Leading Practices for Manufacturing Success

Good morning, good afternoon or wherever you are and thank you for taking the time to join us today. We hope you'll find the next hour very useful and we look forward to speaking with you today. We’ll be focused on discussing Netsuite’s approach to manufacturing and particularly our leading practices for manufacturing success. Now of course everything we're sharing with you today is available today, but just in case we do have any forward-looking statements we do want to those to not be used for our purchasing decisions. But most of what we really are sharing with you today of course is generally available today so why are we all here, well hopefully you're here because you want to understand what NetSuite can do for you as a manufacturer. We want to show you that you can achieve transformative results in your business improvements, in gross margin, dramatic reductions in inventory costs, and of course large reductions in IT support.

And our focus for this presentation is how we're going to get you there but before I get too far in I want to introduce myself. My name is Raghav Oakland and I'm responsible for industry marketing over here at NetSuite and that's we go to market by industry wholesale distribution software services advertising just to name a few. And of course everyone's favorite manufacturing now as a customer you get to take advantage of that knowledge and reach across a wide variety of industries. I've been at NetSuite for the last six years and before that I was at sa p leading one of our global teams. I'm also joined by Tom Hayes who's the solution consultant supporting the manufacturing industry he's got a lot of great experience in manufacturing and he'll of course introduce himself later and share with you some of his experience that he's had over the years in manufacturing.

So let's talk a little bit about our agenda for today. It's pretty simple it's pretty short we're going to talk a little bit about the constant state of change and the impact that has and the challenges that can cause for you as a manufacturer. Second we're going to talk about how NetSuite can help put you on the pathway to success, to help solve and alleviate some of these challenges and then my colleague Tom will showcase some of what I discuss in in the lives software and showcase to you what it actually looks like and how it behaves. Now of course throughout this if you do have questions please type those in into the Q&A; panel, we’ll of course make sure we leave time at the end to answer those questions and any questions that you might have.

But let's talk a little bit about the state of business today now your business in the past was probably fairly predictable and stable for that matter the world was fairly predictable and stable. As most of us know it's no longer the case today in today's world and I know it's sometimes a little bit cliché but we always say that the only constant in business today is change and the big thing is you have to be agile enough to respond rapidly to the changing market conditions before your competition does. One of the big ones we see new business models that are emerging everyday companies that build products are morphing into delivering those products as a service. Companies that deliver a service are packaging those services together to deliver them as a product. Software companies increasingly have a complex set of offerings to manage a traditional licenses subscription, maintenance support agreements and companies have a hardware component. They add another layer of complexity and how you deal with revenue recognition as it relates to that but in addition in this landscape agility ISM is a must. If you don't have the ability to adapt it can mean the difference between competitor differentiation quality service timely product offerings and nimble decision making and that can have a major impact on your business to operate successfully. In a fast-changing business and economic environment you have to have business flexibility which is crucial and to stay competitive a global view is required.

One of the things that we've seen is whether you have international customers warehouses manufacturing facilities or just source raw materials from global markets we are all operating in a global environment. With globalization you need a strategy that allows you to expand quickly and test your strategy before investing too much. You need to be able to quickly assess and understand local market conditions and adapt for the global impact those can have on your business. And again chain is that one constant and of course there's new technology that impacts everyone's expectations. Your customers expect to be able to reach you from their mobile phone, on Facebook, on Twitter. Your employees are looking to be able to access corporate systems anytime anywhere and from a myriad of smart devices and who knows what's coming next. The only thing that's certain is that new technology will continue to have a significant and profound impact and you need to be able to future-proof for what's coming next.

And last but not least is this notion of employee engagement. It's essential to our continued success as you expand globally and adopt these new business models. Your workforce is increasingly distributed and decentralized and you want to be able to source the best talent for the job for the most cost effective geography without being hampered by the confines of the company firewall. The millennial generation which is quickly becoming the largest component of the workforce demand easy-to-use systems that mirror their social tools online shopping and increasingly blur the lines between work and home life. At the end of the day putting the right person in the right place, the right tools remains the best way for a company of any size to stay competitive. Now when you apply this though into our manufacturing world things start to become more and more difficult. You know this is what we hear our manufacturers telling us. We struggle with multiple systems and manual entry our business processes are not as efficient as they could be, or our business growth is stagnating because we're not structured to scale. We've built the business but we can't we don't have an ability to quickly scale up if that happens. Or with our multi tool systems it's nearly impossible to incorporate Lean practices into our manufacturing operations. Or it's a struggle for us to provide that quality customer experience since we have to focus so much energy on simply meeting demand. We're simply keeping the lights on is that what we've heard others say necessarily.

Where NetSuite comes in and that's really our approach what truly sets us apart from the competition is our consultative stepwise approach to doing business. Now what you see on the slide in front of you is a representation of this consultative approach what we call is our NetSuite stairway to success. For manufacturing companies where is a gate when implementing NetSuite we see a 1 to 5 percent increase in gross margin and operational efficiencies simply by remediating the business processes and moving to one unified platform that provides visibility across all parts of your organization. Continuing on, our customers more often than not want to expand into more complex manufacturing processes as well as the commerce market. With 30 percent of buyers completing at least half their purchases online, NetSuite empowers your customers to make purchases directly from you that flow through to your back-end order management and fulfillment on Netsuite’s unified platform. Now as your company strives to innovate and enhance further, NetSuite is there to provide the necessary technological support. We can integrate highly advanced manufacturing processes, product lifecycle management, Quality Assurance barcoding, and RFID scanners to address the most complex of manufacturing businesses.

But to truly be a disruptor actual insight that's key NetSuite’s marketing intelligence marketing automation and advanced order management are just a few of the key tools that disruptors rely on as they strive for growth and continued success. Now we often hear from customers that they buy from NetSuite because they want us to lead them to leading practices, to help them better run their businesses, to enable the success of our clients as they implement a new business system. We build these leading practices right into our solution and you'll hear me talk a lot about leading practices through the course of this and of course you'll hear Tom talk about it as well. NetSuite brings the experience, knowledge and approving methodology for more than 18 years and over 20,000 deployments to every one of our implementations but the difference is with Netsuite’s success we deliver those to you and because we're offered as a software, as a service, as a as a subscription, you're continually, we're continually innovating and evolving that for you over time.

With Netsuite’s success we deliver more than 250 roles dashboards reports business intelligence built for the industry and into the product and I'll show you some examples of what this looks like and what that means. But this approach is designed to accelerate your time to value, ensure faster user adoption, and provide the ability to go live within a hundred days or less. And the key part of this is because it's all built around manufacturing if you think about NetSuite and really what makes us unique and what's different for manufacturing company its two key things. One is functionality and the second is our methodology and approach there's no other vendor that's even close in the market in terms of matching us in both of these areas. Now the first of course is our functionality this is evolved over time you know we've been in business for over 18 years and through that time period we built into the product all of the things that you need in order to scale up the operation of a manufacturing company, all of the things that are frustrating and challenging to handle an ERP system we included in the system. So it's work orders or assembly management, inventory management, warehousing procurement, shipping or even e-commerce. Everything not just you need for manufacturing, but everything you need as a manufacturer.

We've really built all this into the product and built it as part of the system. Now the second piece though is our methodology and our approach we have a prominent market position in the manufacturing industry and we translate it over our thousands of implementations. And in that time we've learned and taken this commonality between those deployments and seen what does it really take to make a customer successful from a manufacturing perspective. And what we've done is we package up the leading practices and what that ultimately means is when you partner with NetSuite, you're going to leverage all of that experience, be able to start your deployment from a baseline of those leading practices in the areas that are important to you. And in so doing you'll be live faster, more cost-effectively and with the deployment that leverages the industry-leading practice and as I mentioned. You'll see that in some examples I'll share with you now as well as what Tom will share with you.

So when I actually talked about leading practice let's showcase an example so you know what I'm actually talking about. So of course supply chain management the common business challenge that we all face. Most manufacturers of course need to address and we've looked into the common challenges across this and pull together what we've seen is the best way to address this. Leveraging the NetSuite solution now of course you look at the business challenges very common right. No insight, inventory, profitability, running out of inventory due to lack of visibility, tracking, incorrect shipments, or no real-time visibility in stock levels. And what we've done is tried to apply what are the leading practices that the NetSuite solution can apply to this to help solve these challenges. Providing automated monitoring and reporting of inventory, profitability, utilizing inventory planning, and reordering using vendor scoring reports to help with vendor management initiatives. But most importantly having a real-time integrated system with proactive reminders to avoid stock outs and then of course what we've seen is that by implementing these changes our customers are able to achieve significant benefits in terms of inventory management. Civically been able to by reducing inventory costs, by lowering obsolete inventory carrying costs, by improving fulfillment rates, and back orders, and of course reducing planning cycle times across each of these.

Now you'll be able to see this directly in the software but Tom will showcase as an example some of these processes directly leveraging all the different roles that touch it and all the relevant transactions to apply this. And what you'll get from NetSuite is what we see is the leading way to implement this and then you'll always of course have the flexibility should you need to deviate or change. Now the other key thing though is when we talk about dashboards and reporting ours are purpose-built to the leading practices that we deploy so that when you start, when you are leveraging that so you immediately start realizing value. What we've discovered over the years is that while dashboards and reporting ultimately provide the required visibility, it's the area that's most often neglected. So what we've done is try to make sure that hard work is done up front to make sure you get it on day one not several years later or not at all. Because what we found is by people that when they implement the dashboards and reporting most immediately that's when they start to realize the value from the system and be able to realize the value from implementing these leading practices.

The same thing goes with reporting the reporting has to be specific to each of those processes to make sure that what we're delivering to you is resulting ultimately and the benefits that you signed up for. And we're looking for and another example of this here's our leading practice around made to order and you'll see later Rotom will demonstrate some of these manufacturing processes and what they look like and how we actually deliver them in the system itself. The last thing I want to talk to you about is of course roles. Now every competitor will talk to you about roles and what we're talking about here though is that all the tools that you need from day one so that your AP analyst can get trained on Netsuite and has their workbench to do their job. Their reminders, their kpi's, their dashboards, not just a role based system but a role based system that's been purpose built specifically for manufacturing to make sure that these are the key roles that you need. To make sure that you can run your business and operate from day one. So what I want to do now is I want to turn it over to my colleague Tom who's going to share with you how this actually looks like in the system. He'll walk you through a flow and that so you can actually see what that looks like and then of course I'll come back at the end to go through some specific customer examples and leave time at the end for Q&A. So Tom, thanks Rhonda you want to pass me the time.

Okay thank you let me share my screen and you should be think I see my credential slide pop-up. Can you hear me okay and see my screen okay, yep all perfect thanks Tom. Excellent like Rhonda mentioned I'm Tom Hays. I'm a senior manufacturing solution consultant for NetSuite I had a programming company for about 20 years in Los Angeles I was a Microsoft professional solution developer I know a lot of you come QuickBooks environment. I was an Intuit third-party add-on developer as well as a certified professional environment advisor and I implemented fishbowl and number cruncher and true commerce and probably a lot of other things that you may be using now. I also was an ERP developer one of my biggest projects was for four eyes optical they have about two hundred eyecare stores across the country, eighty doctors offices, they had a 1200 person manufacturing plant in Hialeah Florida and then got out of programming work. About ten years with some of the competitors that you may have looked at but I really saw a better way in NetSuite as far as this amazing world's best platform and on a personal note I have six adult children. I was the honorary mayor of Canoga Park California and in the .com days I was lucky enough to have a Malibu beach house and those were some of my crazy neighbors.

In the next thirty minutes we're going to cover three areas in NetSuite that have been designed and tested in the field to help you scale and grow your business using our leading practices that Rhonda talked about. First we're going to introduce you to the look and feel and NetSuite for manufacturing you'll see how Netsuite’s success has developed leading practices roles, dashboards, reports, that are all purpose-built for companies like yourself. You'll also get a good idea on how to navigate within NetSuite including the customer dashboard. Then we'll come into the second section and we're going to show you how manufacturing marketing has really shifted just like Rhonda had mentioned. From old-school phone books and purchase lists to social media selling on sites like Facebook and Twitter and LinkedIn and we're going to follow a lead from a trade show to Facebook into the NetSuite campaign and then follow up on the lead turned it into a quote and see the ROI of a trade show. Finally in the last section once the quotes in NetSuite you're going to see lean practices to make a sales order in a work order using the made to order leading practice that Rhonda shared with you a couple minutes ago. So let's jump into NetSuite let's see the pre-configured roles and KPIs and dashboards and how to navigate within NetSuite.

As I pull up NetSuite I'm going to be logged in to the controller role. As far as Harvey Bailey there's other roles that Rhonda had mentioned everything from administration all the way down to the production manager. These all come out of the box with Netsuite. So this is the controllers home dashboard. There's going to be dashboards behind these dashboards that are also included out of the box that I'll show you. All this information that you see it's configurable, it's real time, and it's geared around the financial aspect of your business. There's no data warehousing, there's no waiting for the information to be developed, and it's all scrollable in a single database. You'll notice on top their key performance indicators section Netsuite gives you about a hundred standard KPIs out of the box and you can create your own by dragging and dropping. And again this is all real time it's not 24 hours later as it goes through. Your disconnected by or your reporting tools and like I had mentioned everything's scrollable.

So if we look at this 13 million dollars of current sales, unlike most companies where they're going through a lot of copying pasting and Excel to get to this information, we can simply scroll into those dollars behind it and in this case we're going to see what makes up that 13 million dollars. As far as customer by customer you'll also notice down here date range for the reports our reports are as of reporting. So if I'm looking at an aging report for AR and I want to see what it looked like in July I'm certainly able to do that. The ability to customize the views on here I can pull up columns right now. I'm looking at a total column but I can slice and dice this data however I want so by user-defined class into apartment and location and period I can simply say I want to slice and dice the data by class and instantly NetSuite is going to bring up those results and now I have my sales by customer by class everything. You see today because it's in a single database one of the challenges Rhonda had mentioned it's all linked. So I can keep scrolling down.

So for instance if I want to scroll into this Academy and see all of the transactions that make up that Academy sports an outdoor number and I can just keep scrolling down all the way down to the invoice level. If I want to and at this level again this is now we're at the source document all through NetSuite the ability to email fax or print and collaborate on these documents is built in out of the box. And I can scroll this all the way down to the live real-time GL impact where I'm hitting my inventory and cost of goods, where I'm hitting my crediting, my sales and debiting, my accounts receivable so we have that perfect traceability from the KPI all the way to the GL impact and everything in between. You'll notice much like in QuickBooks we have the ability this customize button in the top right. If I have the right Authority all of our forms all of our reports, all of our output you're able to customize and fine-tune to your exact business needs without having to be a programmer.

As I come back into the customer sales by summary that we have broken out by class it's the same thing with the hundreds and hundreds of reports that we have out of the box. You're able to customize with the right permissions these reports and most importantly you don't have to be a database programmer or a guru in order to understand the database. In order to do this so as long as I have the right permissions I can come in and customize this report. One key area in NetSuite is the ability to add user-defined fields, user-defined tables, add those to your forms, add those to your reports so you can extend the database very easily again without having to be a programmer. And this is one key thing that you know after all my years in programming I wouldn't buy a system that doesn't have this because you just never know what's going to happen in the future. So in this case maybe I want to add company size to my report for some analytics, I can simply drag-and-drop add it to the company size.

But what's very important here is I keep scrolling down, I don't have to be a database programmer as I want to get into other related areas of NetSuite. I don't have to understand the database schema. I can just drag and drop and bring information throughout the whole system I'll preview that change that we just made and now we have company size embedded in the report by drag-and-drop collaboratively. if we need to send this data out to Excel it's all going to come out formatted with all the formulas so we can quickly do additional analysis. If I need to PDF a copy of this or maybe it's an aging report that I need to email to the bank I'm able to do that. I can even schedule reports to automatically be sent out as I take a look at the data on the screen just within another click I can analyze that data, look for trends and just be proactive as far as having all this data in all of this platform that's built behind it day one. So we did all of that within NetSuite just by scrolling from a single KPI. I had mentioned that there's almost a hundred KPIs that come out of the box and I can easily pull up and as long as I have the right access. I can add any of those standard KPIs out of the box or like I had mentioned just much like the report builder I can add my own custom KPIs through drag and drop without having to be a programmer.

So we just spent quite a bit of time just right in the key performance indicator obviously that's something that's critical as a controller. But there's other areas in dashboards for all the roles that are going to help you be proactive and not let anything slip through the cracks. So you'll see in this section on the Left reminders this is all part of our workflow. So for instance if I have expense reports that you know the manager can okay up to one level and then the controller needs a update to another level and the senior executive needs to a control you know maybe over ten thousand or twenty thousand dollars. The whole idea is these are all fed to you right in your dashboard and I have the ability again using the workflow to come in and approve these transactions or to scroll into them and figure out if I need more information before I approve it. All of these trends and graphs that you see over on the left hand side again they're all configurable just specifically to the role that's at hand. They're pre-built out of the box as well are shortcuts that help in this case the senior executive or the controller get around certain areas of the software that they use most. So the Netsuite dashboard is all about giving you the whole picture. You can dig deeper and deeper into your real-time analytics along the role of analytics especially for the controller role.

Every role is going to have a different view of what we call suite view. And this is going to group together lots of information, lots of metrics. It's completely roll specific in all of these portlets and graphs and charts. They've been proven in the field these came from those thousands and thousands of implementations that Rhonda talked about. That's the fuel that we build Netsuite all these visibility into one place. We can also go even further into analytics, and again this is something that maybe you don't need all of these out-of-the-box day one but they're there when you need them. You're simply able to turn them on and turn them off and change things around to your personalization. So these are all going to be geared towards the controller role and this is going to allow you to gauge your six yes it's going to be able you're going to be able to be proactive for those yellow, for those red flags before problems arise. And you're able to control risks and maximize the opportunities the day that you go live on Netsuite. You also notice there's a gray bar. This is our center section for each role. These dashboards that I'm talking about goal levels deep. So for instance if I'm in AR I go into the AR dashboard and now this is all custom-built, purpose-built based off the leading practices for things that are AR enabled or AP enabled. All these functional groupings for each one of these centers that are on the top here maybe it and in one last case just within the controller role. NetSuite has an incredibly useful multimedia embedded help that comes again out of the box 24/7 365 being able to get to world class answers. So if I come into support I'll go into suite answers, that's our knowledge database. And as I come into the help file maybe there's something that I don't get into every day maybe commissions. I just went live on NetSuite and I've only done it a couple times and I want to figure out some help on Commissions. So just by typing in that one word you can see I have our knowledge base. 75 articles, I have two training videos, I have help topics, I have a plethora of best practices all meant to get you the answer right there based on all of our experience without even having to pick up the phone. 11

As far as using the NetSuite help so you just saw us we logged in the controller roll, we scrolled from KPI activity, we did some customization, we graph data, we shared some reports, we're able to stay up to date with reminders, we analyzed the business from each functional area, and we were able to get meaningful help online anytime that you need it. This is all going to make the ramp up Netsuite easier, be able to use this easy-to-use interface and really reap these productivity gains and visibility games from day one on NetSuite. So that was the controller row let's go kind of up one level and let's pull up the senior executive role. There's going to be a lot of overlap in this role as far as both of them are very financially based but this is going to give you a little bit higher level picture of the business versus a controller. But all of these reminders so maybe on these expense to prove I have less reminders to do than the controller and may be based off workflow these are higher ticket items but it's the same exact concept. So I have the ability to have all of my financial information in my shortcuts at our fingertips. We have the idea of suite view again, there's going to be a lot of overlap between the senior executive in the controller but this stuff again it's going to be a little bit higher level and a little bit broader. As a senior executive I may go into areas like HR that the controller doesn't go into. So it just depends on your role that you're getting into and again we have analytics which is going to be all of this financial information brought up to your fingertips. And it's how customers cost items, how their impact in business this is all real time and all of these dashboards are developed from the feedback of industry leaders that are running on NetSuite on a day to day basis.

The last role that I'm going to go into how to do with the sales rep role. So we're going to kind of go into you know the execution area of the software where now I'm not talking about the business top level I'm talking more of the day-to-day execution level of the software. So now this is going to be about my leads and my sales and my new opportunities and my KPIs and my forecast and trends and with the ability just to easily take different views of the business. These are all my reminders that I need to follow up on when I get into the suite view side. This is all about my performance against my goals with the ability just to track and keep on top of where I am, where I need to be, where I was in the previous periods, All that information disks right up to your fingertips. You'll also notice on this top-level activities and leads and opportunities and customers and forecasts, there's a full CRM built in and embedded into NetSuite out-of-the-box from day one. So when I'm having a bad hair day and Tim Smith calls in and I forget who Tim Smith is I can quickly just use a global google-like search, pull up Tim I can realize oh my goodness he's with Smith supplies that's one of our big customers. I can draw from contact into the customer I can see that Al and Susan also work there unable to get instant analysis on my sales looking for any trends or any gaps. I could see communication wise using that CRM bi-directional data feeds from applications like Outlook. But for any email or meeting or activity or call all that trivial knowledge is going to be recorded in NetSuite.

For the controllers out there we also have a system audit trail that's built in so as we go in and we touch a record when it comes in it says this value used to be false now it's true I can see who did it on what day and time so there is no finger-pointing as far as hey who changed the price on that quote or who change the price on that order full audit trail built in if I'm a customer service rep I can pull up right into a dashboard and get a 360-degree view of this customer in a dashboard that has everything again configurable at your fingertips. So now I'm up to customer KPIs as far as how that customers trending I met customer specific reporting. If I needed to go in and print out a quick or email out a quick invoice for this customer to increase cash flow I can go right into sales by detail, right into the invoice one click to get it off my des,k on to the AR or the AP or the other side. So this 360 degree view it's going to give you the best possible service for every possible for every customer interaction including financial analysis like a this customers 99 days old on a hundred and seven thousand dollars on their consolidated company view so you just saw the senior exec role how its tailored to the top level. And the sales rep and the customer dashboard which is going to help you improve efficiency by streamlining those day-to-day activities. And it's going to provide timely actionable information to make the best possible decisions.

In the second section we're going to take a Facebook lead from a trade show, we're going to send the lead a 10% off promo offer, we're going to follow up on it, we're going to create a quote using those NetSuite leading practices. Lead to quote that Rhonda mentioned so here's alpha solar products they've recently released a new solar attic fan 100 they're at a tradeshow today in Austin Texas what a great eclectic city and one of the things they've done is they're utilizing Facebook to capture leads and also to direct product marketing to their customers. So we can see that alpha products promoting their new solar power attic fan and one of the things they're doing with their marketing. Collateral maybe even a kiosk is there pushing traffic to this Facebook page and one of the things a Facebook page is saying is hey if you want more information click on this link and we'll get you whatever you need so as I click on the link I can pop up into this online form I can say on Jeff Krantz I'm president trans and sons would you please send me some information on five solar attic fan 100s based off of our Marketing.

The key here is this form attached LinkedIn attached to Facebook or winter this is a form tool that's created in NetSuite and you don't have to be a programmer just like I showed you in the reports section to get test create a tool like this. As I submit that form the process it's going to enter the lead into NetSuite and based on the lead assignment rules it's going to push the assign sales rep to their dashboard. It's also going to redirect a prospect back to any URL that's set up. In this case I'm just pushing them back to our NetSuite site now if I come back into the sales rep role what's going to happen is real time. I'm now logged in as Alex Wolff I'm a sales rep. You'll notice that my lead count now is up to four for the tradeshow. When I was here a minute ago it was at 3 so very quickly I'm able to scroll in and see the new lead. This lead it was automatically generated from that online lead capture form from the Facebook page. No one had to go in and hand key this off of business cards or maybe one of them got created or lost or damaged it all came over automatically. And the idea behind it is it's all been done in this case by the leads the prospect sold hands so the data is just going to be cleaner.

So you'll notice here that I'm able to track for reporting purposes if this lead came from the home products trade show, the campaign was a 10% off of the first purchase so this is going to allow the sales reps to quickly market to the lead and to generate sales without inefficient follow up on poor lead information. You're going to know exactly what the leads interested in so that you can give it to them and advance the sale forward. So as I scroll into this trans and Sons all the contract all the lead information as well as a interest, they're all going to be captured within NetSuite. So I'm not having to waste any time to correct any errors that were made. If I manually update it from a spreadsheet or manually enter these so I know it's crayons and Sons I know what their email and their phone number is. I know specifically what they're looking for five of these solar attic fans. So we're able to utilize NetSuite workflow to have that first touch with the customer driving sales on that 10% off promo coupon and it's all done without any manual intervention. Nobody's getting sick and forgetting to send this out this is all done with Netsuite leading practices.

If I go into the communication tab you're going to see that we sent out this 10% first sale offer so you're able to send out product catalogs promo codes website links all electronically and it's going to cut down on the need for paper based marketing. Materials get costly and quickly outdated. We're also going to be able to easily get sales related information into the prospects hands and turn that into potential sales dollars. You're able to track all the communications in the content and contacts with this lead in one system and it's available across anytime any device anytime anywhere. If we take a look into that coupon that was sent this is what the email looks like. Limited time only 10% off on your first sale use the go solar campaign if you have any questions let us know.

You'll also notice up on the top using NetSuite workflow we have a sales rep acknowledgement button where the sales rep is going to acknowledge that they viewed and responded to the lead to keep them accountable. How frustrating is it to spend all the time in dollars and energy on a trade show and then have a lead go cold on you and you didn't even know it. So in this case the sales rep can click on the acknowledgement button meaning that they followed up, they viewed the lead, they followed up on it and now the Vice President of Sales can see how fast or how slow that the reps at alpha are responding to these new leads and track the response rate and follow-up activities associated with every lead.

Next thing I'm going to do as a sales rep is I'm going to pick up the phone and I'm going to talk to Jeff Krantz and so I'm going to use our built-in CRM. I'm going to go into communications and I'm going to log a phone call and I'm going to say talk to Jeff quote five SAF 100. So what we're doing here is we're recording that trivial knowledge most struggling companies just skip this step and then never you never really know what happens when you talk to a lead or you talk to a customer. And one of the most frustrating things for customers is that you get different answers from different people so this is going to avoid getting two different answers from two different service reps because one's at lunch or ones at vacation. And it's going to lead the consistent customer service so now that we have the lead fed to us we made any changes we followed up you'll notice in a single click we can take that lead and turn it into a quote.

So in this case I'm going to use our primary form for quoting, we could have multiple forms, different views for different reps. I'm going to pull this out of the Boston location out of the box Netsuite is multi location. I'm going to use that coupon code go solar to get that 10% off I'm going to type in part of that solar attic fan and I'm going to quote five units add those units calculate our discount and what you're going to see is we now have our 10% off on that first sale. I'm going to save an email that off of my desk into Jeff's inbox for the quote to advance that sale and then you'll notice when I click in crams and Sons this is no longer going to be a lead in the system.For reporting purposes, for conversion rate purposes we can see that this is now a prospect from a lead. We can also see as this becomes from a quote to a lead to a quote to a sale to an invoice. We can also track back Marketing activities for ROI so as I go into the marketing tab, we can see that this was driven from the home products trade show a 10% off coupon and then as we scroll into that trade show. We could see any of the email activities that was generated from that campaign as well as the statistics. So we're collecting all of this financial information such as total revenue return on investment profit cost per lead number of purchases.

So all of this revenue and sales information it's collected and all of the KPIs are updated real time. This is important because it's going to prevent data latency and it's going to make sure you have the most up-to-date possible information in order for you to make good business decisions on what activities are generating the most sales revenue versus the cost of those programs and we find our customers really struggling with it with this specific issue. So Netsuites success for manufacturing it was able to give you the tools under Section 2 to integrate with social media capture and follow up on those leads, turn the leads into quotes and provide visibility and ROI analysis all while reducing duplicate data entry and driving new sales and upsells.

So the last section we're going to cover is now that you turn the lead into a quote we can use those same dashboards and CRM and tools to follow up on the quote, turn it into a sales order and because this solar-power attic fan is a made to order item we can also automatically create a work order and release it out to the shop floor. So as I come back into NetSuite one of the things built-in is this history tab that's picked up you know how often is it that you get off the phone with one customer prospects eight minutes later they call back and want to make a change of the order again. For us to be most productive we keep a track of what information was called up I can come right into that quo pull it back up and then at the appropriate time where I am making that sale I can convert that sales order or that quote to a sales order with a single click. So I would come in and launch the sales order button it's going to take all that information that came from the lead into the quote, from the quote to the sales order I can make any adjustments any quantity changes I can use our upsell to find out what other similar customers are buying.

I can check on the gross profit I'm at sixty-one percent right now so I'm golden if this came up at eighteen percent there may be a workflow that says this isn't going out to that customer it's too low it doesn't hit our target markets. We're going to stop it before it ever goes out the door. Everything's right I'm able to save an email that with a click of a button so one of the things that's going to happen is we told NetSuite because this is a make to order item that automatically we want to create a work order we certainly could have gone through a different flow and done this in a batch but you can see that tied to this sales order 73, we now made work order number 257. As we scroll into the work order you're going to see that it was brought out in a release status or we could have gone through another loop to release it separately but everything's linked just like you've seen from the Facebook page all the way to this point. Linked to the customer, linked to the part, linked to the sales orde,r linked to the manufacturing routing that was created in the Bill of Materials.

We can see that this has been forward scheduled. I can forward or backwards schedule this and because we have this set up and it's involving inventory components we're going to commit that inventory or it's going to push it out to the procurement dashboard. Saying before we can make this we need to procure these items but real-time inventory one of the items that Rhonda talked about in the beginning key to almost every manufacturing company that we go into. You're also going to see the planned operations, the plan work centers, the plan start and end time, and the run rates, and the quanta. So we just saw incorporated lien practices that we were reducing the non-value data entry steps by entering the data once as a quote then with a single click. We created a sales order in a work order and all of this would feed the real-time dispatch on to the shop floor. So this is the end of the demonstration part of Netsuite for manufacturing companies. Everything you saw today just like Rhonda mentioned it's in a single system, its web enabled, it has built-in dashboards and roles and business intelligence and KPIs and it's all based around those time and tested leading practices that our great customers have brought to our attention. So at this point I am going to hand a presentation back to Rhonda for of the rest of the presentation and to take any questions.

Perfect thanks Tom the ball back then I'll move forward on the slides. Yes sir right into you all right great I appreciate that in that quick overview and a you know just for everybody does as you were you were seeing that you know tom was able to just really kind of scratch the surface, and showcase to you some of the functionality that's available inside a NetSuite, and really kind of showcase one of the examples of leading practices that are. There obviously much more and it can be much deeper but you know we'd be glad to follow up to get a more detailed focused presentation for your organization as it makes sense. What I want to do now was just share a couple of quick customer excuse me customer examples talk a little about benefits and then and then open it up for Q&A. Uh and one of the examples I wanted to show was with CMP and these guys are one of my favorite examples. Uh they are a company based out of uh out of Oklahoma and who uh who implemented NetSuite and they've been a customer since 2012. But they became a customer NetSuite they were based in for visual manufacturing and leverage NetSuite for both for the manufacturing but also for Commerce as well and really when you look at their story they are the world's largest independent manufacturer of aftermarket compressor parts. So very specific niche area that you know and some would argue as a commodity but what they've been able to do is really establish themselves, differentiate their unique position and the unique products that they can offer.

And by leveraging lean manufacturing with NetSuite have really eliminated waste have been able to reduce their production time quite significantly. They've been able to increase the revenue quite significantly while growing the business across a number of different countries and of course just as you see here the reduction backwards as well was a big part of powering their rapid growth you know more generically. If you look at you know when we look at NetSuite overall what we've seen is a number of proven benefits for manufacturing. When I started at the beginning of the presentation we talked a lot about how NetSuite operates across a number of different industries and of course you as a customer get to take advantage of that knowledge and the fact that we operate not just one industry but across multiple. But what we see is that manufacturers and manufacturing companies are able to realize significant benefits with NetSuite and these numbers that you see in the slide are examples that come directly from our customers where customers have been able to achieve an 89 percent increase in revenue since implementing NetSuite. They achieve a lot of significant savings on their IT cost post implementation, an 88 percent increase in operational efficiency, and then an 80% reduction order processing time.

So all of these are just examples but they really showcase that across each of these key areas that are quite significant for organizations and can and can translate significant dollars. They can make a big impact on the bottom line. So last but not least I'll just summarize real quickly and then we'll offer you know give up answer a few questions in the anytime that we have. You know I think they're really too close is that businesses looking to grow and modernize continue to turn the NetSuite solution really five key areas and this is really why today's manufacturers choose NetSuite. Number one is being designed for a modern business our best-in-class ERP is built to the modern business on a flexible platform and that flexible platform enables you to realize and meet those changes. Number two is that the, number three rather is the unified data model that we have as part of it enables you to have business intelligence directly in the system from day one right in the system without any additional add-ons, Number four is being commerce nomination. Already I think one of the biggest things that we see over and over again from our customers is that regardless of whether or not you'd sell direct to your customer as a manufacturer the demands of your customers about having that same experience regardless that they go and buy your product in a store or buying on the phone or order it on the web should all be the same. And of course and that's what enables you to do that. And last but not least is being built for manufacturing and this is something that we've been really focused on over the last few years. We really built out that functionality and something we're really proud of and I think that's something that we hopefully showcase some of that to you today that our ability to really address and meet the challenges of today's manufacturing organizations. So with that I want to go ahead and open it up and answer some questions that I know have come through and then and then of course we'll close it up if we don't get time to answer your question will of course follow up with you directly and make sure that we answer your question one-on-one. Of course if you have further things that you want to address with us we'd be happy to have further discussions with you on a more one-to-one basis and you know encourage you to please reach out in that in regards to that.

So one of the questions is does NetSuite offer EDI integration and so to answer that most directly we do we have we have our number of partners on the in the EDI space so partners like b2b gateway SPS commerce our and we can we can definitely put you in touch with those folks and they are fully integrated with us. Some customers have done the EDI themselves and that obviously is also an option for you as well that that can be done as for EDI but we absolutely have a lot of our customers leveraging EDI in their in their implementations. And for other organizations as it's a key part for as they interface with the retail side of that in the retail channel. The next question is does NetSuite have a built in web portal to obtain customer orders and open that's the hit the question just disappeared on me and tie the info directly to NetSuite four is it through api's.

So the answer this is it can be both actually we do have a built in web portal that that is offered as part of Netsuite. We actually have a couple of different flavors of that we have a regular one that's built into the product we also have a premium one that's built into the product depending on what kind of look and feel you want to have, that you can have and of course all that gets tied in through the backend. The beauty of that of course is you have a seamless you have a seamless path between front office and back office. You have to do that through api's we do have those full api's as well. So if you do use a third party that is also there as available to you as well does NetSuite offer built-in integration with FedEx and UPS and we do offer built integration from both FedEx excuse me and UPS within the system directly.

Another question is can customer service process orders from can-can the customer service process orders through NetSuite, is the financial data pulled from separate order process system. Not sure I understand the question directly but you know one of the things is you know customer service reps of course can have full do have full access into the NetSuite system assuming of course give them that role and give them that all of that the customer service that you're showing is all part of the same system, it's not a separate system or a separate order processing system, it's all part the same single NetSuite offering, it's all one single system across all those different roles. So necessarily really understand the question but we can definitely follow up with you more directly. But the short answer is it is all part of the same system to last questions that I will answer right now and I want to just and then we'll follow up with the rest of you separately is the NetSuite offer distribution and shipping module and yes these are offered as part of as part of the system. We don't really show those to you today but it is definitely something that's offered out of the box as part of it. The other two questions that one answer one is about mobility and everything that we do inside of NetSuite because we are fully, you know we are we're only a cloud-based offering everything we do is fully cloud enabled and so you the only you can access

NetSuite do any device whether that be to any browser or through your mobile phone or through your tablet as well.

And the last one I'll just answer is really just which I think is available and ask is we saw a lot today on sales management but not as much around manufacturing are the roles for production management bombs inventory management fulfillment etc and and yes those are very much built into the product. There is a production manager role you may not have seen on the drop-down when Tom was pulling that down but it was there we didn't we didn't go into that great detail. But all the things you're talking about Bill materials inventory management fulfillment or all key aspects of the NetSuite offering that our customers realize our manufacturers realize and are able to get the benefits that they that we showcased today. So with that I know there are more questions that have come through and I apologize for not being able to answer all of those we will follow up with you directly. This webinar has been recorded and you know we can get give you access to that recording if you want to get access to it and see some of the other details. I want to thank all of you for taking time out of your busy days today to attend this webinar and we look forward speaking with you again in the future. Thanks everyone.