{"text_format":"3","workbook":"xlsx","n_sheets":6,"sheets":["Instructions","MFG Scorecard","MFG Scorecard Results","IMR Scorecard","IMR Scorecard Results","Best Practices"],"not_rendered":{"images":4},"read":"whole","date_system":"1900"}

{"sheet":"Instructions","index":0,"n_rows":25,"n_cols":8,"rows_kept":25,"merged":[[0,0,0,9],[2,1,2,3],[2,5,2,7],[3,1,3,3],[3,5,3,7],[4,1,4,3],[4,5,4,7],[5,1,5,9],[7,1,7,9],[8,1,8,9],[10,1,10,9],[11,1,11,9],[13,1,13,9],[14,1,14,9]]}
["IMR & Manufacturer Scorecard"]
[]
[null,"Manufacturer",{"$nulls":3},"IMR"]
[]
[]
["Scorecards Purpose ","To provide a objective, easy to use yet powerful tool for both IMRs and Manufacturers to together assess the health of their relationship. These scorecards were developed by a task force of both manufacturers and IMRs to ensure credibility and full objectivity."]
[]
["How to use this tool:","How to fill out the Scorecards"]
[null,"1. Please fill out both the MFG Scorecard and the IMR Scorecard - Manufactuters only fill in \"MFG Score\" column and IMR's only fill in the \"IMR Score\" column. In essence you are rating both your own performance as well as the IMR/Manufacturer you are working with.\n2. Once you have filled out your portion of both scorecards, send your your scorecard to your IMR/Manufacturer. \n3. Once both scores received, enter in your partner's scores. At this point the scoring is complete."]
[]
[null,"How to Interpret the Results"]
[null,"1. Take a look at both the MFG and IMR Scorecard Results Tabs.  \n2. A RED highlighted topic, focus category, or total combined score is critical and requires swift and serious attention.  \n3. A YELLOW warrants review.  \n4. A GREEN is effective and suggests to stay on that path."]
[]
[null,"Now What? What's Next?"]
[null,"Focus Category areas that have RED and YELLOW suggest that you will benefit from reviewing the business practice mentioned within that rating question, and you can also refer to the “Best Practices” tab and review the practices within that focus category."]
{"$rows_empty":9}
[{"$nulls":7}," "]

{"sheet":"MFG Scorecard","index":1,"n_rows":35,"n_cols":14,"rows_kept":35,"merged":[[0,0,0,6],[1,0,1,6],[3,1,3,4],[4,2,4,4],[5,2,5,4],[6,2,6,4],[7,2,7,4],[8,4,9,6],[11,1,11,4],[12,2,12,4],[13,2,13,4],[14,2,14,4],[15,2,15,4],[16,4,17,6],[19,1,19,4],[20,2,20,4],[21,2,21,4],[22,2,22,4],[23,2,23,4],[24,2,24,4],[25,4,26,6],[28,1,28,4],[29,2,29,4],[30,2,30,4],[31,2,31,4],[32,2,32,4],[33,2,33,4],[34,4,35,6]]}
["Manufacturers Scorecard"]
["Rate from 1-5 (1 does not agree, 5 is fully agree)"]
[]
[null,"Training & Development Questions",{"$nulls":3},"IMR Score","MFG Score"]
[null,null,"The MFG provides effective training tools and resources to support the IMR network in executing their strategy."]
[null,null,"The MFG has a dedicated rep on-boarding program for new rep firms. (technical training, sales process review, systems review, key contacts, sales and account management history, forward strategy)"]
[null,null,"The MFG holds the IMR team accountable for participating in training offered by the MFG."]
[null,null,"The MFG provides their associates with individual professional development objectives."]
[{"$nulls":3},"Comments:"]
[]
[]
[null,"Sales Activity Questions",{"$nulls":3},"IMR Score","MFG Score"]
[null,null,"The MFG has and follows a formal new product launch process. (training, product/application information, competitive analysis, sampling, demo kits, marketing communication/brand support)"]
[null,null,"The MFG sales managers effectively develop tactical action plans for the iMRs which align with company strategy.",{"$nulls":10}," "]
[null,null,"The MFG sales managers plan territory visits in advance with well-defined objectives mutually agreed upon prior to the visit."]
[null,null,"The MFG executes regular sales meetings to review sales objectives, progress to goal, and upcoming opportunities."]
[{"$nulls":3},"Comments:"]
[{"$nulls":10}," "]
[]
[null,"Operations & Strategy Questions",{"$nulls":3},"IMR Score","MFG Score"]
[null,null,"The MFG offers tools that streamline information sharing processes, and make it easier for IMRs to do business with them. (e.g., timely sales and commission reports, POS-POT reports, automated/quick quotation and pricing processes, electronic order entry)"]
[null,null,"The MFG utilizes the ISA/IMR Joint Business Plan with their IMR partners."]
[null,null,"The MFG regularly reviews and updates their 3-5 year business plans."]
[null,null,"The MFG counsels IMRs on their 3-5 year strategy and how the IMR should evolve to meet expectations."]
[null,null,"The MFG has and utilizes a formal process to re-calibrate the IMR relationship when it appears to be mis-aligned."]
[{"$nulls":3},"Comments:"]
[]
[]
[null,"Communication Questions",{"$nulls":3},"IMR Score","MFG Score",{"$nulls":5}," "]
[null,null,"The MFG has a firm understanding of the IMRs business model and has clearly defined their needs, wants, expectations & measurables."]
[null,null,"The MFG engages in joint planning sessions with IMRs."]
[null,null,"The MFG consistently communicates company strategic objectives to their IMR network."]
[null,null,"The MFG engages IMRs in discussions regarding alternative comp/incentive/mutual investment plan options."]
[null,null,"The MFG leadership team understands the role and value of the IMR."]
[{"$nulls":3},"Comments:"]

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["Manufacturers Scorecard",{"$nulls":7},"Aggregated Results"]
[]
[null,"Training & Development Questions",{"$nulls":3},"IMR Score","MFG Score",null,"Individual Topic Score","Training & Development Score","Total Combined Score"]
[null,null,"The MFG provides effective training tools and resources to support the IMR network in executing their strategy.",null,null,{"$f":"'MFG Scorecard'!F5","v":0},{"$f":"'MFG Scorecard'!G5","v":0},null,{"$f":"AVERAGE(F4:G4)","v":0}]
[null,null,"The MFG has a dedicated rep on-boarding program for new rep firms. (technical training, sales process review, systems review, key contacts, sales and account management history, forward strategy)",null,null,{"$f":"'MFG Scorecard'!F6","v":0},{"$f":"'MFG Scorecard'!G6","v":0},null,{"$f":"AVERAGE(F5:G5)","v":0}]
[null,null,"The MFG holds the IMR team accountable for participating in training offered by the MFG.",null,null,{"$f":"'MFG Scorecard'!F7","v":0},{"$f":"'MFG Scorecard'!G7","v":0},null,0]
[null,null,"The MFG provides their associates with individual professional development objectives.",null,null,{"$f":"'MFG Scorecard'!F8","v":0},{"$f":"'MFG Scorecard'!G8","v":0},null,0]
[{"$nulls":3},"Comments:",{"$nulls":5},{"$f":"AVERAGE(I4:I7)","v":0}]
[]
[]
[null,"Sales Activity Questions",{"$nulls":3},"IMR Score","MFG Score",null,"Individual Topic Score","Sales Activity Score"]
[null,null,"The MFG has and follows a formal new product launch process. (training, product/application information, competitive analysis, sampling, demo kits, marketing communication/brand support)",null,null,{"$f":"+'MFG Scorecard'!F13","v":0},{"$f":"+'MFG Scorecard'!G13","v":0},null,{"$f":"AVERAGE(F12:G12)","v":0}]
[null,null,"The MFG sales managers effectively develop tactical action plans for the iMRs which align with company strategy.",null,null,{"$f":"+'MFG Scorecard'!F14","v":0},{"$f":"+'MFG Scorecard'!G14","v":0},null,{"$f":"AVERAGE(F13:G13)","v":0}]
[null,null,"The MFG sales managers plan territory visits in advance with well-defined objectives mutually agreed upon prior to the visit.",null,null,{"$f":"+'MFG Scorecard'!F15","v":0},{"$f":"+'MFG Scorecard'!G15","v":0},null,0]
[null,null,"The MFG executes regular sales meetings to review sales objectives, progress to goal, and upcoming opportunities.",null,null,{"$f":"+'MFG Scorecard'!F16","v":0},{"$f":"+'MFG Scorecard'!G16","v":0},null,0]
[{"$nulls":3},"Comments:",{"$nulls":5},{"$f":"AVERAGE(I12:I15)","v":0}]
[{"$nulls":11}," "]
[]
[null,"Operations & Strategy Questions",{"$nulls":3},"IMR Score","MFG Score",null,"Individual Topic Score","Operations & Strategy Score"]
[null,null,"The MFG offers tools that streamline information sharing processes, and make it easier for IMRs to do business with them. (e.g., timely sales and commission reports, POS-POT reports, automated/quick quotation and pricing processes, electronic order entry)",null,null,{"$f":"+'MFG Scorecard'!F21","v":0},{"$f":"+'MFG Scorecard'!G21","v":0},null,{"$f":"AVERAGE(F20:G20)","v":0}]
[null,null,"The MFG utilizes the ISA/IMR Joint Business Plan with their IMR partners.",null,null,{"$f":"+'MFG Scorecard'!F22","v":0},{"$f":"+'MFG Scorecard'!G22","v":0},null,{"$f":"AVERAGE(F21:G21)","v":0}]
[null,null,"The MFG regularly reviews and updates their 3-5 year business plans.",null,null,{"$f":"+'MFG Scorecard'!F23","v":0},{"$f":"+'MFG Scorecard'!G23","v":0},null,0]
[null,null,"The MFG counsels IMRs on their 3-5 year strategy and how the IMR should evolve to meet expectations.",null,null,{"$f":"+'MFG Scorecard'!F24","v":0},{"$f":"+'MFG Scorecard'!G24","v":0},null,0]
[null,null,"The MFG has and utilizes a formal process to re-calibrate the IMR relationship when it appears to be mis-aligned.",null,null,{"$f":"+'MFG Scorecard'!F25","v":0},{"$f":"+'MFG Scorecard'!G25","v":0},null,0]
[{"$nulls":3},"Comments:",{"$nulls":5},{"$f":"AVERAGE(I20:I24)","v":0}]
[]
[]
[null,"Communication Questions",{"$nulls":3},"IMR Score","MFG Score",null,"Individual Topic Score","Communications Score"]
[null,null,"The MFG has a firm understanding of the IMRs business model and has clearly defined their needs, wants, expectations & measurables.",null,null,{"$f":"+'MFG Scorecard'!F30","v":0},{"$f":"+'MFG Scorecard'!G30","v":0},null,{"$f":"AVERAGE(F29:G29)","v":0}]
[null,null,"The MFG engages in joint planning sessions with IMRs.",null,null,{"$f":"+'MFG Scorecard'!F31","v":0},{"$f":"+'MFG Scorecard'!G31","v":0},null,{"$f":"AVERAGE(F30:G30)","v":0}]
[null,null,"The MFG consistently communicates company strategic objectives to their IMR network.",null,null,{"$f":"+'MFG Scorecard'!F32","v":0},{"$f":"+'MFG Scorecard'!G32","v":0},null,0]
[null,null,"The MFG engages IMRs in discussions regarding alternative comp/incentive/mutual investment plan options.",null,null,{"$f":"+'MFG Scorecard'!F33","v":0},{"$f":"+'MFG Scorecard'!G33","v":0},null,0]
[null,null,"The MFG leadership team understands the role and value of the IMR.",null,null,{"$f":"+'MFG Scorecard'!F34","v":0},{"$f":"+'MFG Scorecard'!G34","v":0},null,0]
[{"$nulls":3},"Comments:",{"$nulls":5},{"$f":"AVERAGE(I29:I33)","v":0}]
[]
[{"$nulls":10},{"$f":"AVERAGE(J34,J25,J8,J16)","v":0}]

{"sheet":"IMR Scorecard","index":3,"n_rows":32,"n_cols":11,"rows_kept":32,"merged":[[0,0,0,6],[1,0,1,6],[2,1,2,4],[3,2,3,4],[4,2,4,4],[5,2,5,4],[6,2,6,4],[7,4,8,6],[10,1,10,4],[11,2,11,4],[12,2,12,4],[13,2,13,4],[14,2,14,4],[15,4,16,6],[18,1,18,4],[19,2,19,4],[20,2,20,4],[21,2,21,4],[22,2,22,4],[23,4,24,6],[26,1,26,4],[27,2,27,4],[28,2,28,4],[29,2,29,4],[30,2,30,4],[31,4,32,6]]}
["IMR Scorecard"]
["Rate from 1-5 (1 does not agree, 5 is fully agree)"]
[null,"Training & Development Questions",{"$nulls":3},"IMR Score","MFG Score"]
[null,null,"The IMR has a formal new-hire program which includes training on all aspects of the IMR firm and its engagement with the MFG. (technical product knowledge, the sales process, the systems available, key manufacturer contacts, account management history and forward selling strategy)"]
[null,null,"The IMR has a clear understanding of the MFG’s expectations and measurements."]
[null,null,"The IMR offers/supports individual professional development opportunities for their team."]
[null,null,"The IMR holds their team accountable for participating in training offered by the MFG."]
[{"$nulls":3},"Comments:"]
[]
[]
[null,"Sales Activity Questions",{"$nulls":3},"IMR Score","MFG Score"]
[null,null,"The IMR maintains clear visibility of sales objectives, progress to goal, and target opportunities."]
[null,null,"The IMR utilizes focused action plans to penetrate target customers."]
[null,null,"The IMR has a defined sales process and they follow it."]
[null,null,"The IMR manages territory visits with MFGs to focus on high value/potential opportunities with adequate preparation prior to the visit."]
[{"$nulls":3},"Comments:"]
[{"$nulls":10}," "]
[]
[null,"Operations & Strategy Questions",{"$nulls":3},"IMR Score","MFG Score"]
[null,null,"The IMR uses a CRM system to manage business activities. (rather than comply with MFG reporting requests)"]
[null,null,"The IMR actively uses technology offered by the MFG to drive efficiency. (internal portals, pricing tools, apps, etc.)"]
[null,null,"The IMR utilizes the ISA/IMR Joint Business Plan with their MFG partners."]
[null,null,"The IMR conducts periodic meetings with their MFG partners to review the successes, opportunities, failures and progress fo their annual joint business plan."]
[{"$nulls":3},"Comments:"]
[]
[]
[null,"Communication Questions",{"$nulls":3},"IMR Score","MFG Score"]
[null,null,"The IMR is confident that the MFG leadership team sees IMRs as a direct extension of their company and understands the role and value of the IMR."]
[null,null,"The IMR sales team effectively communicates throughout the MFG organization. (marketing, product management, operations, etc.)"]
[null,null,"The IMR openly communicates issues whether product, customer, challenges, successes, or distribution?"]
[null,null,"The IMR engages its management and sales team in joint meetings with the MFG to review and measure expectations, sales performance, shaire their pipeline and discuss growth opportunities."]
[{"$nulls":3},"Comments:"]

{"sheet":"IMR Scorecard Results","index":4,"n_rows":34,"n_cols":12,"rows_kept":34,"merged":[[0,0,0,6],[0,8,0,10],[2,1,2,4],[3,2,3,4],[4,2,4,4],[5,2,5,4],[6,2,6,4],[7,4,8,6],[10,1,10,4],[11,2,11,4],[12,2,12,4],[13,2,13,4],[14,2,14,4],[18,1,18,4],[19,2,19,4],[20,2,20,4],[21,2,21,4],[22,2,22,4],[26,1,26,4],[27,2,27,4],[28,2,28,4],[29,2,29,4],[30,2,30,4]]}
["IMR Scorecard",{"$nulls":7},"Aggregated Results"]
[]
[null,"Training & Development Questions",{"$nulls":3},"IMR Score","MFG Score",null,"Individual Topic Score","Training & Development Score","Total Combined Score"]
[null,null,"The IMR has a formal new-hire program which includes training on all aspects of the IMR firm and its engagement with the MFG. (technical product knowledge, the sales process, the systems available, key manufacturer contacts, account management history and forward selling strategy)",null,null,{"$f":"+'IMR Scorecard'!F4","v":0},{"$f":"+'IMR Scorecard'!G4","v":0},null,{"$f":"AVERAGE(F4:G4)","v":0}]
[null,null,"The IMR has a clear understanding of the MFG’s expectations and measurements.",null,null,{"$f":"+'IMR Scorecard'!F5","v":0},{"$f":"+'IMR Scorecard'!G5","v":0},null,{"$f":"AVERAGE(F5:G5)","v":0}]
[null,null,"The IMR offers/supports individual professional development opportunities for their team.",null,null,{"$f":"+'IMR Scorecard'!F6","v":0},{"$f":"+'IMR Scorecard'!G6","v":0},null,{"$f":"AVERAGE(F6:G6)","v":0}]
[null,null,"The IMR holds their team accountable for participating in training offered by the MFG.",null,null,{"$f":"+'IMR Scorecard'!F7","v":0},{"$f":"+'IMR Scorecard'!G7","v":0},null,0]
[{"$nulls":3},"Comments:",{"$nulls":5},{"$f":"AVERAGE(I4:I7)","v":0}]
[]
[]
[null,"Sales Activity Questions",{"$nulls":3},"IMR Score","MFG Score",null,"Individual Topic Score","Sales Activity  Score"]
[null,null,"The IMR maintains clear visibility of sales objectives, progress to goal, and target opportunities.",null,null,{"$f":"+'IMR Scorecard'!F12","v":0},{"$f":"+'IMR Scorecard'!G12","v":0},null,{"$f":"AVERAGE(F12:G12)","v":0}]
[null,null,"The IMR utilizes focused action plans to penetrate target customers.",null,null,{"$f":"+'IMR Scorecard'!F13","v":0},{"$f":"+'IMR Scorecard'!G13","v":0},null,{"$f":"AVERAGE(F13:G13)","v":0}]
[null,null,"The IMR has a defined sales process and they follow it.",null,null,{"$f":"+'IMR Scorecard'!F14","v":0},{"$f":"+'IMR Scorecard'!G14","v":0},null,0]
[null,null,"The IMR manages territory visits with MFGs to focus on high value/potential opportunities with adequate preparation prior to the visit.",null,null,{"$f":"+'IMR Scorecard'!F15","v":0},{"$f":"+'IMR Scorecard'!G15","v":0},null,0]
[{"$nulls":3},"Comments:",{"$nulls":5},{"$f":"AVERAGE(I12:I15)","v":0}]
[{"$nulls":11}," "]
[]
[null,"Operations & Strategy Questions",{"$nulls":3},"IMR Score","MFG Score",null,"Individual Topic Score","Operations & Strategy Score"]
[null,null,"The IMR uses a CRM system to manage business activities. (rather than comply with MFG reporting requests)",null,null,{"$f":"+'IMR Scorecard'!F20","v":0},{"$f":"+'IMR Scorecard'!G20","v":0},null,{"$f":"AVERAGE(F20:G20)","v":0}]
[null,null,"The IMR actively uses technology offered by the MFG to drive efficiency. (internal portals, pricing tools, apps, etc.)",null,null,{"$f":"+'IMR Scorecard'!F21","v":0},{"$f":"+'IMR Scorecard'!G21","v":0},null,{"$f":"AVERAGE(F21:G21)","v":0}]
[null,null,"The IMR utilizes the ISA/IMR Joint Business Plan with their MFG partners.",null,null,{"$f":"+'IMR Scorecard'!F22","v":0},{"$f":"+'IMR Scorecard'!G22","v":0},null,0]
[null,null,"The IMR conducts periodic meetings with their MFG partners to review the successes, opportunities, failures and progress fo their annual joint business plan.",null,null,{"$f":"+'IMR Scorecard'!F23","v":0},{"$f":"+'IMR Scorecard'!G23","v":0},null,0]
[{"$nulls":3},"Comments:",{"$nulls":5},{"$f":"AVERAGE(I20:I23)","v":0}]
[]
[]
[null,"Communication Questions",{"$nulls":3},"IMR Score","MFG Score",null,"Individual Topic Score","Communication Score"]
[null,null,"The IMR is confident that the MFG leadership team sees IMRs as a direct extension of their company and understands the role and value of the IMR.",null,null,{"$f":"+'IMR Scorecard'!F28","v":0},{"$f":"+'IMR Scorecard'!G28","v":0},null,{"$f":"AVERAGE(F28:G28)","v":0}]
[null,null,"The IMR sales team effectively communicates throughout the MFG organization. (marketing, product management, operations, etc.)",null,null,{"$f":"+'IMR Scorecard'!F29","v":0},{"$f":"+'IMR Scorecard'!G29","v":0},null,{"$f":"AVERAGE(F29:G29)","v":0}]
[null,null,"The IMR openly communicates issues whether product, customer, challenges, successes, or distribution?",null,null,{"$f":"+'IMR Scorecard'!F30","v":0},{"$f":"+'IMR Scorecard'!G30","v":0},null,0]
[null,null,"The IMR engages its management and sales team in joint meetings with the MFG to review and measure expectations, sales performance, shaire their pipeline and discuss growth opportunities.",null,null,{"$f":"+'IMR Scorecard'!F31","v":0},{"$f":"+'IMR Scorecard'!G31","v":0},null,0]
[{"$nulls":3},"Comments:",{"$nulls":5},{"$f":"AVERAGE(I28:I31)","v":0}]
[]
[{"$nulls":10},{"$f":"AVERAGE(J8,J16,J24,J32)","v":0}]

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