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1 OE TOUCH

2 Table of Contents App User Guide... 3 Overview... 4 Features... 5 Installing the App... 6 Logging In... 7 Navigation Shop for Product Product Detail Shopping Cart Checkout QuickPad Product Groups Reorder Pad My Account Branches Photos Videos Help & Info Page 2

3 App User Guide Page 3

4 Overview Innovo s increases sales and builds your customer relationships by providing intuitive, real-time access to all customer-required information in your ERP system. On Android or Apple devices, your customers and sales reps can manage all aspects of their order process - order entry, account review of open orders and invoices, and account inquiry information. Users can easily search for products and access all product related data in your system including pricing, availability, spec sheets, installation documents, and images. Connect with your customer, increasing sales and customer service Allow your customer to place orders anywhere, anytime Reduce your order processing costs, increase your productivity Monthly subscription-based fee means instant ROI Supported Apple Devices iphone 4, 4S, 5, 5S ipod Touch 4, 5 ipad 2, 3, 4, Air Required: ios 6 and greater Supported Android Devices We support all android phones and tables running on 2.2 (Froyo) and higher. Page 4

5 Features Create and submit Orders View existing orders, bids, and invoices View account inquiry information View product information including pricing, availability, and spec sheets Quickly build orders by barcode scanning Easily build and maintain customer product groups for easy product lookup Search the customer re-order pad Utility GPS tracking for branch locations Upload Youtube videos of product how to s or company marketing Create user defined help and information pages (even add your social media links!) Page 5

6 Installing the App Your branded app can be found on the Apple and Google Play stores. Apple You can install your branded app on your apple device in two ways: Download and Install your branded app from the App Store on your apple device Download your branded app through itunes and synchronize with your apple device App Store Install 1. From your device home screen, visit the App Store 2. Search for your branded app in the App Store 3. Tap Free -> Install The application will be automatically downloaded. itunes Install 1. Open the itunes application on your computer - in case you don't have it, you can download here 2. In itunes, search for your branded app 3. Download the app from itunes 4. Connect your device to your computer and synchronize Android Your branded app is available on the Google Play Store. 1. Tap the App icons on the bottom right of the home screen 2. Swipe left and right until you find the Play Store icon 3. Tap on the icon and you will be prompted to sign in with your Google credentials 4. Search for your branded app using the magnifying glass in the top right 5. Tapping the three dots on the right side of your app entry will provide options to install right away or add to a wish list for future reference 6. Tapping the box itself will provide more details for the app, including screenshots, a description, and any existing reviews Page 6

7 Logging In Anonymous Mode We support an anonymous mode feature that we enable when we post your app to the app stores. This allows users to access your app without logging in however does not allow them to create or view existing orders. If you would like to turn on this feature at any time, please let us know at Credentials A valid address, Web Order Entry (WOE) login, or Eclipse credentials are required to access the application. Please see the Innovo Customer Portal document for more information. Your customers may tap on the Sign Up button to request a login to use the application. They will be required to enter their name, company, , and phone (optional) and the will be sent to a designated address you configure in the Innovo Customer Portal. Modes We support two modes: Customer and Salesperson. You will see references to both throughout the document. Page 7

8 Customer Log In When a customer logs in with either their portal credentials or WOE login they will be prompted to select a ship-to customer if they are authorized for multiple ship-to s in Contact Maintenance or will be brought directly into the home screen if they are only authorized for a single customer. Note you will see the customer name displayed at the top of the screen. Refer to the Eclipse settings document for information on how to change that display name. Apple Page 8

9 Android Page 9

10 Changing Ship-To Customer At any time if you want to change the ship-to customer (pricing and availability displayed in the app is based on ship-to customer) you may do so on the My Profile screen accessed from My Account. Tap on the shipping address to change the customer. You may also change the ship-to customer during the checkout process. This will be discussed further in that section. Salesperson Log In When a salesperson logs in with either their portal credentials or Eclipse credentials, they will be prompted to select a customer. This selection searches on any ship-to customer in the system that is authorized for this user. The authorization is based on branch access and the necessary authorization keys discussed in the Eclipse Settings document. Page 10

11 Apple Page 11

12 Android Page 12

13 Navigation There are a number of features and functionality in. The following outlines the main areas. Apple Shop for Product Shopping Cart / Checkout Quick Pad Product Groups Reorder Pad My Account Branches Photos Videos Help & Info There are two ways to navigate the app: scrolling through the home screen and using the scrolling tab bar at the bottom of the app. Navigation should be easy so when you get to the back side of the app by scrolling the tab bar to the left, a home button icon appears on each screen. This will always scroll the app to the front and display the home screen. Page 13

14 Android There are two ways to navigate the app: scrolling through the home screen and using the slide out menu on the left side from any screen. Another feature of android is that the cart icon seen above is displayed on every screen (except the home screen) so navigation to your shopping cart is accessible everywhere. Page 14

15 Shop for Product There are a number of ways to search for product in the app. We will discuss the following: Drill Down Categories Product Search Barcode Scan Drill Down Categories You will be presented with a list of Drill Down Categories when first entering the Shop screen. If you tap on a drill down it then displays a sub-category of drills. At the end of the drill path, the products listed are either part of a product family or based on a keyword search. Please refer to the Eclipse Settings document for more information. Apple Page 15

16 Android Page 16

17 Drill Down Product Results At the end of the drill down path, the products from that family or keyword search will display. You will see a thumbnail image, product description, customer specific pricing, and availability based on the customers authorized branch list. Please refer to the Settings document for more information on how to configure the authorized branches list. Adding to Cart You can automatically add an item to the shopping cart from this screen. Note the quantity added to the cart is the sell pack quantity. You may change this quantity directly from the shopping cart. As you add items to your shopping cart, you will see a red badge (apple) or an orange badge (android) on the cart icon increment in number. This number represents the total number of products in the cart, not quantity. Page 17

18 Product Search The drill paths are one way to search for product. Another way is to do a manual product search. In the product search bar at the top (apple) or by using the search icon on the top bar (android), you may type in any keyword that is relevant to your search. For example, if you type in raco you ll see there are 1,068 products that matched that keyword search in the ERP system. Note we use the standard ERP system search. This searches on product description, keywords, UPC code, catalog number, and customer part number if one exists. Page 18

19 Product Sort As you search for product, the default sort is defined in the ERP system. Please see the Eclipse Settings document for how to configure that control file. At any point during the product search, you may change the sort using the sort icon located at the top right side of the screen. When you tap on that icon, you will be presented with the above picker. The full option list is the following: Most Popular (descending order based on hits) Description (default before ERP is configured) Description Descending Price High to Low Price Low to High Availability (descending available quantity) Brand Name by Description (brand name refers to price line) Page 19

20 Show More Results You will notice in the search screen as you scroll to the bottom of the results list there is a Show More Results button. The app by default displays 20 products at a time (apple) or 25 (android) during a product search to allow for a quicker result time. Tapping on that button will then display the next list of products. Barcode Scanning The final way to search for product is by using the barcode scanner. There are a number of ways to do this. You can use the built in scanner from the device by tapping on the barcode icon. This essentially takes a picture of the barcode and sends the captured alphanumeric code to the ERP system which then matches on internal product ID, UPC code, or customer part number if one exists. You can also use an integrated or bluetooth scanner discussed in the Quick Pad chapter. If a direct hit is found, the app will present the product detail screen for that product. You can also get to the product detail screen by tapping on a product in the product search results. Page 20

21 Android In android, when you click on the product search icon (discussed above) the following screen will be displayed. Tap on the Scan Using Camera row to bring up the built in scanner. Apple Tips & Tricks We ve added a couple of tricks to make your life easier while shopping for product. At any point as you scroll through the products, you can click on the status bar at the top (the status bar is where the time is displayed) and the screen will scroll to the top of the results list. This is enabled in every screen that contains a table. Another trick is if you ever want to go back to the main drill down list you may do so by double tapping on the shop icon on the bottom bar. You can also use the back button at the top left hand side of the screen to navigate back through your path. Page 21

22 Product Detail The Product Detail screen displays detailed information about the product. You will see a full size image that you can tap to enlarge, the product description, UPC code, catalog number, and customer part number if one exists. You will also see the customer specific price and availability (same as found on the search results screen) plus a link to additional product info if there are relevant spec sheets or technical specifications set up for this product in the ERP system. Screen Details Full size image Product description UPC number Catalog number Customer part number Customer specific pricing List price Quantity breaks Product availability Additional product information Page 22

23 Full Size Image Tap on the image to enlarge. Product Description By default only the first three lines of the product description display on the main screen. You can tap on the product description to see the full description along with the UPC number, catalog number, and customer part number. Note that not every product will have a UPC, catalog, or customer part number. Customer Specific Pricing The pricing displayed is specific to the customer and any matrix set up in the ERP system. Both modes - salesperson and customer - will see the same price. List Price List price is displayed based on a setting in the ERP system. You don't have to display list price to your customers. Note that list price will only display if it's maintained (non-zero) and if it's greater than the customer price. Page 23

24 Quantity Breaks The blue info button displayed next to the price indicates there are quantity breaks in effect for this product. If you tap on the button you will see the breakdown. Page 24

25 Product Availability The availability displayed is the total availability across the customers' authorized network of branches. You can tap on the availability to see the breakdown by branch. Note the default shipping branch (if displayed) will be noted. If you are on a smartphone, Apple or Android, you can tap on the phone icon to call the number directly from the app! Page 25

26 Additional Product Information This option will only display if there are either spec sheets, manufacture web sites, or any external references attached to the product or technical specifications pulled in from the PDW. If you drill into an external reference, you will have the ability to the spec sheet as a PDF or a web site as a link to yourself, customer, or manager. Page 26

27 Reminder Messages There is a setting in the ERP system to display product reminder messages in the app. You can do this for all products or only for certain product lines. When a reminder message is present, you will see a red flag display in the product detail screen. Tapping on that flag will display the message. Add to Cart The Add to Cart button will add the item to the shopping cart with the quantity and unit of measure entered. By default, the quantity is based on the sell pack quantity. If there is no sell pack quantity set up for this product the quantity will default to 1. The default unit of measure displayed is determined in the ERP system based on the default selling unit of measure. When an item is added to the cart, a red badge (apple) or orange badge (android) will display on the cart icon with the current number of products in the cart. Page 27

28 My Groups Product groups are discussed in detail in the Customer Product Group chapter. You can build product groups directly in the app from the product detail screen. You can add an item to an existing product group or create a new product group from here. Page 28

29 Shopping Cart The My Cart screen allows you to do the following: View all products in the shopping cart Edit quantities Delete products Clear entire cart Create product group Edit Cart Apple To edit quantities, tap on the edit button on the top left side of the screen To delete products in edit mode, tap on the red circle To delete products in non-edit mode, use your finger to swipe from right to left To delete all products from the cart, use the garbage can icon located on the top bar Page 29

30 Android To edit quantities, either use the "+/-" buttons to increase or decrease by 1 or tap on the quantity to bring up a text box To delete products, tap on the box where you see the green checkmark and then tap on the garbage can icon located on the top right side of the screen Page 30

31 Line Item Comments Another feature of the shopping cart is the ability to add line item comments to a product. You will see a Note button under the thumbnail image for each product. When you tap on the Note button, you will be able to add, remote, or edit an existing comment. When a comment is active on a line item, the Note button will be highlighted in blue. Page 31

32 Save Cart You can save a shopping cart to a product group. On the top bar you will see a Group icon. Checkout To begin the checkout process, use the Checkout button on the upper right side of the screen for apple and on the bottom of the screen for android. In our example, you will see a warning message displayed. Page 32

33 Sell Pack Quantity Warning You have the option to force the user to order in multiples of the sell pack quantity. You can also set this option to warn or to allow both of which will allow the user to checkout after they receive the warning. In this example, we are forcing the user to order in multiples of the sell pack. When the user taps on the OK button, the table will scroll to the first product found with an error. Page 33

34 Checkout Shipping Information The following fields are available on the shipping information screen: Customer PO# (may be required) Release Number (may be required) Required date (defaults to next day) Order Status Ship Via Ship Branch (optional based on selected Ship Via) Shipping Instructions Internal Notes (salesperson mode only) The Ship Branch field will display based on the selected Ship Via. For example, on a Will Call or Pick Up order the Ship Branch may appear to allow the user to specify where they will pick up the material. On a delivery or UPS order the ship branch will use the default. Apple Page 34

35 Android Page 35

36 Review Order The Review Order screen is a summary of the order. View, Edit, and Change the Shipping Address Order Subtotal (excluding freight, handling, tax) View, Edit, and Delete product details Based on settings in the ERP system, the availability of each product is displayed based on the Ship Branch selected or the default Ship Branch on the previous screen. In the above example, there is a green bar displayed with the Order Subtotal. The green bar indicates that all products are available in that shipping branch. You will also see a green check mark with an "In Stock" label displayed for each product. Page 36

37 Availability Issues This next example shows the result when one ore more of an item is not available. In this example, the second item in the cart is only partially available in the Ship Branch. In this case "In Sock" is changed to "Partial Stock" and shows the total quantity available. The green bar is also changed to yellow and shows a warning icon. When you tap on the warning icon an alert will display and then on dismiss, all of the incomplete line items will move to the top. Page 37

38 Availability Issues In this example there is an item in the cart not available anywhere in the customers' authorized network of branches. The bar will change to red, also displaying the warning icon, and the label will display to a user defined label defined in the ERP system - in this case "Call for Avail". Note you can still submit the order however some items may not be available for immediate pickup. Page 38

39 Order Confirmation Once the order is submitted, an order confirmation screen wil display. From this screen you can the order to yourself, customer, or manager as well as add the entire order to a product group. Page 39

40 QuickPad This screen was designed to quickly and easily build your shopping cart. You can search for products, use the built-in camera for barcode scanning, or use a third party supported scanner. Barcode Scanners supports two third party scanners. Infinite Peripherals (Linea Pro series) Socket Mobile (series 8) Linea Pro (apple only) Socket Mobile (apple and android) Page 40

41 Using the Quick Pad As you search for product or scan a barcode, the product will appear on the screen in the order it was scanned. Note the quantity defaults to the Pack Qty if a pack quantity exists, otherwise defaults to blank in apple and one in android. Once all the items have been scanned (searched) you can add the entire quick pad to the shopping cart by tapping on the shopping cart icon on the upper right side of the screen. Note if a product on the quick pad does not have a quantity entered, that product will stay in the quick pad and will not be added to the cart. Clearing the Quick Pad Apple To clear the entire pad, tap on the garbage can icon on the left side of the screen. To delete individual items, use the delete swipe gesture - swipe your finger from right to left. Page 41

42 Android To clear the entire pad, tap on the "Clear Quick Pad" button on the bottom of the screen. To delete individual items, tap on the box to the left of the product which will display the screen above. Tap on the garbage can to delete the selected items. Page 42

43 Product Groups Product groups can be thought of as frequently purchased products either by category (for example all of the batteries this customer buys) or by order (monthly order). This takes the time of searching for product out of the equation and allows you to add an entire product group or individual items from a group to the shopping cart in one tap. Note that product groups are stored at the ship-to customer level. Main Screen From the main screen, you can: Create a new group Rename an existing group Delete a group View group details Page 43

44 Create a New Group Using the plus icon on the upper right side of the screen. Rename Group Page 44

45 Apple Tap on the blue info button next to the product group name. Page 45

46 Android To rename a group, tap on the box located directly to the left of the group. You'll then see a pencil icon located on the top right side of the screen. Tap on that pencil to rename the group. Delete a Group In apple, use the delete swipe gesture by dragging your finger from right to left. In android, tap on the box located directly to the left of the group and. You'll then see a garbage can icon on the top right side of the screen. Adding Products to Groups Product can be added to groups in the following screens using the above icons: Product Detail Shopping Cart Order Detail Page 46

47 Product Detail Use the My Groups button to add a single product to a group or a new group. Page 47

48 Shopping Cart Add an entire cart to a product group or create a new group. Page 48

49 Order Detail Add an entire order to a product group or create a new group. Page 49

50 Edit Product Group To edit a product group, tap on the group on the main group screen. The items will be listed in the order they were added to the group. You will see the thumbnail image, product description, customer part number, and group quantity. You will also see a cart so you can add items individually to the cart. The group quantity represents the quantity that will be added to the cart. This quantity is editable from the detail screen using the pencil edit icon in apple or by tapping on the quantity in android. You can add all products from the group to the cart using the shopping cart icon on the upper right side of the screen or individually at the line item level. To remove a product from the group, use the delete swipe gesture from right to left for apple or tap the "Remove from Group" button in android. Page 50

51 Reorder Pad The Reorder Pad displays products that have been purchased by this customer over the past year and are listed in descending frequency of purchase. Main Screen The Reorder Pad displays a thumbnail image of the product, customer specific pricing, availability status, customer part number, and last date of purchase and quantity. Page 51

52 Product Search You can search through the Reorder Pad for product using the product description, keywords, catalog number, UPC code, or customer part number. Product Sort You can sort products in the reorder pad using the sort icon in the upper right side of the screen. The following options are available: Most Popular (default sort) Description Description Descending Oldest to Newest (items purchased first) Newest to Oldest (most recent items purchased) Page 52

53 Add to Cart You can add items to the shopping cart by entering in a quantity. You can add one at a time or enter quantity on multiple products and then tap on the shopping cart icon on the upper right side of the screen. Page 53

54 My Account The My Account screen allows you to access profile information, view quotes, orders, invoices, and account inquiry information. You can also do an advanced search for specific products purchased in the past or a specific order number or customer PO#. This screen is authorization driven so not all of these options may appear for each user. Main Screen From my the My Account screen you can: View profile information and change customer Log Out View Quotes, Open Orders, and Invoices (if authorized) View Account Inquiry (A/R) information (if authorized) Search for Order or PO# Advanced Search (if authorized) Page 54

55 My Profile Customer Mode The My Profile screen displays the customers' contact information as well as the ship-to and bill-to address on file. Page 55

56 Change Ship-To Customer The selected ship-to customer appears at the top of the list. From here you can select a different ship-to by tapping on the shipping address. You can also search for a ship-to customer by name, address, city, and zip code. Salesperson Mode In Salesperson mode, you will see the shipping and billing address for the selected customer as well as any contacts associated with this customer. If you are on a smartphone, tapping on the phone number icon will call the number directly from the app. If you are on a device with enabled, tapping on the address icon will compose an . From the my profile screen, you can : Change Customer View detailed Contact information Page 56

57 Change Customer By tapping on the "Change" button at the top right side of the screen (apple) or the customer icon (android), you can search for another customer in the ERP system. Search for customer by name, phone number, zip code, or internal ID number of the customer prefixed by a period. View Contact Detail Account Review In the Account Review section, you can view quotes, open orders, invoices, and account inquiry information. As mentioned previously, this section is authorization driven. By default, all nonexpired quotes will appear, all open orders, and invoices processed within the past 30 days. There is a setting in the ERP system to display expired quotes and to find additional invoices, you can use the Advanced Search option. Page 57

58 Orders By tapping on the Quotes section, you will see a list of all quotes sorted by descending order date. You will see the total number of orders found, and for each order the date, ship-to customer, customer purchase order, and order total. Note ship-to name may be different in customer mode if you are authorized for multiple ship-to customers. In salesperson mode, only those orders for the ship-to selected will be displayed. To see orders for other ship-to s, please change the customer from the My Profile screen or the blue bar located on the home screen. Sorting Quotes, open orders, and invoices are sorted by descending date (by default). The following options are also provided by tapping on the sort icon on the upper right hand side of the screen. Customer PO# Order Number Oldest to Newest Newest to Oldest (default) Ship-to Name Page 58

59 Order Detail By tapping on a specific order the Order Detail screen will be displayed. This screen displays all line item information including the thumbnail image, product description (from the product file, not the order), order quantity, unit price, extended price and order availability. Note if an item is not available on an order but is available in your network of authorized branches, the ship branch on the order may not have availability. Additional Features: The subtotal of all products, tax, freight, handling, and discount will also display. The discount consists of any remote order discount given when placing the order from the app plus any terms discount that may be available. You may turn off terms discounts from displaying in the ERP system. At the top of the screen you have the ability to add this entire order to your shopping cart (note that current pricing will be in affect, not necessarily pricing on this order), send yourself, the customer, or manager an of this order, and save the entire order to a product group. The product group feature is great if this is a frequently purchased order with many products. Once you save to a product group, with one tap you can add the entire group to order. You may also see a blue info icon displayed next to the product (currently apple only) and if you tap on that a comment will appear. This comment is the line item comment entered when an order was created in the app or in the ERP system. This feature must be enabled in the ERP system. Page 59

60 Account Inquiry The Account Inquiry screen shows open Accounts Receivable (A/R) for this customer. By default the numbers are for the ship-to customer. If you tap on the "Bill-To" section you will see the numbers rolled up to the Bill-To customer. Account Inquiry is date sensitive so if you tap on the date in the upper right hand corner you can go back in time to see what the account looked like a month ago, six months ago, etc. 1. Aging Buckets The aging bucket names may be overridden in the ERP system however the defaults are Future (not yet due), Current (due in this period), (30+ days past due), (60+ days past due), (90+ days past due), and Over 120 (120+ days past due). 2. Orders This section displays all current order information and the days to pay calculation (average number of days to pay an invoice once due). Page 60

61 3. Credit This section displays credit limit information and last sale/payment information. This is informational only. Open Invoices You can also view the invoices that make up the aging buckets by tapping on the aging bucket section. This list will display the total amount of the invoice and the balance as well as an icon representing the age of the invoice. In this case since the entire balance sits in the Future bucket, the icon for each invoice is F for future. You may tap on any invoice which will display the Order Detail screen shown above. Page 61

62 Branches The Branches screen gives you access to all of your authorized branches with built in GPS features. When you first enter the screen, the branches will be sorted in the order in which they are closest to your current location. The mileage between your location and the physical branch location is displayed. Note this mileage does not take into consideration driving directions. Main Screen You can search by city name or zip code. The city name search is a direct hit but when you search by zip code, the branches will be re-sorted based on closest distance to that zip code. If you are on a smart phone, android or apple, you can tap the phone icon and dial the number directly from the app. When your call is completed, you will be brought back to the branches screen. Page 62

63 Branch Detail The branch address is displayed in addition to the hours which are set up in the ERP system. Tapping on Directions To Here or Directions From Here will take you out of the app and bring you into the maps app to get real time driving directions. You will need to navigate back to the OE Touch icon to re-access the app. Page 63

64 Google Map If you tap on the branch address the app will display the location of the branch using google maps. Page 64

65 Photos Photos are a great tool to use if you can t find what you re looking for. If no results are returned in a product search but you have the product you are trying to find, snap a photo of the product and send an to your representative. The default to address is defined in the ERP system. Take Photo (Apple) On the main screen, there is a camera icon at the top right side of the screen. Tap on that icon, snap a photo, and then either use that photo or retake. If you use the photo, the photo detail screen will display where you can enter in any notes about the product that will make it easier for the branch to find what you are looking for. You can either save the photo for future use or send the . If you save or send, the photo will appear in the photo history screen displayed below. Note if you are logged in as a customer, the will auto-populate with your name, company, and phone number. Page 65

66 Main screen This screen will keep a history of all photos taken with a date / time stamp. Page 66

67 Videos The videos section is a great marketing tool for your company or for advertising your suppliers/ products. You may display videos about your company, suppliers, product how-to s, or videos on how to use the app. Any public video on Youtube can be displayed in this app. Videos are defined in the ERP system. Main Screen Page 67

68 Video Detail If you tap on a video, the video detail screen will display. You will see the title of the video, description, time, and the thumbnail. In apple, if you tap on the red arrow, the video will display directly in the app. Android uses the native youtube app to play the video. You can easily navigate back to the app by using the back arrow on the device itself. Page 68

69 Help & Info The Help and Information screen is a valuable tool where you can display information specific to your company. Main Screen The Help & Info screen contains three sections: Help Forms Information Help The two main sections of the Help section are: Contact Us and FAQ. Both of these sections are required to appear in the app but can be flavored specifically for your company. The Contact Us screen is where you would display contact phone numbers and addresses - you could even add a link to your website. Any link (phone, , web) is live and will either call, , or open a web screen, all directly in the app. Innovo provides a default FAQ that you can flavor to your Page 69

70 company. All of these screens can be customized in the Customer Portal. You will also see the version number of the app and in android only, if you are using the Socket Mobile scanner, will see connection information for the scanner. Forms The Forms section provides two functions: submit feedback and request a non-stock. A non-stock is a product that you may not stock or the customer cannot find what they are looking for. The feedback section will open the client. Page 70

71 Information The Information section is a great tool as you can add as many links in here as you would like. We ve seen screens named Terms & Conditions, Shipping Policy, Social Media, Promotions, Charts & Calculators, Company Events, etc. These can be changed, added, updated, or deleted in your Customer Portal. The user does not need to re-log to see the changes. They just need to navigate to the home screen and back to help. Please see the above for examples. Page 71