The Accounts Department Goal BoardM2L1

?Support Hotline

Live help is available outside of class at678.402.0015

E-Mail SupportLive help is available outside of class at

support@aarons.com

How To GetCredit For This Course

WRITE IT DOWN!

You will be given a two part Authorization Code

for this class, do not leave class, manual attendance is

required to receive credit for todays class!

Authorization Codes will NOT be given out again after class!

EXAMPLE

What You’ll Need

• Pencil• Paper• Calculator• Brain

Topics Covered

• Review M2SP1 – Self-Paced

• How to Get Started

• Effective Goal Planning

• Filling Out the Goal Board

• Best Practices

• Review

Volunteer Store

For demonstration purposes, I need a store to volunteer for us to use their numbers while going through some of the exercises during this course.

Make sure you’re not shy about everyone seeing your numbers.

Review

• Goal

• Standard The level at which weare expected to operate,

or a milestone forforward progression

GOAL

The minimumacceptable level ofperformance for a

particular measurement

STANDARD

100%

95%

Review

• 1st Cycle

• 2nd Cycle From the1st to the 15th

1st CYCLE

From the16th to the EOM

2nd CYCLE

1st CYCLE

1st to the15th of the

month

2nd CYCLE16th to the

end of the month

Review

• 1st Bucket

• 2nd Bucket

• 3rd Bucket

Contains customers that are4-16 days non-renewed

1st BUCKET

Contains customers that are17-31 days non-renewed

2nd BUCKET

Contains customers that are32+ days non-renewed

3rd BUCKET

1st Bucket

2nd Bucket

3rd Bucket

Review

• Charge-Offs & Returns 1% or less

for the month

CHARGE-OFFS

3% or lessfor the month

RETURNS

C/O1%

or less for the month

4%RTN3%

or less for the month

Review

• W/O %

Write-Off Percentage2% or less for the month

W/O %

Review

• NONs

• Points A non-renewed customerNONs

Assigned based on the lengthof time a customer is non-renewed

POINTS

1st

2nd

3rd 2 points

5 points

10 points

AIC vs. ALIC

• Average Income per Customer

• Total Income ÷ Total Customer Count

• Includes non-renewal fees, truck (F/V) fees, and Aaron’s Service Plus.

AIC ALIC• Average Lease Income per

Customer

• Total Lease Income ÷ Total Customer Count

• Includes ONLY lease payments

• Digital goal board will automatically calculate ALIC for you

Review

• Projected Revenue The total amount of all lease

payments due in a particular month

PROJECTED REVENUE

Starting Your Digital Goal Board

BOSS

ART

RUN the Agreement Analysis to get… PROJECTED REVENUE

RUN the Agreement Analysis to get… TOTAL CUSTOMER COUNT

RUN the Customer Non-Renewal Count to get… OPENING COUNTFOR EACH BUCKET

BOSS

ENTER these fields in the digital goal board. POINTOUT that…

• ALIC for the 1st,• mid-cycle goals &• end of cycle goals

…update automatically when these figures are input.

1

2

3

4

Setting Daily Goals

EXAMPLE:1st bucket 450Customer Count 1000

450 1st Bucket Count- 99 Mid-cycle Goal_____ 351

351 customers need to renew betweenthe 1st and the COB on the 8th.

450

99

MID-CYCLE GOAL9.99% of

Total Customer Count

12

3

4

OPENING COUNT FOR 1st BUCKET

From the Customer Non-Renewal Count

Report in ART

Setting Daily Goals351 customers need to renewbetween the 1st and the COB onthe 8th.

Divide the # of customersthat need to renew (351) by thenumber of working days.

# RENEWALS NEEDED: 351# WORKING DAYS: ÷ 7 __________ 50.1 or 50

50 customers need to reneweach day to reach the mid-cyclegoal of 99 non-renewals.

From 450, each day shouldreduce by 50 customers.

1

WEDNESDAY

THURSDAY

FRIDAY

SATURDAY

SUNDAY

MONDAY

TUESDAY

WEDNESDAY

450400

350

300

250

200

150

99

-50

-50

-50

-50

-50

2

3

Day/Date VariationsConsider the day of the weekand other factors that may playa part on the ability of acustomer to make their leasepayments on time.

AVG M/W+ AVG F/Sa/1/3/15/Tax- AVG T/Th/Holidays

1

WEDNESDAY

THURSDAY

FRIDAY

SATURDAY

SUNDAY

MONDAY

TUESDAY

WEDNESDAY

450400

360

280

220

190

150

99

Set realistic goals by adjustingyour numbers based on day/datevariations.

2

Filling In Actuals

450400

360

280

220

190

150

99

At the end of each day, enterthe actual number ofnon-renewed customers.

GOAL MET OR EXCEEDED GREENGOAL NOT MET RED

1

2Also, your daily revenue goalsare automatically calculated foryou. At the end of each day,enter the Actual MTD Revenueon the left side of the goal board.

MTD ACTUAL REVENUE

399

356

275

210

191

145

97

$7,081

$15,003

$22,944

$30,118

$37,557

$43,059

$50,004

$7,114

$15,148

$22,987

$31,005

$37,422

$45,007

$51,536

Important Notes on Revenue

450400

360

280

220

190

150

99

On the 1st of each month, run theRevenue Report Summary in ART.This will give you the Actual MTDRevenue for Day 1.

1

2On Day 2, run the Home OfficeGAP & Revenue Report in ART.This will give you the mostaccurate representation of youractual revenue month to date.

399

356

275

210

191

145

97

$7,081

$15,003

$22,944

$30,118

$37,557

$43,059

$50,004

$7,114

$15,148

$22,987

$31,005

$37,422

$45,007

$51,536

3Each day afterwards, run theRevenue Report Summary inART to get your MTD Revenueamount.

GOAL MET OR EXCEEDED GREENGOAL NOT MET RED

Field Visits

There’s also a column to record thenumber of Field Visits per day. Thedaily goal for field visits is 30.

GOAL MET OR EXCEEDED GREENGOAL NOT MET RED

130

30

30

30

30

30

30

30

29

32

31

26

30

32

Getting Ready for 2nd Cycle

BOSS

ART

RUN the Agreement Analysis to get…TOTAL CUSTOMER COUNT (15th)

RUN the Customer Non-Renewal Count to get…OPENING COUNTS (2nd CYCLE)

1

2

Best Practices Review

• Use DIGITAL GOAL BOARD to automatically calculate your numbers

• Transfer your numbers to the DRY ERASE

• Set REALISTIC DAILY GOALS

• UPDATE DAILY

• KEEP HARD COPIES FOR 1 YEAR

Review and Questions

?

M2L1

EXAMPLE