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Morgan Computer Services, Inc.
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Wilmington Savings Fund Society (WSFS), Wilmington, Delaware
Project: Commission Tracking System (CommTraK)
Business Issues: All banks and financial institutions look for ways to increase their revenue and to increase the sales potential of each and every one of their employees. A sale begins with the front-end person - the teller - who sits behind the counter and handles a customer's everyday needs. Branch officers then handle a customer's special needs. They manage specific needs, whether it is loans, mortgages, or other necessary financial matters. WSFS wanted to create an aggressive commission campaign, motivating employees to market WSFS' products and services, increasing revenue in the process. The marketing process needed to highlight and emphasize certain products for customers.
It needed to be adaptable, and it had to track sales information carefully. WSFS wanted to ensure that everyone had faith that the commissions were being tracked correctly, and they wanted to ensure that each employee was being compensated appropriately for their efforts. When it appeared that nothing on the market could adequately meet their requirements, WSFS turned to MORGAN for a solution. MORGAN developed a custom application for commission tracking.
The MORGAN Solution: MORGAN designed "CommTrack" to accommodate all these needs. The system allows the WSFS branches to track recommendations made to each customer. At the end of a given month, it calculates all account information along with the current commission payment schedule, and the current commission payment for each product. It then goes on to determine any specific product bonus commissions, which products may provide personnel with additional incentives. The total calculation is the fair compensation due each and every employee based on his or her efforts to market WSFS' products. The commission basis itself is data-driven, and the system tracks multiple personnel levels. This allows WSFS management to change the commission payment process regarding payment to individuals, Branch Managers, Sales Officers, and any bank personnel. Entries are made into a data-driven table that will run the algorithms used to calculate the commissions. This means authorizes personnel without ever touching the source code can change the commission schedule.
Benefits: This system connects all WSFS branches, allowing for accurate access to sensitive account information. It permits secure access to new account information, while emphasizing the need to ensure the accuracy of all data. Personnel are more fully focused, knowing that the system assures that they will be compensated appropriately. This allows them to focus their efforts toward opening new accounts. The system allows more accurate tracking, compensation and recognition for each employee's individual efforts. CommTrack simplifies a process that had previously required an entire department to manage. Since 1993, the department has been able to focus on new ways to market WSFS' services.
Technologies: VB Development, Client Server Application, Wide Area Network based development, Commission Tracking Financial Services
Tools: WAN, Windows 95 & NT, Access, Crystal Reports.
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