Motivator Express

– $19/month

• Planning to Payment

– Motivator Pro

– $29/month per payee

– Request an online

demonstration

– info@makanasolutions.com

– (877) 881-0001

Additional Information• More Best Practices

– Sample plans

– Sample reports

– Webinars

– Surveys

– www.makanasolutions.com/resources