Happenings October 21, 2023

    In this issue:

• National Day Spotlight
• Dad Jokes
• Customer Sat Survey
• Acumatica Summit
• 2023 R2 Manufacturing
• Sales 101
• Events, Blogs, Movies
• Webinars, Community

The purpose of a newsletter is an opportunity for the ASWi team to provide you and the rest of our clients with information on all the new ASWi and Acumatica related things (or “happenings”) that you may not otherwise be aware of.

Please feel free to share this newsletter with any/all of your team. Pease let me know if anyone on your team who would like to be added to the mailing list for the next issue and removed.

Happy National Sweetest Day

Today is about sharing love with everyone in your life and it provides us with a reminder that even small tokens improve the lives of those around us.

You can celebrate National Sweetest Day by sharing sweets, such as candy or cakes, by sharing time together, and by doing good deeds for the people in your life and your community.

Even those with significant needs appreciate the sweetness of small tokens of support in their times of need.

FYI re: the picture:

My “kids” and I have been filling “travel bags” of candy from Big Top Candy Shop for the past dozen years before making a road trip to different parts of Texas. As you can see, we have each have our own distinctive confectionary preferences.

Yesterday, I stole half of my wife’s Kit Kat. Today, she did the same thing to me. I guess it was a case of Kit for Kat.

Q: What is one of a candy connoisseurs’ favorite books?
A: Skittle House on the Prairie.

I know someone who collects candy canes. They’re all in mint condition.

Q: What is a sheep covered in chocolate called?
A: A candy baa.

Q: What country does candy originate from?
A: Sweeten.

I’m trying to get over my addiction to chocolate, nuts and marshmallows but it’s been a Rocky Road.

Q: How do software programmers like their candy?
A: Byte-sized.

For our “veteran” Acumatica Cloud ERP subscribers, you may remember that Acumatica send out Customer Satisfaction (CSAT) surveys twice per year.

These surveys help them:
• Gather valuable insights into the needs and expectations of our shared customers
• Identify areas where they have opportunities to improve
• Measure Acumatica Cloud ERP subscribers’ overall satisfaction with Acumatica and their ERP
• Identify trends and track them over time
• Measure Acumatica Cloud ERP subscribers overall satisfaction with their Acumatica partner (i.e., ASWi).

On Monday, October 23rd, the primary point of contact of all Acumatica subscribers who are “live” with Acumatica Cloud ERP will be receiving an email linked to an online customer satisfaction survey. The survey will be available to be completed through Monday, October 30th at 11:00 pm Central Time.

You opinion matters greatly to ASWi and to Acumatica. If there is any reason that your company’s Acumatica point of contact does not feel like ASWi has earned a 100% CSAT score, please Keith Wood, our Customer Success Manager, know by reaching out to him at keithw@aswius.com or (717) 581-1226 and we will do what we can to address his/her concerns.

Acumatica Summit 2024 is on the horizon, and registration is now open.

Join the ASWi team, your fellow Acumatica subscribers and the Acumatica team Sunday January 28 through Wednesday, January 31, 2024 for the
Event of the Year!

Summit 2024 will offer you the chance to learn from business solutions experts, experience the power of new innovations, engage with the Acumatica Community, and discover the future of technology- together.

It will also be a place where our customers can gather to network and to participate in the ASWi Customer Appreciation Event that will be held January 28, 2024 in conjunction with Acumatica Summit 2024. (Watch for more details to follow on this event.)

Print Production tickets using DeviceHub
Problem:

• Did not support DeviceHub
• Automation Schedule
  • Not able to specify a printer
  • Required human intervention

Solution:

\

Manage Costs with new Product Order Status
Problem:
• Once a production order is closed, it cannot be reopened if a correction needs to be applied, although a production employee can still post transactions to a completed production order.

Solution:
• A new status “Locked” is introduced between “Completed” & “Closed”.
• Users cannot post transactions while in a Locked status.
• Once the production order is reviewed, the cost accountant can either

Close or Unlock the production order.

Create BOM with Edit Button

Problem:

• Manufacturing tab of Stock Items and Item Warehouse Details forms:
  • When Default Bill of Materials was empty, the Edit buttons next to Default
  • BOM ID and Planning BOM ID did not drill to Bill of Materials form.

Solution:

• When both boxes and empty and the user clicks the Edit button next to either box, the Bill of Material form will open for creating a new record.

MRP Screen Changes

Problem:

• Users found it difficult to understand which parameters were used by Inventory Replenishment versus MRP.

Solution:

• MRP Workspace was renamed “Inventory Planning”.
• Many screens were renamed to be more universal.New “Planning Method” was added to Item Classes, Stock Items & Item Warehouse.

API Endpoints Exposed for Configuration Entry
Solution:
• A new form Configuration Entry for API has been created to expose API endpoints.

By Keith Rosen

Step 1: Figure Out What Their Issue Is
To peak their interest, start by stating an issue that your research shows to be the most likely one they are facing today. Given the uncertainty of our economy, one issue that would get the attention of most prospects might be cash flow.

Test that hypothesis by saying, “Most of my clients say that one of their biggest challenges right now is the need to improve cash flow. How much of an issue is cash flow for you today?”

There are several issues that can be of concern to companies/individuals today. It’s fairly easy to uncover what those top issues are in your specific industry. Good research to identify their most common issues will pay off  by getting their attention.

Step 2: Explain the Impact of Their Issue on Business
Once you have their attention, help them understand the impact of that issue on their business. Heighten the issue by asking impact questions. Impact questions reveal how the issue can implicate other areas of their business.

For example, ask, “If cash flow is an issue, how does that impact your investment goals in equipment or application software or expansion goals? What’s the impact on your hiring strategy? What’s the impact on your customer satisfaction goals?”

Impact questions can help the prospect see the consequences of unresolved issues. But remember, understanding impact alone doesn’t necessarily mean they will take action. You’ll need to make sure that you touch their emotions too, because we make decisions with both sides of our brain.

Ironically, even though people may buy when they see an opportunity to improve their business – they don’t like to be sold. So, speak to their emotion first, and then back it up with the logic to justify the solution. Emotions always have the upper hand.

Step 3: Make Firm & Realistic Value-Added Recommendations
Lastly, be prepared with potential recommendations. Even though you may not have all of the information needed to make a firm suggestion, having some realistic ideas shows that you’ve done your homework – you do understand something about their business. AND, you have experience with other clients and have a track record of success.

Customers look to the sales person for advice. To close the call, share a success, “Mr. Smith, we recently helped one of our clients free up $250,000 a month in cash flow savings that allowed them to expand their operation by opening up a new office in Boca Raton. Their revenues are now projected to grow 15% this next fiscal year. I would like to sit down with you and discuss an approach that can achieve the same results for you. Would you be free next Wednesday at 2pm?”

3 Simple Steps to Improving Your Chances of a 1st Meeting
Getting appointments is difficult, so you’ll have to stand out from the other noise and competition in the marketplace. Sometimes the hardest part is just getting your foot in the door. When you use these steps, you will improve your chances of getting that first meeting and being front and center to close the sale!

You’ll find that you will quickly improve your chances of getting that first meeting if you follow these three simple steps!

Nearly every weekday, a motivational quote is posted on X/Twitter by @ASWiDelivered and on LinkedIn by @ASWi.

Here are last week’s “Morning Motivations”:
• “Strategy requires thought, tactics require observation.” Max Euwe
• “Don’t dwell on what went wrong. Instead, focus on what to do next.” Denis Waitly
• “Leverage the Pareto Principle: enable your customers to solve the 20% of THEIR customers’ requirements that enables 80% of their value props.” Rob Kirkey
• “Kindness is the best business strategy.” Anonymous
• “Not only should you understand your customers, but you should also understand and respond to their customers too. Failing to do this is failing to understand and serve your customers.” Changing-Minds.org