Concepts

Please keep the following concepts in mind when putting together your requirements.

• You can manage both Direct Quotes (resale price breaks) and Disti Quotes (disti cost) in the system. You can quote multiple parts in one quote; and can quote multiple volume ranges for each part.
• You can have different approval rules set up in the system. For example, you can set up pricing minimums for each role; and the quote will be auto-approved if the requested price is greater than the pricing minimum for that role. You can also setup quote approval rules based on the total quote amount. Please write up your current quote approval workflow so it can be analyzed and mapped against the NEHANET system.
• You can specify Auto Approval rules as well, for example based on the quote total or the pricing to get the Quote approved automatically.
• You can have quote email notifications sent out based on specific rules. For example, the RSM can get email notifications for the quote requests in his territory, or the rep can get notified when a quote he has requested has been approved.
• There is a Printable Quote Format which includes your T&C and can be sent to the customer.
• You can optionally show Account, Part and Opty fields in the Quotes module and use them for reports, etc.
• You can choose to Quote off Opportunities, or directly at the Accounts and Parts level.
• You can set up custom margin calculations off the costs stored in the parts module.

Capabilities

Row/Column Locks and Grid maximizer

Rows and Columns on the Summary Grid can now be locked. This allows you, for example, to lock the first three columns on the forecast grid and scroll the data values left and right, while keeping the opportunity name, part number etc always in view. Similarly, one can scroll down while locking the column headings to make then visible. The Tabs and Header information on the Summary Grid can also be hidden, allowing for more screen real estate for viewing and making changes to the grid.

Customizable subject for auto email alerts

The auto email alerts that the system sends out can be customized with information you may need on the subject line. We have added the underlying platform support to the product.

Best practices – Drive to zero Quote filter

Sales Managers often require their Regional Managers and Reps to review/update all Open Quote requests on a daily basis. To achieve that objective, you can create a search filter in Quotes module where the Status field for the Quote is set to “In Approval”. In addition, you can make this the default filter, so when you click on the Quotes tab, you automatically get the Quotes that are to be reviewed/approved. As you work thru the Quotes and review/update them, it will automatically go out of your Quote filter.

This is a recommened way of using the Quotes module since it enforces a discipline within the organization to review/update the Quotes that are awaiting your Approval. We like to call it “Drive to zero Quote filter”.

Restriction on changing/deleting part number in opportunity once you have a quote  for that opportunity?

We have tightened up the data structures between opportunities and quotes, samples. That is, if there is a quote, or sample request for an opportunity with a part number, then it will not allow you to change the part number in the opportunity. Also for the same reason, it will not allow you to delete the part number in the opportunity. This is because doing that would result in an orphan quote or sample request.

So what do I do if I want to change the part number in the opportunity after I requested a quote and/or sample request?

You can do one of the following:

1. Add the new Part to the opportunity and mark the old one as INVALID or LOST (part level status field or sales stage)

OR

2. If the quote or sample request was created for the wrong part number, you can delete the quote or sample request for this opportunity, then modify the opportunity, and finally create a new quote or sample request with the new part number.

Markup and Margin

There are two terms commonly used when discussing prices. One is Markup and another is Margin or Gross Margin. They are two different ways of expressing the difference between the cost of a product and its sale price. A markup, expressed in percentage, is a simple and easy way to set the selling price for a product. It is the amount added to the cost of a product to get the selling price. The margin on the other hand is the percentage of the final selling price that is your profit. Margin is useful for analyzing sales.

Markup = (Selling or Approved Price – Cost Price) / Approved Price

Gross Profit = (Selling or Approved Price – Cost Price) / Cost Price

The system computes the Selling price automatically when you enter the Markup. It also computes the Margin for every Quote. This requires that you maintain the cost information in the parts master. In addition, the system also computes the Distributor Margin for all Disti Quotes. This requires that the Distributor provide the Target Resale price while requesting special pricing for a Quote.

Disti Margin = (Target Resale – Selling or Approved Price) / Target Resale

Module Presentation

Rollout Steps

Please provide a copy of your current Quote Log, plus detailed Quotes so that the Quote module can be set up to your requirements.

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Back to Module Specific Rollout

If you wish to rereview prior information, please click on Basic System Setup.