County Lines User Manual - DISC
Contents
1. H T mee 7 When you enter sales you may choose a number of different entry modes These modes qualifiers are listed in the Select data entry mode drop down Some of the available options there are Enter Change in Sales Enter Market Share Enter Total Market Value Enter Change in Total Market Value etc Here is the box that lists all of the different options Enter 55 Change in sales zin sales Erte METRE ETT Enter Segment Market Value Enter Segment Change in Market Enter Total Market Value Enter Change in Total Market Enter of Total Market 4 5 Building upper level territories Upper level territories are easy and quick to build In the Territory Management Menu go to the Define Areas as shown below and follow these steps 1 Click on the New Trading Area button 2 In the Trading Area Maintenance screen select the level of your territory It 1s important that you pick a high level territory e g area district region etc so Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road g Orange CT 06477 Sales disccorp com www disccorp com that you can include lower level ones in it In the example below we have selected District as shown below Click on Continue DataSearch Trading Area Maintenance Microsoft Internet Explorer File Edit view Favorites Tools Help Q sex z x ix B TN Jo2. Profiles Performance wes s to select Widgets o o Te powered by Add Add All DISC Test Product 1 DataSearch Master Clear All Test Product 1 California Branch Ert EXIT DataSearch Master California Branch Sales amp Share Clear All Current C Deflated Run Selection Clear All 4B Internet 5 Click on the Run Selection button to display the results The following screen will be displayed showing the territory the organization level the territories are measured against the database the percent sales distribution the percent market distribution and the Index Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 19 Orange CT 06477 Sales disccorp com www disccorp com DataSearch Data Analysis Microsoft Internet Explorer Bl x File Edit View Favorites Tools Help ar o Back M ix a A yo Search Sp Favorites C wi L4 rel n Address a http www disccorp com DataSearch Analysis ReportsDataResults aspx sn 2 Go Links DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Profiles Segments Total Contractor Industrial Utility Institutional Years 2005 2006 2007 C 2008 2009 C 2010 Sort Order Territory Name in Ascending Order Base Territory TOTL Sales 2
3. 5 On this screen you may change the sales numbers as needed Once you click on the Save button the form will recalculate all data fields 4 7 Editing Trading Area labels The application gives you the capability to edit your Trading Area labels In order to do that you should go to Territory Management and click on the Edit TA Labels vertical link This will bring you to the screen with the different levels Level 1 means that this is the ground level organization structure of your business Level 2 1s a higher level and may contain Level 1 Values For example an Area may contain several Branches or a Company may contain several Divisions Here is how the Territory Levels are defined on the screen below Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 11 Orange CT 06477 Sales disccorp com www disccorp com E DataSearch Territory Level Lables Microsoft Internet Explorer File Edit View Favorites Tools Help ay i gt A i A T Back ix i2 A Search Favorites DS Eus jw rel v Address a http www disccorp com DataSearch Territories TerritoryLabels aspx Go Links P amp DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Define Territory Level Lables Thursday April 05 2007 Enter Edit Sales oe Branch Edit TA Label L abels Level 2
4. Distributor Information Services Corp Data Analysis Territory Mgmt System Options Products List Product Name aa Defined BUILDING WIRE CIRCUIT BREAKERS FUSES LAMPS MOTOR CONTROLS STARTERS amp RELAYS PANELBOARDS amp SWITCHBOARDS PROGRAMMABLE CONTROLLERS SAFETY SWITCHES SPECIALTY TRANSFORMERS Test Product 1 WIRING DEVICES Thursday April 05 2007 New Product powered by EDISC Mo Mo No Mo Mo Mo No Yes No In order to view the details on a specific product follow the link for that product to display its profile Below is the Product Profile screen for Wiring Devices DataSearch Product Management Microsoft Internet Explorer File Edit View Favorites Tools Help Q Ox ig 5 search Pertes 2S 4 JE S Address E http jiw disccorp com DataSearch Products Product aspx pid 13 Go Data Analysis Territory Mgmt Product Mgmt System Options Product Profile Maintenance Thursday April 05 2007 powered by Product Name WIRING DEVICES DISC User Defined Product No Product Database Built No Select data entry mode Enter Segment Market Value Market Segment FAUTES 2005 FAITS 2007 FAV AU 2010 faire el 321 2408 fe4n s905 s B94 3284 a438330 a629e68 ae93641 730308 O Market x m EAM nz pz ha Change Ra bo reve k prea 51 3466 s99 4710 5670329 610 3566 632 2393 652 5982 677 8796 UAE S
5. click on the Save button to save your selections The application will display the following message Information successfully saved Here 1s a screenshot of the selections we have made for the Eastern MA Trading Area Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 3 Orange CT 06477 Sales disccorp com www disccorp com DataSearch Trading Area Maintenance Microsoft Internet Explorer ni x File Edit View Favorites Tools Help DH Jma erms OC o AE Back ix 5h A Search Favorites ae SA jw rel 8 Address E http Jwww disccorp com DataSearch Territories TradingArea aspx Go DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Trading Area Maintenance DataSearch Master Thursday April 05 2007 Stes tae Information successfully saved Edit TA Labels Branch Name Eastern MA Market Segments M Contractor M Industrial M utility powered by a x DISC M Institutional Upload Data MD MARYLAND gt MA BERKSHIRE gt Lr Lu MA MASSACHUSETTS MA BARNSTABLE Es Es ES a E POP gg Internet A You may then wish to click on the Edit Market button to see the details for your territory If not then simply close the box The most important fact to keep in mind is that territories must be defined from the bottom up not from the top down That is
6. Area Upload Data Level 3 District powered by F Level 4 Region ts DISC 2 Level 5 Operation Level 6 Department ma Division Level 8 Company Save a Done FP TL e internet Z You may enter your own values names for Territory Labels depending on your hierarchies and naming conventions and click on the Save button to save your company s settings 5 Working with the Product Management Module Along with the Territory Management module the Product Management module is extremely powerful As you have seen Territory Management allows you to build your own sales territories or any territory you wish In Product Management we are going to show you how to build any product database and automatically put that database into any territory structure as well as define other territory structures The Product Management module enables you to both create new products and edit existing products 5 1 Viewing existing products In order to view existing products in the application simply click on the Product Management tab at top of the screen This will give you your current product list Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 12 Orange CT 06477 Sales disccorp com www disccorp com 3 DataSearch Product Management Microsoft Internet Explorer View Favorites Tools Help gt Search Mere SM File Edit Ox O 12 ACEITE DataSearch
7. Data Upload DataSearch Master Friday April 06 2007 Define Areas Enter Edit Sales DataSearch allows you to upload territory sales data in CSV Comma delimited format Please click on the Browse button to select a file you wish to upload and then click on the Upload button to process your request Edit TA Labels A Browse Upload Upload Data d Territory sales data file specifications DISC File format CSV Comma delimited l J Row delimiter New line e g every territory must be listed on a new line Column sequence 1 Territory Name 2 Total Sales 2004 3 Total Sales 2005 4 Total Sales 2006 5 Total Sales 2007 6 Total Sales 2008 7 Total Sales 2009 8 Total Sales 2010 9 Contractor Sales 2004 10 Contractor Sales 2005 11 Contractor Sales 2006 12 Contractor Sales 2007 13 Contractor Sales 2008 14 Contractor Sales 2009 15 Contractor Sales 2010 16 Industrial Sales 2004 17 Industrial Sales 2005 18 Industrial Sales 2006 19 Industrial Sales 2007 20 Industrial Sales 2008 21 Industrial Sales 2009 22 Industrial Sales 2010 23 Utility Sales 2004 24 Utility Sales 2005 25 Utility Sales 2006 26 Utility Sales 2007 27 Utility Sales 2008 28 Utility Sales 2009 29 Utility Sales 2010 30 Institutional Sales 2004 31 Institutional Sales 2005 32 Institutional Sales 2006 33 Institutional Sales 2007 34 Institutional Sales 2008 35 Institutional Sales 20
8. This information is to help you to better manage your business That means making all the hard decisions in allocating your critical resources to improve your productivity to grow your sales lower your costs and improve your profitability Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 24 Orange CT 06477 Sales disccorp com www disccorp com How DISC Handles Census Data DISC Corp updates the Bureau of Census data by developing formal relationships between industry sales and the economic indicators that drive electrical distributor industry sales These relationships are for each of four major customer types what distributors sell to contractors industrials utilities and the institutional markets This segmentation applies to national state and county industry sales Each of these customer types is driven by a different combination of economic indicators and then the four segments are summed to obtain the total industry sales This approach has proven to be extremely accurate Accuracy of DataSearch The Wholesale Trade Report is released once every five years with the last release reporting for the year 2002 The Report was available in the year 2005 With its DataSearch program DISC can measure how accurately we track the numbers released by the Bureau of the Census When we compare our DataSearch numbers for a Census year with the actual Census report we find that the annu
9. Your sales in this territory are 10 of your total sales 2 20 and the market size in this territory 1s 10 of the total market 50 500 Therefore 10 sales distribution divided by 10 market distribution is an index of 100 If your sales in this territory had been 20 of your total sales and the market size in this territory were 10 of the total market covered by all your territories then the index would be 20 divided by 10 or an index of 200 20 10 100 An index equal to 100 is considered normal An index greater than 100 is better than the norm atta boy and an index less than 100 signals a problem in the territory either it is under resourced or there is a management issue In order to create a Performance Index report follow these steps 1 Go to Data Analysis Performance 2 Make your database selection from the drop down list and click on the Add button to add it 3 Next select and Add your territories from the drop down list 4 Specify if you would like to see the results in Current or Deflated Here are the selections we have made for the example in this section E DataSearch Data Analysis Microsoft Internet Explorer iol Fie Edit Yiew Favorites Tools Help sack M ix B CDS Search f Favorites O gt jw Lj rel 3 Address http www disccorp com DataSearch Analysis ReportsSelection aspx sn 2 Go Links A Performance Index Reports Friday April 06 2007
10. if you are going to define territories you can only define them in terms of counties or states And it 1s a simple and very efficient process We have given you as many as 8 organization levels but you are not required to use them all You may use only one if you choose or two or more You do not need to bother with all eight The only restriction is that you cannot have two identical labels That is you cannot name two organization levels as a branch 4 2 Viewing Trading Area information To view the details on a specific Trading Area follow these steps 1 Go to Territory Management Define Areas 2 From the Trading Areas List click on the link for the Trading Area that you wish to see 3 The following Trading Area Maintenance screen is displayed Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 4 Orange CT 06477 Sales disccorp com www disccorp com 3 DataSearch Trading Area Maintenance Microsoft Internet Explorer File Edit View Favorites Tools Help Qe x 2 alee D Search j Favorites Ol Q ea ia a Address amp http www disccorp com DataSearch Territories Trading rea aspx taid 32 DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Trading Area Maintenance DataSearch Master Thursday April 05 2007 Enter Edit Sales Branch Name Albany NY Market Segments M Contractor M Industrial M uti
11. 00 5 1080 6 1080 4 46 4 46 powered by A MD FREDERICK Industrial 4 8090 100 00 4 8090 10 9170 3 51 7 9795 fDISC i MD FREDERICK Institutional 2 4330 100 0095 2 4330 13 3500 1 7895 9 7595 MD FREDERICK Utility 1 1750 100 0095 fi 1750 14 5250 0 86 10 61 MD MONTGOMERY Contractor 51 9980 100 0095 1 388n 66 5230 37 9895 48 5995 MD MONTGOMERY Industrial 38 5830 100 0095 38 5830 105 1060 28 1895 76 7795 MD MONTGOMERY Institutional eal Ala ben 100 0095 21 1150 126 2210 15 42 92 1995 MD MONTGOMERY Utility 10 6940 100 0095 10 6940 136 9150 7 8195 100 0095 Totals 136 9150 100 00 136 9150 136 9150 100 100 si vr Fy Done n m 4B Internet YA In summary you can edit the Market numbers on this screen in one of 2 ways 1 by changing the Market Share or 2 by specifying actual dollar values in the Adj Market Column 4 4 Entering Editing territory sales One of the neat capabilities of DataSearch is that you can enter your sales into the system and it will calculate market share automatically In order to enter and edit territory sales follow these simple steps 1 Go to Territory Management Enter Edit Sales 2 Click on the Trading Area that you would like to change the sales numbers for e g Ann Arbor MI This selection will display the screen below Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 6 Orange CT 06477 Sales disccorp com www disccorp com 3 DataSe
12. Module that should be emphasized is the Performance screen The purpose of Territory Performance is to show in a screen that can be exported to an Excel spreadsheet Performance Indexes that DataSearch automatically creates for you as long as you have previously built your territories and entered your sales It also shows your market share by territory The Idea of a Performance Index The Performance Index shows the percentage distribution of your sales by territory It also shows the percentage distribution of your market by territory Dividing the percentage distribution of your sales by the percentage distribution of your market gives you a measure of your sales performance relative to your market performance or an index If your total sales in all of your territories are 20 million and one of your territories had sales of 2 million and another territory had sales of 3 million etc the 2 million territory 1s 10 96 of total sales and the 3 million sales territory is 1546 of total sales Now let s assume that your company covers a total market of 500 million So overall you have 4 market share 20 500 If the territory in which you have 2 million in Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 18 Orange CT 06477 Sales disccorp com www disccorp com sales has a market size of 50 million your share in that territory is exactly 4 But your performance index would be 100
13. this Manual is to provide a detailed description of the DataSearch application This document contains information on executing various actions related to the functionality of the application It lays out step by step instructions to facilitate fast and effective use of the solution Many of the tasks are accompanied by screenshots that improve visual clarity and understanding of the work involved The Manual is designed so that the reader can also use it as a reference tool and jump into a specific section to get the information that he she needs To go to a specific page section from the Table of Contents hold the Ctrl key down and click on that link to follow it 2 Accessing the DataSearch Application DataSearch is a web based application and as such 1s available 24x7 To start working with the application you should go to www disccorp com and select DataSearch from the drop down menu or open up your Internet Browser Internet Explorer or Netscape and type up the following URL address http www disccorp com DataSearch This action will open up the DataSearch Welcome screen Welcome to DataSearch Please enter your user name and password in the fields below and click the Login button User Name Password Here you will have to type up your user name and password in order to obtain access to the application When the correct information is entered and verified you will be logged into the application 3 D
14. your numbers for a specific product by going to the Product Profile Maintenance screen To do that 1 Click on the product name that you would like to edit This will bring you to the right product screen 2 Select the data entry mode in which you would like to readjust the numbers e g Enter Segment Market Value 3 Enter your modifications as desired 4 Click on the Save button at the bottom of the screen to save your changes Here is a screenshot of the page where you can enter your adjusted values Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 15 Orange CT 06477 Sales disccorp com www disccorp com Z DataSearch Product Management Microsoft Internet Explorer E x File Edit View Favorites Tools Help ay 7 X es 2 o Back gt x i2 A Search Se Favorites ns e W M LJ rel 3S Address A http Jwww disccorp com DataSearch Products Product aspx pid 14 J E Go Links Market 171 Change Si 578 12 55 i3 11 17 m 00 Industrial 919 9175 018 0008 11557048 12440056 1288 6061 330 1009 1381 6284 Market 4 42 4 42 4 42 4 42 E 42 1 42 z 42 Change N A 10 66 3 53 7 64 3 22 Utility 109 1252 116 0978 123 6744 128 2108 i 7053 is 9427 n 9741 Market ac ac Bc Bc Change NA 5 39 5 53 3 67 z Institutional Market Change Total Market Market Change Territory Struct
15. 0 00 21 1150 126 2210 15 42 MD MONTGOMERY Utility 10 6940 100 00 10 6940 136 9150 7 8195 Totals 136 9150 100 00 136 9150 136 9150 100 100 zi CCo Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 5 Orange CT 06477 Sales disccorp com www disccorp com Here you can change the Market Share for the different lines segments to specify what percentage this segment of the total market is Then you can click on Recalculate to see the adjusted results You can also edit the adjusted market by clicking on the Edit Adj Mkt button This will bring the Adjusted Market column into an edit mode where you can enter you values see the screen below DataSearch Level 1 Territory Markets Microsoft Internet Explorer c nmi x File Edit view Favorites Tools Help ay Back M ix B A pe Search 5 Favorites M w rel 3S Address http www disccorp com DataSearch Territories TerritoryMarket aspx taid 46 amp em 2 E Go Links DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Level 1 Territory Markets Maintenance DataSearch Master Thursday April OS 2007 Territory Bethesda MD Edit 9o Mkt Recalculate nci 2005 Market Market Adj Market__ Cumm Market Total Tot Cumm Enter Edit Sales Upload Data MD FREDERICK Contractor 6 1080 100
16. 005 TOTL Mkt 2005 California West Coast DataSearch Master 100 00 Performance Sales amp Share UEDISC Index Data Download Data may be downloaded in CSV Comma delimited and XLS Excel formats Please select the format you prefer from the options below and click on the Download button CSV Comma delimited XLS Excel oe oO_ 7 wWwW7 EET eo tere GF Here again you may view the information for different segments e g Contractor Utility etc and years and sort it by different parameters e g territory name database sales figures etc You may also download these results by selecting the format that you prefer Comma delimited or Excel and clicking on the Download button 6 3 Sales and Share Reports DataSearch also provides you with a sales and share report that can be exported to your desktop To use this display you will first have to define your territories in the Territory Management Module But here are the mechanics of displaying the data in this section 1 Go to Data Analysis Sales amp Share 2 Select the databases that you would like to create the report for from the first drop down on the screen 3 Select the territories that you would like to run the analysis for 4 Specify if you would like to see current or deflated by clicking on the appropriate radio button Here are the selections we have made on this screen Copyright Distributor Information Service
17. 09 36 Institutional Sales 2010 pow Additional Notes 1 The file should not contatain any column headings 2 All sales figures must be valid numbers 3 If you choose to enter data in Excel save the file as CSV before uploading 4 You need to create your territories prior to being able to enter sales data Eje 00000 TTE Eme GF 8 Application Database Version DataSearch is updated twice a year The updates are performed online by the System Administrator of the application You will be notified via e mail about any of the upcoming releases and data updates If you wish to change your user preferences or add additional users please give us a call 9 Source of Data DataSearch shows electrical distributor industry sales from the location of the distributor branch The basic industry sales data come from the U S Bureau of the Census which conducts a 100 canvass not a sample of the universe of electrical distributors in the United States The Census Bureau conducts its canvass once every 5 years Included are all the electrical distributor branch locations in every county where a distributor branch is located Electrical distributors are located in all 50 states but not in Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 23 Orange CT 06477 Sales disccorp com www disccorp com every county plus the District of Columbia Not included in the U S Census of Wholesal
18. 2 17 b Wer iz piz B17 2 17 ae hu oce 353 Fea Bs Bo Be pile 138843 eos 4133 29 8223 ins7 2534 uaow2 Market ps ps ps 0 59 bs ps ps SOROR ma a 6 53 3 67 p se 3 67 Institutional fis2 1021 206 6039 219074 236 8344 foa2 1285 f2a7 8882 254 8232 Market Do pos po Po bo bo bo E cnan LEE 7 55 4 Ez Do base 2 80 aka Mates 1 221 6820 1 330 8463 1378 2413 1 411 3850 Market o ke fies res fre emm Change uw pa Joss ba Be Ba E ee Mone TT internet A Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 13 Orange CT 06477 Sales disccorp com www disccorp com 5 2 Creating new products It is very easy to create a new product database in DataSearch If you would like to do so follow these steps 1 Go to the Product Management module 2 Click on the New Product button at the top of the screen This will open up the Product Profile Maintenance screen 3 Type in the Product Name and specify what of the market this product covers e g Widgets and 7 4 Click on Save This will bring up the Profile screen for your new product with the different numbers for market segments filled in If you wish you may readjust these numbers by typing in different values in the respective boxes Here again when filling in product information you have the option to select and use
19. 4 1 Defining a New Territory Trading Area If you would like to define a new territory in the application follow these steps 1 Go to Territory Management Define Areas 2 Click on the New Trading Area button 3 The next screen gives you the option to select the level of your territory Select that from the drop down box There are a total of 8 levels These are defined under the Edit TA Labels section of the application and there usage is explained in more detail in section 4 7 of this document In this example we have selected the level Branch 4 Click on the Continue button 5 On the next screen type in the Branch name that you have in mind We strongly recommend that you also check the segment boxes so that DataSearch will display all the segments You must however select the segments individually If you do not select a particular segment DataSearch will not capture the industry sales number for that segment The sum of the segments total will only include the segments you have selected The datasheet that will eventually display your territory will automatically sum the segments to totals 6 When you have completed selecting your Territory Makeup click on the Save button 7 On the following screen select the states and counties to include in your Trading Area You can do that by making your selection from the drop downs and clicking on the Add or Add all buttons to add those to the list Once done
20. All rights reserved DISC Corp 284 Racebrook Road 9 Orange CT 06477 Sales disccorp com www disccorp com It may be that after having defined your territories and created your products that you are not comfortable with the market size of the product in a particular territory You have several options One option is to change the size of the national profile by going into the Product Management screen and editing the product at the national level Another way is to edit the size of the market for the product in the territory If you would like to edit the size of the market for the product in a territory follow these Steps 1 Go to Territory Management and select the Product Database that you would like to open from the Available Databases drop down B DataSearch Territory Management Microsoft Internet Explorer File Edit View Favorites Tools ad O O A eea LI 3 Address http www disccorp com DataSearch Territories TerritoriesView aspx DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Trading Areas List Test Product 1 Thursday April 05 2007 Ium sec rh Hae a CE Available Databases Test Product 1 Open Upload Data Trading Area Name States Boris Ivanov California lowe IIIT fe ert 77 2 In the example above click on the Open button to open the Test Product 1 database 3 Click on the Enter Edit Sales link from the side navi
21. DataSearch User Manual Table of Contents Introduction Accessing the DataSearch Application DataSearch User Interface A Q N N Working with the Territory Management Module 4 1 Defining a New Territory Trading Area 4 2 Viewing Trading Area information 4 3 Editing Market information under Trading Area Maintenance 4 4 Entering Editing territory sales 4 5 Building upper level territories 4 6 Editing products by territory 4 7 Editing Trading Area labels 5 Working with the Product Management Module 5 1 Viewing existing products 5 2 Creating new products 5 3 Editing existing products 6 Working with the Data Analysis Module 6 1 Running DataSearch Analysis 6 2 Performance Index Reports 6 3 Sales and Share Reports 7 Working with the System Options Module 8 Downloading Uploading Data 8 Application Database Version 9 Source of Data Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road Orange CT 06477 Sales disccorp com www disccorp com 0 AnA R amp uw C NH NH WH VU mew ob T D OS dO tO S amp S m GO Uu R D lm I 1 Introduction The DataSearch application provides forecasts of electrical distributor sales for each state and county where there is an electrical distributor branch location A branch is an establishment There are almost 3150 counties in the United States and electrical distributors have branches or establishments in 1383 counties The purpose of
22. Search S f Favorites R jw LJ rel 3 Address a http Jwww disccorp com DataSearch Territories Trading rea aspx Go DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Trading Area Maintenance DataSearch Master Friday April 06 2007 Ns ET Please select the level for your territory District Edit TA Labels Upload Data powered by EDISC E mmt 7 3 On the following screen name your district and click on the Save button 4 On the following screen Add the lower level territories you would like to include e g North East and click on the Save button again A DataSearch Trading Area Maintenance Microsoft Internet Explorer Q O ix ig 5 Dre vorm Un JOS Address amp http Jwww disccorp com DataSearch Territories Trading rea aspx taid 150 DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Trading Area Maintenance DataSearch Master Thursday April 05 2007 District Name ey Market Segments District One M Contractor v Industrial M utility Upload Data I Institutional Enter Edit Sales Edit TA Labels powered by EDISC Lower level territories to select ca Kx North East Clear All tt fiintrrnet 7 4 6 Editing products by territory Copyright Distributor Information Services Corp 2007
23. acebrook Road 16 Orange CT 06477 Sales disccorp com www disccorp com 4 Next select the States and Counties that you would like to view the data for You can do this in the respective drop downs Here are some selections that we have made for this specific example 3 DataSearch Data Analysis Microsoft Internet Explorer File Edit wiew Favorites Tools Help Qs x i21 75 J Search S Favorites ORZ m J 3 DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Profile Selection Options Friday April 06 2007 Performance Sales amp Share Widgets Current Eg Add All C Deflated Test Product 1 and To DataSearch Master National figures C State figures C County figures powered by y DISC bc DIST OF COLUMBIA MA BARNSTABLE Ll m MA MASSACHUSETTS CT CONNECTICUT zi TE A rte 5 Click on the Run Selection button to display the data results Here is what the results screen looks like Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 17 Orange CT 06477 Sales disccorp com www disccorp com E DataSearch Summary Profile NATIONAL Current Millions Microsoft Internet Explorer oj x File Edit view Favorites Tools Help ay 8 iz i es kA ix al A Search Sf Favorites voi wj Lj rel 3 Address
24. al difference historically has averaged 1 per year NAICS This 1s the North American Industry Classification System that defines industries to be consistent throughout North America As published the NAICS data were not consistent with historical industry data However DISC was aware of the upcoming difficulties and took measures to ensure that the NAICS Census data and previous historical Census data are consistent DISC 1s the only company that has been able to create an industry database that goes to the state metro area MSA and county levels consistent with historical industry data Market Segmentation DataSearch contains four market segments or customer types Contractor includes sales to contractors and encompasses both residential and nonresidential The industrial includes distributor sales to mining and manufacturing and encompasses MRO and OEM Utility includes sales directly to the industries contained 1n SIC 49 electric services water supply sewerage and refuses systems etc Institutional includes sales directly to schools hospitals office buildings government etc These are not sales to contractors for installation but sales directly to the institutions If you have any questions on DataSearch please contact us directly Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 25 Orange CT 06477 Sales disccorp com www disccorp com
25. arch Territory Sales Microsoft Internet Explorer File Edit view Favorites Tools Help Q O x 12 D sewer Jerves R i A 483 amp http www disccorp com DataSearch Territories TerritorySales aspx taid 37 amp em 1 Define Areas Territory Sales for Branch Ann Arbor MI DataSearch Master Thursday April 05 2007 Select data entry mode Enter Sales Territory Ann Arbor MI Edit TA Labels Note Please remember to click on the Save button in the upper right corner of the screen once you make data Upload Data a modifications Otherwise your data will NOT be saved powered by EDISC 7 7 8 2010 Market 5 5030 26 5620 fao T 24 0240 35 1860 35 8270 36 4570 CONTRACTOR a Chance e Change uy fats as 11 85 2 38 fi 82 76 Market INDUSTRIAL Change o Market a 0190 a 5090 6 0650 B 3400 6 54 8490 F 1440 UTILITY 96 Ch sehe uz ps pos s po e e Market fit 9040 2 5800 13 0810 fi3 7300 fia 0560 fia 3850 4 4 7060 INSTITUTIONAL 95 Ch S e Chang w 5 68 5 98 4 96 2 37 234 B 23 Sales 0 0000 0 0000 0 0000 o oo00 o 0000 o o000 fo 0000 Change w fo 00 o TE fo 00 fo 00 o 00 o O0 Share 7 00 fo 00 fo 00 px 00 fo 1 00 fo 00 fo 00 TOTALS Market 73 9280 fer 4130 90 7420 92 9280 s 4280 Change j 83 fio 12 E 11 B 10 a 41 b 69 Market fico 00 fioo 00 fioo TY fino 00 fioo 00 fioo 00 jion 00 eee Mme 7 3 You can dir
26. ataSearch User Interface DataSearch implements an easy to use intuitive user interface Access to different functionality features of the application is structured in terms of horizontal and vertical tabs links The application implements the following horizontal tabs Data Analysis Territory Management Product Management and System Options The vertical links under the Data Analysis section for example are Profiles Performance and Sales amp Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 2 Orange CT 06477 Sales disccorp com www disccorp com Share Users can move freely around the application by clicking on the different tabs and links and viewing the details on the respective screens To log out of the applications users can simply close their browser or click on the Log out button located in the upper right corner of the screen 4 Working with the Territory Management Module Many users are anxious to see what their territories look like in terms of the size of the market numbers If that is what you d like to do from the Main screen go to Territory Management to view the Trading Areas List If you are using DataSearch for the first time and have no territories defined you will see an empty display table This section of the document contains detailed instructions on how to create your territories and work with the rest of the Territory Management Module functions
27. different modes for entering the data enter segment market value enter segment market enter total market value etc A DataSearch Product Management Microsoft Internet Explorer l x Fie Edit view Favorites Tools Help ae sack T Q M x B A j Search Se Favorites v wi Lj rel 3 Address http www disccorp com DataSearch Products Product aspx pid 53 hd Go Links Product Profile Maintenance Friday April 06 2007 powered by x Product Name Widgets 0 DISC Md t User Defined Product Yes Product Database Built Mo Select data entry mode Enter Segment Market Value Market Segment Rura 15402288 17381010 2013 4940 2266 2710 5363965 2391 5304 2415 3647 amus N A o 57e 12 55 h3 Mags o Eu 14561582 18114196 18293912 12691644 2039 7636 2105 4467 2187 0107 Change w fio 66 13 53 7 64 3 59 23 3 87 Utility 403 8468 429 6509 457 6901 474 4782 487 4107 506 7930 525 4130 Market o0 0 o fo Fo Fo Fo oleae N A 5 39 6 53 3 67 b p 3 67 ALS 656 7274 706 3035 758 6208 809 6508 827 7493 847 4396 871 1479 Change w 55 573 Pa 24 5 38 a Total Market Market Change Territory Structures Test Product 1 DataSearch Master Done MD internet 5 Next if you wish to create a product database you may select a territory structure for your other produc
28. e Trade are U S possessions or Puerto Rico The Census Bureau does not make available individual distributor names DISC Corp does not collect distributor sales to input directly into the database All industry sales are from the Bureau of the Census The quality of the data provided by the Census Bureau is excellent but it is not perfect Perfection does not exist in any industry market data The Census Bureau has dedicated resources for collecting this information and they have access to the business employer ID number and their tax returns information to which no private business has access A private business whether a bank or private consulting company cannot duplicate the quality of the data provided by the Census Bureau In general DISC Corp accepts the Census data as a given In some cases we do challenge the Census Bureau s numbers and on very rare occasions they have corrected some data based on our challenge For the most part however they are able to substantiate their published numbers The electrical wholesale industry is a very large industry in terms of the annual volume of business conducted The most recent Census of Wholesale Trade conducted in 2002 reported electrical distributor industry sales of nearly 58 billion with over 12 thousand branch locations and more than 143 thousand employees Census Bureau numbers are a bottoms up count of the industry a summation of all the individual branches in all the counties di
29. ectly enter your sales here in the highlighted Sales row and the system will calculate the percentage change and your market share For example if we enter 30 million and click on the Save button we will see the new market share calculated by the application 42 95 This 1s illustrated in the screenshot below Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 7 Orange CT 06477 Sales disccorp com www disccorp com DataSearch Territory Sales Microsoft Internet Explorer File Edit View Favorites Tools Help sek x B S _ Search 5 Favorites O2 Va w rel 2 Address amp http www disccorp com DataSearch Territories TerritorySales aspx taid 37 amp em 1 Define Areas Territory Sales for Branch Ann Arbor MI DataSearch Master Thursday April 05 2007 Enter Edit Sales f Select data entry mode Enter Sales Territory Ann Arbor MI Edit TA Labels Note Please remember to click on the Save button in the upper right corner of the screen once you make data Upload Data modifications Otherwise your data will NOT be saved powered by EDISC CONTRACTOR Market INDUSTRIAL Change o Market UTILITY se change Market INSTITUTIONAL Change Sales moon noxo ooo nomo ooo0o ooo poo Change ja o po po po po o m Share a a CCNEEES E T CSONNNN Market Change Market mn
30. gation 4 Select the Trading Area Name from the table on the screen e g California This will open the Territory Sale screen for Test Product 1 for the branch of California as shown below Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 10 Orange CT 06477 Sales disccorp com www disccorp com Zl DataSearch Territory Sales Microsoft Internet Explorer File Edit View Favorites Tools Help Om O i s Geom O C 4 _ JAS Address amp http www disccorp com DataSearch Territories TerritorySales aspx taid 145 Data Analysis Territory Mgmt Product Mgmt System Options Define Areas Enter Edit Sales Territory California Select data entry mode Enter Sales Save Territory Sales for Branch California Test Product 1 Thursday April OS 2007 Edit TA Labels Note Please remember to cick on the Save button in the upper right corner of the screen once you make data modifications Otherwise your data will NOT be saved Upload Data powered by DISC CONTRACTOR Change Market INDUSTRIAL Change o Market UTILITY Change Market INSTITUTIONAL Change o Sales roo fo o000 0 0000 0 0000 0 0000 0 0000 0 0000 Change WA m 00 m 00 m 1 00 m 00 m 00 m 00 Share TOTALS Market Change Market stat Je si o W DataSearchuserManual 3 DataSearch Territory 100 dii wig 6 50PM
31. http www disccorp com DataSearch Analysis ProfilesDataResults aspx Go Links A DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Performance Segments Total Contractor Industrial C Utility Institutional All Segments Years 2005 C 2006 C 2007 C 2008 C 2009 2010 All Years Sort Order State Code in Ascending Order powered by EDISC DataSearch Master 64 092 50 7 92 64 092 50 95 24 Test Product 1 3 204 63 7 92 67 297 13 4 76 Total 2005 95 24 100 00 Data Download Data may be downloaded in CSV Comma delimited and XLS Excel formats Please select the format you prefer from the options below and click on the Download button csv Comma delimited C XLS Excel Download On this screen you may see the totals for all segments for the databases listed in the table or you may select a specific segment e g Industrial to look just at those numbers You may also select the year for which you would like to have the results displayed In addition you may sort your information by State Code County Name Database different segments etc by either Ascending or Descending order You may also download these results by selecting the format that you prefer Comma delimited or Excel and clicking on the Download button 6 2 Performance Index Reports The other display in the DataSearch Analysis
32. lity Upload Data I Institutional Edit TA Labels powered by DISC AK ALASKA NY ALLEGANY Lu m NY NEW YORK NY ALBANY NY RENSSELAER NY SARATOGA NY SCHENECTADY NY SCHOHARIE Yv Done gg Internet a 4 3 Editing Market information under Trading Area Maintenance You can edit the Market information for a specific Trading Area from the screen above by clicking on the Edit Market button Once you click on this button the following screen is displayed DataSearch Level 1 Territory Markets Microsoft Internet Explorer Edit View Favorites Tools Help P T x B DO search f Favorites R wi rel 3 Address amp http Jwww disccorp com DataSearch Territories TerritoryMarket aspx taid 46 DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Level 1 Territory Markets Maintenance DataSearch Master Thursday April 05 2007 TT territory atest SCS gestans ene Tot Cumm Upload Data MD FREDERICK Contractor 6 1080 100 00 6 1080 6 1080 4 46 powered by MD FREDERICK Industrial 4 8090 100 00 4 8090 10 9170 3 5195 fDISC ER MD FREDERICK Institutional 2 4330 100 00 2 4330 13 3500 1 78 MD FREDERICK Utility 1 1750 00 00 1 1750 14 5250 0 86 MD MONTGOMERY Contractor s1 9980 100 00 51 9980 66 5230 37 9895 MD MONTGOMERY Industrial 38 5830 100 00 38 5830 105 1060 28 1895 MD MONTGOMERY Institutional 21 1150f0
33. rder powered by EDISC TOTL Mkt 2005 California al DataSearch Master 110 00 10 00 875 39 California al Test Product 1 0 00 0 00 43 77 West Coast 2 DataSearch Master 110 00 10 00 875 39 Data Download Data may be downloaded in CSV Comma delimited and XLS Excel formats Please select the format you prefer from the options below and click on the Download button 6 csy Comma delimited xLS Excel Download The results screen gives you summarized information on the Territory Database and total sales for a specific year It also gives you the percentage change from the previous year and the percent market share Here again you may view the information for different Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 9 Orange CT 06477 Sales disccorp com www disccorp com segments e g Contractor Utility etc and years and sort it by different parameters e g territory name database sales figures etc You may also download these results by selecting the format that you prefer Comma delimited or Excel and clicking on the Download button 7 Working with the System Options Module System Options allows you to manage the DataSearch program You can access the System Options menu by clicking on System Options tab You can adjust some of your options from the Maintenance table For example you can specify the format for entering sales e g Sale
34. ry l Level Database TOTL Sales 2005 Chg TOTL Mkt 2005 Chg DataSearch Master 87539 971 Test Product 1 0 f 43 77 DataSearch Master 875 39 M 4 gt MDataSearchData IET Bl Ready M QJ Lm In addition you may upload data in the application through the Territory Management module DataSearch allows you to upload territory sales data in the application in the CSV Comma delimited format In order to do so you should 1 Go to the Territory Management Upload Data screen Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 99 Orange CT 06477 Sales disccorp com www disccorp com 2 Click on the Browse button to select the file that you wish to upload All territory sales data file specifications are explained on the screen Please read and follow the instructions carefully 3 Once you have selected the file click on the Upload button 4 The application will process your request Here is what the upload screen looks like 4 DataSearch Data Upload Microsoft Internet Explorer B x File Edit View Favorites Tools Help tack T ix E A 79 Search Sf Favorites LL Ww rel X Address a http www disccorp com DataSearch Territories DataUpload aspx Go Links amp DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options
35. s Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 20 Orange CT 06477 Sales disccorp com www disccorp com EL DataSearch Data Analysis Microsoft Internet Explorer 2 nj x File Edit view Favorites Te HB ay Q o x A O Da vem OC ud LJ 3 Address e http www disccorp com DataSearch Analysis ReportsSelection aspx sn 3 Go Links DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Profiles Sales and Share Reports Friday April 06 2007 Performance Sales amp Share powered by EDISC Widgets H Add Add All DataSearch Master Test Product 1 Clear All Test Product 1 West Coast Area 7 Eg EXE DataSearch Master A States Branch DataSearch Master California Branch DataSearch Master VVest Coast Area Test Product 1 California Branch Clear All Current C Deflated i E E 7 5 Click on the Run Selection button to view the results Dat DataSearch Data Analysis Microsoft Internet Explorer Om O B i 5 Osee 5 Favorites O2 y Qm LJE amp 8 a DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Profiles Segments Total Contractor Industrial Utility C Institutional Performance Years amp 2005 C 2006 C 2007 2008 C 2009 2010 e Sort Order Territory Name in Ascending O
36. s by Total or Sales by Segment Note that changing this setting will reset any sales data you may have already entered for your territories You may also filter your territories to include All Counties or Exclude Counties with O dollar Values In addition you may modify your deflation index for a specific year by entering the preferred value in the right box The Distribute Data to Territories button to resets all territories to their original market numbers 8 Downloading Uploading Data The export function in DataSearch is very easy to use There are download screens options under different parts of the application For example the Data Analysis module has download options under each one of its screens Profiles Performance and Sales and Share Data may be downloaded in XLS Excel and CSV Comma delimited formats You need to select the format you prefer from the options on the screen by clicking on the appropriate radio button and click on Download Follow the prompts on the screen and your information will be saved on your computer Below is a screenshot of what a sample Sales and Share Excel download looks like Ei Microsoft Excel patasearehpataasds Gs 10 x File Edit View Insert Format Tools Data Window Help Type a question for help 2 amp X IGM 2S G B 4aB 9 B 2 OQ Hira 10 B z v E S F u 5 A E er 2 5 a o Fj J Q Reply with Change Revie E AT X fe Territory GE ee ee eC eee eee Territo
37. stributors are in over 1350 of the more than 3100 counties in the country We do not believe it is fruitful to attempt to validate the numbers in the Wholesale Trade Report by attempting to count all the visible distributor branches Here s only one reason why A business is classified as a distributor if he works out of the basement of his home never taking physical possession of the goods but does take legal title All of his sales could be drop shipped so he has no inventory on hand therefore no warehouse How can any independent business entity identify these distributors The large national industry sales number of course translates into large regional industry sales numbers Los Angeles Chicago Atlanta Boston Dallas are all huge trading areas and point up just how concentrated the electrical wholesale industry is At times both electrical manufacturers and distributors have been known to challenge the size of these areas because they cannot identify all the distributors That is chewing up a lot of energy with little or no return for the time invested A better approach is to either accept industry size as a given and manage your business on the basis of changes or arbitrarily change the level of the number but be consistent from there on If you believe that the number is too large by a factor of 2 for example then cut the level in half and go on from there The value of industry sales numbers is not solely to calculate market share
38. t database s or specify that you do not wish to use a territory structure 6 Once done click on the Create Database button to save your selections The application will display a message saying that the database has been successfully created Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 Racebrook Road 14 Orange CT 06477 Sales disccorp com www disccorp com 7 If you click on the Exit button at the bottom of the screen you will be taken back to the product list page where the new product database Widgets now appears on the list Z DataSearch Product Management Microsoft Internet Explorer E loj x File Edit View Favorites Tools Help aw j Back x ix a A 3 Search Sf Favorites gA e2 s i Leal rel 8 Address http fwww disccorp com DataSearch Products ProductsView aspx Y Go Links DataSearch Distributor Information Services Corp Data Analysis Territory Mgmt Product Mgmt System Options Products List Friday April 06 2007 E 2 7 O BUILDING WIRE No No CIRCUIT BREAKERS No No FUSES No No LAMPS Mo No MOTOR CONTROLS STARTERS amp RELAYS Mo No PANELBOARDS amp SWITCHBOARDS No No PROGRAMMABLE CONTROLLERS No Mo SAFETY SWITCHES No No SPECIALTY TRAMSFORMERS No No Test Product 1 Yes Yes Widgets Yes Yes WIRING DEVICES Mo No pf Mp Internet Z 5 3 Editing existing products You may readjust
39. ures DataSearch Master Structure No Territory Structure C Use Selected Territory Structure Database Name LAMPS Create Database ET m amp Done Mp Internet 6 Working with the Data Analysis Module This section allows you to display national state and county data It enables you to select individual segments or all segments a segment is a customer type sales to contractors industrials utilities institutions for one or several years It allows you to sort and filter the numbers The default database in the application is the DataSearch Master which is the electrical distributor database 6 1 Running DataSearch Analysis To see the profile of a specific product database follow these steps 1 Go to the Data Analysis Module Profiles 2 Select the database that you would like to view more details on e g you may select the DataSearch Master or any of the product databases that you have created in the Product Management section of the application Click on the Add button to add the database to the screen 3 Next specify the parameters in which you would like to see your data results Under Report Data based on you may select to display Current or Deflated as well as specify 1f you would like to see National State or County figures Simply do so by clicking on the respective radio button Copyright Distributor Information Services Corp 2007 All rights reserved DISC Corp 284 R
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