ATG Targeting and Reporting Solution User Guide · ATG Solutions User Guide 5/ 62 ATG SYSTEMS –...

ATG Solutions User Guide

1/ 62

ATG SYSTEMS – ABN: 82 140 289 309

PH: 0400 930 877 – EMAIL: [email protected]

ATG Targeting and Reporting Solution User Guide

Version 2.0

Date 07/12/2017

Author JH

Contact [email protected]

mailto:[email protected]


2/ 62

ATG SYSTEMS – ABN: 82 140 289 309


1 Contents

2 INTRODUCTION ....................................................................................................................................... 5

3 LOGGING IN ............................................................................................................................................. 5

3.1 MAIN TARGET BOARD PAGE ........................................................................................................................ 5

4 SITE SETUP ............................................................................................................................................... 7

4.1 LAUNCH SITE SETUP ................................................................................................................................... 7

4.2 DEFINE BUSINESS UNITS .............................................................................................................................. 8

4.3 SELECT PERIOD TYPE ................................................................................................................................... 9

4.4 ENTER SPECIFIC PRODUCTS ........................................................................................................................ 10

4.4.1 Products and Products Categories .................................................................................................. 10

4.4.2 Query Selection ............................................................................................................................... 10

4.4.3 Creating Filters ................................................................................................................................ 10

4.4.4 Combining filter and filter values .................................................................................................... 14

4.5 CUSTOM PARENT PRODUCTS ...................................................................................................................... 14

4.5.1 Parent Product Categories .............................................................................................................. 15

4.5.2 Child products ................................................................................................................................. 15

4.5.3 Operation ........................................................................................................................................ 15

5 BONUS SETUP ........................................................................................................................................ 16

5.1 OVERVIEW AND COMPARISON WITH PREVIOUS VERSIONS OF ATG ..................................................................... 16

5.1.1 Individual GP/Hr Bonus Structure in previous versions ................................................................... 17

5.1.2 Bonus Structures ............................................................................................................................. 17

5.1.3 Principle of the calculation blocks ................................................................................................... 18

5.1.4 Example of a calculation block ........................................................................................................ 18

5.1.5 Example of a Threshold Table ......................................................................................................... 19

5.1.6 Example of modified Bonus Structure ............................................................................................. 19

5.2 MAIN SETTINGS, AND INDIVIDUAL TARGET BOARD SETTINGS ............................................................................. 20

5.3 THRESHOLD TABLES .................................................................................................................................. 21

5.3.1 Individual GP per Hour Table .......................................................................................................... 22

5.3.2 Bonus Weighting Table ................................................................................................................... 22

5.4 CALCULATION BLOCKS ............................................................................................................................... 23

5.4.1 Defining Calculation Blocks ............................................................................................................. 24

5.4.2 GP/Hr Block ..................................................................................................................................... 25



3/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.4.3 Potential Individual GP/Hr Block ..................................................................................................... 25

5.4.4 Weighting Multiplier Block ............................................................................................................. 26

5.5 REPORTING BLOCKS .................................................................................................................................. 26

5.5.1 Reporting Block Settings ................................................................................................................. 27

5.5.2 Data Displays .................................................................................................................................. 28

5.5.3 Conditional Formatting ................................................................................................................... 29

5.5.4 Tool Tips .......................................................................................................................................... 30

5.5.5 Reporting Block Setup Example ...................................................................................................... 31

5.6 BONUS STRUCTURES ................................................................................................................................. 32

5.6.1 Bonus Name .................................................................................................................................... 32

5.6.2 Calculation ...................................................................................................................................... 33

5.6.3 Reporting Blocks ............................................................................................................................. 34

5.7 ADDITIONAL CONSIDERATIONS AND ADVANCED SETUP ..................................................................................... 34

5.7.1 Operator precedence (lack of) ........................................................................................................ 34

5.7.2 Date range propagation ................................................................................................................. 35

5.7.3 Default values ................................................................................................................................. 36

5.7.4 Reporting Blocks merging and total ............................................................................................... 37

5.8 CUSTOMISATION ...................................................................................................................................... 41

6 TARGET BOARD SETUP .......................................................................................................................... 42

6.1 LAUNCH TARGET BOARD SETUP .................................................................................................................. 42

6.2 SELECT PERIOD ........................................................................................................................................ 42

6.2.1 Choosing a period ........................................................................................................................... 42

6.3 IMPORT INCENTIVES.................................................................................................................................. 43

6.4 SELECT STAFF .......................................................................................................................................... 44

6.5 EDIT REGULAR HOURS FOR STAFF................................................................................................................ 45

6.5.1 Editing the regular hours ................................................................................................................ 46

6.6 EDIT TIMESHEET ...................................................................................................................................... 46

6.6.1 Editing the hours ............................................................................................................................. 46

6.7 DEFINE SHOP TARGETS .............................................................................................................................. 47

6.7.1 How to set up an Actual Target ...................................................................................................... 48

6.7.2 How to set up a “Ratio of” target ................................................................................................... 48

6.7.3 Copying Targets .............................................................................................................................. 49

6.8 DEFINE BONUS PRODUCTS ......................................................................................................................... 49



4/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6.9 DEFINE STAFF TARGETS ............................................................................................................................. 50

6.9.1 Re-Distributing and Copying targets ............................................................................................... 54

7 MANUAL BONUS ADJUSTMENTS ........................................................................................................... 55

7.1 LAUNCH MANUAL GP ADJUSTMENT ............................................................................................................ 55

7.2 SELECT PERIOD ........................................................................................................................................ 55

7.3 EDIT ADJUSTMENTS .................................................................................................................................. 56

8 MANUAL GP ADJUSTMENTS .................................................................................................................. 56

8.1 LAUNCH STAFF DEDUCTIONS / ADJUSTMENTS ............................................................................................... 56

8.2 SELECT PERIOD ........................................................................................................................................ 57

8.3 EDIT ADJUSTMENTS .................................................................................................................................. 57

9 UPDATE TARGET BOARD ....................................................................................................................... 58

9.1 OPEN UPDATE PAGE ................................................................................................................................. 58

9.2 UPDATE TARGET BOARD ............................................................................................................................ 58

10 REPORTS ................................................................................................................................................ 59

10.1 ABOUT THE REPORTING TOOLS ................................................................................................................... 59

10.2 GROSS PROFIT REPORTS ............................................................................................................................ 59

10.2.1 Staff GP ....................................................................................................................................... 59

10.2.2 GP Per Day .................................................................................................................................. 60

10.3 PRODUCT REPORTS .................................................................................................................................. 60

10.3.1 Products Sales Report ................................................................................................................. 61

10.3.2 Products Gross Profit Report ...................................................................................................... 61

11 ACCOUNT PAGES ................................................................................................................................... 61

12 PRE-REQUISITES .................................................................................................................................... 62



5/ 62

ATG SYSTEMS – ABN: 82 140 289 309


2 Introduction

This guide is intended to help you through the setup and use of the ATG Solution.

It will describe and explain the process of setting up the system for your business, such as

creating Business Units, Bonus Structures and configuring Product Types. After that it will explain

how to create a Target Board for a period, by setting up rosters and targets for your staff.

The later chapters cover the use of the reporting tool, and explain in more details how the

bonuses are calculated.

3 Logging In

Upon reaching your new ATG website, you will be greeted with the following page.

In the top right, you will find a “Login” button, clicking on this button you will find this page in

front of you.

Simply enter your provided username and password, and then click “Log In” and you will see the

main target board page.

3.1 Main Target Board Page

The page you will be greeted with is the target board, from here you will be able to see the

current period’s sales, be able to swap between old periods, or different business units, and

access the main menu where you will find links to the different reporting and setup tools

included with in ATG.



6/ 62

ATG SYSTEMS – ABN: 82 140 289 309




7/ 62

ATG SYSTEMS – ABN: 82 140 289 309


4 Site Setup

In the Site Setup section, you enter common settings that are relevant to your store and system,

and unrelated to a specific period.

Before using the ATG Solution, you need to complete the Site Setup.

You will only need to change settings in here if your organisation changes, or if you have new

specific products – not every time a new period starts.

For users of ClickPOS system: Before you can go through Site Setup and the other

steps, your ClickPOS database needs to be populated with data. This is usually done

during the installation of your system. Otherwise, refer to the relevant documentation, of

contact the ATG support team.

4.1 Launch Site Setup

Once logged into the ATG website, click the setup tab and then click the SETUP SITE

button.



8/ 62

ATG SYSTEMS – ABN: 82 140 289 309


4.2 Define Business Units

In the Define Business Units screen, you can define the departments of your business.

Typically, a business composed of a Telstra Store and a Telstra Business Centre (TBC), should

have the following Business Units:

• “Telstra Store” (for consumers)

• “TBC” (Telstra Business Centre, for business clients)

• “Other”

The unit “Other” is usually used for staff members that are not assigned to specific units, and do

not have sales targets. This is including admin members, who do not regularly make sales, but

are sometimes involved in GP (reimbursements, corrections, or sales on occasions).

If you have additional units such as Telesales, or a second T-Life Store in another location, you

should use this screen to add them.

• To add a Business Unit, click “Add BU”. The new unit appears without a name.

• To change a Business Unit’s name, click on the name field and use the mouse and keyboard

to edit it.

• If a Business Unit is not needed, you can just tick is as Inactive on the right-hand side. It will

not be usable later in the targeting tool.

• ICE - Add DealerCode and then the BranchID and CompanyID will fill in automatically.

• ClickPOS – Add BranchID number (eg 100 or 410)

• When you are finished editing your business units, click on Next.



9/ 62

ATG SYSTEMS – ABN: 82 140 289 309


4.3 Select Period Type

In this screen you can choose whether you set your targets on a weekly, fortnightly, monthly or

quarterly basis.

• If you select Monthly, your targeting period always starts the first day of the month.

• If you select Weekly or Fortnightly, your periods will be 7 or 14 days long. Any new

period will start the day after the previous period ends, for example a weekly period

can start Thursday the 18th August 2011 and end Wednesday 24th August. The next

period will automatically start Thursday the 25th.

• Quarterly periods are fixed and start 1st of January, 1st of April, 1st of July, and 1st of

October.



10/ 62

ATG SYSTEMS – ABN: 82 140 289 309


4.4 Enter Specific Products

Some products, or groups of products, are different from one shop to another. You can specify

those in the Define Products screen.

4.4.1 Products and Products Categories

The products or product categories are listed on the far-left column. These are simply

descriptions that help you recognise them. They will also be the names displayed in the targets

and reports later on.

4.4.2 Query Selection

The data is extracted from your POS System (or other systems such as NPS), by using a Query.

Use the drop-down box in the second column to specify which report you would like to use to

locate your desired product. In ICE, this may be FixedQuery or MobileQuery, where in ClickPOS it

will likely be the Sales query.

In some cases, you do not which to get data from a query: a product can be defined as the sum

(or subtraction) of several other products. In that case select “Parent Product Only”. The list of

other products to combine will be created in the next page.

Note that you can combine those 2 features. A product can be defined via a query, with filters,

THEN you can add of subtract the count of some other products to it.

4.4.3 Creating Filters

Once you have selected a query to read from, you will need to create some filters, in order to

isolate the products that are relevant. Without filters, every entry returned by the query would

be counted as an entry for your product.

You need to choose which fields to filter on, and what are the accepted values. All these fields

are directly extracted from your system (ClickPOS, ICE, NPS ) and if you are familiar with the

products definitions you should recognise them.



11/ 62

ATG SYSTEMS – ABN: 82 140 289 309


4.4.3.1 Choosing a filter field

To create a filter, you must first choose what field (or column) to filter on.

The list of fields for ICE includes:

• Stockcode: you will select one or a list of product codes.

• GLSETIDCODE: this designates a category of products, listed in ICE. This is typically the

chosen criteria for accessories, which have numerous entries in the ICE database – all of

which as marked as part of the “MOB-ACC” category

• Stocktype: this is similar to GLSETIDCODE; however, it uses a different field from ICE. This is

typically used for TBS which simply have “TBS” for Stocktype.

• Promotion: the category of a plan (for Fixed and Mobile connection queries)

• Description: the name of the plan (for Fixed and Mobile connection queries)

The list of fields for ClickPOS includes:

• PlanName: this is the name for a plan / type of contract (i.e. “Consumer Plan Subsidised”).

• PlanType: this is the type of plan (i.e. “Business Cap $49”)

• PlanCategory: This is a more general classification for plans (i.e. “PREPAID” or “FIXED”).

• StockDescription: This is the actual description of the product (i.e. “AC Iphone Charger”)

• StockCode: this is the unique identifier of the product in the system (i.e. “118464”)

• Supplier: This is the name of the supplier of the product (i.e. “UNIDEN”).

4.4.3.2 Choosing filter values

Once the field is selected, you need to specify which values are valid for this product.

The “Select” button opens a pop-up, in which you can make your selection.

On the right, there is a text field that displays the currently selected values.

This pop-up window displays a list of products that can be set as constituents for a product /

group of products. In the left column, there is a list of values for the field selected in the previous

screen. In the right column is there can be a description (depending on the query and field used).



12/ 62

ATG SYSTEMS – ABN: 82 140 289 309


4.4.3.3 Searching for a product

There are numerous lines in that screen and it is recommended to use the Search function to

find the lines you are interested in. Click in the “Filter” box to search.

The selection of products will shrink as you enter a search into the filter. For performance

reasons, we highly recommend using Google Chrome as other web browsers process the

searches a lot slower.

The input criterion does not need to be complete to return results. The more complete it is, the

more accurate the results.



13/ 62

ATG SYSTEMS – ABN: 82 140 289 309


For users of ICE POS system: the list of items displayed in the pop-up is extracted

directly from the ICE database, which is not optimised for this type of queries. It can

take time to display the data. Just let the system process your request, and soon enough

the window will display the list.

4.4.3.4 Manual entry

For most queries, the list only displays a list of products that have already been sold at least

once. Which means if you have in stock a new product that will be released on the next day, it

won’t be displayed in the list yet, since it has not been sold to a customer yet.

To get around this issue, you can enter a value manually. Scroll down to the bottom of the pop-

up, type the filter value (make sure your spelling is exactly right) and click Add. The new entry

will appear at the top of the list in the pop-up.

The system supports the use of Regular Expressions. “Regex” help keep the number of filter

entries small, when targeting many items with similar names. To specify a filter value needs to

be processed as a regex, click the “regex” checkbox. The entry is saved with leading and trailing

“/” as an indication.

The use of regular expressions can have detrimental effects on the performance of

the system. If are unsure whether your regex is optimal, please consult with us.

4.4.3.5 Finishing your selection of products

Click on the checkbox next to a product to add it to the list on constituent items for a product.

Once you have finished your selection, click Ok.



14/ 62

ATG SYSTEMS – ABN: 82 140 289 309


4.4.4 Combining filter and filter values

In some cases, you will need to apply more than 1 filter to make a product accurate. For

example, if you wish to add a product for New Mobile Voice Activations, you might need the

following filters:

- Carrier = Telstra Mobile Voice (Consumer) OR Telstra Mobile Voice (Business)

- AND

- PhoneType = Contract Only - New

The first filter removes unwanted plans such as TMB, fixed plans etc. The second filter removes

recontracts etc.

This example illustrates the way filters are applied.

- Filters on different fields add more restriction: a plan must be the right Carrier AND the right

PhoneType to be counted.

- Values inside a field, however, adds more options. The Carrier can be any of the options

selected in the popup (Telstra Mobile Voice (Consumer) OR Telstra Mobile Voice (Business).

4.5 Custom Parent Products

In some cases, it is easier to define a product as a combination of other products, rather than

just using filters. In this page, you can select products (“parents”) to be a combination of some

other products (“children”).

The figures for a “parent” product are calculated by adding or subtracting the figures of its

children.



15/ 62

ATG SYSTEMS – ABN: 82 140 289 309


4.5.1 Parent Product Categories

The parent products are listed on the far-left column. You can select the parent product with the

Select button. Only existing products can be used. If you want to use a new product, you must

first create it in the previous page (Custom Products).

4.5.2 Child products

Use the central green “Add Child” button to add more items to fall under your custom parent

product, in the second example above, you can see the custom parent product “Trend Micro &

BSB Speakers” has 2 children. Use the orange “select” buttons to choose products from the

previous page to add as children.

4.5.3 Operation

This column identifies whether you are adding or subtracting your chosen children products

from the total. In this example, “Business Voice Activations Siebel” is removed from the count of

Consumer PPN.

Remember that parent products can also have queries. Consumer PPN is first calculated from a

query/filters, then its child product is subtracted to the figure.

This was the last step of your Site Setup. Your system is now configured, and you can create your

bonus structures.



16/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5 Bonus Setup

The way of calculating bonus in ATG is versatile, allowing for a multitude of various sources of

data, completely custom scaling factors, and ultimately the ability to make your bonus structure

match the way you want to run your business.

The system is based on the following elements:

- threshold tables and calculation blocks to specify calculations to run

- reporting blocks to define how to display the information

- bonus structures combine the 3 previous elements, and can be assigned to staff

members

As you go through this section of the user guide, you will learn how each of these sections work,

how they relate to each other, and we will provide examples of how these relationships can

create a bonus structure.

5.1 Overview and comparison with previous versions of ATG

In versions prior to ATG 2.0, bonus structures were not flexible. There was a choice of 4 types of

structures:

- Individual GP/Hr

- Individual GP

- Business Unit GP/Hr

- Business Unit GP

Each structure could only be configured with its Threshold Table, to generate different

Potential Bonus. In this example, an input of $77.5/Hour would output a bonus base of $1 per

hour worked.



17/ 62

ATG SYSTEMS – ABN: 82 140 289 309


There was also a minimum Target Weighting Completion reached required to earn the

bonus. For most stores, it was 65%.

5.1.1 Individual GP/Hr Bonus Structure in previous versions

The Individual GP/Hr structure worked as follows:

1. Calculate Potential Bonus

a. Calculate GP/Hr

i. Read GP (from POS)

ii. Add GP Adjustment

iii. Divide by Hours On the Floor

b. Feed GP/Hr into the Threshold Table, this outputs Bonus Base

c. Multiply by Hours On the Floor , this outputs Potential Bonus

2. Multiply by Target Weighting Completion

a. If Target Weighting Completion is less than 65%, multiply by 0.

3. Add TB Product Incentives

4. Add Ad-Hoc Incentives

5. Add Bonus Adjustment

5.1.2 Bonus Structures

For sites migrating from a previous version, all the existing bonus structures are automatically

migrated into the latest version. They can be kept as-is, or modified.

Each step of the old calculation becomes 1 step in the new bonus structure. Complex steps

(steps 1 and 2) need to be defined completely before they can be used in the bonus structure.

The steps for this bonus structure can be viewed and modified in the website.



18/ 62

ATG SYSTEMS – ABN: 82 140 289 309


This screen copy illustrates how the existing bonus structure is migrated. Each line we refer to is

a Calculation Block.

5.1.3 Principle of the calculation blocks

The Calculation Blocks defining a Bonus Structure can also be viewed and modified.

Calculation blocks are used to calculate values, and can:

- Read figures (actuals) for products / hours / GP

- Read values from other calculations blocks

- Input values into a Threshold Table, and use the output value

- Use operands (Add, Subtract, Multiply, Divide)

- Specify which date range to read figures for

- Read values for a Staff Member, or for a Business Unit

As such, the step 1 in this example (Potential Bonus) is a calculation block which combines

values from other calculation blocks. It is defined as follows:

We can notice the following:

- Steps “ai” and “aii” are combined into the call to a sub-calculation block called Total GP

- Steps “aiii” and “c” get their value from “Actuals” which are the figures for ATG Products

in the system. These are typically Telstra plans or accessories, but also include GP, hours

worked, NPS Advocates, etc.

- Step “b” is a call to a Threshold Table. Those are equivalent to the thresholds defined in

previous versions.

5.1.4 Example of a calculation block

Calculation blocks can be used to get NPS scores. Once we have imported NPS Advocates,

Detractors, and total Surveys into the system (via Netpro or Medallia) we can use this

calculation block.



19/ 62

ATG SYSTEMS – ABN: 82 140 289 309


This gives us the NPS Consumer OTG score for a staff member or business unit.

5.1.5 Example of a Threshold Table

Let’s say you want to incorporate each staff’s NPS OTG score into their bonus calculation. You

could say that if their score is less than 50, they will only receive half their bonus. You can use a

threshold table to make a multiplier of 0.5 (if score too low) or 1 (if score high enough). It would

look something like this.

Whenever you input a value < 50, the table would output a value of 0.5. And whenever you

input a value >= 50, it would output 1.

5.1.6 Example of modified Bonus Structure

You can now create a calculation block called “NPS Multiplier”, which takes the NPS Score (by

calling the NPS Consumer OTG block from the previous example) and feeds it into this table.

That block will output either 0.5 or 1, and can be incorporated in your bonus structure to modify

the bonus.



20/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.2 Main settings, and individual Target Board settings

The system enables you to modify your Bonus Setup for your future target boards, without

affecting the calculations for your previous target boards.

This means that when you go through the Bonus Setup screens, you will only be modifying the

“Master” version of your bonus structures, calculation blocks, reporting blocks, and

threshold tables.

Any existing target board setup will at this stage be unchanged, and will not incorporate any

changes until you choose so. This means that you can look back at your old target boards and

the calculations will still be consistent with what they were at the time you created it.

Any newly created target board will automatically replicate the current version of the Master

bonus setup.

If you wish to apply changes from your Master setup to an existing target board, you will need

to manually do so in the Target Board Setup.



21/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.3 Threshold Tables

This screen allows you to create and edit your different Threshold tables.

In previous versions of ATG, threshold tables were the only configurable element of bonus

structures. They were used to specify Potential Bonus, based on either GP/Hour or GP.

Threshold tables output a value, depending on the input value (and what range it fits in). Since

ATG version 2.0, they are an independent element, that can be created and used as required.

Threshold tables are the primary way to determine your “scoring systems” for your bonus

structures. For example, you can use them to create a table that says, “if a staff member reaches

a certain amount of GP per hour, then they should be rewarded with potentially so many dollars

per hour worked”.

Clicking on the “Add Table” button will add a new table, clicking the “Edit” button next to that

table will bring up a page similar to the following:

From this page, you can create your threshold table. For the example of “GP per hour =>

Potential bonus”, you simply add the GP target you want your staff to hit in the “Lower Bound”

column, and the amount of bonus you want them to receive for that in the “Value” column. You

can add as many of these threshold rows as you like, simply click the “Add” button, and then

enter your next threshold, you should also give your table a name to be able to differentiate it

Individual GP/Hour



22/ 62

ATG SYSTEMS – ABN: 82 140 289 309


from other tables. If you no longer need a table, or want to bring a deleted one back, you can

use the “Historic” checkbox to determine if it is a current table or not. After entering your lower

bounds and values, you may have a table looking like this.

5.3.1 Individual GP per Hour Table

This table alone does not give staff a bonus figure, it simply tells our system that “if you receive

the value 77.5, output 1” and “if you receive the value 85, output 2” and so on. This is one

portion of our bonus structure, and the way we will use it will become clearer as we progress

through this section. There is another important table we need to create before we move on, as

it will be used to determine at what percentage of KPI completion will a staff member be eligible

for bonus.

5.3.2 Bonus Weighting Table

What this table is telling is that, “if value coming in is less than 0.65, output 0”, “if input value =1,

then output 1”, and “if input value is over 0.65, but less than 1, then output the input value”,

this “output of input value” is set by clicking the “use input value” check box. While this table

Bonus Weighting



23/ 62

ATG SYSTEMS – ABN: 82 140 289 309


may seem small, what it is doing is filtering out any value less than 0.65 (or 65%), which is what

we will use shortly to determine if a staff member is eligible for bonus.

If you make a mistake in the ordering, or if you add too many thresholds, if you click and drag

the button, you will be able to reorder the values, and can delete them by clicking the

“delete” button.

5.4 Calculation Blocks

The step portion of the bonus setup is defining your calculation blocks. Calculation blocks can be

considered as the building blocks of your bonus structures. They are used to combine values

from various sources (products sold, GP, hours worked, NPS Advocates, etc) into a meaningful

calculation.

This is where most of the complex calculations will come into play, and is also where the tables

we defined in the last section will come into play. The calculation blocks aren’t run in any specific

order, so you can have one calculation block refer to another calculation block, so a large

majority of your bonus structure will be defined here.

Like the threshold table page, this page greets you with calculation block names, as well as

“Edit”, “Delete”, and “Copy” buttons, allowing you to edit, delete or duplicate your calculation

blocks. If we click “Add Calculation Block” and then click “Edit”, we will see the following:



24/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.4.1 Defining Calculation Blocks

From this page, you can give your calculation block a name to help tell it from other blocks, or

use the “Historic” checkbox to determine if it is a current calculation block or not. In the actual

calculation section, you have a few sections of a table:

1. Operation: defines how the value for this step applies to the value calculated in the

previous row

a. Adding

b. Subtracting

c. Multiplication

d. Division

e. runs the previous value through a threshold table.

2. Source Type: Your data, can come from different types of source:

a. Value: a specific value, specified by the user (e.g. : “100”)

b. Actuals: a figure from the ATG Actuals, which can be:

c. the number of a product sold (from the products file, or custom product created

by you)

d. GP

e. Hours worked

f. TB Incentive value

g. Ad-Hoc Incentive value

h. GP Adjustment, Stocktake adjustment, Mistake adjustment

i. Target: a staff KPI target of of sale for a product (example: Target for Consumer

Bundles)

j. Weighting Achieved: a staff KPI completion percentage for a product,

k. Total Weighting Achieved: the weighted target completion for a staff’s target

(across targets with weightings)

l. Calculation block: use the figure computed by another calculation block

3. Source “Select” button: After selecting your source type, you will need to select what

data you want to pull from that source. For value, you simply enter a number, but for

the others, will see a dropdown list, which you can use to find the data you would like to

use (which product to read, which calculation block to re-use, etc).

4. Date Range: the time range that you wish to run the calculation on, typically this is set to

“inherit” as that will use values for the current targetboard. Can be set to things that rely

on different date requirements, e.g. A rolling NPS score might need to be set to “Month

to Date +2” to look for all scores for the current month and 2 months prior.

5. Sales type: used to select if the tracking is per staff, or for the entire business unit. By

leaving on “Inherit”, it will go based on staff member for individual bonus calculations.

6. Default: this is an optional field. It overrides the computed line figure, if there was no

data found. If you do not specify a default value, the result for a line is generally 0, which

works well for sales figures (no Bundles sold = 0 bundles sold, no transaction done = 0

transaction done). If is used for some calculations such as NPS (no NPS Score is not the

same a score of 0) and RAD (no RAD score is not the same as a score of 0).



25/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.4.2 GP/Hr Block

The way the calculation blocks work with your numbers is top to bottom, this allows a lot of

freedoms with how you can calculate your data. The simplest example of a calculation block will

be your GP per hour block.

This block will start by adding the GP in question, and dividing it by the number of hours. If used

in a bonus structure, it will take your staff member’s GP for the period you’re looking at, and

divide it by the numbers of hours worked during the period in question.

The next calculation block we will see is a little more complex, but will show you how the math

of the calculation blocks behaves.

5.4.3 Potential Individual GP/Hr Block

This calculation block has 3 major steps, which are outlined below:

1 - Get the value of the calculation block “GP/Hr”, which we know by looking at that block, will

take the “GP” actual, and divide it by the “Hours” actual.

2 - Run the resulting value through the “Individial GP/Hr” threshold table. The table will take in

whatever the result of the calculations before it, and output a value based on the table itself.

3 - Multiply the result of the threshold table step by the number of hours worked.

As an example, say you had a staff member, Alice, that has worked 37 hours for a week, and has

made $3700 of GP for the same week. The calculation would run as so:

1 - Take the GP Alice made ($3700) and divide it by the numbers of hours she had worked (37),

which comes out to $100 per hour.

2 - Take that value of $100 per hour and see what the output of the threshold table would be. If

we look back to section 5.1.1, we can see that if that table recieves the value 100, it will output

the value 4. So after step 2, the value we have is 4.

GP/Hr



26/ 62

ATG SYSTEMS – ABN: 82 140 289 309


3 - We multiply the value 4 by the actual number of hours that the staff member had worked

(37), to get 148. In this example, we now know that that Alice has a potential bonus of $148.

The last calculation block we want to create to make this bonus structure is a way to track KPI

completion rate. We have already made the Bonus Weighting threshold table, but now we need

to put in a calculation block so we can use it.

5.4.4 Weighting Multiplier Block

This calculation block will look for the “Total Weighting Achieved” as a percentage (or a decimal,

so 72% = 0.72) and run that value through the “Bonus Weighting” table. According to the

threshold table in section 5.1.2, this will return 0 for any value below 65% (0.65), and the value

itself otherwise. This is used to determine how much of their targets a staff member must reach

before they begin to receive bonus, and to scale their final bonus with their target completion.

5.5 Reporting Blocks

Before we get to finally define the bonus structures, we will define a way to visualise data on the

target board. There are 3 reporting blocks that we recommend having as a starting point, but

you can have as many or as few as you choose.

On the “Define Reporting Blocks” page, you will see the familiar line up of the “Name” column,

and the “Edit”, “Delete”, and “Copy” buttons. If you would like to add a new reporting block,

simply click on the “Add Reporting Block” button, and then click “Edit” next to your new block,

and you will see the following page:



27/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.5.1 Reporting Block Settings

In the top section, you have a box to give your reporting block a name, as well as 3 checkboxes,

these checkboxes will determine a few things:

Display as Perid to Date – Will make the reporting block display data as it currently is, as an

example; if a staff member has sold $1200 of GP by Wednesday, and your sales week ends on

Sunday, it will still show $1200.

Display as Run Rate – This will make the repoting block display data as a run rate, that is, “if you

keep going at the rate you re going, this is where you could be”. In the example above, if a staff

member had sold $1200 by Wednesay, and the last day of the sales week is Sunday, it would

show their GP as it may be on Sunday, in this case $2800. It will take into account the number of

hours the staff member has worked, and is yet to work, rather than just taking the days of the

period into account.

Historic – This functions as it does across the website, and will determine if you want to hide this

reporting block as an old unused block, or if it is a current one you would like to use.



28/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.5.2 Data Displays

In this section, you will set what data you want to display in the reporting blocks, when you

press the “Add” button, you will see the following table appear.

From left to right, the sections in this table are:

Title – Gives your data a name, also shows on the target board so that you know what the

resulting figure is representing.

Date Range – Selects the dates that you want the data source you will select to show, by default

this will be “inherit” which will normally be the current target board, but could be made to show

a rolling average, or a rolling NPS score, for example.

Format – Select the formatting applied to this value when displayed.

• Default: raw number with no specific formatting.

• No Dec: the number as an integer (without any decimals).

• Short $: dollar value without the decimals

• Long $: dollar value with 2 decimals

• % x 100: value multiplied by 100, then displayed with a % sign. So 0.7648 will be

displayed

• % x 1: value displayed with a % sign. So 0.7648 will be displayed

Source and Select Button – Behaves the same way as in the calculation blocks, lets you select

where you want the data to come from. A static value, or an actual sales figure, for example. You

can even select the “Bonus” that will result from the chosen bonus structure to appear here.

Default – Text to display when the Source returns a default value (which happens when there is

no data for this date range). For example, if we want to display the NPS Score calculation block

but there are no surveys, it makes sense to display “No Surveys” instead of a calculated NPS

value of 0.

Total – Determines how you would like this reporting block to appear on the last row of the

target board (the business unit row).

• Calculate: will recalculate the formulas using data from the whole business unit. This is

the preferred option in most cases, as it will incorporate data from all the staff,

regardless of their Bonus Structure and displays. As an example, “calculating” business

unit’s GP/hr will take the total GP of all staff, then divide by the total number of hours



29/ 62

ATG SYSTEMS – ABN: 82 140 289 309


worked, rather than taking a total of the staff’s GP/Hr (would result in a large value), or

averaging it (would result in an incorrect figure as different staff work different hours).

• Sum: will add up the values for all staff members

• Average: will average the values for all staff members.

• None: no display in the total row

Sum and Average options can have surprising effects. Those options will combine

values from each staff member, depending on the title of the displayed line. This is

to allow staff with different Bonus Structure / Reporting Block to be integrated on the

same Business Unit. More details in section Reporting Blocks merging and total

5.5.3 Conditional Formatting

The conditional formatting section is used to give the reporting block a colour based on rules you

set. This is typically used to present a scale of red-amber-green for things like GP/Hr or NPS.

The formatting is calculated dynamically based on an input Source and Date Range, and a

threshold table.

The Source and Date Range options are identical to the Data Display lines options.

The thresholds list work in an equivalent manner to the Threshold Tables, where the value from

the input is processed, and the table outputs the formatting.

The table displayed here will specify the colouring depending on the GP/Hour of the staff

member:

- Dark red if GP/Hour is negative

- Light red if between 0 and 85

- Yellow if between 85 and 100

- Green if 100 or over



30/ 62

ATG SYSTEMS – ABN: 82 140 289 309


Notice the first line is the default colouring (no threshold defined) , which will be applied if no

Threshold has been reached. This is useful to apply colouring to negative values, and when there

is no entry (no NPS Score can be default grey colour).

This default colouring is also applied if the figure used is a default value. For example in this

table, the background will be dark grey when there is no NPS Survey for the past Month To Date

+ 2 Months.

5.5.4 Tool Tips

Tool tips are used to give you more information when you hover over a reporting block of a staff

member, you may choose to use this section to track intricate details of your bonus structures.

For example, you may want to track product or ad hoc incentives in this section, you can also use

it to give a better break down of where your staff’s GP has come from, and what is affecting

their bonus calculation. The selection for these tool tips is the same as the data displays section.



31/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.5.5 Reporting Block Setup Example

Following all the instructions above, you will be able to create any kind of reporting block you

choose, you don’t need to fill in all sections; conditional formatting and tool tips section don’t

need to be filled in for the reporting block to show information through the data displays.

The above example shows a reporting block that will display 4 key pieces of information on the

target baord:

- GP to Date: the actual amount of GP raised by the staff member.

- Hours Worked: the actual numbers of hours worked by the staff member.

- Completion Rate: will show the total weighting achieved by the staff member.

- Bonus: this line will show the bonus earned by the staff member, which will be calculated by

the bonus structure in the next section.

There is no conditional formatting or tool tips assigned to this reporting block, but they could be

added to give more information into how the bonus is calculated.



32/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.6 Bonus Structures

In this section, we will bring all the previous sections together to create a bonus structure for the

sales staff. In the bonus structures you will take a number of your calculation blocks, and use

them to calculate the bonus earned by your staff, you will also select which reporting blocks you

would like to display for each particular bonus structure.

In order to define a new bonus structure, start bu clicking the “Add Bonus” button, and then

click on the “Edit” button on the new row that appears.

5.6.1 Bonus Name

As with the other sections of the bonus structures, start with giving your bonus structure a name

that will make it easily identifiable for when you assign it to staff later in your target board

setup.



33/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.6.2 Calculation

In this section, you will do the final calculation for your bonus structure. In the calculation, you

will use as many or as few calculation blocks as you choose in order to create your bonus

structure. Using the examples from the previous pages, the bonus structure that can be created

is essentially going to be the result of the “Potential Individual GP/Hour” muliplied by the

“Weighting Muliplier”.

Broken down, this has a number of steps, an example of the process is below:

Say you had a staff member, Alice, that has worked 37 hours for a week, completed 72% of her

targets, and has made $3700 of GP for the same week. The calculation would run as so:

1 - Take the GP Alice made ($4625) and divide it by the numbers of hours she had worked (37),

which comes out to $125 per hour.

2 - Take that value of $125 per hour and see what the output of the threshold table would be. If

we look back to section 5.1.1, we can see that if that table recieves the value 125, it will output

the value 7. So after this step, the value we have is 7.

3 - We multiply the value 7 by the actual number of hours that the staff member had worked

(37), to get 259. In this example, we now know that that Alice has a potential bonus of $259.

4 - We then run that $259 through the “Weighting Muliplier” calculation block, which we

created in section 5.2.4, this calculation block itself has 2 steps.

5 - The “Weighting multiplier” block will take Alice’s 72% completion rate, and run it through

the bonus weighting table, as 72% (0.72) is higher than 65% (0.65) it will stay as 72% and the

result of that block is 72%

6 - The final step of this bonus structure calculation is to muliply the result of “Potential

Individual HP/Hour” by the result of “Weighting Multiplier”, which is $259 * 72% = $186.48, so

the bonus Alice would reieve would be $186.48 for that week.



34/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.6.3 Reporting Blocks

The last part of the bonus structure is to add what reporting blocks you would like to show on

the target board for your staff.

Click the “Add” button to add a reporting block to your display column, then use the dropdown

menu to select which reporting blocks you would like to display. The order they will show up on

the target board is defined by the order you place them in, in this section.

Using the example of Alice, along with the extra reporting blocks above, you would end up

seeing this on your target board.

5.7 Additional considerations and advanced setup

5.7.1 Operator precedence (lack of)

In real-life calculations (basic mathematics), there are rules on which operator is applied first in

an operation. For example, if you write “A = 3 + 2 x 5”, operator precedence dictates that you

must calculate “2 x 5” before you add it to 3 (because the Multiply operator has priority over the

Add operator). So, the result will be A = 3 + 10, which is 13.

To keep the ATG system easy to use, operator precedence is NOT IMPLEMENTED in the Bonus

Setup and calculations. Calculations steps are performed in a step by step, “first written, first

applied” manner.

If you need to perform the calculation in our example, you will need to either



35/ 62

ATG SYSTEMS – ABN: 82 140 289 309


- Reorder the steps, writing 2 x 5 + 3

- Or create a sub-calculation block (B = 2 x 5), then use it into your original calculation block (

A = 3 + B).

5.7.2 Date range propagation

To create your calculation blocks and bonus structures, you can specify steps which apply on

specific date ranges. For example, you can have a bonus structure which depends on

- GP for the current week

- Hours for the current week

- Target Weighting s for the current week

- NPS score for the current month, and the 2 previous months

This is done by setting the date range for this part of the calculation.

Here is the bonus structure.

Bonus Structure:

The Date Range is not specified for the first 2 lines, and will therefore be the dates of the Target

Board. This is passed down the line to each Calculation Block.

The block “NPS Multiplier” is called with the date range “Month To Date + 2”. Inside this block,

we do not need to specify anything – leaving each line to “inherit” means it will automatically

pick up that date range (the one it has been called with). This is then passed down to the “NPS



36/ 62

ATG SYSTEMS – ABN: 82 140 289 309


Score” block, which will read the Advocates, Detractors, and Surveys for the date range

specified.

This means you can use the same calculation block in several places. By calling it with different

date ranges, you will either get the figures for the current week, last 3 months, 6 weeks, etc.

5.7.3 Default values

When reading an Actual or a Target, the calculations will return “0” if no data is found. This is

fine most of the time, but in some cases it’s not appropriate.

For NPS, if there are no surveys, the NPS Score calculation block will return 0.

5.7.3.1 In Calculation blocks

When this score is used by a “NPS Multiplier” block, it gets fed into a threshold table, resulting in

a multiplier of 0.

The system provides a way to override that “0”, and to apply a Default score of 50 instead, so

the staff member will receive 75% of their bonus instead.

The fact that the NPS Score had returned a Default value will still be propagated to the previous

calling block (the Bonus Structure). The Bonus Structure can also override the default value of

“0.75” with something else.



37/ 62

ATG SYSTEMS – ABN: 82 140 289 309


5.7.3.2 In Reporting blocks

Default values can also be used in reporting blocks. They do not have any impact on further

calculations, but provide a way to see that there was no data.

5.7.4 Reporting Blocks merging and total

This aims to explain the main principles applied while generating the Target Board display. If

your Target Board is not displaying the data as expected and you are unsure what to do, please

do not hesitate to contact us for assistance.

The Target Board page displays all staff members of a Business Unit in the same table. Those

staff members can be assigned to different Bonus Structures, therefore might want to display

different Reporting Blocks. This can potentially create conflicts.

5.7.4.1 Lines and Columns merging

Reporting blocks are assigned to a bonus structure with a specific order (basically their column

number) and will be merged depending on this.

Each line of the reporting block has a title. If 2 blocks define the same line (same title), then the

title is only displayed once, and each staff line will display the relevant value.

In some cases, we have staff that are on a completely different bonus structure, and the displays

will be quite different. In that case, some lines (titles) will be present in some reporting blocks

and not some others. Those cannot be merged, and will be added to the list of titles.

Example 1:

• Genevieve and Krishna are on different Bonus Structures.



38/ 62

ATG SYSTEMS – ABN: 82 140 289 309


• Krishna and Genevieve’s bonus structures use different reporting blocks, which are very

similar.

o They both display the same first line (Title: “GP/Hour”, Source = calculation

block “GP/Hr”)

o They both have a second line that has for Title “Potential Bonus”. However, this

second line displays a value from a different Calculation Block.

o • Since both Reporting blocks define the same Title for both lines, these will be merged.

There will be only 2 lines created in the first Target Board column.

o The first line happens to display a value coming from the same source in both

cases

o The second line will be bringing value coming from a different source. In this

case it displays the Potential Bonus, calculated in a different manner depending

on each person’s Bonus Structure

o

Example 2:

o Chani is on a different Bonus Structure, which has some completely different

displays. The lines displayed have got different titles.

o



39/ 62

ATG SYSTEMS – ABN: 82 140 289 309


o Those lines cannot be merged, and will therefore be added separately

o Empty lines are created to keep things consistent, when a title doesn’t apply to a

staff member

o

Example 3:

o The previous screen copy also illustrates another point: some Bonus Structures

might display more Reporting Blocks than some others. In this case, Chani’s

bonus structure only displays 2 blocks, which Genevieve displays 3, and Krishna’s

displays 4.

5.7.4.2 Total lines options

This flexibility in displaying different data for different staff adds a level of complexity for the

“Total” line of the business unit.

When it comes to generating the display for the total line (Business Unit figures), the following

rules apply:

5.7.4.2.1 Calculate Total

When the Total type is set to Calculate, the BU Total line will combine data from all the staff

members associated to this Business Unit. It doesn’t matter what bonus structure is associated

to them, what their reporting blocks are, etc.

This is normally the safest option for sales figures (such as GP, GP/Hour, GP/Transactions),

targets achievement, and NPS scores. It ensures that data for ALL staff is incorporated, even if

they are not on a bonus structure, or if they are not set to display the value.



40/ 62

ATG SYSTEMS – ABN: 82 140 289 309


The figure is calculated using the first valid source. Staff members are taken in consideration by

alphabetical order, the and find the first valid calculation for that Line Title, and use it across the

board.

Example:

- In the Examples from the previous subsection, Genevieve is the first staff displaying a

line called “GP/Hour”, and the value comes from the calculation block “GP/HR”.

- - Therefore the total line will be calculated by processing this “GP/HR” block, with figures

for all staff of the BU.

- - Note than Chani is displayed above Genevieve, but she doesn’t display a value called

GP/Hour, therefore we skip her and continue processing other staff members until we

find one with a valid calculation.

- Once we have found the calculation (for Genevieve), we do not process any other

definition. If Krishna uses a different calculation, it is not used for the total line.

5.7.4.2.2 Sum or Average Total

When the Total type is set to Sum or Average, the BU Total line will combine data from each

single staff member, depending on what is displayed for this individual line.

This is a useful option if you wish to combine data from slightly dissimilar sources. The most

obvious example is for Bonus Calculations. For example, we may wish to display the Total

Potential bonus that our staff may achieve. Staff members can be on different bonus structures,

therefore it wouldn’t make sense to use the same formula for all.

If a staff member is on a structure that doesn’t display that line (line title not found), then the

BU line will not incorporate any of its data.

Example:

- The first staff member displaying a line “Potential Bonus” is Genevieve, and specifies

“Sum”

- - The system will sum up all the values for each staff member, depending on the individual

source specified by each staff line.



41/ 62

ATG SYSTEMS – ABN: 82 140 289 309


- Chani doesn’t have a value displayed for this line, so no data will be incorporated for her.

When using “Sum” or “Average” you must be very careful to define the display line for all

relevant staff member. Any misspelled title, or source not set properly, will result in wrong and

confusing data.

5.8 Customisation

The examples given here are just that, examples. The way the bonus structures are now set up

are designed to be entirely flexible and malleable to fit you and the way you want your business

to be run. You could go from as simple as the above system, to a complex as including product

specific incentives and NPS calculations can be brought into the mix too. Separate bonus

structures can be created for each business unit, or even separate bonus structures for new staff

or old staff. Bonus structures can also be created to cater to assigning bonus to your managers

based on business unit targets and GP, it is entirely up to how you want to run your business.



42/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6 Target Board Setup

Now that the application is configured for your site, it is time to prepare it for your first period.

This section will guide you through the settings related to your staff, rosters, and targets. This

process will later need to be repeated for each new period, i.e. every month.

6.1 Launch Target Board Setup

In the ATG website, click Setup Tab, and click Target Board Setup

6.2 Select Period

The screen displays a list of periods you can choose.

6.2.1 Choosing a period

Depending on the setting you have entered in Site Setup, you will also be offered a list of

weeks/fortnights/months/quarters.

Select the period you wish to create or edit, then click Next.



43/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6.3 Import Incentives

Every target board keeps an internal copy of the bonus setup to apply. This allows your bonus

structures to evolve, while keeping consistent calculations for older target boards.

When creating a target board (first run of Target Board Setup), the system gets a copy of the

current Master version of Bonus Setup, and saves it inside the Target Board. This copy will not be

modified unless you choose to do so.

If you have made changes in your Bonus Setup and wish to apply those changes to an existing

target board, you can do it in this page. Click the Update button for the Bonus Structure you

wish to update, or click Update All to import the all Bonus Structures.



44/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6.4 Select Staff

This screen displays the list of your staff members (extracted from your POS System database).

• On the left-hand-side you will see a list of your staff names as they are in your POS

system.

• You can get rid of the staff names you do not wish to be displayed in this screen

anymore, by clicking on the checkbox in the right-hand-side column “Inactive". To

display them again, check the bottom checkbox “Show All Staff”.

• The “Staff Name” column lets you set a display name different than the name in your

POS System, this will be the name that appears for that staff member across the ATG

website.

• For each staff member, choose which Business Unit they belong to in the Business Unit

column. Staff members that are not assigned to a Business Unit will be ignored by the

Solution, and their sales will not appear in any report.

• Then choose which Incentive Type is applied to each of them (See Error! Reference

source not found. Error! Reference source not found.4)

• If an employee is not spending all of its worked hours doing sales, then input the

percentage of hours worked on the floor in the “Floor %” column. For example, if one of

your employees spends 20% of his time doing admin work and the remaining 80% doing

sales, enter 80% (or 0.8) in this column. The system will take this into consideration to

calculate this person’s GP/hour. This will not be used for staff members whose incentive

types are not depending on hours worked.

• If you wish to give lower targets to someone (for example a trainee could have 50% of

the usual targets during his first 2 months), set a specific percentage in the Target%

column. This is used by the system to distribute targets to staff, which can be modified

manually later.

• Once you are finished editing, click Next.



45/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6.5 Edit Regular Hours for Staff

In this screen you set the hours usually worked by each staff member, for each day of the week.

These will only be used as default values to help you save some time, and can be modified later.

In some screens, you can choose to filter the staff displayed.

Click on the “Filter by Business Unit” button at the top or bottom of the screen,

and then select Business Units in the popup box.

To reset the filter, and see all the staff, deselect all business units.



46/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6.5.1 Editing the regular hours

To edit a Regular Hour value, click on the field, then enter you value using the keyboard.

Ensure values are in number format, e.g. “7.5” = 7 hours 30 minutes

You can navigate to the following day with the “tab” key of your keyboard.

Once you are finished editing, click Next.

6.6 Edit Timesheet

In this screen you enter the exact hours rostered for your staff, for the whole targeting period.

The hours come pre-set according to what you entered in the previous screen.

This will allow the system to distribute targets, and calculate GP/hour.

6.6.1 Editing the hours

The process for editing the timesheet is similar to the previous screen (6.5.1.1).

Once you are finished editing, click Next.



47/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6.7 Define Shop Targets

In this screen you define the targets for your business units.

• The Product Name column identifies the products or product types.

• The Core checkbox indicates an important target. Core products are displayed first in the

ATG Reporting Tool.

• The Total Target column shows the total of all business unit’s targets.

• The Target Type defines how a target works, and how its completion rate is calculated.

• This can be either a flat “actual target” or against another product, to be set as “ratio

of”.

• Every Target that is set for a Business Unit can impact the staff members’ bonuses,

depending on their associated Weighting. The weighting is a value between 0 and 1 (or

between 0% and 100%). The total of the weightings for any Business Unit should be 1 (or

100%).

• The %Weighting is used to give importance to a target. The higher the value, the more

impact it has on the Final Bonus of a staff member. If it is set to 0, it will have no

influence on the bonuses – therefore people will have less drive to attain it.



48/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6.7.1 How to set up an Actual Target

This is used when you are targeting an actual number of elements to be sold, e.g. you want to

sell 8 New Business, and 20 New Consumer Voice Activations.

• If you consider this product to be a Core product, check the corresponding checkbox.

• Choose Actual Target in the Target Type column.

• For each business unit, enter their part of the target. For example, 8 for your Business

Centre and 20 for your Telstra Store.

• The Total Target column is calculated automatically

• Enter the %Weighting for each Business Unit.

6.7.2 How to set up a “Ratio of” target

This is used to target a ratio of a product, over another product. In this example, we show how

to target ARO $360 attachments against Mobile Devices on Contract ex TMB.

• Choose “Ratio of” in the Target Type column of ARO $360.

• Using the orange “Select” button, select the product “Mobile Devices on Contract ex

TMB”.

• For each business unit, enter their target. For example, if you want them to sell at least

50% $360 ARO attachment per device sold, enter “0.5” or “50%”.

• Enter the Weighting for each Business Unit.



49/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6.7.3 Copying Targets

Instead entering all your targets for every period, you can save time by copying targets from an

existing period.

• First, if you would like to only copy the targets of selected business units, click on the “Filter

Business Units” button, and select the stores you would like to copy.

• Click on the drop down menu next to “Copy Period Targets” at the top of the page.

• Select the period that you want to copy from the menu that appears.

• Click the “Copy Targets” button, and you will see the targets from the selected period fill

into the target board.

• You can then click the “Filter Business Units” button to un-filter the page, and fill in the

targets of the business units that you haven’t copied.

Once all your targets are filled in, click “Next”.

If the Weightings do not add up to 100% for one of your Business Units, you will be asked to correct

them.

6.8 Define Bonus Products

In this screen, you can define Target Board product incentives (aka Product Bonuses).



50/ 62

ATG SYSTEMS – ABN: 82 140 289 309


In previous versions of ATG, these bonuses were always added to the final bonus of the staff

member, regardless of the other calculations. Since version 2.0, it can be configured. The

amount earned is saved as a product, which can be read as an actual called ProductBonuses.

This allows you to integrate this amount at whichever step of the bonus calculation.

The amount of bonus earnt is calculated based on

• The staff member’s individual target (for this product, for the current target board)

• The staff member’s number of sales (for this product, for the current target board)

• The calculation type

• The Threshold

To add a bonus amount to a product:

• Scroll until you find the product you want to assign an incentive to.

• Choose a calculation type (explained in next subsection).

• Enter a threshold.

o This is a percentage value, such as 50%.

o It determines the lowest number of sales a staff member need to make to earn

the bonus.

o It is applied for each staff member, depending on their individual target for this

product (for this target board)

• Branches Sales Only:

o Tick this is you only want to count sales that have been made for Branches /

Companies linked to this Business Unit.

o It refers to the BU mappings done in Site Setup

o If this is not ticked, all of a staff member’s sales are counted to their total.

• Enter the Bonus Amount (in $) in the textboxes on the right.

o Each Business Unit uses its own amount

6.8.1 Calculation Types and Threshold

The following calculation types are available:

6.8.1.1 Pay if over threshold

The total amount is paid, if the staff member has reached his target as least partially (meets the

threshold).

Example:

• Bonus is $10 per new connect



51/ 62

ATG SYSTEMS – ABN: 82 140 289 309


• Joe’s target for this target board is 5 new connects

• Case 1:

o Threshold is 100%

o Minimum sale to get bonus is 5 x 100% = 5

o If John sells 4 or less, he will be under the threshold, and not earn a bonus

o If he sells 5 or more, he will reach the threshold, and earn $10 per sale ($50 for 5

sales, $60 for 6 sales, etc).

• Case 2:

o Threshold is 60%


o If John sells, 2 or less, he will be under the threshold, and not earn a bonus

o If he sells 3 or more, he will reach the threshold, and earn $10 per sale ($30 for 3

sales, $50 for 5 sales, etc).

• Case 3:

o Threshold is 0%

o Minimum sale to get bonus is 5 x 0% = 0. Any number of sale will qualify for the

bonus

o If John sells 0 he will not earn the bonus

o If he sells 1 or more, he will earn $10 per sale ($10 for 1 sale, $20 for 2 sales,

etc).

6.8.1.2 Pay ratio if over threshold

A ratio of the amount is paid, if the staff member has reached his target partially. The ratio

applied is the threshold reached, which is = Sales / Target (capped at %100).

This is a way of giving a partial bonus to staff that get close to their target. It is to keep staff

motivated if they know they probably won’t reach their target, but they are getting close.

Example:



• Case 1:

o Threshold is 100%

o This specific case (threshold = 100%) is equivalent to Case 1 of “Pay if over

threshold”



o If he sells 5 or more, he will reach the threshold of 100%, and earn $10 per sale

($50 for 5 sales, $60 for 6 sales, etc).

o

• Case 2:

o Threshold is 60%




52/ 62

ATG SYSTEMS – ABN: 82 140 289 309



o If he sells 3 or more, he will reach the threshold, and earn $10 per sale, to which

we apply the threshold reached multiplier.

▪ 3 sales:

• threshold reached is 3/5 which is 60%.

• John will earn 60% of the $10/sale.

• Bonus earned = $10 x 3 sales x 60% = $18

▪ 4 sales:




▪ 5 sales:




▪ 6 sales and over:

• Threshold reached is capped at 100%


• Bonus earned = $10 x number of sales

• Case 3:

o Threshold is 0%

o Minimum sale to get bonus is 5 x 0% = 0. Any number of sale will qualify for the

bonus

o If John sells 0 he will not earn the bonus

o If he sells 1 or more, he will earn:

▪ 1 sale:




▪ 2 sales:




▪ 3 sales and over:

• Same as Case 2

6.8.1.3 Pay each over target

The bonus amount is paid for each sale exceeding the staff member’s target. The threshold is

not used.

Example:



53/ 62

ATG SYSTEMS – ABN: 82 140 289 309




• Case 1:

o 5 or less new connects sold

o The target is not exceeded

o No bonus earned

• Case 2:

o 6 or more new connects sold

o Target is exceeded, bonus earned

▪ 6 sales => target exceeded by 1, $10 earned

▪ 7 sales => target exceeded by 2, $20 earned

▪ etc

6.9 Define Staff Targets

In this screen, you can specify each target, for each employee.

On the first run of the Target Board Setup for a period, the system calculates and distributes the

targets to your staff, depending on their hours worked, Floor% and Target%.

These are only pre-sets and can be modified in this screen. Once this is set, it will be saved, and

not automatically generated again if you run the Target Board Setup for the same period again.

• The upper portion of this screen displays your staff members, and all their targets. You

can modify a target by selecting it and changing the value in the table.

• The lower section of the screen gives an overview of the targets set for Business Units,

and the total of targets allocated to staff members. If not all targets are allocated, this is

displayed on a red background (green otherwise).

• By default, products which have no shop targets are not displayed. If you want to display

them, untick the “Hide Products Without Store Targets” checkbox.

• Once you are satisfied with your targets, click on the Next button



54/ 62

ATG SYSTEMS – ABN: 82 140 289 309


6.9.1 Re-Distributing and Copying targets

At the first run of a Target Board, the targets are automatically distributed to staff depending on

their hour’s, business unit, floor time, and target percent.

If you run the Target Board Setup again and make changes to your Selected Staff, Business Units,

or Targets, the targets you have previously saved are not changed automatically (this is to

ensure that the values you have entered manually are not lost).

If you wish to re-distribute your targets to your staff, you can do so at any time by clicking the

“Redistribute Targets” button.

To copy targets from a previous weeks, follow the steps in 6.7.3.



55/ 62

ATG SYSTEMS – ABN: 82 140 289 309


7 Manual Bonus Adjustments

Through this menu you can make a manual adjustment to staff member’s bonuses.

7.1 Launch Manual GP Adjustment

From the top menu, select “Adjust Bonus” from the “Setup” dropdown menu

7.2 Select Period

The screen displays a drop down list of periods you can choose.

Select the period you wish to edit from the drop down menu, and then click on Next.



56/ 62

ATG SYSTEMS – ABN: 82 140 289 309


7.3 Edit Adjustments

Enter the values you want to SUBSTRACT from a staff member’s bonus. If you enter a negative

value (with a “-“sign), it will appear in brackets (and will increase the bonus).

Once you are finished, click “Next”.

8 Manual GP Adjustments

Through this menu you can make a manual adjustment to staff member’s GP.

This is mainly used to edit GP that comes through after consolidating with Telstra’s payment

files.

8.1 Launch Staff Deductions / Adjustments

In the main menu, select “Adjust GP” from the “Setup” dropdown menu.



57/ 62

ATG SYSTEMS – ABN: 82 140 289 309


8.2 Select Period

The screen displays a drop down list of periods you can choose.

Select the period you wish to edit from the drop down menu, and then click on Next.

8.3 Edit Adjustments

Enter the values you want to ADD from a staff member’s GP. If you enter a negative value (with

a “-“sign), it will appear in brackets (and will decrease the GP).

All values entered here are added to the GP BEFORE the GP/hour calculation is done.

Once you are finished, click “Next”.



58/ 62

ATG SYSTEMS – ABN: 82 140 289 309


9 Update Target Board

The ATG Solution extracts sales and financial data from your POS System (ICE or ClickPOS)

database. This will happen every 15 minutes by default, but will only update the current period’s

data, if you need to update previous periods, say to calculate bonus after a sale gets backdated

or withdrawn, this menu will help you ensure your calculations are correct.

9.1 Open Update Page

From the top menu, select “Update Target Board” from the “Setup” menu.

9.2 Update Target Board

From this page, simply select the period you would like to update from the drop down list, and

then click the “Update” button.



59/ 62

ATG SYSTEMS – ABN: 82 140 289 309


10 Reports

10.1 About the Reporting Tools

Once you have set up your targets for the current period, use the TargetBoard page of the ATG

website to display current sales and bonuses. Making those visible on a large screen display in

the staff room ensures that everyone sees how much they sell – and how much more they need

to sell to meet their target and get a better bonus!

This is an excellent motivation tool, and the most important feature of the ATG Solution,

because it boosts your store’s incomes and helps you meet your business’s targets.

Other pages of the website display reports of sales per product, day, sales person etc, for you to

have the detailed reporting you need.

10.2 Gross Profit Reports

The GP report tab will give you access to detailed or broad reports of the gross profit coming

into your business units.

10.2.1 Staff GP

The “Staff GP” reporting page will give you access to seeing a by date-range or by period

overview of the GP your staff have been making, along with a total for the business at the

bottom.



60/ 62

ATG SYSTEMS – ABN: 82 140 289 309


10.2.2 GP Per Day

The GP per day report will let you see an overview of how your entire business, select business

units, or individual staff are tracking in GP for a given period.

This will allow you to see a breakdown at a day-by-day level, filtered by whichever people you

choose.

10.3 Product Reports

The products reporting tab will show you information about the individual summarised products

that your staff have sold, the GP made from the sale of each type of product, the bonus achieved

by your staff for selling incentivised products, and a report of your ad hoc bonus campaigns.

To find these reports, hover over the “Products” selection of the menu and click on the report

you would like to see.



61/ 62

ATG SYSTEMS – ABN: 82 140 289 309


10.3.1 Products Sales Report

This page will allow you to view the number of each individual product sold within a certain date

range or sales period, and then filtered by either your business units or individual staff.

10.3.2 Products Gross Profit Report

In this report you can the number of ATG products you have sold, the price they sold for, the

cost price

11 Account pages

The Account menu has 3 sub-items:

• Edit Password: This opens a page to change the password for the current user

• Create User (only for admin users): This opens a page to create a new user

• Manage Users (only for admin users): This opens a page to change the rights for other users,

or reset their passwords



62/ 62

ATG SYSTEMS – ABN: 82 140 289 309


12 Pre-Requisites

This guide covers the first steps after having the system installed. If you are having trouble with

the system, or error messages, please make sure you have all the necessary elements on your

system, and up to date:

• All the pre-requisites for the machine to run the ATG Target Board

o Microsoft Windows Server 2008 R2 or later

o Microsoft SQL Server Express 2008 R2 or later (free) with mixed authentication

(please provide connection details)

o Microsoft SQL Server Management Studio Express 2008 R2 or later

o Latest version of Microsoft .NET Framework 3.5 (at least SP1) and 4

o IIS 6 or later with .Net Framework 4 enabled

o If on a different machine, an open access to your ICE database

o An Internet connection, and Remote Desktop Connection enabled, which will be

used for installation and support.

• Product and queries files, these will be emailed out as updates need to be made

• Connections to database active

• Services running


Date post:	30-Mar-2020
Category:	Documents
Upload:	others
View:	8 times
Download:	0 times

ATG Targeting and Reporting Solution User Guide · ATG Solutions User Guide 5/ 62 ATG SYSTEMS –...

Documents