Learn how an auto dealer in Detroit, MI motivated their sales team in this recession to drive more revenues.

1. Customer Webinar: AutoSmart Sales
Comp that Delivers Results

2. 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
“We believe CEO Cobb's significant knowledge can take advantage of a dedicated sales
of and insight into the sales compensation comp planning solution via the
industry….will help land Makana Solutions a AppExchange with Makana Motivator.”
solid position in the expanding market.”
George Hu, CMO
Judy Hodges, Research Analyst

3. Create Great Sales Comp
Create Great Plans Planning to Payment
• See the big picture • Create Great Plans
• Access built-in best practice • Calculate payments
• Anticipate incentive costs • Share commission statements
and management reports
• Generate graphical plan
documents

4. Customer Webinar: AutoSmart Sales
Comp that Delivers Results

5. Makana Solutions, Inc.
Brilliant plans
energize the
team to achieve
the strategy.
Makana
Motivator helps
companies
build brilliant
plans quickly.

6. Welcome to the Webinar
Speakers today:
Linda Stillwater, HR Manager
AutoSmart America
Teanna Spence, Compensation Director
Makana Solutions

7. AutoSmart America
• http://www.autosmartamerica.com/
• Smarter Choices for Cars and Credit
• Locations in Detroit, Michigan
• Great reputation built on relationship
of sales people

8. AutoSmart Economic Challenges
• Economic Challenge
o Detroit, MI: 2008
o Auto Industry Hub
o Unmotivated Teams
o Decreasing Revenues

9. 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

10. AutoSmart Administrative Challenges
• Administration
• Time to Plan
• Communicating Plans in
Spreadsheets
• Needed Individual Plans

11. AutoSmart Payment Challenges
• Paying
• Confusion over commission payments
• Had 2 people in payroll working on
payments every month

12. Let the Search Begin…
• Found Makana through a Google search
– easy plans
– clear communication
– motivate team
– inexpensive solution

13. 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

14. 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

15. 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

16. Poll results
How do you plan to change sales comp
this year?
Changing Compensate on
Compensation Profitability vs.
Mix Revenue
46% 38%
No changes
Improve Sales
planned
Productivity,
15%
46%
Drive Sales in
New Markets
31%

17. 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

18. Follow up
Makana Motivator Additional Information
• More Best Practices
• Planning
– Sample plans
– Motivator Express
– Sample reports
– $19/month – Webinars
• Planning to Payment – Surveys
– www.makanasolutions.com/resources
– Motivator Pro
– $29/month per payee
– Request an online
demonstration
– info@makanasolutions.com
– (877) 881-0001