MREPS – Customer Master & Territory Management

Multi-Line Customer Master Concept

As multi-line sales reps, your customers buy products from multiple manufacturer principals. MRSware MREPS allows you to assign unique Manufacturer Account Numbers for each principal under a single Customer record.

Tracking Customer "Share of Wallet" (SOW) Potential

For high-performing manufacturers' representative agencies, tracking historical sales volume is only half the battle. To uncover aggressive growth opportunities, agencies must understand their Share of Wallet (SOW)—the percentage of a customer's total annual spend that the agency actually captures versus competitor lines.

1. Customer Share of Wallet Tab

Every Customer record in MRSware Desktop (AddEditCustomer) features a dedicated Share of Wallet tab directly alongside the traditional Accounts tab. This provides an organized, multi-year overview of estimated wallet size and competitive positioning:

• Potentials Table Grid: An embedded high-speed grid listing all spend potential records for the active customer account, displaying Year, Product Category, Principal, Competitor, Estimated Spend, and Notes.
• Inline Management Controls: Right-click anywhere in the table or use the dedicated toolbar buttons to Add, Edit, or Delete spend potential records.
• Multi-Year History: Maintain rolling annual benchmarks (e.g., 2024, 2025, 2026) to track wallet expansion and agency penetration over time.

2. Flexible Target Modeling: Product Category & Principal Levels

Agencies operate across different business models and manufacturer relationships. MRSware's Customer Potential dialog (AddEditCustomerPotential) supports granular modeling at multiple levels:

3. Competitor Tracking & Account Strategy Notes

• Competitor Identification: Link any existing CRM Contact record as the incumbent competitor currently winning the uncaptured spend. This enables agency-wide competitive threat matrices and displacement campaigns.
• Strategic Account Notes: Capture contract expiration dates, customer pain points with existing suppliers, target RFQ dates, and pricing hurdles directly alongside the financial target.

Sales Rep & Territory Assignment Rules

Assign primary sales reps and territory codes by customer location or manufacturer line. MRSware automatically defaults sales rep splits on incoming orders, invoices, and commission statements based on territory rules.

Sales Rep Management: Card Views, Preview Pane, Spreadsheet & Statistics

The Sales Rep Management module (Tools > Sales Reps) has been engineered with modern presentation, batch editing, and live operational intelligence tools:

1. Modern View Modes (Table, Compact Cards & Multiline Cards)

• Table View: Standard grid displaying rep name, type, split rate, enabled status, customer counts, company counts, order volume, and query-based YTD / LYTD sales metrics with column reordering and visibility toggles.
• Compact Card View (2-Line Cards): Custom GDI+ rendered cards displaying Rep Display Name, Type (Sales Rep, Territory, Agency), Split %, and territory status.
• Multiline Card View: Structured expandable cards displaying territory codes, contact info, and performance metrics with Expand/Collapse All controls.

2. Right-Docked HTML Preview Pane

Zero-click preview pane docked on the right side of the workspace providing formatted HTML profiles of highlighted sales reps, direct Edit and Print actions, and territory roster breakdowns.

3. Edit in Spreadsheet Batch Editor

Click the "Edit in Spreadsheet" button (Ctrl+E) to open the dedicated spreadsheet editor (SalesRepSpreadsheetForm). Quickly maintain DisplayName, SalesRepType (Sales Rep / Territory / Agency dropdown), SplitRate, and Enabled status across all sales reps simultaneously with transactional atomic saving.

4. Collapsible Live Statistics Panel

A collapsible dock panel (clpStatistics) anchored at the bottom of the Sales Rep workspace provides live operational intelligence:

• # of Unassigned Customers: Real-time count of customer accounts missing sales rep assignments.
• # of Unassigned Companies: Live count of CRM company records without an assigned sales rep.
• Total Growth %: Real-time calculation comparing YTD sales vs. LYTD sales across active reps (excluding \$0/\$0 entries).
• See All Territories: Asynchronously generated list of user accounts with unrestricted agency-wide visibility permissions.

5. Table Aggregates, Whole-Number Averages & Show Counts Toggle

• Column Averages & Aggregates: The aggregate footer row computes and displays clean whole-number averages for # Companies, # Prospects, # Opportunities, # Customers, # Orders, Lifetime Value, and Churn.
• Show Counts Menu Toggle: Use View > Show Counts (or right-click context menu) to toggle count columns on or off for optimized grid performance.

Sales Rep Account Reassignment & Merging

Resolving Duplicate Account Numbers

Prevent reporting skew by running the Duplicate Account Number Cleanup Wizard to consolidate duplicate account numbers assigned across different factory feeds.