Strategic Pricing. version 12.17

Transcription

1 version 12.17

2 Disclaimer This document is for informational purposes only and is subject to change without notice. This document and its contents, including the viewpoints, dates and functional content expressed herein are believed to be accurate as of its date of publication. However, Epicor Software Corporation makes no guarantee, representations or warranties with regard to the enclosed information and specifically disclaims any applicable implied warranties, such as fitness for a particular purpose, merchantability, satisfactory quality or reasonable skill and care. As each user of Epicor software is likely to be unique in their requirements in the use of such software and their business processes, users of this document are always advised to discuss the content of this document with their Epicor account manager. All information contained herein is subject to change without notice and changes to this document since printing and other important information about the software product are made or published in release notes, and you are urged to obtain the current release notes for the software product. We welcome user comments and reserve the right to revise this publication and/or make improvements or changes to the products or programs described in this publication at any time, without notice. The usage of any Epicor software shall be pursuant to an Epicor end user license agreement and the performance of any consulting services by Epicor personnel shall be pursuant to Epicor's standard services terms and conditions. Usage of the solution(s) described in this document with other Epicor software or third party products may require the purchase of licenses for such other products. Where any software is expressed to be compliant with local laws or requirements in this document, such compliance is not a warranty and is based solely on Epicor's current understanding of such laws and requirements. All laws and requirements are subject to varying interpretations as well as to change and accordingly Epicor cannot guarantee that the software will be compliant and up to date with such changes. All statements of platform and product compatibility in this document shall be considered individually in relation to the products referred to in the relevant statement, i.e., where any Epicor software is stated to be compatible with one product and also stated to be compatible with another product, it should not be interpreted that such Epicor software is compatible with both of the products running at the same time on the same platform or environment. Additionally platform or product compatibility may require the application of Epicor or third-party updates, patches and/or service packs and Epicor has no responsibility for compatibility issues which may be caused by updates, patches and/or service packs released by third parties after the date of publication of this document. Epicor is a registered trademark and/or trademark of Epicor Software Corporation in the United States, certain other countries and/or the EU. All other trademarks mentioned are the property of their respective owners. Copyright Epicor Software Corporation All rights reserved. No part of this publication may be reproduced in any form without the prior written consent of Epicor Software Corporation

3 Table of Contents Overview 8 What is 8 How Works 8 Requirements 9 Setup Workflow 10 Setup 10 Analysis 11 Rollout 12 Setting It Up 14 LEnabling (System Settings) 16 Defining Your Companies to Use (Company Maintenance) 19 Specifying Cube Factors (Company Maintenance) 25 Specifying Company Default Factors (Company Maintenance) 27 Defining Exceptions to Company Default 28 Defining an Admin Role ( Role Maintenance) 30 Restricting Price Edits (The Price Override Exceptions Tab) 36 How Do I Create a Role? 38 Assigning Roles to Users (User Maintenance) 38 How Do I Assign a Role to a User? 39 Assigning Retail Designation to a Warehouse (Location Maintenance) 40 Defining Customer Categories and Thresholds (Customer Category Maintenance) 41 Company Thresholds Tab 42 Defining Additional Customer Sensitivity Matrices (Customer Sensitivity Matrix Maintenance) 44 Pricing Tab 46 Freight Tab 47 Customer Setup (Customer Maintenance) 48 Customer Tab 49 Customer Strategic Item Tab in Customer Maintenance 53 Sales Pricing Tab 54 Customer Fast Edit 55 Audit Trail 55 Assigning Customer Size Settings (Customer Size Maintenance )

4 Customer Size Criteria Tab in Customer Size Maintenance 56 Customer Size Tab 58 Importing Customer Size/Sensitivity Assignments (Imports/Exports) 62 Importing Customer Size Recommendations (Customer Size Maintenance ) 65 OLIncluding Product Groups in Customer Size Analysis (Product Group Maintenance) 66 Product Group Supplier Visibility Import 67 Importing Price Cube Modifiers 68 Defining Factors ( Factors Maintenance) 70 Importing Product Group/Supplier Combination (Product Group Imports) 74 Defining Item Core Status Families (Core Status Family Maintenance) 75 Exporting Preliminary Data to Associates, Inc 77 How to Export Files 78 Consolidated Export File 78 Summary Export 91 Defining Carriers For Strategic Freight (Carrier Maintenance) 93 Strategic Freight Charge Settings Tab 95 Size/Category Freight Charge Settings Tab 96 How Freight is Calculated with 98 Determining a Free Freight Threshold (Freight Code Maintenance Changes) 101 Freight Code Maintenance Incoming Freight 102 Freight Code Maintenance Outgoing Freight 104 Setting Up Freight Adder/Handling Charge ID (Freight/Handling Charge Maintenance) 109 Applying the Freight Adder/Handling Charge to a Customer (Customer Maintenance) 113 Using the Freight Adder/Handling Charge in Invoice Processing 114 Freight Calculation Modifications 115 Direct Ship Confirmation 115 Analysis 117 Defining Libraries ( Library Maintenance) 118 Job/Contract Pricing Maintenance 120 Items Tab 120 Costs Tab 120 The Pricing Hierarchy 121 How Strategic List Price/Cost is Calculated 122 Sales Pricing Calculations and Customer Sensitivity Effects 124 Setting Up Libraries (Sales Pricing Maintenance)

5 Sales Pricing Library Definition 127 Sales Pricing Page Fast Edit 131 Reviewing and Adjusting Analysis Results from Associates, Inc. 132 Core Status 132 Pricing Standards 133 Returning Modified Files to Associates, Inc. for Timestamp 133 Play vs. Live Database Changes 133 Importing Timestamped Data from Associates, Inc. 134 Importing Core Status Assignments 134 Importing Recommended Pricing Structures per Grouping Strategy 136 How Pricing Pages Change After This Import - Existing Pages 141 How Pricing Pages Change After This Import - New Pages 142 Importing Recommended Pricing Structures per Customer/Item (Customer/SKU Tier) 145 How Pricing Pages Change After This Import - Existing Pages 151 How Pricing Pages Change After This Import - New Pages 152 Verifying Pricing (Item Maintenance) 154 Category Tab 155 Rollout 157 Disabling Obsolete Pricing Libraries (Customer Maintenance) 157 Pricing Simulation 158 Criteria Tab 160 Orders Tab 164 Order Lines Tab 166 Pricing Source Tab 168 Pre-Go Live Training, Testing, and Review 169 Order Entry and Shipping 170 Changing the Library In Use 170 The Tab in Order Entry/Front Counter Order Entry/RMA Entry Changes 171 How Do I Change the Library for an Order? 172 Item Level Prices Tab 174 Storing the Strategic List Price / Strategic Cost and Strategic Unit Price at Order Creation Time 180 Storing Values at Order Creation Time 180 Shipping Window Modifications 182 Out Freight Tab (Shipment Header Level)

6 In Freight Tab (Line Item Level) 183 Direct Ship Confirmation Modifications 184 Continuous Improvement 185 What is Ratio of Attainment? 186 Ratio of Attainment Views 187 Applying the Query 188 Salesrep/Taker Ratio of Attainment Window 189 Views 189 Customer Ratio of Attainment Window 212 Views 212 Branch/Location Ratio of Attainment Window 230 Views 230 Price Exception Review Window 249 Query Tab 250 Strategic Library Edits Tab 252 Manually Edited Prices Tab 254 Contract Prices Tab 255 Exception Prices Tab 256 Freight Review Window 257 Query Tab 258 How to Query Freight Review Information 260 Impact Measurement Report 269 Report Parameters 269 Pricing Methods Mix Report 274 Report Parameters 275 Invoice Analysis Report 277 Report Parameters 279 Branch Summary 280 Branch Summary =No; Line Item Detail = Yes 282 Branch Summary Only = No; Line Item Detail = No 286 Setting Up External Crystal Reports 289 Adding the Report 290 Setting Up Roles 290 Changes to Existing Prophet 21 Imports 291 Customer Import

7 Sales Pricing Page Import 291 Job/Contract Pricing Import 291 Product Group Import 292 LOL and Existing Inquiries 293 Company Master Inquiry 293 Item Master Inquiry 293 Sales Pricing Inquiry 293 Glossary

8 Overview Overview This chapter contains an explanation of what of is, and how it is implemented in Prophet 21. What is 8 How Works 8 Requirements 9 What is is a system of improving the architecture and execution of pricing to optimize your profit margins. With the assistance of Associates, Inc., you examine your customer base, the items you offer, and your invoices to create a consistent pricing strategy based on factual data, not competition or customer reactions. By classifying similar customers and items, you can effectively make pricing and freight charge decisions designed to achieve the greatest possible profit, managing exceptions only as needed. Benefits Maximize your profit potential through sound decision-making processes. By capturing price premiums in the least sensitive market segments, you can focus your discounting where it will produce the most results. How Works This is an optional feature; it is not part of the baseline system. You cannot access any of the functionality described here without first purchasing this additional package. Prophet 21 works hand-in-hand with Associates, Inc. The Prophet 21 features are intended to facilitate implementing according to their theories and programs. The Prophet 21 software does attempt to re-create the algorithms used by Associates, Inc. in performing their data analysis. It is intended to allow you to set up specific bits of information that, - 8 -

9 Overview when used in conjunction with their analysis results, allow you to make more strategic pricing decisions within the Prophet 21 software. The Prophet 21 fields themselves will not provide the appropriate benefit without having attended the appropriate seminars and without having an understanding of the process you are undertaking. Through the process of setting up, importing, and exporting data between your Prophet 21 system and Associates, Inc, you classify and identify your customers and items in various categories, and set up pricing libraries accordingly. Pricing simulations (see Pricing Simulation beginning on page 158) allow you to forecast what effect pricing changes will make to your overall pricing strategy. Through the analysis tools ( starting on page 117) you can monitor your progress and drive continuous improvement in your pricing architecture. Requirements You are required to attend Associates seminars to properly understand the theory of and how it should be applied. To maintain the full value of your software and maintain a data set that is current you must also maintain a Data Services subscription with Associates, Inc. This subscription can be renewed on an annual basis, or you may sign for a 3, 5, or 7-year plan at a reduced rate. Prophet 21 system tracks the expiration date of your service and various factors will reset if the expiration date passes without a renewal

10 Setup Workflow Setup Workflow implementation can be broken into phases: Setup, Analysis and Rollout. Here is a brief summary of items you should look to complete during each phase. This is a suggested process only. You are free to choose the sequence in which you implement. (However, some tasks are contingent on others. See the notes column for information on these.) Setup 10 Analysis 11 Rollout 12 Setup Step Notes Page Reference Install/Enable Epicor Strategic Pricing module Attend first Associates, Inc. webinar training Define administration-level pricing role Define Customer Categories (Types) Define size thresholds per customer category Associates In both Live and Play systems. Required before exporting data. Required before exporting data. Required before exporting data. Associates, Inc. can assist. Defining an Admin Role (Strategic Pricing Role Maintenance) on page 30 Defining Customer Categories and Thresholds (Customer Category Maintenance) on page 41 Company Thresholds Tab on page

11 Setup Workflow Step Notes Page Reference Assign customer category to each customer Assigning Customer Sizes by running Customer Size Maintenance Define company-level price cube modifier, visibility, and list price modifier values Optionally define item core status families for similar items with widely different sales volumes. Export 12 months of sales history data and provide to Strategic Pricing Associates, Inc. for analysis Set up carriers for freight recovery modifier values Set up customers to use strategic freight if appropriate Set up freight adder and freight threshold data Define and apply additional Pricing Roles so all users are set up in their proper role In both Live and Play systems. Required before exporting data. In both Live and Play systems. Required before exporting data. In both Live and Play systems. Associates, Inc. can assist In both Play and Live systems. Associates, Inc. can assist. In both Live and Play systems (takes effect immediately in the Live system.) In both Live and Play systems. Customer Setup (Customer Maintenance) on page 48 Assigning Customer Size Settings (Customer Size Maintenance ) on page 56 Specifying Cube Factors (Company Maintenance) on page 25 Defining Item Core Status Families (Core Status Family Maintenance) on page 75 Exporting Preliminary Data to Associates, Inc on page 77 Defining Carriers For Strategic Freight (Carrier Maintenance) on page 93 Defining Carriers For Strategic Freight (Carrier Maintenance) on page 93 Determining a Free Freight Threshold (Freight Code Maintenance Changes) on page 101 Assigning Roles to Users (User Maintenance) on page 38 Analysis Step Notes Page Reference Complete any steps from Setup that were not completed before data was exported

12 Setup Workflow Step Notes Page Reference Set up libraries (one per Customer Category/Size) to be prepared for the import Determine which existing pricing matrices need to be disabled at Rollout Begin internal training on Strategic Pricing from a business and process standpoint Receive analysis results from Associates, Inc. Attend second Associates, Inc. webinar training Review analysis results and tweak core status/recommended discounts as needed Return modified analysis data to Associates, Inc. for timestamp Receive timestamped data from Associates, Inc. Import timestamped core status and pricing structure into Epicor Play system. In both Live and Play systems (it will not take effect in the Live system until the import is done and old pricing disabled). Associates, Inc. can assist. Reviewing and Adjusting Analysis Results from Strategic Pricing Associates, Inc. on page 132 Returning Modified Files to Associates, Inc. for Timestamp on page 133 Importing Timestamped Data from Associates, Inc. on page 134 Rollout Step Notes Page Reference Disable old pricing matrices in Play system Disabling Obsolete Pricing Libraries (Customer Maintenance) on page

13 Setup Workflow Step Notes Page Reference Run Pricing Simulation window in Play system and evaluate results against previously entered orders Pricing Simulation on page 158 Tweak data in Play system as needed based on Pricing Simulation window Test entry of new orders in the Play system to verify pricing, exception pricing, and Price Exception Review Test invoicing orders in the Play system and review Ratio of Attainment windows Set up any data in Live system (other than data imports) that wasn t already done Test freight recovery and more carrier and customer freight setup to Live system Import Core Status data into the Live system Import Pricing Structure into the Live system Deactivate old pricing matrices defined earlier for those customers being rolled out GO LIVE actively review data on an ongoing basis Track any tweaks so they can be made in Live system prior to import or manually after the import is complete. This will take effect when moved to Live system, but can be done separately from the pricing rollout

14 Setting It Up Setting It Up This section details what you need to do to set up. Some setup occurs only in the Play database so that the changes do not affect your daily operations until you are ready to go live with Strategic Pricing. Some changes can be made in both databases because they do not affect your daily operations. LEnabling (System Settings) 16 Defining Your Companies to Use (Company Maintenance) 19 Specifying Cube Factors (Company Maintenance) 25 Specifying Company Default Factors (Company Maintenance) 27 Defining Exceptions to Company Default 28 Defining an Admin Role ( Role Maintenance) 30 Restricting Price Edits (The Price Override Exceptions Tab) 36 How Do I Create a Role? 38 Assigning Roles to Users (User Maintenance) 38 How Do I Assign a Role to a User? 39 Assigning Retail Designation to a Warehouse (Location Maintenance) 40 Defining Customer Categories and Thresholds (Customer Category Maintenance) 41 Company Thresholds Tab 42 Defining Additional Customer Sensitivity Matrices (Customer Sensitivity Matrix Maintenance) 44 Pricing Tab 46 Freight Tab 47 Customer Setup (Customer Maintenance) 48 Customer Tab 49 Customer Strategic Item Tab in Customer Maintenance 53 Sales Pricing Tab 54 Customer Fast Edit 55 Audit Trail 55 Assigning Customer Size Settings (Customer Size Maintenance )

15 Setting It Up Customer Size Criteria Tab in Customer Size Maintenance 56 Customer Size Tab 58 Importing Customer Size/Sensitivity Assignments (Imports/Exports) 62 Importing Customer Size Recommendations (Customer Size Maintenance ) 65 OLIncluding Product Groups in Customer Size Analysis (Product Group Maintenance) 66 Product Group Supplier Visibility Import 67 Importing Price Cube Modifiers 68 Defining Factors ( Factors Maintenance) 70 Importing Product Group/Supplier Combination (Product Group Imports) 74 Defining Item Core Status Families (Core Status Family Maintenance) 75 Exporting Preliminary Data to Associates, Inc 77 How to Export Files 78 Consolidated Export File 78 Summary Export 91 Defining Carriers For Strategic Freight (Carrier Maintenance) 93 Strategic Freight Charge Settings Tab 95 Size/Category Freight Charge Settings Tab 96 How Freight is Calculated with 98 Determining a Free Freight Threshold (Freight Code Maintenance Changes) 101 Freight Code Maintenance Incoming Freight 102 Freight Code Maintenance Outgoing Freight 104 Setting Up Freight Adder/Handling Charge ID (Freight/Handling Charge Maintenance) 109 Applying the Freight Adder/Handling Charge to a Customer (Customer Maintenance) 113 Using the Freight Adder/Handling Charge in Invoice Processing 114 Freight Calculation Modifications 115 Direct Ship Confirmation

16 Setting It Up LEnabling (System Settings) Database: Play and Live Navigation Path: Setup > System Settings > Order Processing > After purchasing and implementing the feature, the window is available in the Order Processing System Settings. This window shows whether you have enabled, and which tiers you have purchased through Associates. You cannot edit their tier settings, but they serve as a reminder of what they are (as certain functionality described in this manual is dependent on the tier-level. Note: You can edit the Ratio of Attainment settings in this window, but may want to leave them at the default until you get to the Continuous Improvement process. Name Enabled Enabled when you have purchased the Prophet 21 feature, and the software scripts to enable the feature have been run. You cannot edit this check box

17 Setting It Up Name Data Services Tier Pricing Structure Customer/SKU Indicates which tier of Associates service and which service level within that tier you have purchased. You cannot edit this setting. This tier is required. Service levels available for Data Services are: Strategic Costing, Silver, Gold and Platinum. The following are general descriptions of Associates, Inc. services. Consult Associates, Inc. for information about the exact nature of each service level and what services it includes. Strategic Costing - Basic, similar functionally to the Silver tier. This tier does not require strategic pricing libraries, customer category, or size. Instead, you set strategic list price/cost as the source price on existing pages in existing libraries. Silver - Basic, required level of services, including Core Status at the Company/Item level. Gold - Includes premium analysis (identifying more non-core C/D items) and bucket splitting (separate discount/markup factor for core vs. non-core items); also includes Core Status at the Company/Item/Customer Category level. Platinum - All of the above plus Customer/Item Core Status level recommendations by Associates, Inc. available for import. This tier is optional and includes additional analysis of your pricing structures. None - (Pricing Structure level declined) Silver - Discount structures per Customer Size/Category/Product Group/Supplier from Associates, Inc. with import/update pricing matrices. Gold - Also includes bucket splitting (separate discount/markup factor for core vrs. non-core items) and Gen2 (Dynamic) Slopes/Premium analysis by Associates, Inc. Platinum - Also includes Customer Sensitivity rating and Customer Sensitivity/Customer Category factors for pricing and freight. This tier is optional and includes additional analysis of your pricing by customer and item (SKU). None - (Customer/SKU level declined) Silver - Basic Customer/SKU specific pricing exceptions for Medium, Large and Huge Customers Gold - Also includes Cost to Serve factor. Platinum - Also includes Customer Sensitivity factor

18 Setting It Up Name Ratio of Attainment Levels Grouping Strategy Default values for the ratio of attainment results highlighting of green, yellow, and red. Values can be from 0 to 100 with two decimal places. Initial settings are for green and for yellow, but can be adjusted here as you fine tune your analysis. Green - The green value must be greater than the yellow value. The system default is Yellow - The system default is Values below this threshold are highlighted in red. For more information, and examples of what this setting controls, see What is Ratio of Attainment? on page 186. Note: Grouping Strategy is available for the Silver, Gold, and Platinum tiers. Determines how to group items for. The larger the grouping, the easier is to set up. Note: This setting is primarily for those setting up for the first time. Should you decide to change this setting later, set up your pricing data for the new setting prior to changing the setting to prevent pricing irregularities. Choices are: Discount Group / Supplier Product Group / Supplier - This is the default and existing users initialize to this. Price Family / Supplier Product Group Discount Group Price Family

19 Setting It Up Defining Your Companies to Use (Company Maintenance) Database: Play and Live Navigation Path: Setup > System Setup > System > Company Maintenance > tab adds a tab () to Company Maintenance. Different companies on the same database can have different definitions of key factors that impact calculations. This tab allows you to define these differences. Name Use Determines if this company uses functions and if data from this company is exported and imported to Associates, Inc. On - functionality applies for all Product Groups for this company. Off - functionality does not apply to this company

20 Setting It Up Name Data Services Data Certificate Expiration Date Extend Expiration Date Customer Sensitivity Data Expiration Date Date of Last Data Export Customer Size Factor Displays the expiration date of the data you have received from Associates, Inc. If today s date is later than this date, you may not able to import this data into your system. You cannot edit this field, but you can extend the expiration date if today s date is less than seven days from the expiration date to allow additional time to process new data you have received, but have not yet imported. You can extend the expiration date, using the button to the right of this field. See the next field for an explanation of how this works. If the current system date is less than seven days away from the Data Services Data Certificate Expiration Date, this button allows you to extend the expiration date for seven days. This allows additional time to process new data you have received, but have not yet imported in a Core Status Import. (This is not seven days from the current date.) There is a limited number of times (four, at most) that you can use this option, and the number of times you have remaining is displayed. When you do a Core Status Import, the number of times you can extend the expiration date resets. To extend the Expiration Date, click the Extend Expiration Date button. This extends the Data Certificate Expiration Date for seven days. (This is not seven days from the current date, since your expiration date may be earlier than the current date.) There is a limited number of times that you can use this option, and the number of times you have left is displayed. Indicates the expiration date for Customer Size/Sensitivity Assignments data sets for import from Associates, Inc. This field only applies if you have the Platinum Level Pricing Structure tier service. You cannot edit this field. Indicates the last date included in the data set that you last exported to Strategic Pricing Associates, Inc. You cannot edit this field. Note: This field is available for the Silver, Gold, and Platinum tiers. Determines whether Customer Size definitions for the Warehouse Customer Size and Retail Customer Size fields are in terms of invoice dollars or invoice quantity. Dollars - Customer Size definitions are in terms of invoice dollars. This is the default. Quantity - Customer Size definitions are in terms of invoice quantity

21 Setting It Up Name Separate Retail vs. Warehouse Sales Override Rules Ability to change Library during Order Entry Note: This field is available for the Silver, Gold, and Platinum tiers. Determines if you want have separate size classifications for your retail (Front Counter) sales and your warehouse (Order Entry) sales. If you have significant retail sales, or group of customers who are primarily retail, you may prefer to have different size classifications for your retail vs. your warehouse operations. On - You can have different size classifications for your retail and your warehouse operations. Off - Your retail and your warehouse operations share the same size classifications. This is the default. Note: The Override Rules section is not available for the Strategic Costing tier. Determines if users given the appropriate Role can change the Library in use during Order Entry. On - Users given the appropriate Role can change the library, based on the Allow Change to setting below. Off - The Library cannot be changed

22 Setting It Up Name Override Rules Ability to change Library during Order Entry (selection list) Note: This section is available for the Silver, Gold, and Platinum tiers. Determines how you can change the Library during Order Entry, if allowed above. Same Category/Greater Size - You can choose a Library for the same Customer Category as the current customer, but a greater Customer Size. This is the default. For example, if the Customer is a Small Contractor, you could select the Medium Contractor, Large Contractor, or Huge Contractor Strategic Pricing Libraries, but not the Tiny Contractor Library or a Library assigned to a different Customer Category, such as OEM. Same Category/Any Size - You can choose any other Library for the same Customer Category as the current Customer, regardless of Customer Size. You may not select a Strategic Pricing Library assigned to a different Customer Category. For example, if the customer is a Small Contractor, you could select the Tiny Contractor, Medium Contractor, Large Contractor, or Huge Contractor Libraries, but not a Library assigned to a different Customer Category, such as OEM. Any Category/Greater Size - You can choose a Library for any Customer Category, but only for a greater Customer Size. For example, if the Customer is a Small Contractor, you could select the Medium, Large, or Huge Libraries assigned to Contractor or any other Customer Category, such as OEM, but not the Tiny Contractor Library or a Tiny Library assigned to a different Customer Category. Any Category/Any Size - You can choose any other defined Strategic Pricing Library, regardless of Customer Category or Size

23 Setting It Up Name Override Rules Allow Freight Override Override Rules Allow Free Freight Note: This section is available for the Silver, Gold, and Platinum tiers. Determines if users who are enabled via their Role have the ability to manually enter/edit Freight Charges. On - You can choose any other defined Library, regardless of Customer Category or Size. Off - No users can override freight changes. This setting does not prevent the use of the Clippership/KI, UPS, or FedEx integrations to populate Outgoing Freight Charges. However, if you do not use the Clippership/KI, UPS, or FedEx integrations with Prophet 21 that provide for automatically populating Freight Charges, this field must be enabled so that Freight Charges can be processed. When disabled, you cannot not manually edit any Incoming or Outgoing Freight Charges. Note: This section is available for the Silver, Gold, and Platinum tiers. Available only if the Allow Freight Charge Override option is enabled, determines if users are able to change Incoming and Outgoing Freight Charges to zero. On - Allows users who are enabled via their Role are able to edit Incoming and Outgoing Freight Charges to zero. This is the default. Off - Users are not able to manually edit Incoming and Outgoing Freight Charges to zero. Freight Charges will continue to default to zero and can be processed at zero regardless of this setting; this setting only controls the ability to edit a non-zero value to be zero. Note: this setting does not prevent the use of the Freight Threshold functionality. If the Freight Code in use allows for free Freight after a certain threshold, that functionality applies regardless of the ability to edit Freight Charges

24 Setting It Up Name Strategic List Price Source Strategic Cost Source Determines the underlying price source value for for this company. The pricing cube factors (discussed in Specifying Cube Factors (Company Maintenance) on the next page) are applied to this source value. Selections are: Average Cost Last Received PO Cost Next Due In PO Cost Price 1-10 Primary Supplier Cost Standard Cost Supplier List Price - This is the default. For example, you can use Standard Cost account for your own internal factors for Supplier Cost in addition to the pricing cube factors. This does not require you to change pricing pages; all calculation factors and cube factors will remain the same, but you can start from a different source field in the item record. Determines the underlying cost source values for for this company. The pricing cube factors (discussed in Specifying Cube Factors (Company Maintenance) on the next page) are applied to this source value. Selections are: Average Cost Last Received PO Cost Next Due In PO Cost Price 1-10 Primary Supplier Cost - This is the default. Standard Cost Supplier List Price

25 Setting It Up Specifying Cube Factors (Company Maintenance) Database: Play and Live Navigation Path: Setup > System Setup > System > Company Maintenance > Cube Factors tab This tab allows you to specify the factors that are used to determine the Strategic List Price or Strategic Cost. These factors may or may not be tracked, or may be tracked at a general or specific level, depending on the setting of your service level from Associates, Inc

26 Setting It Up Visibility Options Core Status Price Cube Modifier Values Measure of how sensitive a customer would be to price changes, implemented typically via a premium (or adder) to the List Price or Supplier Cost and assigned at the Product Group/Supplier Level. This is included with all levels of Data Services. There are five pre-defined levels of visibility: very high, high, medium, low, very low. Measure of the frequency of sale and the likelihood that a customer will shop for better pricing. This is measured at different levels based on the Data Services Tier of Service: Silver Core status is defined at the Item/Company level only. Gold Core status can be defined at the Item/Company level and at the Item/Company/Customer Category level. Platinum Core status can be defined at the Item/Company level, the Item/Company/Customer Category level, and at the Item/Company/Customer level. Item/Company/Customer level Core status values are typically only provided for customers sized at Medium, Large, and Huge. There are four pre-defined core status levels: Core A (highest sensitivity) Core B Non-Core C Non-Core D (lowest sensitivity) A matrix of the visibility and core status was discussed and developed during the Associates, Inc. training session. Additional modifiers that work with Price Cube Factors to determine Strategic List Price or Strategic Cost for an item. These modifiers were discussed and developed during the Associates, Inc. training session. You are also able to define, import and update these values at the Product Group/Supplier level as an override

27 Setting It Up Specifying Company Default Factors (Company Maintenance) Database: Play and Live Navigation Path: Setup > System Setup > System > Company Maintenance > Default Strategic Pricing Factors tab The Default Factors tab in Company Maintenance allows you to specify strategic pricing factors that are used as a default when an order line's grouping strategy combination is not defined for, so you can strategic pricing factors to new product lines / items that are created outside of the normal analysis cycle. To help provide additional price premiums for this situation, a company-level matrix acts in place of these missing Pricing Pages, or in the event of a zero price. It is likely that there will be instances where the grouping strategy for an item will not have a defined Pricing Page in the relevant Library for a transaction. The most likely scenario for this to occur is if the distributor has a grouping strategy that contains supplier and adds a new supplier s product line to their business, but it can also happen for items created On The Fly, or if the Pricing Page is based on Strategic List Price but the item has a Supplier List Price of zero (0). Setup Tip! You can also use DynaChange Screen Designer's Chooser Functionality to add Discount Group and Price Family fields to the On The Fly creation window. Source Price The price the table is based on. You choices are the same as those in Price Page Maintenance. The default is Strategic Cost

28 Setting It Up Calculation Method Allow edit of Customer set up data Determines how the default strategic price is calculated from the source price. Difference - Subtracted from or added to the source price. Mark Up - Entered as the mark-up percentage to be applied to the source price. This is the default and what Associates recommends. Multiplier - Multiplied by the source price. Percentage - Entered as a percentage of the source price. Determines if those assigned to the role can manually edit the Customer Size, Customer Category, Strategic/Supplier List Price, and Strategic/Actual Freight Charge values in Customer Maintenance and Fast Edit. On - Those assigned to the role can manually edit the fields listed above. Off - Those assigned to the role can manually edit the fields listed above. Enter the Source Price and calculation method that you want to use to determine the price, then enter a pricing factor for each of the customer sizes and types in the matrix. The factors will allow for 6 decimal places, in the same manner as Calculation Values on Pricing Pages. You are not required to define the factors for all Customer Categories; if a Customer Category is not defined in the matrix, the system moves on to company default pricing to set the price. Associates that you compute pricing as a Mark-Up from Strategic Cost (which in turn is derived from Supplier Cost or PO Cost for an item created On the Fly. Associates will review this concept with you as part of your training program and assist the you with determining the Source Price, Calculation Method, and matrix values that make the most sense for your business. Defining Exceptions to Company Default In addition to the default Default Factor that you set on the tab in Company Maintenance, you also can also define additional matrices of default factors, broken down by Customer Category / Size and optionally by Visibility. The factors are set up on the Default Factors tab in Company Maintenance. The two matrices are shown on the same tab so you can easily set up exceptions to your company defaults

29 Setting It Up Navigation Path: Setup > System Setup > System > Company Maintenance > Default Strategic Pricing Factors tab Source Price : : Determines the source price for these matrixes. The pricing cube factors (discussed in Specifying Cube Factors (Company Maintenance) on page 25) are applied to this source value. Selections are: Average Cost Last Received PO Cost Next Due In PO Cost Price 1-10 Primary Supplier Cost Standard Cost Supplier List Price - This is the default

30 Setting It Up : Calculation Method Customer Type/Size Matrix Visibility Factor Matrix : Determines how the default strategic price is calculated from the source price. Difference - Subtracted from or added to the source price. Mark Up - Entered as the mark-up percentage to be applied to the source price. This is the default and what Associates recommends. Multiplier - Multiplied by the source price. Percentage - Entered as a percentage of the source price. The value in each of these cells is applied to the Source Price using the calculation method chosen. This determines the price of an item if it does not have a pricing page in the library. The default value is zero, which means that the default company (i.e., non-strategic) pricing is used, as there is no calculation. In the example above, the price of an item without a price page would be determined for an small OEM customer by multiplying the Strategic Cost by This indicates the factor to use when the visibility factor is also considered. Values that are not zero in this tab are exceptions to the default shown in the customer type/size matrix above. The default value is zero, which means that the value in the customer type/size matrix is used. In the example above, price of an item without a price page for OEM customers with a visibility of High would use the customer type/size matrix values for the price calculation, since zeros are entered. For Manufacturer customers with a visibility of High, the system would use the values shown in this matrix (2.07 to 2.12 depending on the size of the Manufacturer customer) for the price calculation. Defining an Admin Role ( Role Maintenance) Note: Role Maintenance is available for the Silver, Gold, and Platinum tiers

31 Setting It Up Database: Play and Live Required before exporting data Navigation Path: Setup > System Administration > Maintenance > Role Maintenance The Role Maintenance window is where you set up specific roles and rules that allow or deny specific functions within. When you assign these roles to users, they either can or cannot perform those functions. Begin by setting up an administrative level role in both your live and play databases and assigning it to the users that you want to have administrative rights for. Later, as you train your users in tasks, you can define more roles and assign the users responsible for specific tasks (for example, pricing maintenance) to the roles. Note: A user can run the import of data from Associates, Inc. to update customer information even if they are not assigned to a Role, or are assigned to a Role that has this setting disabled. Use DynaChange Screen Designer to restrict access to the Import process for those who do not have appropriate rights to load the data from Associates, Inc. There are four tabs in this window: Query, Form View, List View and Price Override Exceptions. The following fields are available on the Query, Form View and List View tabs: Setup Tip! Enable all check boxes (except the Delete) on the Form View tab for your Admin role. This allows your admin to have all rights. Role ID The system-generated number that identifies the role within the system

32 Setting It Up Role Allow edit of Customer set up data Ability to change Library during Order Entry Price Edit Percent Up The name of the role. This description displays in the drop down list for Role in User Maintenance. The description can be a maximum of 255 characters. Determines if those assigned to the role can manually edit the Customer Size, Customer Category, Strategic/Supplier List Price, and Strategic/Actual Freight Charge values in Customer Maintenance and Fast Edit. On - Those assigned to the role can manually edit the fields listed above. Off - Those assigned to the role cannot manually edit the fields listed above. This is the default. Determines if those assigned to the role can change the Library during Order Entry. This setting works in conjunction with the Ability to change Library during Order Entry setting and the Allow Change to setting on the Override Rules tab in Company Maintenance. You are only allowed to change the library according to the options set up there. On - Those assigned to the role can change the Library during Order Entry. Off - Those assigned to the role cannot change the Library during Order Entry. This is the default. Determines the percentage of the price that those assigned to this role can manually increase prices during Order Entry for items that are not Other Charge items. This includes, but is not limited, to price edits via: Direct edit of the Unit or Extended Price fields for an item Edit of the Gross Profit Percent (GP%) on the Costs tab for an item (any of Order, Commission, Other, and PO Cost GP%) Edit of the sub-total from the Totals tab Edit of the Profit % from the Totals tab Edit of a Product Group s GP% via the right mouse button, Profit Percent by Product Group option Application of a right mouse button line-item level discount for those enabled for the Direct Catalog feature, DC Line Item Discounts in Order Entry Zero percent (0) means that those assigned to this role cannot edit prices during Order Entry. One hundred percent (100) means those assigned to this role have complete control over price edits. The Price Override Exceptions tab allows you to specify exceptions to the price edit percentages for specified Customer Category/Size/Visibility combinations. (See Restricting Price Edits (The Price Override Exceptions Tab) on page

33 Setting It Up Price Edit Percent Down Determines the percentage of the price that those assigned to this role can manually decrease prices during Order Entry for items that are not Other Charge items. This includes, but is not limited, to price edits via: Direct edit of the Unit or Extended Price fields for an item Edit of the Gross Profit Percent (GP%) on the Costs tab for an item (any of Order, Commission, Other, and PO Cost GP%) Edit of the sub-total from the Totals tab Edit of the Profit % from the Totals tab Edit of a Product Group s GP% via the right mouse button, Profit Percent by Product Group option Application of a right mouse button line-item level discount for those enabled for the Direct Catalog feature, DC Line Item Discounts in Order Entry Zero percent (0) means that those assigned to this role cannot edit prices during Order Entry. One hundred percent (100) means those assigned to this role have complete control over price edits. The Price Override Exceptions tab allows you to specify exceptions to the price edit percentages for specified Customer Category/Size/Visibility combinations. (See Restricting Price Edits (The Price Override Exceptions Tab) on page

34 Setting It Up Other Charge Price Edit Percent Up Determines the percentage that those assigned to this role can manually increase prices during Order Entry for Other Charge items. This includes, but is not limited to, price edits via: Direct edit of the Unit or Extended Price fields for an item Edit of the Net Unit Price, Extended Price, or Calculation Value on the Prices tab Edit of the GP% on the Costs tab for an item (any of Order, Commission, Other and PO Cost GP%) Edit of the sub-total or Profit %from the Totals tab Edit of a Product Group s GP% via the right mouse button, Profit Percent by Product Group option Application of a right mouse button line-item level discount for those enabled for the Direct Catalog feature, DC Line Item Discounts in Order Entry. Zero percent (0) means that those assigned to this role cannot edit prices during Order Entry. One hundred percent (100) means those assigned to this role have complete control over price edits. The Price Override Exceptions tab allows you to specify exceptions to the price edit percentages for specified Customer Category/Size/Visibility combinations. (See Restricting Price Edits (The Price Override Exceptions Tab) on page

35 Setting It Up Other Charge Price Edit Percent Down Allow Freight Charge Override Determines the percentage that those assigned to this role can manually decrease prices during Order Entry for Other Charge items. This includes, but is not limited to, price edits via: Direct edit of the Unit or Extended Price fields for an item Edit of the Net Unit Price, Extended Price, or Calculation Value on the Prices tab Edit of the GP% on the Costs tab for an item (any of Order, Commission, Other and PO Cost GP%) Edit of the sub-total or Profit %from the Totals tab Edit of a Product Group s GP% via the right mouse button, Profit Percent by Product Group option Application of a right mouse button line-item level discount for those enabled for the Direct Catalog feature, DC Line Item Discounts in Order Entry. Zero percent (0) means that those assigned to this role cannot edit prices during Order Entry. One hundred percent (100) means those assigned to this role have complete control over price edits. The Price Override Exceptions tab allows you to specify exceptions to the price edit percentages for specified Customer Category/Size/Visibility combinations. (See Restricting Price Edits (The Price Override Exceptions Tab) on the next page. Determines if those assigned to this role can manually enter or edit the incoming or outgoing freight charges. This setting works in conjunction with the Allow Freight Charges Override setting on the tab of Company Maintenance you can only override freight changes on companies that also allow the override. This does not prevent the use of the Clippership/KI, UPS, or FedEx integrations to populate Outgoing Freight Charges. If you are not using the Clippership/KI, UPS, or FedEx integrations with Prophet 21 that provide for automatically populating Freight Charges, this should be enabled so that Freight Charges can be processed. When disabled, you will not be able to manually edit any Incoming or Outgoing Freight Charges. On - Those assigned to the role can enter or edit freight charges. This is the default. Off - Those assigned to the role cannot enter or edit freight charges

36 Setting It Up Allow Free Freight Allow Edit of Item Core Status Delete If you allow freight charges to be overridden (in the field above this one), this setting determines if you can edit the freight charges to zero. Freight Charges can continue to default to zero and can be processed at zero regardless of this setting. This setting only controls the ability to edit a non-zero value to be zero. This setting does not prevent the use of the Freight Threshold functionality described below; if the Freight Code in use allows for free freight after a certain threshold, that functionality will apply regardless of your ability to edit Freight Charges. On - Those assigned to the role can enter or edit freight charges to zero. This is the default. Off - Those assigned to the role cannot enter or edit freight charges to zero. Allows the role to assign a core status value to items added to the system outside of the normal analysis process, or change the Core Status on existing items. This allows new items to be priced via the strategic pricing cube without having to wait for the next analysis cycle. On - Those assigned to the role can edit the core status and core status families. Off - Those assigned to the role cannot edit the core status and core status families. This is the default. Allows you to delete a role when necessary. On - Deletes the role when saved. Off - Deletes the role when saved. If you do not enable either or both of the Allow Price Edits or Allow Price Edits for Other Charge Items options, skip the next section and continue to How Do I Create a Role? on page 38. Restricting Price Edits (The Price Override Exceptions Tab) Within a role, you can define upward and downward thresholds at the following levels: Role - available for Silver / Gold / Platinum levels for Other Charge and non-other Charge items with upward and downward limits. You do this by not entering any exceptions on the Price Override Exceptions tab. Customer Category / Size - available for Silver / Gold / Platinum levels for Other Charge and non-other Charge items with upward and downward limits. You do this by entering a customer category/size combination on the Price Override Exceptions tab and specifying exceptions as needed

37 Setting It Up Customer Category / Size / Visibility - available for Gold / Platinum levels for Other Charge and non-other Charge items with upward and downward limits. You do this by entering a customer category/size/visibility combination on the Price Override Exceptions tab and specifying exceptions as needed. For example, Associates, Inc. typically recommends a higher level of restriction on price editing for Tiny and Small customers. You may want to allow certain roles to be able to edit prices for Large and Huge customers, but not for Tiny or Small customers. Additionally you may want to set different thresholds for increasing prices than for decreasing prices. The Price Override Exceptions tab allows you to set up these combinations Setup Tip! You do not have to set up anything on this tab for your Admin role. It includes the following fields. Customer Category ID/ Customer Size One of the categories (what Associates, Inc refers to as Customer Type) for use within that you defined in Customer Category Maintenance. Typical Categories might be Contractor, OEM, Dealer, etc. One of the six (or possibly five) customer size thresholds that you defined for : Huge, Large, Medium, Small, Tiny, Very Tiny (optional). Note : If you do not use the Very Tiny Size, customers with $0 sales are set to Tiny. The combination of Customer Category/Size cannot be repeated within the Price Override Exceptions tab. Visibility Price Edit Percent Up If your data services level is Gold or Platinum, you can also optionally define exceptions to pricing based on visibility in addition to customer category and size. Visibility is a measure of how sensitive the customer would be to price changes, implemented typically via a premium (or adder) to the List Price or Supplier Cost and assigned at the grouping strategy level. There are five pre-defined levels of visibility: very high, high, medium, low, very low. Determines the percentage that those assigned to this role can manually increase prices during Order Entry for items that are not Other Charge items when the customer has the specified Customer Category/Size/Visibility combination

38 Setting It Up Price Edit Percent Down Price Edit Percent Up Price Edit Percent Down Determines the percentage that those assigned to this role can manually decrease prices during Order Entry for items that are not Other Charge items when the customer has the specified Customer Category/Size/Visibility combination. Determines the percentage that those assigned to this role can manually increase prices during Order Entry for Other Charge items when the customer has the specified Customer Category/Size/Visibility combination. Determines the percentage that those assigned to this role can manually decrease prices during Order Entry for Other Charge items when the customer has the specified Customer Category/Size/Visibility combination. How Do I Create a Role? Note: Role Maintenance is available for the Silver, Gold, and Platinum tiers. Use these instructions to create a Role. The steps marked with a * are mandatory. 1. Determine the levels of permissions for the roles you want to create for. For example, you may want an administrator who has permission to change all customer settings in ; you may also want to set up a specified shipping role who can edit the freight information, but not customer or pricing information. 2. *From Role Maintenance on the Maintenance menu in System Administration, select the Form View tab. 3. *Enter a description for the Role 4. *Enable or disable the customer data, pricing edit percentages, freight change, and editing core status settings for the role, as necessary. 5. *Click Save. The system enters the Role ID. 6. If you want exceptions based on Customer Categories, Size, and optionally Visibility combinations, go to the Price Override Exceptions tab. Enter the Customer Category/Size/Visibility, then enable the exceptions for items that are not Other Charge, or Other Charge, as necessary. 7. *Click Save. Assigning Roles to Users (User Maintenance) Note: Role Maintenance is available for the Silver, Gold, and Platinum tiers. A new field, labeled Role, has been added to User Maintenance. This field is only available if you have enabled. The Role field lists the values defined in

39 Setting It Up Role Maintenance. Use it to assign the pricing roles to your users by selecting the role you want to assign from the list. Users are required to have a Role assigned. If no Role is assigned, the following default values apply: Allow edit of customer setup data this will be disabled (act as though it is disabled for a Strategic Pricing Role). A User will be able to run the import of data from Associates, Inc. to update customer information even if they do not have a Role assigned, or if their Strategic Pricing Role has this setting disabled. Use DynaChange Screen Designer to restrict access to the import process for those users who do not have appropriate rights to load the data from Strategic Pricing Associates, Inc. Ability to change Library during Order Entry this will be disabled (act as though it is disabled for a Role). If you have a customization to allow changes to Pricing Libraries in Order Entry, a field named Allow Pricing Library Override in OE is available on the User tab. This existing custom functionality controls the ability to change the customer-specific Pricing Libraries during Order Entry, not the Library. Price Edit Thresholds (up/down) this is enabled (i.e., the system acts as though the Strategic Pricing Role can edit 100% up or down with no exceptions on the Price Override Exceptions tab). This means the user can edit prices unconditionally. Price Edit Thresholds for Other Charge Items (up/down) (i.e., the system acts as though the Role can edit 100% up or down with no exceptions on the Price Override Exceptions tab). This means the user can edit prices for Other Charge Items unconditionally. Allow Freight Charge Override this is enabled (i.e., the system acts as though it is enabled for a Role) Allow Free Freight this is enabled (i.e., the system acts as though it is enabled for a Role) How Do I Assign a Role to a User? Note: Role Maintenance is available for the Silver, Gold, and Platinum tiers. Use these instructions to assign a Role to a User. The steps marked with a * are mandatory. 1. *Open the System Setup Module. 2. *From the System menu, select User Maintenance. 3. *On the User tab, select the Role that you want in the field. 4. *Click Save

40 Setting It Up Assigning Retail Designation to a Warehouse (Location Maintenance) Note: The Retail Location setting is available for the Silver, Gold, and Platinum tiers. Navigation Path: (Setup > ) System Setup > System > Location Maintenance You may have locations that are primarily retail but you also sell some warehouse orders (i.e., orders that are not Front Counter orders) out of that location. Changes to Location Maintenance allow you to apply retail sizing and pricing rules to locations such as these. Retail Location When and the Separate Retail vs. Warehouse Sales option is enabled for the location s company, this field determines if any order having this location as the sales location is considered a retail order, whether it is entered in Order Entry or Front Counter Order Entry, or created via Quote Order or an Order Import. On - Any order with this location as the sales location is considered a retail order for purposes. This results in the use of the Customer s Retail Size for pricing calculations, and will cause the order to report as retail in the export. It also impacts the customer sizing calculations as detailed in the Customer Size Update window. Off - Orders from this location are not specifically considered a retail order. This is the default

41 Setting It Up Defining Customer Categories and Thresholds (Customer Category Maintenance) Note: Customer Category Maintenance is available for the Silver, Gold, and Platinum tiers. Database: Play and Live Required before exporting data Navigation Path: Accounting > Accounts Receivable > System > Customer Category Maintenance A key portion of the model is categorization of customers. The combination of Customer Category and Size is used to help drive the pricing assignments and calculations. Typical Categories might be Contractor, OEM, Dealer, etc. Note: Associates, Inc refers to this data as Customer Type; however Prophet 21 already has a field named Customer Type in the baseline application that is used for a different purpose. As such, the field for use with is called Customer Category. While many distributors may already use one of the available Customer Class fields to store such information, there is no standardization among Prophet 21 customers on a single field for this information. Dictating the use/reserving an existing field for this purpose could cause issues when implementing the software if you already have a designated purpose for an existing field. As such, a new field specifically for this purpose has been designed. Here are some suggested Customer Category IDs, although you may define your own, based on recommendations during your Associates, Inc. training:

42 Setting It Up Company Thresholds Tab A secondary tab, Company Thresholds, is provided per Category. This tab allows the Customer Size thresholds to be defined per Company/Customer Category, since thresholds differ based on Category. For example, the threshold for a Large Contractor could be very different than the threshold for a Large OEM. The Company Thresholds tab displays one row per Company. You can add a row for each Company for which the Customer Category applies (since not all Categories may apply to all Companies). The following fields are available per row: Company ID/Name Any Company that you have set up to use

43 Setting It Up Warehouse Thresholds Retail Thresholds The buckets for sizing your customers. If the Separate Warehouse vs. Retail sales option is enabled, these buckets apply to Warehouse Sales only. Warehouse Sales are defined as Orders not marked as Front Counter Orders in the Prophet 21 database, unless the Sales Location is marked as a Retail Location in Location Maintenance. If the Separate Warehouse vs. Retail sales option is not enabled, these buckets apply to all sales. There are six defined Customer Size categories: Very tiny (optional), Tiny, Small, Medium, Large, Huge. Each has an Upper Limit threshold associated with it. If you do not want to use the Very Tiny category, specify the Upper Limit as 0 for this category. When the Customer Size Update window is run (see page 56), the system recommends categorizing Customers into the proper bucket based on Invoice Dollars or Invoice Quantity, determined by the Customer Size Factor option. Similar to the buckets above, if the Separate Warehouse vs. Retail sales option is enabled, these buckets apply to Retail Sales only. The threshold definitions themselves are at your discretion; recommendations will be made by Strategic Pricing Associates, Inc. as part of the workshop process. It is suggested that you define the thresholds so that 25 40% of your customers fall into either the Tiny or Small buckets. You are able to set and modify these values as needed. Note that editing the threshold definitions will not change any Customer records until the Customer Size Update window is run. The threshold values must be exclusive, i.e. the value entered for Small must be greater than the value entered for Tiny and so forth. The Very Tiny category is the only Category that allows a 0 value

44 Setting It Up Defining Additional Customer Sensitivity Matrices (Customer Sensitivity Matrix Maintenance) Only with Platinum Pricing Structure tier Database: Play and Live

45 Setting It Up Navigation Path: Orders > System >Customer Sensitivity Matrix Maintenance If your Pricing Structure tier System Setting is Platinum, you can define an additional set of matrices based on Customer Sensitivity, plus Customer Category and Size. These matrices then factor into both the pricing and freight charge calculations for each defined company. Customer Sensitivity matrices are defined for each of the following levels: Very High High Medium Low Very Low

46 Setting It Up Note: The Company level Customer Sensitivity Data Expiration Date does not impact the ability to enter/modify these records; though it does impact whether or not they apply during pricing calculations. The Customer Sensitivity Matrix Maintenance window contains two tabs. Each tab consist of five tables. Each table references a Customer Sensitivity Level, and contain one row for each defined Customer Category. There is one column for each of the six Customer Size levels. The Very Tiny column is set to 1.00 and protected if the Company Maintenance threshold definition for Very Tiny is set to 0. Typically as the sensitivity level increases, the factors decrease, but usually not to below 1. Values of 0.00 are not allowed. Note: If the Separate Warehouse vs. Retail Sales option is enabled, and either the Warehouse or Retail threshold for Very Tiny is not 0, the Very Tiny column is available. If both are set to 0, the Very Tiny column is set to 1 and cannot be edited. The factors are decimal values with 4 decimal places each. Typically as the sensitivity level increases, the factors decrease, but usually not to below 1. Pricing Tab This is an example of the Pricing tab

47 Setting It Up Freight Tab This is an example of the Freight tab

48 Setting It Up Customer Setup (Customer Maintenance) Navigation Path: Accounting > Accounts Receivable > Customer Maintenance Although Customer Size and other customer-specific recommendations can be provided by from Strategic Pricing Associates, you can also manually edit them in Customer Maintenance on the Customer

49 Setting It Up tab There are also changes for to the Sales Pricing tab and Customer Fast Edit. Note: The Customer tab is available for the Silver, Gold, and Platinum tiers. Note: Assigning a Customer Category and Size to all Customers is not required; however, it is recommended in order to provide the most complete export data set to Associates and in turn receive the best value from the analysis services. Customers can be excluded from computing by use of Contracts and Customer-specific Pricing Libraries as outlined elsewhere. Setup Tip! We suggest you set this data manually and not via import; the import can be used to easily migrate the data from Play to Live, but initially Customer Categories should be set up manually and Customer Size Maintenance should be used to set the size. Customer Tab The Customer tab allows you to manually edit customer information. The following fields are on this tab:

50 Setting It Up Warehouse Customer Size Warehouse Customer Size Update Date Retail Customer Size One of the Warehouse Customer Size values Very Tiny (if in use), Tiny, Small, Medium, Large, or Huge. Very Tiny cannot be selected if the threshold value for Very Tiny for the Company / Customer Category is set to 0. This field may be edited manually if the user has the Allow Edit of Customer Setup Data field enabled in their Role (see Specifying Company Default Factors (Company Maintenance) on page 23). Otherwise, this field cannot be manually modified, though it can have data imported into it for initial set up if appropriate. The values are intended to be set based on the Customer Size Maintenance window described below. That window recommends the proper value per Customer based on Invoiced Dollars or Quantity, and allows the user to update the values in the Customer record. If no Warehouse Customer Size is defined, will not be applied for the customer, and sales history data for the customer will not be exported for analysis; definition of a Warehouse Customer Size will not be required and will allow the distributor to exclude a Customer from Strategic Pricing, and also allow for customers to be set up as needed without impacting the Order Entry process as your program is rolled out. The date that the Warehouse Customer Size was last updated via the Customer Size Update window, import, or manual edit. This field cannot be manually edited; though it can have data imported into it for initial set up if appropriate. The value is initialized as 00/00/00. Available only if the Separate Retail vs. Warehouse sales Company setting is enabled. If enabled, this is one of the Retail Customer Size values Very Tiny (if in use), Tiny, Small, Medium, Large, or Huge or it may be left blank. Very Tiny cannot be selected if the threshold value for Very Tiny for the Company / Customer Category is set to 0. This field may be edited manually if the user has the Allow edit of Customer setup data field enabled in their Role (see Specifying Company Default Factors (Company Maintenance) on page 27). Otherwise, this field cannot be manually modified, though it can have data imported into it for initial set up if appropriate

51 Setting It Up Retail Customer Size Update Date Customer Category ID / List Price/Cost Option Freight Charge Option The values are intended to be set based on the Customer Size Update window described below. That window will recommend the proper value per customer based on Invoiced Dollars or Quantity, and allow you to update the values in the Customer record. If the Separate Retail vs. Warehouse sales setting is enabled and no Retail Customer Size is defined, the system uses the Customer s Warehouse Customer Size value for any Retail orders. If no Warehouse Customer Size value is defined, will not be applied for the customer. The date that the Retail Customer Size was last updated via the Customer Size Maintenance window, import, or manual edit. This field is protected and cannot be manually edited; though it can have data imported into it for initial set up if appropriate. The value is initialized as 00/00/00. Select from the values defined in Customer Category Maintenance for the current Company. This field may be edited manually if the User has the Allow edit of Customer setup data field enabled in their Role. Entry of a value is not required, but this field must be populated in order for calculations to occur for the Customer, and for sales history data for the Customer to be exported for analysis; if the value is blank in the Customer record, no Libraries are used. This option applies when prices are being computed based on Supplier List Price or Supplier Cost from a Pricing Library, Page, or Contract as described below, and gives you the option of using the Strategic List Price/Strategic Cost or the traditional Supplier List Price/Supplier Cost. The multipliers, etc. from the appropriate Library, Page, or Contract will still be applied. Strategic - Prices are modified based on Customer Size/Category and Item Core status This is the default. Supplier - Traditional Supplier List Price/Supplier Cost. Determines whether the Customer is charged the Strategic Freight Charge or Actual Freight when freight is billed. The system still applies Freight Code rules regarding whether freight is billable, regardless of this setting. Strategic Freight Charge - Freight charge is modified based on Customer Size/Category and Item Core status. This is the default. Actual Freight Charge - Actual freight charges are billed

52 Setting It Up Pricing Customer ID Customer Sensitivity Allows you to group Customers who are otherwise un-related together for sizing and pricing (when using the Pricing Structure service) purposes. This goes beyond Customer Category as it could cross Categories. This field defaults to the Customer ID but allows entry of any other valid Customer ID (similar to the Corporate ID field). The Corporate ID field cannot be used as this relationship does not necessarily fall within a corporate entity and there may not be common AR across all Customers who share a Pricing Customer ID. If blank, the Customer ID is used. The Pricing Customer ID is used to group Customers for analysis of sales data and customer sizing. The Pricing Customer ID does not allow daisy-chaining of values. For example: a. Customer ID has Pricing Customer ID of , and the user attempts to change Customer ID to have Pricing Customer ID of , the system provides a message informing you that there are other customers linked to customer , and that this change will be made to all related customers. If you proceed, Customer and will have their Pricing Customer ID values changed to b. Customer ID has Pricing Customer ID of and you attempt to change the Pricing Customer ID to However, customer has Pricing Customer ID of defined in its customer record. The system provides a message that customer is linked to Pricing Customer ID and prompts you to change the current customer to If you proceed, customer will be set to Pricing Customer ID One of the next two fields is available if the Data Services tier is Platinum or the Pricing Structure tier is Platinum. One of the Customer Sensitivity levels: Very Low, Low, Medium, High, or Very High. This information is provided via import from Associates, Inc., with you having the ability to review and adjust the Associates, Inc. recommendations prior to the import. This field may not be manually edited at any time; similar to Item Core Status, it is intended to be updated via import from Associates, Inc. only. The default is Very High.There is only one Customer Sensitivity level per Customer, even if Warehouse and Retail sizes are treated separately. If the Company level Customer Sensitivity Data Expiration Date has passed, the sensitivity level for all customers for the company is considered Very High regardless of the value in this field

53 Setting It Up Customer Sensitivity Update Date The date that the Customer Sensitivity was last updated via the Customer Size Update window or import. This field cannot be manually edited; though it can have data imported into it for initial set up if appropriate. This value is initialized to the current date when a record is created, as the Customer Sensitivity value will be initialized to Very High internally as part of the initialization process. This has no bearing on the Customer Sensitivity Data Expiration Date; it serves as informational only. Customer Strategic Item Tab in Customer Maintenance Independently, if the Data Services tier is Platinum, you can define Core Status values per item for the customer. You do this on the Customer Strategic Item tab in Customer Maintenance. You are not required to define any item-specific values for customers; any item without a customer-specific value uses the item / customer category or item level value instead. The tab allows you to define multiple rows with the following columns per row: Item ID A valid item. Lot Bill Header items cannot be entered. Core Status Choices of Core A, Core B, Non-Core C and Non-Core D. The field defaults to Core A when a new row is added. If the Data Services Data Certificate Expiration Date passes, the system processes all items as Core A regardless of the Customer / Item setting. Typically the Customer / Item Core Status values are imported based on data provided by Associates, Inc.; the import process allows you to review the entries prior to import. Provided you have the proper role permissions, you can make additional manual adjustments via this tab as needed

54 Setting It Up Row Status Flag Used to activate and deactivate a record. The two available settings for this field are: Active - The current record is active. You must select this option if you want to use the current record. Delete - The current record is inactive and marked as deleted. This is a "soft" delete (i.e., you can reactivate the record by changing this setting to Active). Sales Pricing Tab The Sales Pricing tab of Customer Maintenance has two new values for Source Price: Strategic List Price and Strategic Cost. The Available for Pricing value is automatically enabled and may not be disabled for these values, but you may enable/disable the Used in Zero Pricing option if desired. In addition, the following changes apply pricing from this tab when is enabled for a customer: If Warehouse Customer Size and Customer Category values are defined for the customer, the Pricing Method field is set to Pricing Libraries and cannot be modified. You can continue to enable/disable any of the Job/Contract pricing related fields based on existing system rules; the use of does not prevent the use of Job/Contract pricing. You can continue to assign specific Sales Pricing Libraries to the customer record based on existing system rules. Any Sales Pricing Libraries assigned specifically on the Sales Pricing tab are reviewed before the Library is reviewed. The intent is that the only Sales Pricing Libraries specified in Customer Maintenance are those that contain Customer-specific exception pricing, if you created exceptions, or built from recommendations made by Associates, Inc. if you have purchased a Customer/SKU tier. You are encouraged to limit the number of Libraries assigned specifically in Customer Maintenance so that the Strategic Library is used for as many items as possible. The import process looks for a Library named <CustomerID>-SPA when importing Customerspecific pricing recommendations from Associates, Inc. It is recommended that you create such a Library for each customer who will have customer-specific pricing and assign that library to the customer record before processing the import of data from Associates, Inc., though it is not required to do so. You are not required to specify a Pricing Library on the Sales Pricing tab when a Warehouse Customer Size and Customer Category are defined for the customer. If you attempt to save with no customer-specific Libraries defined, a warning message displays, but you are allowed to continue. If either the Warehouse Customer Size or Customer Category are not defined and the Pricing Method is set to Pricing Libraries, the existing rule requiring at least one library to be associated with the Customer still applies

55 Setting It Up If either the Warehouse Customer Size or Customer Category values are not defined for the Customer, the Pricing Method field can be set to Multiplier or Manual. If set to Multiplier, Strategic List Price and Strategic Cost is added to the drop-down list for Source Price. Customer Fast Edit When is enabled, corresponding fields from Customer Maintenance, including the Freight Adder/Handler field, are available in Customer Fast Edit on the Query tab. s from the tab are available on a tab. The Customer Sensitivity and Customer Sensitivity Update Date values cannot be edited on this tab; they are only available for display. On the tab, you are allowed to edit values based on the same rules as outlined above for Customer Maintenance, including limitations based on the Company Use setting, the data tier System Setting, and the User/ Role level Allow edit of Customer setup data field. The Customer Fast Edit does not allow the Pricing Method to be edited. Customers who are set with a Pricing Method of Multiplier (those Customers will not have a Warehouse Customer Size defined) are able to have Strategic List Price or Strategic Cost selected in the drop-down list for the Source Price field. Audit Trail Corresponding fields from Customer Maintenance have been added to the Audit Trail tabs

56 Setting It Up Assigning Customer Size Settings (Customer Size Maintenance ) Note: Customer Size Maintenance is available for the Silver, Gold, and Platinum tiers. Database: Live and Play Note: If your Data Services tier is Silver, Gold or Platinum, you can import customer size data from Associates, Inc. Navigation Path: Accounting > Accounts Receivable > Maintenance > Customer Size Maintenance The Customer Size Maintenance window allows you to review and adjust the Customer Size settings for specific customers based on sales data. The system accumulates sales data for the specified customers and timeframe, and compares it to the Customer Size thresholds defined for the customer s Company/Customer Category and displays recommended Customer Size values for each Customer. You can then edit the recommendations and apply some or all of them to the customer record. Once Customer Size is updated, future orders for the customer are priced based on the updated Customer Size, but existing orders are not re-priced. Customer Size Criteria Tab in Customer Size Maintenance If you do not import the Customer Size Data from Associates, Inc., use Customer Size Maintenance shown below to set up this data

57 Setting It Up s on this tab include: Company ID/Name To/From Customer ID Customer Category ID Review Only those companies that have enabled are available. Defaults to , but you can edit as necessary. Displays all Customer Category ID values that have a row defined on the Company Thresholds tab of Customer Category Maintenance for the current Company, plus another value of All, which allows the query to be run for all Customer Categories. All is the default. Only Customers who have a Customer Category assigned can be retrieved in this window. Reviews only Warehouse or Retail sales in cases where you track separate size values for each. Only available if the Separate Retail vs. Warehouse sales Company setting is enabled. If the Separate Retail vs. Warehouse sales Company setting is not enabled, all sales will be considered. Warehouse Sales - Warehouse sales are defined as those that are not marked as Front Counter orders, and those where the Sales Location is not marked as a Retail Location. If only Warehouse sales are being reviewed, Retail sales are included in the Warehouse sales totals. Retail Sales - Retail sales are defined as those that are marked as Front Counter orders, and those where the Sales Location is marked as a Retail Location. The value will be the accumulation for all customers who share the Pricing Customer ID and were covered by the criteria. Both - Both Warehouse and Retail Sales. Current Warehouse Customer Size Current Retail Customer Size Reviews only a certain existing size set of customers: Warehouse Size values of Very Tiny, Tiny, Small, Medium, Large, Huge, and All. All is the default. This field is not available if the Review field is set to Retail Sales, as Warehouse sales are not being reviewed in that case. When using All, those Customers who do not have a Warehouse Customer Size assigned will be included if they meet the other criteria. Reviews only a certain existing size set of customers: Retail Size values of Very Tiny, Tiny, Small, Medium, Large, Huge, and All. All is the default. Only available if the Separate Retail vs. Warehouse sales company setting is enabled, and the Review field is set to Retail Sales or Both. When using All, those Customers who do not have a Retail Customer Size assigned will be included if they meet the other criteria

58 Setting It Up Date of Last Update As of Date Limits the Customers retrieved to only those where the Warehouse Customer Size Update Date and/or Retail Customer Size Update Date are on or before this date. Review sales for the 12 months ending on the As of Date. The default is the current date. Customer Size Tab When you apply the query, the Customer Size tab displays with the following fields per row, one row per Customer. When you scroll farther to the right, more columns display. You can sort the data by clicking any of the column headers. Customer ID/Name Pricing Customer ID/Name Current Warehouse Size Current Warehouse Size Update Date Only those companies that have enabled are available. Set up on the tab in Customer Maintenance, groups customers who are otherwise un-related together for sizing and pricing (when using the Pricing Structure service) purposes. This goes beyond Customer Category as it could cross Categories. Very Tiny, Tiny, Small, Medium, Large, Huge. The date of the last size update

59 Setting It Up Total Warehouse Sales Recommended Warehouse Size Update Warehouse Size Current Retail Size Current Retail Size Update Date Total Retail Sales The value will be the accumulation for all Customers who share the Pricing Customer ID and were covered by the criteria. All Customers who share a Pricing Customer ID will have the same value displayed. If Separate Retail vs. Warehouse sales is not enabled, this is the total of Warehouse plus Retail sales. Otherwise, it is the total of Warehouse sales only. Warehouse sales are defined as those that are not marked as Front Counter orders, and those where the Sales Location is not marked as a Retail Location. The Warehouse Size that corresponds to the Total Warehouse Sales value. The system will review the Total Warehouse Sales value against the table of Warehouse Size limits for the Company/Customer Category of the Customer. You may edit this value to any other available Warehouse Size (Very Tiny can only be selected if the Upper Limit for Very Tiny is greater than 0 for the Company/Customer Category). All Customers who share a Pricing Customer ID have the same value set. If you edit the value, and there are other Customers with the same Pricing Customer ID, the system prompts you to update all the related Customers so that you do not have to update each individually. Determines if you are going to currently update the Warehouse Size and Warehouse Customer Size Update Date upon saving. On - Updates Warehouse Size and Warehouse Customer Size Update Date upon saving the window. Off - Does not update Warehouse Size and Warehouse Customer Size Update Date upon saving the window. This is the default. There are right mouse button options for Select All and Deselect All for this column so you can easily select or deselect all rows for updating. Very Tiny, Tiny, Small, Medium, Large, Huge The date of the last size update. Blank if Separate Retail vs. Warehouse sales is not enabled. If Separate Retail vs. Warehouse sales is enabled, the total of Retail sales only. Retail sales are defined as those that are marked as Front Counter orders, and those where the Sales Location is marked as a Retail Location. The value will be the accumulation for all Customers who share the Pricing Customer ID and were covered by the criteria. All Customers who share a Pricing Customer ID will have the same value displayed. Blank if Separate Retail vs. Warehouse sales is not enabled

60 Setting It Up Recommended Retail Size Update Retail Size The Retail Size that corresponds to the Total Retail Sales value. The system reviews the Total Retail Sales value against the table of Retail Size limits for the Company/Customer Category of the Customer. You can edit this value to any other available Retail Size (Very Tiny can only be selected if the Upper Limit for Very Tiny is greater than 0 for the Company/Customer Category). All Customers who share a Pricing Customer ID will have the same value set. If you edit the value, and there are other Customers with the same Pricing Customer ID, the system prompts to update all the related Customers so that you do not have to update each individually. This is blank if Separate Retail vs. Warehouse sales is not enabled. If the Separate Retail vs. Warehouse sales option is enabled, determines if you are going to currently update the Retail Customer Size and Retail Customer Size Update Date upon saving. On - Updates Retail Size and Retail Customer Size Update Date upon saving the window. Off - Does not update Retail Size and Warehouse Retail Size Update Date upon saving the window. This is the default. There are right mouse button options for Select All and Deselect All for this column so you can easily select or deselect all rows for updating. The Warehouse and Retail Sales amounts do not include the following: Tax Freight Manually entered Invoices Credit and Debit Memos Tax Adjustments Finance Charge Invoices Downpayment Invoices Invoices for Service Orders Invoices where the Customer does not have both a Customer Category and Customer Size defined at the time the window is run, and thus are excluded from Assemblies For Assembly items, the information that is used will be determined based on how the assembly was priced: Price by Assembly the Assembly Header item will be used. No assembly component information will be used

61 Setting It Up Price by Assembly using Component Prices the Assembly Header item will not be used. The assembly components will be used with their individual prices. Price by Components the Assembly Header item will not be used. The assembly components will be used with their individual prices. Lot Billing For Lot Billing, the information that is used will be for the components only. The Lot Bill header item will never be used. The price for each component will be derived by prorating the price of the Lot Bill header from the invoice based on the cost of the individual components as a percentage of the total cost of the Lot Bill on the invoice. You can populate data into the Customer Size tab in two ways: Retrieving based on criteria Importing data from Associates, Inc. Retrieving Based on Criteria You can click the Retrieve icon to retrieve data based on the specified criteria. The system looks at those Customers who meet the designated criteria and accumulates sales data for the 12-month period ending on the As of Date. The data is accumulated based on invoiced orders and RMAs only, not based on un-invoiced orders, and does not include manually entered invoices. When Warehouse and Retail sales are tracked separately, Warehouse sales are considered to be any Orders not marked as Front Counter Orders in the database, and those where the Sales Location is not marked as a Retail Location; Retail sales are considered to be any Orders that are marked as Front Counter Orders in the database, and those where the Sales Location is marked as a Retail Location. When the Customer Size factor is set to Dollars, sales will be accumulated using the Extended Price of the line items and will accumulate for the following: Regular items Other Charge items that are not Assembly Components Lot Bill Header items Assembly Header items Dollar-based sales will not be accumulated for: Manufacturer s Rep Orders Service Orders Lot Bill Components Assembly Components Tax Freight

62 Setting It Up When the Customer Size factor is set to Quantity, sales will be accumulated using the invoiced quantity of the line items, scaled to unit size of 1. Only items where the Product Group has the Include in Customer Size analysis field enabled are included. The quantities accumulate for the following: Regular items Lot Bill Components Non-other charge Assembly Components Quantity-based sales are not be accumulated for: Manufacturer s Rep Orders Service Orders Lot Bill Header items Assembly Header items Other Charge items Tax Freight If the Customer has less than 12 months of sales data based on the As of Date, the system includes as much information as it has, and does not annualize the numbers. Importing Customer Size/Sensitivity Assignments (Imports/Exports) Note: The Customer Size/Sensitivity Import is available with the Silver, Gold, and Platinum tiers. Navigation Path: Imports/Exports > Import > > Customer Size/Sensitivity This option is only available if you have subscribed to the Pricing Structure data set (any tier). This is the same file that is available to be imported into the Customer Size Update window (described in the next section); you can import the file via that process or via the stand-alone import as desired

63 Setting It Up The Customer must have a Customer Category specified before the import is processed. If a Customer does not have a Customer Category specified, that record will fail. There is one file for this import, and this import will update existing Customer records only, no new records will be created: Column Name Data Type Required Length Example A Import Set Number Unique identifier for this row Numeric B Company ID Company ID Alphanumeric 8 *1 C Customer ID Customer ID Numeric 9 *1 D E Customer Category ID *2 Warehouse Customer Size *3 Customer Category ID The Warehouse Customer Size to apply Alphanumeric Alphanumeric N A1 Very Tiny Tiny Small Medium Large Huge

64 Setting It Up Column Name Data Type Required Length Example F Retail Customer Size *4 The Retail Customer Size to apply NOTE if the Separate Retail vs. Warehouse sales option is not enabled, any value in this field will be ignored. A blank value is valid even when the Separate Retail vs. Warehouse sales option is enabled. Alphanumeric <blank> Very Tiny Tiny Small Medium Large Huge G Customer Sensitivity *5 Customer Sensitivity level NOTE this will not be populated via the import unless the Pricing Structure tier is set to Platinum Alphanumeric Very Low Low Medium High Very High H Customer Sensitivity Data Expiration Date *6 Expiration Date for the Customer Sensitivity value Alphanumeric see below *1 The Company ID and Customer ID must match the Prophet 21 Company and Customer ID. The Company ID/Customer ID must be a valid combination or the record will fail *2 - The Customer must have a Customer Category specified either in the Customer record, or in the import file. If a Customer does not have a Customer Category specified either in the Customer record or the import file, that record will fail. If the Customer has a Customer Category defined in their Customer record, the import file s Customer Category ID may be left blank and the record will process. If the Customer has a Customer Category defined in their Customer record, any value in the Customer Category ID field of the import file will be ignored; the system will not update an existing value. If the Customer has a blank Customer Category in their Customer record, the import file s Customer Category ID must be specified or the record will fail. *3 - For the Warehouse Customer Size field if the value is not one of the listed values, the import will fail. If the value is set to Very Tiny, but Very Tiny is not in use for the Company/Customer Category of the Customer, the import will fail. Although the intent is that all Customers who share a Pricing

65 Setting It Up Customer ID will have the same Warehouse Customer Size and Retail Customer Size, it is possible that you will modify the recommended data before import. The system will not flag or report an error if this occurs. *4 - For the Retail Customer Size field if you are not tracking Warehouse vs. Retail sizes separately, any value in this field will be ignored and no Retail Customer Size will be set by the import. If you are tracking Warehouse vs. Retail sizes separately, the value must be one of the listed values or blank. If blank, the system will leave the value blank for the Customer and will use the Warehouse Customer Size for any retail sales. If not blank, the value must be one of the listed values; otherwise the import will fail. If the value is set to Very Tiny, but Very Tiny is not in use for the Company/Customer Category of the Customer, the import will fail. Although the intent is that all Customers who share a Pricing Customer ID will have the same Warehouse Customer Size and Retail Customer Size, it is possible that you will modify the recommended data before import. The system will not flag or report an error if this occurs. *5 For the Customer Sensitivity field if the Pricing Structure tier is set to Platinum, the value must be one of the listed values or blank. If blank, Very High will be used. If the value is not one of the listed values or blank, the import will fail. If the Pricing Structure tier is not Platinum, any value in this field will be ignored and no Customer Sensitivity value will be defined. * 6 If the Pricing Structure tier is set to Platinum and Customer Sensitivity data is being imported, a Customer Sensitivity Data Expiration Date will be provided by Associates, Inc. The system will consider the value in the first row of the import file only and will use that value to update the Company level Customer Sensitivity Data Expiration Date value when the import is run. The date value in the import file is encrypted. The import will fail if there is no value provided, or the decrypted value is either an invalid date or a date on or earlier than the date the import is being performed. A sample file would look like this: Importing Customer Size Recommendations (Customer Size Maintenance ) Database: Play and Live Navigation Path: Accounting > Accounts Receivable > Maintenance > Customer Size Maintenance If your Data Services tier is Silver, Gold or Platinum, Customer sizing recommendations can be provided by Associates, Inc and can be imported. You do not need to fill out any

66 Setting It Up parameters on the Criteria tab and do not need to use the retrieve option. Instead, you can use a right mouse button option on the Criteria tab for Import Recommendations. When you select this option, browse for a file, and import the file provided by Associates, Inc. The file from Associates, Inc. includes the Customer ID and recommended Warehouse and Retail Size values for each Customer. The system will pull the data from Associates, Inc. and retrieve the corresponding existing data from the Prophet 21 database and display it on the Customer Size tab. The layout of the import corresponds to the layout detailed inimporting Customer Size/Sensitivity Assignments (Imports/Exports) on page 62. Note that in this case the Total Warehouse Sales and Total Retail Sales are not displayed, as they are not provided by Associates, Inc. The system does not store that information since it may not tie to the detail used by Associates, Inc. for their recommendations. Once the data is populated, you may select the Update Warehouse Size and/or Update Retail Size options as detailed below (see Customer Size Tab on page 58). The file from Associates, Inc. is provided in a format that can be accessed via Excel. You can save the file into a tab-delimited text file and can import it into the system. OLIncluding Product Groups in Customer Size Analysis (Product Group Maintenance) Database: Play and Live Navigation Path: Inventory > System > Product Group Maintenance When is enabled for a Company setting and the Customer Size factor is set to Quantity, a field labeled Include in Customer Size analysis is available on the Product Group Form View tab

67 Setting It Up Note: The Include in Customer Size analysis tab is available for the Silver, Gold, and Platinum tiers. When the Company is initially enabled for, all existing Product Groups will have the field enabled. When enabled, sales in this Product Group will be accumulated for Customer Size analysis. When disabled, sales in this Product Group will not be accumulated for Customer Size analysis. For example, the use of Quantity for size analysis is typical for distributors in the fuel/lubes industry, and you may not wish to include all items in ; you would typically only include the fuel/lube items. Product Group Supplier Visibility Import Note: The Product Group Supplier Visibility Import is unavailable (grayed out) for the Strategic Costing tier. There is one file for import with one row per Company / Product Group / Supplier combination. The file updates Product Group / Supplier List Price Visibility setting if the value is already defined. In the case where there is not an existing List Price Visibility setting for the Product Group / Supplier, the system creates the value. Product Groups not included in Customer Size Analysis are not used for and should not have this data set up. Column Name Data Type Required Length Example A B Import Set Number Company ID *1 Unique identifier for this row Numeric 1 Company ID Alphanumeric

68 Setting It Up Column Name Data Type Required Length Example C D E F Product Group ID *1 Supplier ID *2 List Price Visibility *3, *4 Default Core Status Product Group ID Alphanumeric 8 GP01 Supplier ID Numeric List Price Visibility Default Core Status Alphanumeric LIST Very Low, Low, Medium, High, Very High Alphanumeric Core A, Core B, Non-Core C, Non- Core D, *1 - The Company ID / Product Group ID must be a valid combination or the record will fail. *2 - The Supplier ID must be associated with at least one Vendor ID for the specified Company ID (seen in Supplier Maintenance on the Vendors tab) it does not have to be the Primary Vendor. If the combination is valid, then the List Price Visibility value will be updated to the value from the import file. *3- If there is no existing List Price Visibility value defined for the Product Group / Supplier, the system will create the record with the specified value. *4 - If the Customer Size Factor is set to Quantity and the Include in Customer Size Analysis option for the Product Group is not enabled, the import will fail if you try to import List Price Visibility data for that Product Group. Importing Price Cube Modifiers There is one file for import with potentially multiple rows per Company / Product Group / Supplier combination. The file updates the Product Group / Supplier Price Cube Modifiers table if one is already defined or adds it if there is not an existing Price Cube Modifiers table for the Product Group / Supplier. Column Name Data Type Required Length Example A B Import Set Number Company ID *1 Unique identifier for this row Numeric 1 Company ID Alphanumeric

69 Setting It Up Column Name Data Type Required Length Example C Product Group ID*1 Product Group ID Alphanumeric D Supplier ID *2 Supplier ID Numeric E F Minimum Value *3, *4 Price Cube Modifier * 4 Bottom limit for the modifier Price Cube Modifier for the range Numeric Numeric *1 - The Company ID / Product Group ID must be a valid combination or the record will fail. *2 - The Supplier ID must be associated with at least one Vendor ID for the specified Company ID (seen in Supplier Maintenance on the Vendors tab) it does not have to be the Primary Vendor. *3 - Duplicate Minimum Value values are not allowed per Supplier. *4 - If the combination is valid, then the system will update the entire table of Price Cube Modifier values it will replace the entire set of existing values with the data from the import file. If there is no existing table of Price Cube Modifier values defined for the Product Group / Supplier, the system will create the table with the specified values. The values for the Minimum Value and Price Cube Modifier columns must be greater than 0. A sample spreadsheet file would look like this:

70 Setting It Up Defining Factors ( Factors Maintenance) The Factors Maintenance window is where you define the Visibility factor, Price Cube Modifiers, and Default Core Status for the grouping strategy you are using to set up. The default is by supplier/product group, but you may set up your strategy differently: by discount group, price family, product group, supplier/discount group, or supplier/price family. Although you may select any of the grouping strategies for setup here, the strategy in use is the one set in your system settings. (See LEnabling (System Settings) on page 16.) This allows you to set up a different pricing strategy before "turning it on" in the system settings. Navigation Path: Orders > Order Processing > Maintenance > Factors Maintenance You can also use the Query tab and List View to set up multiple rows

71 Setting It Up Group Type Company ID : : The grouping strategy you are using, or want to use, for. Discount Group Price Family Product Group Supplier/Discount Group Supplier/Price Family Supplier/Product Group This defaults to your current system setting. The company that is associated with this grouping. The next field or fields depend on the group type you have selected. These fields define the specific group to which the rest of the factors apply. For example, if you have chosen Product Group, the Product Group field displays. If you have chosen Supplier/Price Family, the Supplier ID and Price Family fields display

72 Setting It Up Visibility : Default Core Status : This field is editable; the values will be developed in tandem with Strategic Pricing Associates, Inc. and you. It is a measure of how sensitive a customer would be to price changes, implemented typically via a premium (or adder) to the List Price or Supplier Cost and assigned at the Product Level. This is included with all levels of Data Services. There are five predefined levels of visibility: very high, high, medium, low, very low. If the Data Services Data Certificate Expiration Date expires, the system will process all items as Very High regardless of the group type setting. This field allows you to enter a default core status for each group type listed. This is used when pricing items that have not had an explicit Core Status assigned. See The Pricing Hierarchy on page 121 for information about where the Default Core Status fits into the pricing hierarchy. The Core Status is a measure of the frequency of sale and the likelihood that a customer will shop for better pricing. This is measured at different levels based on the Data Services Tier of Service: Silver Core status is defined at the Item/Company level only Gold Core status can be defined at the Item/Company level and at the Item/Company/Customer Category level. Platinum Core status can be defined at the Item/Company level, the Item/Company/Customer Category level, and at the Item/Company/Customer level. Item/Company/Customer level Core status values are typically only provided for customers sized at Medium, Large, and Huge. There are four pre-defined core status levels: Core A (highest sensitivity), Core B Non-Core C Non-Core D (lowest sensitivity) A matrix of the visibility and core status was discussed and developed during the Associates, Inc. training session

73 Setting It Up : Visibility Coreness Factor : This field applies another level of granularity to the assigned Core Status. It defaults to the decimal value 1.000, and typically ranges between.0000 and The value may also be higher than Coreness Factor availability for each tier is as follows: Strategic Costing and Silver Tiers: Item level Gold tier: Item and Item/Customerr Category level Platinum tier: Item and Item/Customer level Note: As you move from one row to another on this tab, the system saves the changed information without asking you if you want to save, so you can work efficiently. If you sweep the window, changed information remains; it does not revert back to the original information. The bottom section allows you to define Price Cube Modifier values for the Group Type combination that has focus in the top section. Note: See Importing Product Group/Supplier Combination (Product Group Imports) on the next page for more information about importing product group information in bulk instead of manually adding it for each product group. Price Cube Modifier values are further modifiers that work with the Price Cube Factors to determine the Strategic List Price or Strategic Cost for an item. These modifiers are defined with minimum values for Supplier List Price or Supplier Cost (scaled to the Default Sales Pricing Unit of the item). The number of modifiers and minimum values for Supplier List Price/Supplier Cost for each are developed in tandem with Associates, Inc. and can be manually entered/edited in this window. The values could be defined similar to the following: Minimum Value Price Cube Modifier The values for the Minimum Value and Price Cube Modifier columns must be greater than 0. In addition, duplicate Minimum Value values are not allowed per Supplier. You have an right mouse button option available to delete a row if needed. When information is retrieved, the values in these tables are sorted by Minimum Value from low to high

74 Setting It Up Importing Product Group/Supplier Combination (Product Group Imports) Database: Play and Live Navigation Path: Imports/Exports > Import > Two imports help you the load Product Group / Supplier setup data: Product Group Supplier Visibility and Price Cube Modifiers. Although you may add this information as individual records, it is easier for you to enter large amounts of this information by setting it up in a spreadsheet and using these imports to bring it into the system. Note: Associates does not directly provide this import data, but provides guidance to allow you to set it up. A new sub-menu has been added to the Imports/Exports module, Import menu, labeled. The imports follow the system s normal import interface structure with a criteria window in which you specify the file(s) to import, preview tab(s) where you can preview and modify the data, and appropriate error reporting. Note: Use DynaChange Screen Designer to restrict access to the import process for those who do not have appropriate rights to load the data. Imported data must be in the layouts detailed below. All of the imports may be enabled for the Suspended Import functionality. All of these imports process per record, meaning that one failing record does not prevent the processing of the remaining records in the file

75 Setting It Up One key difference is that these imports may update existing data rather than create new data; the specific function of each import is described below. Defining Item Core Status Families (Core Status Family Maintenance) If you sell items that are very similar but with widely differing sales volumes, you may find that under the basic rules, these fall under different core statuses and therefore are priced differently when you do not want them to be. For example, you sell red, black, and green wire. You price wire the same, regardless of color, however, you sell more red and black wire than you do green wire. When you complete your core status analysis with Associates, you see that you have a core status assignment of Core A for both red and black, but Non-Core C for green wire based on the amount of sales. You want the green wire to be considered a Core A item, to ensure consistent pricing for your wire, without having to manually edit the core status each time you receive updates from Associates. Using a core status family, you can group items like wire that need to maintain contain consistent pricing together. Use core status families to help ensure that a consistent core status is used across related products that might not have the same amount of sales, even though the individual items might otherwise have different core status assignments. When pricing an item on an order, the system first determines if the item is part of a core product family to determine its core status assignment. If the item is part of a core status family, the system uses the highest core status of the items in the family for the item s strategic price calculation. Core status families are set up in Core Status Family Maintenance. You can access and edit core status families if you have a Role that allows you to Allow Edit of Item Core Status. See Defining an Admin Role ( Role Maintenance) on page 25 for more information. Navigation Path: Inventory > Maintenance > Core Status Family Maintenance This window includes the following fields:

76 Setting It Up Core Status Family ID Core Status Family Delete Item ID Item Delete (Line) The ID associated with this Core Status Family. The description associated with the above Core Status Family ID. Determines if the Core Status Family above remains active in the system after the window is saved. On - The Core Status Family is no longer available when the window is saved. Off - The Core Status Family listed is no longer available when the window is saved. This the default. The ID of an item contained in this Core Status Family. The description associated with the above item. Determines if the item on this line is deleted from the Core Status Family when the window is saved. On - The item on this line is deleted from the Core Status Family when the window is saved. Off - The item on this line remains part of the Core Status Family. This the default. The Core Status Family can be viewed and edited for an item on the Category tab in Item Maintenance. Your role must allow you to Allow Edit of Item Core Status to access this field. The Core Status Family can also be viewed and edited in Inventory Item Fast Edit on the Category tab. Your role must allow you to Allow Edit of Item Core Status to access this field

77 Setting It Up Exporting Preliminary Data to Associates, Inc Navigation Path: Import/Export > Export > When the System Setting is enabled, a new menu option is available in the Import/Export module, Export menu:. Selecting this option allows you to export sales information to Associates, Inc. for analysis. The window contains an Export Setup tab with the following fields. While the system allows the export of less than the full (wide-open) data set, it is recommended that the full data set be sent anytime an export is done. This tab includes the following fields: Company ID/Name Date of last Data Export Invoice Date Output Folder Last Maintained By Defaults from your User ID default, but can be changed. The Date of last Data Export stored for the Company. You cannot edit this field. Defaults to the last 12 completed months. You can change the date range as necessary. The system creates separate export files per month. The network folder in which the export files will be saved. The user ID of the last person to change these settings

78 Setting It Up How to Export Files The Export windows are used to extract information from your database in a specific format so you can share this data with other applications, in this case those from Associates, Inc. When an export file is created, it contains one header record (you will see the value "HDR" in the first column of the record), and then one or more detail records (as indicated by the value "DTL in the first column of the record). You can view this information through a text editor or through Excel. Before you can export information, you have to create an export directory, the location where the system will put the exported files. Use the following instructions to create your export files. Steps marked with a * are required. 1. *Open the Import/Exports module. 2. *Select the Export window from the menu. 3. *In the Export Setup tab, enter the appropriate Invoice start and end dates, and the path to the output folder you have setup. 4. *Click Save. Your records will be exported to the export directory you specify on this tab in a.txt file format. To view your records, open Notepad or Excel and select the file you want to view. The export creates two files, in tab-delimited format. There is no header information in the output files, only detail information. The filenames are spaconsolidatedmmddyyyy.txt and spasummarymmddyyyy.txt. The system replaces the MMDDYYYY with the date corresponding to the last day of the specified End Invoice Month/Year parameters. For example, if the End Invoice Month/Year is 01, 2011, the filenames would be spaconsolidated txt and spasummary txt. These files are described in the next section. Consolidated Export File The first export file is called the Consolidated Export file. This includes one row per invoice line that meets the specified criteria. Each row will contain the following fields. Any field that has no data in Prophet 21 will still be accounted for in the file. Column Name Data Type Example A Transaction Date Invoice Date Date (MM/DD/YYYY) B Order Date Order Date Date (MM/DD/YYYY) 01/01/ /01/2009 C Order Number Order Number Alphanumeric D Invoice Number Invoice Number Alphanumeric

79 Setting It Up Column Name Data Type Example E F G Transaction Exchange Rate Transaction Currency Customer Number Currency Exchange Rate at the time of the transaction. Transactions not in terms of a foreign currency have a value of 1. Decimal, 4 decimal places Currency of the transaction Alphanumeric US Dollars Customer ID Numeric H Parent Number Pricing Customer ID at the time of Export I Customer Type Customer Category ID at the time of Export Note: The system sends Customer Category ID information for the Silver, Gold, and Platinum tiers. J Customer Size If separate Retail vs. Warehouse Customer Size is in use, and the Order is a Front Counter Order or the Sales Location is defined as a Strategic Pricing Retail Location, then Retail Customer Size at time of export. Otherwise, Warehouse Customer Size at the time of export Note: The system sends Customer Size information for the Silver, Gold, and Platinum tiers. Numeric Alphanumeric Alphanumeric

80 Setting It Up Column Name Data Type Example K Days Receivable Outstanding A measure of the Customer s Open AR against average daily sales, Customer Total Open AR as of the date of the Export divided by the Average Daily Sales Amount for the time period covered by the export. Average Daily Sales Amount is the total sales for the time period divided by number of days in the time period. This is a measure of the 'number of days worth of orders' that are in current open AR for the Customer. L Sales Rep Salesrep ID from the Customer record (Customer Information tab of Customer Maintenance) at the time of the export. Note that this may not be the Salesrep who received credit for the Invoice within Prophet 21. Numeric Alphanumeric M Branch No Branch ID from the invoice Alphanumeric 1001 N Pricing Environment Score Not used, export file should just have for this field O SKU Number Item ID Alphanumeric UB40 Seals P SKU Name Item Alphanumeric Q Quantity Shipped Unit Quantity Shipped (in terms of the UOM) this will be negative for RMAs R Unit of Measure Unit of Measure the sales unit from the invoice. S Unit Size The Sales Unit Size from the invoice it relates to the Unit of Measure Numeric including decimals Alphanumeric Numeric, 4 decimal places 30 CASE

81 Setting It Up Column Name Data Type Example T Mfr Supplier ID for invoice lines that are linked to Order Lines, this will be the Primary Supplier for the Item at the Source Location of the Order Line; for invoice lines that are not linked to Order Lines, this will be the Primary Supplier for the Item at the Default Source Location of the Ship To from the invoice. Numeric U Mfr name The Supplier associated with the Supplier ID above Alphanumeric AM VENDOR V W Supplier Currency Supplier Exchange Rate Supplier's Currency Alphanumeric US Dollars Exchange rate from the company's home currency to the supplier's currency at the time of export. If the supplier's currency is the home currency, the value will be 1. X Product Group ID Product Group ID Product Group from the invoice line. If this is not populated on the invoice line record, then for invoice lines that are linked to Order Lines, this will be taken from the Item and Source Location of the Order Line; for invoice lines that are not linked to Order Lines, this will be taken from the Item and Default Source Location of the Ship To from the invoice. Y Z AA Product Group Current Cubed List Current Cubed List Home Currency The description for the Product Group/Family above See note below for how this is derived. Current cube list in terms of the home currency (exchange rate from the time of the export) Decimal, 4 decimal places Alphanumeric Alphanumeric PG10 BOLTS Decimal Decimal

82 Setting It Up Column Name Data Type Example AB Current Cubed List Type This will be set as follows: List if Current Cubed List is Strategic List Price Cost if Current Cubed List is Strategic Cost None if Current Cubed List is 0 AC Each Vs Bulk Always Each Alphanumeric EACH AD AE Actual Sell Price Paid per Unit Actual Sell Price Paid per Unit Home Currency Unit Price from the invoice line, in terms of the Unit of Measure above (note it may have to scale if Pricing UOM <> UOM). This should be positive for RMAs Actual sell price paid per unit in terms of the home currency AF Extended Sales Extended Price from the invoice line this is negative for RMAs AG Extended Sales Home Currency Extended price from the invoice line in terms of the transaction's currency - this is negative for RMAs AH Extended Cost COGS amount from the invoice line this is the extended value based on quantity; this should be negative for RMAs AI Extended Cost Home Currency Extended cost in terms of the home currency Decimal Decimal Decimal, 2 decimal places Decimal, 2 decimal places Decimal, 2 decimal places Decimal, 2 decimal places

83 Setting It Up Column Name Data Type Example AJ Transaction Type This field provides information about the type of line for Strategic Pricing Associates, Inc. s use. Every line must have a value. Possible values will be: AK Revenue Type (optional field) Regular the field will be set to this value if the related order line does not have a rebate associated with it (based on the Prophet 21 Enhanced Rebate functionality), and it is not a Manufacturer s Rep Order Rebate the field will be set to this value if the related order line does have a rebate associated with it (based on the Prophet 21 Enhanced Rebate functionality) Agency the field will be set to this value if the related order is a Manufacturer s Rep Order Not used at this time, but the export file will account for this field AL SKU cost per unit Unit COGS amount from the invoice line, in terms of the Unit of Measure above. This should be positive for RMAs AM AN AO SKU cost per unit Home Currency Cubed SKU list price per unit at time of transaction Cubed SKU list price per unity at time of transaction Home Currency SKU cost per unit in terms of the home currency See notes below for how this is derived. Cubed SKU list price per unit at time of transaction in terms of the home currency Alphanumeric Decimal Decimal Decimal Decimal

84 Setting It Up Column Name Data Type Example AP Cubed SKU List Type If the Cubed SKU List Price per unit at Time of Transaction comes from an Order Line, this value should be the Strategic List/Cost Type value from that same Order Line. If the Cubed SKU List Price per unit at time of transaction is not coming from an Order Line, this value should be the same as the Current Cube List Type field above. Alphanumeric AQ Standard Vs Exception This field provides information about how the price was computed for Associates, Inc. s use. Every line must have a value. Possible values are: Alphanumeric Strategic the field is set to this value if the Priced via Strategic Pricing field is enabled at the order line item level Non-SPA the field is set to this value for items that were entered prior to being enabled (see the Company Maintenance and Order Entry deliverables) that were not priced via a Contract and are not Lot Bill components

85 Setting It Up Column Name Data Type Example AQ (continued) Standard Vs Exception (continued) Exception the field is set to this value if the Priced via Strategic Pricing field is disabled at the order line item level, but the price has not been subject to a manual price override. For example, these could be items priced from a multiplier, or or from a pricing library that is not a Strategic Price library Exception/Strategic - the field is set to this value if the item was priced from a price page not tied to a Strategic Library but the pages source from Strategic List Price or Strategic Cost with no manual price edit Override - Items that were subject to a manual price override. Contract the field is set to this value if the item was priced from a Prophet 21 Job/Contract record Contract/Strategic - the field is set to this value if the line item was priced from a Contract that is based on Strategic List Price or Strategic Cost with no manual price edit Lot the field will be set to this value for Lot Bill components AR Direct Ship indicator Y if the invoice line was a Direct Shipment, N otherwise Alphanumeric Y AS Other Charge indicator Y if the invoice line is an Other Charge Item, N otherwise Alphanumeric Y

86 Setting It Up Column Name Data Type Example AT Retail vs. Warehouse This field provides information about the source of the line for Associates, Inc. s use. Every line must have a value. Possible values will be: Retail the field will be set to this value if the related order is a Front Counter Order and the Separate Retail vs. Warehouse sales setting is enabled or if the Sales Location on the Order is marked as a Strategic Pricing Retail Location Warehouse the field will be set to this value if the related order is not a Front Counter Order or if the Separate Retail vs. Warehouse sales setting is not enabled AU Company ID Company ID from the invoice Alphanumeric AV Assembly Header item This will be the Item ID of the Assembly Header when the item is a component of an assembly that is either priced by Assembly using Component Prices or priced by Components; for non-assembly components, this will be blank. AW Re-export This is set to Y if the End Invoice Month/Year and Number of Months parameters generated a warning about overlapping dates, you chose to continue, and the Transaction (Invoice) Date for this record is on or before the Date of Last Data Export. This indicates that this record is potentially a record that has been sent previously. AX Core Status Family ID The Core Status Family ID assigned to an item from those set up in Core Status Family Maintenance. Alphanumeric Alphanumeric Alphanumeric US40 Y WIRE

87 Setting It Up Column Name Data Type Example AY AZ BA Core Status Family Discount Group ID Discount Group The Core Status Family assigned to an item from those set up in Core Status Family Maintenance. Sales Discount Group ID from the invoice line. If this is not populated on the invoice line record, then for invoice lines that are linked to Order Lines, this will be taken from the Item and Source Location of the Order Line; for invoice lines that are not linked to Order Lines, this will be taken from the Item and Default Source Location of the Ship To from the invoice. for the Discount Group ID. BB Price Family ID Price Family ID from the invoice line. If this is not populated on the invoice line record, then for invoice lines that are linked to Order Lines, this will be taken from the Item and Source Location of the Order Line; for invoice lines that are not linked to Order Lines, this will be taken from the Item and Default Source Location of the Ship To from the invoice. If there is no Price Family defined at the Item/Location level, the value from the Item Master level will be used. If that is also not defined, this field will be blank. BC BD BE Price Family Grouping Strategy System Value Unit Commission Cost for the Price Family ID. Set in Factors Maintenance, the way you are grouping items for The Commission Cost from the invoice line as a unit cost. Alphanumeric Alphanumeric Alphanumeric Alphanumeric Alphanumeric 10G WIRE COLORS ADHESIVES Adhesives FASTENERS Fasteners Alphanumeric Supplier / Product Group Decimal, 2 decimal places

88 Setting It Up Column Name Data Type Example BF Extended Commission Cost The Commission Cost from the invoice line as an extended cost. BG Unit Other Cost The Other Cost from the invoice line as a unit cost. BH Extended Other Cost The Other Cost from the invoice line as an extended cost. Decimal, 2 decimal places Decimal, 2 decimal places Decimal, 2 decimal places BI Order Taker The order taker's name. Alphanumeric BJ Visibility Rating This value is based on your Strategic Pricing Factor and the item's supplier/discount group/- product group/price family etc BK Strategic Price at Time of Transaction Note: The Visibility Rating is available for the Silver, Gold, and Platinum tiers. The system captures the fully computed price from the strategic library that would have been applied to the customer/ item regardless of whether the item was priced from the Strategic Pricing Libraries. Note: Strategic Price at Time of Transaction is available for the Silver, Gold, and Platinum tiers. Current Cubed List This field populates as follows: If Customer Category, Customer Size, and Core Status are known Determine if Item / Supplier / Location or Item / Supplier level Supplier List Price is <> 0 If the invoice is tied to an Order, the system uses the related Order Line s Source Location If the invoice is not tied to an Order, the system uses the Ship To ID s Default Source Location

89 Setting It Up The system uses the Primary Supplier at the appropriate Location; not the Supplier from the invoice Line If a non-zero List Price is found, the system uses the Strategic List Price as described in the Sales Pricing Calculation. See How Strategic List Price/Cost is Calculated on page 122. If the invoice is tied to an Order, the system uses the related Order Line s Source Location to determine Product Group If the invoice is not tied to an Order, the system uses the Ship To ID s Default Source Location to determine Product Group If no non-zero List Price is found, the system determines if a non-zero Supplier Cost can exists at the Item / Supplier / Location or Item / Supplier levels (determining Location and Supplier as above) If a non-zero Supplier Cost is found, the system uses that value to compute Strategic Cost using the same rules as for Strategic List Price, and sends that value in this field The resulting value are in the UOM of the transaction Customer Category / Customer Size / Core Status are determined as follows: Customer Category defined in the Customer record Customer Size (warehouse or retail as appropriate) assigned in the Customer record Core Status assigned in the item record (or Item/Category or Customer/Item depending on Data Services tier) If any of Customer Category / Customer Size / Core Status are not defined, then the system tries to populate the value in this sequence: Item / Supplier / Location level Supplier List Price if not 0 Location should come from the related order line s Source Location If not tied to an Order Line, use the Ship To ID s default Source Location Use the Primary Supplier at the appropriate location; not the supplier from the invoice line Item / Supplier level Supplier List Price if the Location s specific value is 0 Item / Supplier / Location level Supplier Cost if not 0 select location and supplier in the same manner Item / Supplier level Supplier Cost if not 0 0 if no non-zero Supplier List Price or Supplier Cost value can be found or if no Item / Supplier record exists Cubed SKU List Price at Time of Transaction This field will be populated as follows: If the transaction is from before was enabled, then the system cannot possibly have the Cubed Value from the time of the transaction, so it will send the same value as is in the Current Cubed List field If the transaction is from after was enabled

90 Setting It Up If the Strategic List/Cost Value for the related Order Line is not NULL, then export the value from the Order Line If the Strategic List/Cost Value for the related Order Line is NULL (meaning we could not compute it when the Order was entered, or there is no related Order Line (manual invoice), then export the same value as we are sending in the Current Cubed List field Other Notes The following is not included in the export: Tax Freight Tax Adjustments Finance Charge Invoices Downpayment Invoices Invoices for Service Orders Invoices for Manufacturer Rep Orders Zero Dollar Invoices (including overpayment invoices created in Cash Receipts) Finance Charge Invoices Invoices where the Customer does not have both a Customer Category and Customer Size defined at the time of the export, and thus is excluded from Manually entered invoices, credit/debit memos, and credit/re-bill transactions will be included. this is such that if a manual invoice or memo is used to correct errors, the changes are accounted for in the totals. The only line items from a manual invoice, credit/debit memo, or credit/re-bill transaction that will be included are those where the item exists in the item database in the system. The following fields will be handled explicitly for manual invoices and credit/debit memos: Order Date/Order Number if the transaction references another invoice, then the order date and order number associated to the referenced invoice is used. Otherwise, the invoice date and invoice number is used. Customer Size if the transaction references another invoice, then the determination of Retail vs. Warehouse comes from the order tied to the referenced invoice. Otherwise, the Warehouse Customer Size is used. Mfr / Product Family the system uses the Default Source Location of the Ship To in order determine the Product Group and Supplier (Primary Supplier for the Item/Location) Current Cubed List this is computed in the same manner as defined above for invoices based on orders Transaction Type this is set to Regular Cubed SKU List Price per Unit at time of transaction as the system does not capture this when the manual invoice transactions are computed, the export file contains the same value as the Current Cubed List for these transactions. Standard vs. Exception this will be set to Non-SPA

91 Setting It Up Retail vs. Warehouse if the transaction references another invoice, then the determination of Retail vs. Warehouse comes from the order tied to the referenced Invoice. Otherwise, the Warehouse Customer Size is used. Assemblies For Assembly items, the information that is sent will be determined based on how the assembly was priced: Price by Assembly the assembly header item is sent. No assembly component information will be sent. Price by Assembly using Component Prices the assembly header item is not sent. The assembly components are sent with their individual prices. The Assembly Header Item field in the export is populated with the Item ID of the Assembly Header. Price by Components the Assembly Header item will not be sent. The assembly components will be sent with their individual prices. The Assembly Header item field in the export will be populated with the Item ID of the Assembly Header. Lot Billing For Lot Billing, the information that is sent will be for the components only. The Lot Bill header item will never be sent. The price for each component will be derived by prorating the price of the Lot Bill header from the invoice based on the cost of the individual components as a percentage of the total cost of the Lot Bill on the invoice. The items will be noted as Lot Bill components in the noted field. Summary Export The second export file is the Summary Export file. This includes one row with summary data based on the Consolidated Export file. The fields will be: Column Name Prophet 21 field Data type Example A B Number of Customers Number of SKUs The number of distinct Customer IDs in the Consolidated file The number of distinct Item IDs in the Consolidated file C Total Sales The sum of the Extended Sales field for all rows in the Consolidated file D Total Cost The sum of the Extended Cost field for all rows in the Consolidated file Numeric 200 Numeric 100 Numeric Numeric E Starting Date The Starting Date used for the Export Date (MM/DD/YYYY) 09/03/

92 Setting It Up F Ending Date The Ending Date used for the Export Date (MM/DD/YYYY) 09/03/2009 The Date of last Data Export for the Company ID will be updated to reflect the ending date of the End Invoice Month/Year

93 Setting It Up Defining Carriers For Strategic Freight (Carrier Maintenance) Note: The Strategic Freight Charge Settings tab is available for the Silver, Gold, and Platinum tiers. This tab is removed for the Strategic Costing tier. Navigation Path: Orders > Order Processing > System When the enabled System Setting is enabled, several new fields are available on the Query, List View, and Form View tabs in Carrier Maintenance to allow you to define factors for use in freight calculations based on different carriers

94 Setting It Up Strategic Freight Determines if you are going to use for this carrier, and which pricing option to use. Use Freight Factors - When this option selected, the Strategic Freight Charge Settings tab (see page 74) is enabled and the data from that tab is used for Freight calculations. The Fixed Freight Charge and Fixed Freight Markup fields are disabled. Fixed Freight Charge - Fixed Freight Charge field is enabled, and you can enter a fixed rate amount for any shipment using this carrier, with no further modifications. Use Customer Size/Category Incoming/Outgoing - When this option is selected, the Size/Category Freight Charge Settings tab (see page 96) is enabled and the data from that tab is used for Freight calculations. The Fixed Freight Charge and Fixed Freight Markup fields are disabled. Use Customer Size/Category - Outgoing Only - This is the same as the option above, but freight only applies only to material leaving your locations. Freight for receipts is ignored. For example, you may choose to charge a flat $10 for any delivery made using their trucks. Whether or not this amount is passed along to the customer is driven by the Freight Code and Freight Threshold functionality rules. You have the ability to override this charge in Shipping if the user option for Allow Freight Charge Override is enabled.for example, you may choose to charge a flat $10 for any delivery made using their trucks. Whether or not this amount is passed along to the customer is driven by the Freight Code and Freight Threshold functionality rules. You have the ability to override this charge in Shipping if the user option for Allow Freight Charge Override is enabled. Fixed Freight Charges do not apply to Incoming Freight or in Direct Ship Confirmation; values in this field are ignored in those cases. When you choose this option, the Strategic Freight Charge Settings tab and Freight Markup field are disabled. Freight Markup Percentage - Freight Markup Percentage field is enabled, and you can enter a percentage. For example, you may choose to apply a fixed 10% markup on Freight, choose this option and enter in the Fixed Freight Markup field. This field accepts values greater than or equal to 0. When you choose this option, the Strategic Freight Charge Settings tab and Fixed Freight Charge field will be disabled

95 Setting It Up None - Strategic Freight charges are not computed for this carrier, regardless of the customer setting for Freight Charge option. The Actual Freight Cost is used regardless of the customer setting. The system does not compute any Strategic Freight charges for this carrier, and this carrier is not included in the Freight Review window. This is the default and existing carriers do not compute Strategic Freight when is enabled until you explicitly enable them. When you choose this option, the Strategic Freight Charge tab, Fixed Freight Charge, and Freight Markup Percentage fields are disabled. Strategic Freight Charge Settings Tab Note: The Strategic Freight Charge Settings tab is available for the Silver, Gold, and Platinum tiers. This tab is removed for the Strategic Costing tier. When the Use Freight Factors option is enabled in Carrier Maintenance, an additional new tab, Strategic Freight Charge Settings is available. This tab allows you to define the Freight Cube Factors and Freight Cube Modifiers. The Freight Cube Factors and Freight Cube Modifiers work in a manner similar to the Price Cube Factors and Price Cube Modifiers for sales price calculations. The first table is for the Freight Cube Factors. This is based on Visibility and Core Status, in the same manner as the Price Cube Factor table is. If the Data Services Data Expiration Date has passed, all items are treated as Core A with Very High visibility. There is one table for the carrier that will apply in all Strategic Freight Charge calculations for the carrier. The values are defined similar to the following:

96 Setting It Up Product Core Status Visibility Core A Core B Non Core C Non Core D Very High High Medium Low Very Low The second table is for the Freight Cube Modifiers. These are further modifiers that work with the Freight Cube Factors to determine the Strategic Freight Charge for an item. These modifiers are defined with a minimum value for Order Value (the same value that would be used in the Freight Threshold rules). The number of modifiers and minimum values for Order Value for each are developed as part of the Associates, Inc. workshop. There is one table for the carrier that will apply in all Strategic Freight Charge calculations for the carrier. The values would be defined similar to the following: Minimum Value Freight Cost Modifier , The values for the Minimum Value and Freight Cost Cube Modifier columns must be greater than zero (0). You may wish to have a Modifier value of 0 for very large orders in order to eliminate the cube factor from the freight charges. Duplicate Minimum Value values are not allowed per carrier. You can use the right mouse button option available to delete a row if needed. When a carrier is retrieved, the values in these tables are sorted by Minimum Value from low to high. Size/Category Freight Charge Settings Tab When either of the Use Customer Size/Category options are enabled in Carrier Maintenance, an additional tab, Size/Category Freight Charge Settings is available

97 Setting It Up The upper portion of the tab contains a listing of all the customer categories available, with a listing of sizes for each, forming a matrix. Each cell of the matrix contains a factor that will be applied to the freight calculation for customers who meet both criteria. For example, a Very Tiny customer in category OEM gets the factor in the cell where those two meet. The bottom of the tab contains modifiers to the freight calculations. : Minimum Value Freight Cost Cube Modifier : Contains the minimum value a pick ticket must be to apply the Freight Cost Cube Modifier to the freight. Contains the factor to apply to the freight if the pick ticket s total value meets the minimum specified in the Minimum Value field, but does not exceed the value of the next highest minimum. The values for the Minimum Value and Freight Cost Cube Modifier columns must be greater than zero (0). You may wish to have a Modifier value of 0 for very large orders in order to eliminate the cube factor from the freight charges. Duplicate Minimum Value values are not allowed per carrier. You can use the right mouse button option available to delete a row if needed. When a carrier is retrieved, the values in these tables are sorted by Minimum Value from low to high

98 Setting It Up How Freight is Calculated with Note: The system calculates freight with for the Silver, Gold, and Platinum tiers This section details the hierarchy and specifics for freight calculations when is in use. These calculations involve the ability to inflate the actual freight charges from the carrier, allowing you to turn a profit on freight and use that to help offset instances of free or reduced freight. A process similar to that used for pricing can modify freight charges assigned to a shipment, both incoming and outgoing. The system initially looks at the carrier record s Strategic Freight field in Carrier Maintenance. If the Use Freight Factors or either Use Size option is enabled, and if the customer record as the freight charges option set to Strategic Freight Amount, the system will pass the freight charges through and compute a Strategic Freight Charge. If freight is billable, as dictated by the freight code assigned to the shipment, the Strategic Freight Charge will be what is applied, subject to the application of the Freight Threshold functionality described above, and/or your ability to override the freight charges. If the customer record has the freight charge option set to Actual Freight Amount, then the system use the charges for the purpose of computing the billable freight amount. If the carrier is set to Fixed Freight Charge, the system applies the defined Fixed Charge as Outgoing Freight with no further calculations. You can edit this if you have the rights in your pricing role. If the carrier is set to Fixed Freight Markup, and the customer is set to use Amount, the system marks up the entered freight by the specified Markup percentage, One difference with freight as compared to pricing is that outgoing freight is applied at the shipment level and not the line item level. As such, the initial outgoing freight amount is be prorated across the line items on the shipment according to weight, and then the Freight Cube Factor (based on Visibility and Core Status) and Freight Cube Modifier (based on order value) are applied to each line item based on that portion of the total Outgoing Freight apportioned to the line item. The system then sums the line item amounts to arrive at the total for the shipment. When performing the calculations, if the customer does not have a category defined, the system uses the Core A value from the carrier s Freight Cube Factors table. When the customer does have a category, the Core Status is determined in the same manner as for the sales pricing calculations. Visibility is determined in the same manner as for the sales pricing calculations. If there is no Freight Cube Factors table defined for the carrier, then no Strategic Freight Charge is computed, even if the carrier has the Compute Strategic Freight Charges field enabled. The system instead acts as though the field is disabled. Note: If the Data Services Data Expiration Date has passed, then all items are treated as Core A with Very High visibility, in the same manner as is done when computing prices. Outgoing Freight Example using Freight Factors A shipment to a Tiny contractor has two items:

99 Setting It Up Item ID 4 V6X-S, which has an extended weight of 5.25 Lbs. and Product Group of TRPL-S; a Non-Core C item for Contractors and Product Group TRPL-S is assigned to Low visibility Item ID 5 ZW9 D, which has an extended weight of Lbs. and Product Group of TPPL-A; a Core A item for Contractors and Product Group TPPL-A is assigned to Very High visibility. The order is for a total of $ The Freight Cube Factors and Freight Cube Modifier factors are as described below: Visibility Core A Core B Non Core C Non Core D Very High High Medium Low Very Low Minimum Value Freight Cost Modifier , The Actual Shipment Cost from the carrier is $ The system will first prorate the Shipment Cost over the items based on weight. The total weight is = Lbs. Note: Weight is based on data entered in the Prophet 21 Item Maintenance records for the items; it will not include packaging weight or factors for oversized items, etc. For Item 4 V6X S : The prorated portion of the weight is 5.25/18.00 = Multiplying by the Shipment Cost of = as the proportioned Freight Charge for the item. The Freight Cube Factor is 0.20 (based on Non-Core C with Low visibility) The Freight Cost Cube Modifier is 0.70 (based on the Order Value being between $ and $499.99) The Strategic Freight Charge for item 4 V6X S is:

100 Setting It Up Prorated Freight Cost *[(Freight Cube Factor * Freight Cost Cube Multiplier) + 1] *[(0.20 * 0.70)+1] = * 1.14 = $ For item 5 ZW9 D : The prorated portion of the weight is 12.75/18.00 = Multiplying by the Shipment Cost of = as the proportioned Freight Charge for the item. The Freight Cube Factor is 0.05 (based on Core A with Very High visibility) The Freight Cost Cube Modifier is 0.70 (based on the Order Value being between $ and $499.99) The Strategic Freight Charge for item 5 ZW9 D is: Prorated Freight Cost *[(Freight Cube Factor * Freight Cost Cube Multiplier) + 1] *[(0.05 * 0.70)+1] = * = $ The total Strategic Freight Charge would be: = or $15.98 This represents a 6.53% markup over the Actual Freight Cost of $ Strategic Freight Calculations Including Customer Sensitivity Factors (Platinum Level Pricing Structure) If customer sensitivity is included (i.e., if the Pricing Structure tier System Setting is set to Platinum), this value is further modified by the Customer Category/Size Sensitivity matrix factor. If the Customer Sensitivity Data Expiration Date has passed, Very High should be used. If the Pricing Structure tier is not Platinum, then Customer Sensitivity is not included at all. Using the above example, assume that the customer (a Small Contractor) is set to Low Sensitivity and that the Customer Category/Size matrix for freight is defined as follows: Customer Sensitivity Level: Low Customer Category Very Tiny Tiny Small Medium Large Huge Contractor OEM User Reseller The Sensitivity factor for a Tiny Contractor is , so the net Freight Charge would be the Strategic Freight charge computed above of times the factor of : * = , or $16.46 This represents a 9.73% markup over the Actual Freight Cost of $ Incoming Freight The calculations related to Incoming Freight work in the same manner. However, since Incoming Freight is posted at the line item level, the system does not need to do any proration or factoring based on weight. It simply uses the Incoming Freight value that is posted to the line item record and apply the

101 Setting It Up proper Freight Cube Factor, Freight Cube Modifier, and if appropriate the Sensitivity factor values to come up with the Strategic Freight Charge for the item. The calculations related to Incoming Freight are done in the Order Entry/Front Counter Order Entry windows at the time the Incoming Freight Amount is specified. Freight Calculations from External Sources If you are using an external system to compute freight, i.e. Clippership, UPS OnLine, etc. the system should populate the original values for Outgoing Freight with the values returned from the external systems. The system will then apply the calculations outlined above to determine the Strategic Freight Charges. Shipping Window The above rules related to both Incoming and Outgoing Freight will be applied in the Shipping window. Direct Ship Confirmation The above rules related to Outgoing Freight will be applied during Direct Ship Confirmation for any billable Freight Amount. Freight processed via Direct Ship Confirmation is considered Outgoing Freight in the system s calculations. Shipping Confirmation Import The above rules are applied when using the Shipping Confirmation Import for any/all of WMS (Pathguide) Shipment confirmations, PDA Shipment confirmations, the Automatic Shipping window, and manual Shipment confirmation imports. Determining a Free Freight Threshold (Freight Code Maintenance Changes) You may wish to offer free freight on customer orders that exceed a set dollar limit. This threshold value could be different for orders entered via the Web and orders entered through other means. The Strategic Pricing feature provides a means of entering these threshold values in Freight Code Maintenance, associating these freight codes with customers, and having the system apply the appropriate value to orders as they are processed

102 Setting It Up Freight Code Maintenance Incoming Freight The following additional fields are available on Incoming Freight in Freight Code Maintenance. Some have changed with the addition of the feature

103 Setting It Up Customer pays incoming freight Reduce commission cost by incoming freight amount Minimum for Free Freight: Web Orders Minimum for Free Freight: Other Orders Available with or without enabled. Determines if the customer pays incoming freight. On - The customer pays for incoming freight. Incoming freight is added to the customer s invoice. When freight is recovered, it is posted to the revenue account that you set up in Freight Code Maintenance. Off - The customer does not pay for incoming freight, and incoming freight is not invoiced. The cost is not posted anywhere because incoming freight is a component of your inventory value. Available with or without enabled. Determines if you want to reduce the commission cost by the incoming freight. You might want to do this because incoming freight is already figured into the inventory value. This setting will only have an effect if commission is based on Profit. Reducing the Commission Cost by the amount of recovered freight will increase the profit on which commission is calculated. On - The commission cost will be reduced by the amount of the incoming freight. This option is only available if the Customer Pays Incoming Freight option was selected. Off - The commission cost will not be reduced by the amount of the incoming freight. Only available when the Customer Pays Incoming Freight field is enabled. Web orders are those where the Order Source as displayed in the Order Entry window is set to estore; in other words, those orders would have been imported from B2B Seller. The default of 999,999, results in freight being charged on all orders under $1 billion, effectively allowing no free freight. The dollar amount specified is compared to the Total Sales Amount on the Order or Shipment (according to the Free Freight based on field for Orders entered via B2B Seller only. The Sales Amount does not include tax, freight, or Other Charge items. Only available when the Customer Pays Incoming Freight field is enabled; otherwise it is protected. Other Orders comprises any Order where the Order Source as displayed in the Order Entry window is not set to estore. The dollar amount specified is compared to the total Sales Amount on the Order or Shipment (according to the Free Freight Based On field for orders entered via any source other than B2B Seller. The Sales Amount does not include tax, freight, or Other Charge items

104 Setting It Up Free freight based on Determines whether free freight is based on the total sales amount of the order or the total of an individual shipment of an order. See the examples below for more information on how free freight is applied. Order Dollars - The total sales amount on the order (excluding Tax, Freight, and Other Charge items) Shipment Dollars - The total sales amount on the Shipment (excluding Tax, Freight, and Other Charge items) Examples: If Customer Pays Incoming Freight is enabled for the Freight Code on a shipment being invoiced, the system next checks the Free Freight Based On and the Minimum For Free Incoming Freight options in the Freight Code record. If Free Freight Based On is set to Order and the total sales amount on the Order (excluding Tax, Freight, and Other Charge items) meets or exceeds the Minimum For Free Incoming Freight amount for the appropriate order source (Web or Other), the customer will not be billed for Incoming Freight for items on that shipment. If Free Freight Based On is set to Order and the total sales amount on the Order (excluding Tax, Freight, and Other Charge items) is less than the Minimum For Free Incoming Freight amount for the appropriate order source (Web or Other), the customer will be billed for Incoming Freight for items on that shipment. If Free Freight Based On is set to Shipment and the total sales amount on the Shipment (excluding Tax, Freight, and Other Charge items) meets or exceeds the Minimum For Free Incoming Freight amount for the appropriate order source (Web or Other), the customer will not be billed for Incoming Freight for items on that shipment. If Free Freight Based On is set to Shipment and the total sales amount on the Shipment (excluding Tax, Freight, and Other Charge items) is less than the Minimum for free incoming freight amount for the appropriate order source (Web or Other), the customer will be billed for Incoming Freight for items on that shipment. If your customer is not being billed for Incoming Freight because the Order or Shipment meets the free freight minimum then the Commission Cost will never be reduced by the Incoming Freight amount. Freight Code Maintenance Outgoing Freight Navigation Path: Orders > Order Processing > System > Freight Code Maintenance The existing fields for Customer Pays Outgoing Freight and Increase Commission Cost by Outgoing Freight Amount remain and their function is unchanged

105 Setting It Up The following additional fields are added related to Outgoing Freight:

106 Setting It Up Customer pays outgoing freight Increase commission cost by outgoing freight amount Available with or without enabled. (Existing check box.) Determines if the customer will pay the freight to ship the material to them. On - The customer pays for outgoing freight. Outgoing freight is added to the customer s invoice. When freight is recovered, it is posted to the revenue account that you set up in Freight Code Maintenance. Off - The customer pays for outgoing freight. Outgoing freight is added to the customer s invoice. When freight is recovered, it is posted to the revenue account that you set up in Freight Code Maintenance. Available with or without enabled, his field is now available regardless of setting for Customer Pays Outgoing Freight. Determines if you want to increase the commission cost by the outgoing freight. You might want to do this because the freight charges will then be part of the cost to sell the material. This setting will only have an effect if commission is based on Profit. Increasing the Commission Cost by the cost of Outgoing Freight will decrease the profit on which commission is calculated. On - The commission cost will be increased by the amount of the outgoing freight. This option is only available if the Customer Pays Outgoing Freight option was not selected. Off - The commission cost will not be increased by the amount of the outgoing freight. Note: Commission cost will never be increased by the outgoing freight amount when outgoing freight is billed to the customer. Minimum for Free Freight Web Orders Only available when the Customer Pays Incoming Freight field is enabled. Web orders are those where the Order Source as displayed in the Order Entry window is set to estore, in other words, those orders imported from B2B Seller. The default of 999,999, results in freight being charged on all orders under $1 billion, effectively allowing no free freight. If you specify an amount, it is compared to the total Sales Amount on the Order or Shipment and free freight is added to orders for this Sales Amount or greater. (according to the Free Freight Based On field for Orders entered via B2B Seller only). The Sales Amount does not include tax, freight, or Other Charge items

107 Setting It Up Minimum for Free Freight Other Orders Allow Free Freight on Direct Shipments Free Freight based on This column is only available when the Customer Pays Incoming Freight field is enabled; otherwise it is protected. Other Orders comprises any order where the Order Source as displayed in the Order Entry window is not set to estore. The dollar amount specified is compared to the total Sales Amount on the Order or Shipment (according to the Free Freight Based On field for Orders entered via any source other than B2B Seller. The Sales Amount does not include tax, freight, or Other Charge items. Only available when the Customer Pays Outgoing Freight field is enabled. This defaults to disabled. When enabled, Free Freight on Direct Shipments is handled in the same manner as regular shipments. The appropriate Minimum for Free Freight based on Web or Other Orders will be compared to the total Sales Amount on the Order or Shipment (according to the setting of the Free Freight based on column) to determine whether the customer will be granted free freight on the Direct Shipment. The Sales Amount does not include tax, freight, or Other Charge items. Direct Ship items will be counted toward the Sales Total (when Free Freight based on = Order Dollars) when determining free freight for non- DS shipments. When disabled Outgoing Freight will always be charged on Direct Shipments, regardless of the Shipment or Order Sales Total, and regardless of whether this is a Web order or not. The Direct Ship items are still counted toward the Sales Total (when Free Freight based on = Order Dollars) when determining free freight for non-ds shipments. Determines whether the total value of the Order or the total value of the Shipment will be measured against the dollar amount specified in the following columns. Order Dollars - The total sales amount on the order (excluding Tax, Freight, and Other Charge items) Shipment Dollars - The total sales amount on the Shipment (excluding Tax, Freight, and Other Charge items) When an invoice is created for an order, the system uses the shipment s Freight Code and the Order s Source to determine whether Freight is billed to the customer. If the Customer Pays Incoming Freight option is disabled, the Customer is not billed for Incoming Freight. If the Customer Pays Incoming Freight is disabled, the Customer is never billed for Outgoing Freight. If Customer Pays Incoming Freight is enabled for the Freight Code on a shipment being invoiced, the system must next check the Free freight based on and the Minimum for free outgoing freight options in the Freight Code record

108 Setting It Up If Free freight based on is set to Order and the total sales amount on the Order (excluding Tax, Freight, and Other Charge items) meets or exceeds the Minimum for free outgoing freight amount for the appropriate order source (Web or Other), the customer WILL NOT be billed for Outgoing Freight for that shipment. If Free freight based on is set to Order and the total sales amount on the Order (excluding Tax, Freight, and Other Charge items) is less than the Minimum for free outgoing freight amount for the appropriate order source (Web or Other), the customer WILL be billed for Outgoing Freight for that shipment. If Free freight based on is set to Shipment and the total sales amount on the Shipment (excluding Tax, Freight, and Other Charge items) meets or exceeds the Minimum for free outgoing freight amount for the appropriate order source (Web or Other), the customer WILL NOT be billed for Outgoing Freight for that shipment. If Free freight based on is set to Shipment and the total sales amount on the Shipment (excluding Tax, Freight, and Other Charge items) is less than the Minimum for free outgoing freight amount for the appropriate order source (Web or Other), the customer will be billed for outgoing freight for that shipment. If the customer is not being billed for outgoing freight, because the order or shipment meets the free freight minimum then the rules for Increase commission cost by outgoing freight amount apply. If the customer is not being billed for outgoing freight because the order or shipment meets the free freight minimum and increase commission cost by outgoing freight amount is enabled then the Commission Cost is increased by the Outgoing Freight amount

109 Setting It Up Setting Up Freight Adder/Handling Charge ID (Freight/Handling Charge Maintenance) Navigation Path: Order Entry > Maintenance > Freight/Handling Charge Maintenance Create Freight Adder/Handling Charge IDs in Freight/Handling Charge Maintenance, and then link them to the customer records that you want. Freight/Handling Charge ID Item ID/ A user-defined field that identifies additional freight or handling charges you can apply to a customer s shipment, based on the combination of value and limits you specify. The item ID that will be added to the customer s shipment for the additional charge. This item must be an Other Charge item (i.e., the Other Charge check box must be enabled for the item in Item Maintenance). You can add the same item ID to more than one Freight/Handling Charge record

110 Setting It Up Rate Type Limit Basis Apply only if the freight is billable Apply only to the First Shipment for an Order Charge Customer Only Once Per Day Determines if the additional freight or handling charge is a set dollar amount or a percentage of value of the Limit Basis described below (i.e., shipment, outgoing freight or total order). Amount - A set dollar amount. Percentage - A percentage of the value of the shipment, outgoing freight, or total order (i.e., the Limit Basis). For example, you may want the additional charge to be $5 for shipments under $100. In this case you would choose Amount. Or you may want the additional charge to be 2% of the shipment total if the shipment is under $100. In this case, you would choose Percentage. Determines how the limits of the charges within the table are calculated. Shipment - The limits of the additional freight or handling charges are comparisons against the value of the shipment. Outgoing Freight - The limits of the additional freight or handling charges are comparisons against the outgoing freight charge. Order - The limits of the additional freight or handling charges are comparisons against the total order value. Determines if the additional charges in this table are applied to freight when it is billable, or whether it is billable or not. On - Charges apply only when the freight is billable on the shipment. Off - Charges apply whether the freight is billable or not. Determines if the additional charges in this table are applied only to the first shipment of an order, or whenever shipments are made for an order. On - Charges apply only to the first shipment for an order to this customer. Off - Charges apply to all shipments for an order to this customer. Determines if the additional charges in this table are applied to the first shipment or all shipments made on a given day. On - Charges apply only to the first shipment for an order to this customer on any given day. Off - Charges apply to all shipments for an order to this customer. This is the default

111 Setting It Up Apply Charge Automatically Value Limit Determines if the additional charge in this table are applied automatically when defined for a customer, or are added manually through a right mouse button function or in response to a warning message when saving the shipment. On - Charges are applied automatically. Off - Charges are manually applied only. When a shipment is saved for this customer, a warning asks if additional charges should be applied. Determines the amount or percentage of the additional charge that applies for the associated limit within the table. Determines the upper limit within the table of the shipment value to which the charge applies. If the Limit is 0, there is no limit. The system applies the above check box rules based on the following hierarchy: Apply only if freight is billable if this option is enabled and the Freight Code indicates non-billable freight, then no charge is applied. If Freight is billable, or this option is not enabled, then the system continues to the next field: Charge Customer Only Once Per Day if this option is enabled and the Other Charge item from this table is on an invoice for the customer with the same Invoice Date, then no charge is applied. If no prior invoice with this Other Charge item exists for the same Invoice Date, or if this option is not enabled, then the system continues to the next field: Apply Only to First Shipment for an Order if this option is enabled and there is a prior invoice (not including Downpayment Invoices) against the Order, then no charge is applied. If there are no prior invoices for this Order or if this option is not enabled, then the charge will be calculated and applied. For example, if you want to establish a Freight Adder/Handling Charge ID of SHP-AMT-20 that is based on the percentage of the shipment values (applied to only orders with billable freight) that establishes charges of 2.5% for shipment limits of $100 and below, 5% for shipments above $100 but less than $250, 7.5% for shipments above $250 but less than $500 and 10% for all shipments above $500, you would set it up like this:

112 Setting It Up In this case, if a shipment was processed for $120 worth of material with $8.95 of billable freight, the additional Freight Adder/Handling Charge would be $6 (5% of the $120 shipment value) and make an invoice total of $120 + $ $6 = $ (assuming no tax)

113 Setting It Up Applying the Freight Adder/Handling Charge to a Customer (Customer Maintenance) Navigation Path: Accounts Receivable > Customer Maintenance > OE Options tab To apply the Freight Adder/Handling charge to a customer, enter the Freight/Handling Charge ID on the OE Options tab in Customer Maintenance. This is an optional field

114 Setting It Up Using the Freight Adder/Handling Charge in Invoice Processing Navigation Path: Order Processing > Transaction > Shipping window During Pick Ticket Retrieval If you have set up the Freight Adder/Handling Charge ID with the Apply Charge Automatically check box described above enabled, the Item ID associated with the charge is automatically added as a separate line item to the shipment when the Pick Ticket is retrieved in the Shipping window. When this option is used, the item ID cannot be removed from the pick ticket, although it can be modified to no charge if necessary. If you have set the Freight Adder/Handling Charge ID with the Apply Charge Automatically check box described above disabled, you can manually add the charge using a right mouse button. Note: You must have a Freight Adder/Handling Charge ID specified for the customer in order to add the charge manually. During Shipping Confirmation When the shipment is confirmed in the Shipping window or through the Automatic Shipping or the Shipment Confirmation Import processes (including Warehouse Management and PDA), the system checks to see if the customer has a Freight Adder/Handling Charge ID specified, and if it should be applied according to the hierarchy listed above. If so, the appropriate Item ID is added as a separate line on the invoice. If no additional charge that has been specified for this customer has been manually added at the time the Shipping Confirmation is saved, a message reminds you to add one at that time. On the Invoice When an item ID associated with the Freight Adder/Handling Charge ID has been added to an invoice through the above methods, the price associated with the item ID is calculated from the table that was set up for the Freight Adder/Handling Charge ID, and a cost of 0. This is printed on the invoice and the price is included in the order total, in the same manner as any other Other Charge. The value subject to tax is based on the tax group assigned to the ship-to and the item ID used. If the order is charged to a credit card, the charge is included in the credit card total. Customer Import The Freight Adder/Handling Charge ID can be associated with a customer in the Customer Import

115 Setting It Up Customer Fast Edit The Freight Adder/Handling Charge ID can also be associated with a customer and edited during Customer Fast Edit. It is not a required field. Freight Calculation Modifications Direct Ship Confirmation The Allow free freight on Direct Shipments option determines if the free freight minimum rules are applied during Direct Ship Confirmation. If free freight is allowed, the Outgoing Freight rules of the Freight Code related to the Order will be applied. If free freight is not allowed, then any freight is billable so long as outgoing freight is billable for the designated Freight Code, regardless of whether the free freight minimums have been reached. Example 1 Freight Code: FREE>750 Incoming Customer pays incoming freight: Y Minimum for free freight Other Orders: 999,999, Outgoing Customer pays outgoing freight: Y Minimum for free freight Other Orders: Free freight based on: Order An order with a Freight Code of FREE>750 is placed via the Order Entry window (not the Web) for the following items: Item Extended Price ABC DEF XYZ ,

116 Setting It Up A pick ticket prints for items ABC and XYZ. An outgoing freight charge of $20 is specified in the Shipping window. The shipment is confirmed and an invoice is created from the Shipping window for these two line items. Although the total sales amount for the shipment is only $300, the outgoing freight charge is not included on the invoice because the Order total is over the Outgoing Free Freight Minimum of $750. Example 2 Freight Code: FREESHIP>500 Incoming Customer pays incoming freight: Y Minimum for free freight Web Orders: 1, Outgoing Customer pays outgoing freight: Y Minimum for free freight Web Orders: 1, Free freight based on: Order An order with a Freight Code of FREESHIP>500 is placed via the Web for the following items: Item Extended Price ABC DEF XYZ , A pick ticket prints for items ABC and XYZ. An outgoing freight charge of $20 is specified in the Shipping window. The shipment is confirmed and an invoice is created from the Shipping window for these two line items. Since the Order sales total is $1,100 and it does not meet the Outgoing Free Freight Minimum, the customer will be invoiced for freight

117 Analysis Analysis The Analysis phase of implementation is where you analyze your pricing based on the recommendations from Associates, Inc. and begin to make changes to your pricing libraries prior to going live. Defining Libraries ( Library Maintenance) 118 Job/Contract Pricing Maintenance 120 Items Tab 120 Costs Tab 120 The Pricing Hierarchy 121 How Strategic List Price/Cost is Calculated 122 Sales Pricing Calculations and Customer Sensitivity Effects 124 Setting Up Libraries (Sales Pricing Maintenance) 127 Sales Pricing Library Definition 127 Sales Pricing Page Fast Edit 131 Reviewing and Adjusting Analysis Results from Associates, Inc. 132 Core Status 132 Pricing Standards 133 Returning Modified Files to Associates, Inc. for Timestamp 133 Play vs. Live Database Changes 133 Importing Timestamped Data from Associates, Inc. 134 Importing Core Status Assignments 134 Importing Recommended Pricing Structures per Grouping Strategy 136 How Pricing Pages Change After This Import - Existing Pages 141 How Pricing Pages Change After This Import - New Pages 142 Importing Recommended Pricing Structures per Customer/Item (Customer/SKU Tier) 145 How Pricing Pages Change After This Import - Existing Pages 151 How Pricing Pages Change After This Import - New Pages 152 Verifying Pricing (Item Maintenance)

118 Analysis Category Tab 155 Defining Libraries ( Library Maintenance) Note: Library Maintenance is available for the Silver, Gold, and Platinum tiers. Database: Play and Live (it will not take effect in the Live system until the import is done and old pricing disabled). Navigation Path: Orders > Order Entry > Maintenance > Library Maintenance With, you can define a Pricing Library that applies to Customer Size/Customer Category combinations for use in pricing calculations. This library is automatically applied at the time prices are calculated and the appropriate library is selected without having to update the customer record if the Customer Size and/or Category changes, or if changes are applied to the pricing structure. If the System Setting is enabled, a window, Library Maintenance, is available in the Order Entry module, Maintenance menu. This window allows you to define a Pricing Library that applies to all customers with a given Customer Size/Customer Category combination. The intent is to provide consistent pricing, based on the Strategic Pricing Associates, Inc. analysis and results for all customers with the same Size/Category. By pre-defining a Pricing Library at this level, you can easily maintain pricing for large groups of customers. If a particular Library or Page within a Library is changed, the change is automatically be reflected in

119 Analysis pricing for all customers using the Library. Similarly, if you change the Library, all customers with the matching Size/Category are immediately updated, instead of having to edit customer records directly. It is recommended that you define a Library for every Customer Category / Size combination. In Sales Pricing Maintenance, Price Books can be created and associated to the Libraries note that for a Library, only one Price Book may be assigned. The window has Query, List View, and Form View tabs. Each tab has the following columns: Company ID/Name Price Library ID Customer Size Customer Category ID/ Row Status Strategic Price Library Type Source Price Multiplier The company this library applies to. Select only from those Pricing Libraries that have the Library option enabled. A Pricing Library may not be specified for more than one Company ID/Customer Size/Customer Category ID combination. This is because the process of importing the pricing recommendations from Associates, Inc. would overwrite the information from the differing combinations and result in incorrect pricing being applied. This is required on the List View and Form View tabs. Options are Very Tiny, Tiny, Small, Medium, Large or Huge. This field is required if the Library option (below) is enabled. One of the categories (OE, Reseller, etc.) you defined in Customer Category Maintenance. Determines whether the library is used during pricing calculations. Active - This library is used for pricing calculations. Delete - Not considered when pricing calculations are performed. Determines if this library is used for. On - The library is used for. In order to enable this setting, the Type cannot be set to Multiplier and there can only be one Pricing Book assigned to the Pricing Library. Off - This library is not used for. Determines the library type. It is a required field. Options are First of, Highest of, Lowest of, Multiplier, Newest of, Oldest of. Multiplier cannot be selected if this is a library or if there are any other Pricing books assigned to the library. Available and required if the Type is set to Multiplier; therefor not available for a Library. Determines the value of the multiplier. Available and required if the Type is set to Multiplier. If there is not an Active Library for a Company ID/Customer Size/Customer Category ID combination, the system uses default pricing. See The Pricing Hierarchy on page

120 Analysis Job/Contract Pricing Maintenance The following changes apply to Job/Contract Pricing Maintenance when is enabled. (Refer also to the changes described in Job/Contract Pricing Import on page 291.) Items Tab When creating/modifying a Contract, if the Pricing Method is set to Source, Strategic List Price and Strategic Cost are added to the drop-down list for Source Price on the Items tab. Note: If a Contract that specifies Strategic List Price or Strategic Cost for the Source Price is used, and the related customer has the List Price/Cost Option set to Supplier, the system will substitute the Primary Supplier List Price for the Strategic List Price and Supplier Cost for the Strategic Cost in the calculations. Costs Tab When creating/modifying a Contract, if the Other Cost Type is set to Source, Strategic List Price and Strategic Cost are added to the drop-down list for Other Cost Source, and if the Commission Cost Type is set to Source, Strategic List Price and Strategic Cost are added to the drop-down list for Commission Cost Source. Note: As on the Items tab, if a Contract that specifies Strategic List Price or Strategic Cost (for either of Other Cost Source, or Commission Cost Source) is used, and the related customer has the List Price/Cost Option set to Supplier, the system substitutes the Primary Supplier List Price for the Strategic List Price and Supplier Cost for Strategic Cost in the calculations

121 Analysis The Pricing Hierarchy Pricing is assigned to an item according to the following hierarchy: Vendor Contract Pricing Job/Contract Pricing (if in use, and a valid contract is assigned) Margin of Last Sale (if in use) Sales Pricing Libraries assigned explicitly (on the Sales Pricing Tab in Customer Maintenance) The Library associated with the Customer Size and Customer Category assigned to the customer Company Default Factors (see note below) Company Default Pricing (Default Source Price and Multiplier) Note: The Company Default Factors are used if could be applied (the customer has a Customer Category and Size assigned), but the system is not able to resolve a price via the Library that is in effect (the system has a 0 price after reviewing the Library). In that case, the system looks to the Company Default Factors matrix. (See Specifying Company Default Factors (Company Maintenance) on page 27 Note: If there is a factor defined for the Customer Category / Size / Visibility, the system applies that factor to the Default Source Price specified for the Default Factors and the result is the selling price. If there is no factor at that level, the system looks for a factor defined at the Customer Category / Size level, and if a value is defined there, the system applies that factor to the Default Source Price specified for the Default Factors and the result is the selling price. If a price is computed in this manner, the Prices tab reflects that the line item was priced via, but no pricing page information displays since a Pricing Page was not used to compute the price. The system also uses the Company Default Factors matrix as needed when computing the Strategic Unit Price that is stored with each order line item. If there is no factor defined for the Customer Category / Size / Visibility or if the result is 0, the system looks to the Customer Category / Size level. If there is no factor defined for the Customer Category / Size or if the result is still 0 (for example if the matrix is set to compute against List Price and List Price is 0), then the system uses Company Default Pricing

122 Analysis How Strategic List Price/Cost is Calculated While the system is looking for a price within a particular Contract, Pricing Library or Library, if a record has a Source Price (and/or Commission Cost Source and/or Other Cost Source) of Strategic List Price or Strategic Cost, the system computes the appropriate value at that time. The system does not store the Strategic List Price or Strategic Cost because of the many possible values based on the different Visibility/Core Status combinations that may exist. Strategic List Price = List Price *[(Cube Factor * Item Coreness Factor * Cube Modifier * Visibility Coreness Factor) +1] Visibility Coreness Factor - The system obtains this value from Factors Maintenance based on the appropriate grouping type and group ID. Note: If the Visibility Coreness Factor value is undefined, then the system assumes that it is "1", and therefore has no impact on the calculation. Item Coreness Factor - The system obtains this value according to service level tier as follows, and with precedence indicated from highest to lowest: Strategic Costing and Silver tiers: Item level only Gold tier: Customer Category/Item level > Item level Platinum Tier: Customer/Item level > Customer Category/Item level > Item level Note: If the Item Coreness Factor value is undefined, then the system assumes that it is "1", and therefore has no impact on the calculation. Strategic Cost = Strategic Cost Source * [(Visibility Factor * Price Cube Modifier) + 1] In other words: the system computes Strategic List Price / Strategic Cost by applying the Core Status (from the Item, Item / Customer Category, or Customer / Item level as appropriate), Visibility factor (from the Grouping Strategy level), and Price Cube Modifier (from the Grouping Strategy or Company level as appropriate) to either the Strategic List Price Source (for Strategic List Price) or Strategic Cost Source (for Strategic Cost). The system defines the Strategic List Price and Strategic Cost Sources on the tab in Company Maintenance. Note: If the new factors values equal zero, then the system does not apply puffing, instead using the current formula. The system determines the Core Status to use as follows : If the Data Services tier is set to Silver or Strategic Costing and the Data Services Certificate Expiration Date is valid:

123 Analysis o o The Core Status comes from the Company/Item level If this is not defined, the Core Status comes from the Default Core Status for the Strategic Pricing factor for the selected Grouping Strategy. o If this is not defined, the Core Status is set to Non-Core D. o If the result is not Core A, the system also determines if the item is included in a Core Status Family. If it is, the system selects the highest Core Status from among the item in the family, using the same process as detailed above and assigns this to the item as well. If it is not, it keeps the core status as it was. If the Data Services tier is set to Gold and the Data Services Certificate Expiration Date is valid: o o o The Core Status comes from the Company/Item/Customer Category level If this is not defined, the Core Status comes from the Company/Item level If this is not defined, the Core Status comes from the Default Core Status for the Strategic Pricing factor for the selected Grouping Strategy. o If this is not defined, the Core Status is set to Non-Core D. o If the result is not Core A, the system also determines if the item is included in a Core Status Family. If it is, the system selects the highest Core Status from among the item in the family, using the same process as detailed above and assigns this to the item as well. If it is not, it keeps the core status as it was. If the Data Services tier is set to Platinum and the Data Services Certificate Expiration Date is valid: o o o o The Core Status comes from the Company/Customer/Item level If this is not defined, the Core Status comes from the Company/Item/Customer Category level If this is not defined, the Core Status comes from the Company/Item level If this is not defined, the Core Status comes from the Default Core Status for the Strategic Pricing factor for the selected Grouping Strategy. o If this is not defined, the Core Status is set to Non-Core D. o If the result is not Core A, the system also determines if the item is included in a Core Status Family. If it is, the system selects the highest Core Status from among the item in the family, using the same process as detailed above and assigns this to the item as well. If it is not, it keeps the core status as it was. Note: If the Data Services Data Certificate Expiration Date has passed, then all items will be treated as Core A and the system will not perform any of the above look-ups for Core Status. When the system goes to compute a price for an item, it uses the following to determine the grouping factor visibility factor (this applies to all tiers of service): o If a visibility factor is defined in Factors Maintenance for the grouping strategy set in system settings, the system uses that value o Visibility factors are based on the grouping strategy, but they also follow a hierarchy, regardless of the grouping strategy setting. The system first looks for the most

124 Analysis o o specific setting (Discount Group/Supplier, Product Group/Suppler, or Price Family/Supplier, whichever you have set as the grouping strategy) on which to base visibility factors. If these are not found, the system looks for Discount Group, Product Group, or Price Family setup without the supplier distinction, even if you do not have this set as the grouping strategy. If this is not found, the system considers the visibility factor as not defined. If a grouping strategy visibility factor is not defined and the Data Services Expiration Date is valid (not in the past), the system uses Very Low If a grouping strategy visibility factor is not defined and the Data Services Expiration Date is not valid (in the past), the system uses use Very High Note: If the grouping factor visibility factor is not defined, then the Price Cube Modifier value for use in the Strategic List Price / Strategic Cost calculation is taken from the values defined in Company Maintenance. The source of the Price Cube Modifier value is determined as follows: If there is a Price Cube Modifier table defined for the factor for the selected grouping strategy value from the order line, and the Strategic List PriceSource (or Strategic Cost Source as appropriate), scaled to the Default Sales Pricing Unit of the item, falls below the minimum value for a row in the table, then the corresponding Price Cube Modifier value will be used. If there is no Price Cube Modifier table defined for the factor for the selected grouping strategy value from the order line, the system will look at the Company level Price Cube Modifier table, as defined in Company Maintenance. If the Strategic List Price (or Strategic Cost), scaled to the Default Sales Pricing Unit of the item, falls below a minimum value for a row in that table, then that value will be used. If there is no Company level value found, 0 will be used. Note: If the Data Services Data Certificate Expiration Date has passed, then ALL Strategic List Price Sources are treated as Very High visibility and the system does not attempt to look up a specific value. The system continues to use the Strategic List Price Source Price Cube Modifier as defined above Sales Pricing Calculations and Customer Sensitivity Effects Determining the Sales Price without Customer Sensitivity Factors If an item s price has been derived from a contract or from customer-specific pricing libraries, the unit price is computed according to standard functionality with no further changes

125 Analysis If the item s price has not been derived from the library or if the Item s price has been derived from the library associated with the transaction, but Customer Sensitivity Factors are not in use (Pricing Structure tier option is set to None, Silver, or Gold), the system simply applies the Calculation Type and Calculation Value defined in the Library/Pricing Page to the appropriate source price and the result is the Unit Price to the customer. For example, if the Pricing Page selected for use comes from the Library and calls for a 15% discount from Strategic List Price, the calculation would be: Unit Price = Strategic List Price * (1 0.15) = $ * 0.85 = $ Since Customer Sensitivity is not in use, that will be set as the Net Unit Price for the Order Line. Determining the Sales Price with Customer Sensitivity Factors If the Pricing Structure tier system setting is set to Platinum, an additional set of matrices based on Customer Sensitivity, plus Customer Category and Size, is used. These matrices are then used to further adjust the price once the calculation values from pricing library and/or pricing page are applied. They are only used when the item s price has been derived from the library assigned to the transaction. If the item s price has been derived from a contract or from customer-specific pricing libraries, even if the computation was based on Strategic List Price or Strategic Cost, the Customer Sensitivity Factor will not be applied. If the item s price has been derived from a contract or from customer-specific pricing libraries, or from a pricing library other than the library on the order, the unit price is computed according to standard functionality with no further changes; Customer Sensitivity is not applied. If the item s price has been derived from the Library and Customer Sensitivity Factors are in use (Pricing Structure tier option is set to Platinum), the system applies the Calculation Type and Calculation Value defined in the library/pricing page to the appropriate Source Price as it does normally, then applies the Customer Sensitivity factor to arrive at the final unit price. The factor that corresponds to the following combination is used: Customer Sensitivity Level Customer Category ID Customer Size The factor is applied as a multiplier against the price that resulted from the pricing library/pricing page s calculation. If Customer Sensitivity factors are in use based on the Pricing Structure tier being set to Platinum but no specific factor is defined in the Customer record, or if the Customer Sensitivity Data Expiration Date has passed, the Customer is considered to have Very High sensitivity and the Very High factor for the Customer Category / Size is applied. The following examples will assume this set up for Customer Sensitivity matrices: Customer Sensitivity Level: Very Low

126 Analysis Customer Category Very Tiny Tiny Small Medium Large Huge Contractor OEM User Reseller Customer Sensitivity Level: Low Customer Category Very Tiny Tiny Small Medium Large Huge Contractor OEM User Reseller Customer Sensitivity Level: Medium Customer Category Very Tiny Tiny Small Medium Large Huge Contractor OEM User Reseller Customer Sensitivity Level: High Customer Category Very Tiny Tiny Small Medium Large Huge Contractor OEM User Reseller Customer Sensitivity Level: Very High Customer Category Very Tiny Tiny Small Medium Large Huge Contractor OEM User Reseller

127 Analysis Further assume the same information as from the above example, and suppose that the Pricing Page selected for use comes from the Library and calls for a 15% discount from Strategic List Price. The result of that calculation would be: Unit Price = Strategic List Price * (1 0.15) = $ * 0.85 = $ The Customer is a Contractor Example 1 If the Customer has a size of Medium and is of High Sensitivity, the factor from the matrix above where Sensitivity = High, Category = Contractor, and Size = Medium is So, the Net Unit Price of the item would be: Unit Price = Strategic List Price * (1 0.15) * = $ * 0.85 * = $ The Customer Sensitivity factor of has resulted no further modification of the price. Example 2 If the Customer has a size of Small and is of Low Sensitivity, the factor from the matrix above where Sensitivity = Low, Category = Contractor, and Size = Small is So, the Net Unit Price of the item would be: Unit Price = Strategic List Price * (1 0.15) * = $ * 0.85 * = $ The Customer Sensitivity factor of has resulted in a 3% increase in the price. Setting Up Libraries (Sales Pricing Maintenance) Database: Play and Live (changes will not take effect in the Live system until the import is done and old pricing disabled). Navigation Path: Orders > Order Entry > Sales Pricing Maintenance Use Sales Pricing Maintenance to set up libraries (one per Customer Category/Size). At the same time, document which libraries will need to be disabled at rollout. Sales Pricing Library Definition When creating/modifying a Sales Pricing Library, if the Type is set to Multiplier, the Source Price options of Strategic List Price and Strategic Cost are available

128 Analysis Note: If a Sales Pricing Library that specifies Strategic List Price or Strategic Cost is used, and the related customer has the List Price/Cost Option set to Supplier, the system will substitute Primary Supplier List Price for Strategic List Price and Supplier Cost for Strategic Cost in the calculations. Also, a new check box field, Library, has been added to the Sales Pricing Library definitions. This setting is for display only, and indicates that this library is used for. It reflects the values set in Library window

129 Analysis Sales Pricing Page Definition When creating/modifying a Sales Pricing Page, Strategic List Price and Strategic Cost are available for the following settings: If the Pricing Method is set to Source, for Source Price and Totaling Basis settings on the Sales Pricing tab. If the Other Cost Type is set to Source, for Other Cost Source, On the Costs tab, If the Commission Cost Type is set to Source, for Commission Cost Source Note: If a Sales Pricing Page that specifies Strategic List Price or Strategic Cost (for any of Source, Other Cost Source, or Commission Cost Source) is used, and the related customer has the List Price/Cost Option set to Supplier, the system will substitute the Primary Supplier List Price for the Strategic List Price and Supplier Cost for Strategic Cost in the calculations

130 Analysis Typically, pricing that is used within a Library is based on a mark-up from the Strategic List Price, a discount from the Strategic List Price, or Strategic Cost plus a factor, but any option allowed within the baseline Sales Pricing functionality may be used. Note: If the custom feature Alternate Cost Source for Rebates is enabled, adding an additional set of fields on the Costs tab for Sales Pricing Page under the heading Secondary Source for Rebate Due, Strategic List Price and Strategic Cost are available for the Secondary Source s Source field in the same manner as for Other Cost and Commission Cost. An additional field, Applies to, had been added to the Sales Pricing tab. Options are Core and Non- Core. The default is Core. This field is only editable if the Data Services tier is set to Gold or Platinum. The setting determines whether this Pricing Page is considered when calculating prices based on the Core status of the item. Core A and Core B are considered Core items; Non-Core C and Non-Core D are considered Non-Core items. The process of providing different pricing structures for Core and Non- Core items is referred to by Associates, Inc. as bucket splitting and is only supported at the Gold and Platinum levels. When the enabled System Setting is first enabled, all existing Pricing Pages is initialized to Core. You cannot change the value from Core to Non-Core for a Pricing Page if that Pricing Page is assigned to one or more Pricing Libraries that are not marked as Libraries. This is because the Core/Non-Core designation applies only to the calculations. If the user attempts to change the value to Non-Core and the Page is assigned to one or more non- Libraries, an appropriate error message needs to appear and the action should be prevented. If the Data Services tier value is changed at a later date from Gold or Platinum to Silver, then the system will use Pricing Pages marked as Core to price both Core and Non-Core items since bucket splitting is not supported at the Silver level. If the Data Services Data Expiration Date has passed, all items are considered as Core A items, and therefore the system will use only Pricing Pages marked as Core. If an item does not have a Core Status defined, and the Data Services Data Expiration Date is not in the past, it is considered Non-Core D, and therefore the systems will only use Pricing Pages marked as Non-Core when pricing the item (if the Data Services tier is Gold or Platinum). When assigning Pricing Pages to Books within a Pricing Library that will be used as a Library, you need to consider if they are going to provide separate pricing for Core and Non-Core items and associate the proper set of pages to the Library. Note: The description of the pricing page includes the Customer Category and Size in order to assist you in determining the correct page. Assignment of Books to Pricing Libraries Marked as Libraries When a Pricing Library has the Library option enabled, it will only be allowed to have one Book assigned. If you attempt to drag more than one Book into such a Library, an appropriate error

131 Analysis message displays and you cannot. You can change the one Book assigned to such a Library, by first deleting the existing Book from the Library, and then dragging a new Book into the Library. Assignment of Pricing Page to Pricing Libraries Not Marked as Libraries You are not allowed to assign a Pricing Page that has the Applies To option set to Non-Core to a Pricing Library that is not marked as a Library. This is because the Core/Non-Core designation applies only to the calculations. If you attempt to assign a Non-Core Pricing Page to a non- Library, an appropriate error message displays and you cannot. Sales Pricing Page Fast Edit The Sales Pricing Page Fast Edit includes Strategic List Price and Strategic Cost in the drop-down list for the Source Price, Totaling Basis, Other Cost Source, Commission Cost Source, and Secondary Rebate Source (if enabled) fields on the Query tab

132 Analysis The Sales Pricing Page Fast Edit includes the Applies to field on the Query tab. The field can be modified if the Data Services tier is set to Gold or Platinum. You may not change the value from Core to Non-Core for a Pricing Page if that Pricing Page is assigned to one or more Pricing Libraries that are not marked as Libraries. This is because the Core/Non-Core designation applies only to the calculations. If you attempt to change the value to Non-Core and the Page is assigned to one or more non- Libraries, an error message displays. Reviewing and Adjusting Analysis Results from Associates, Inc. Associates sends you two files, Core Status and Pricing Standards, for your review. Note that these are not in the correct format for importing. You will also receive an additional training session from Associates to help you understand the data and how to review and adjust it. After you review them, you return them to so they can timestamp the files and put them in the correct format for importing. Core Status The Core Status review file classifies items or SKUs into sensitivity categories (Core A, Core B, Non- Core C, or Non-Core D). Core A are the most sensitive items while Non-Core D are the least. This file contains Product Family Core Status and Predicted Customer Core Status. During the review process you will potentially revise some of the values in the Predicted Customer Core Status and this will be the Core Status which is imported into Prophet

133 Analysis Pay particular attention to items where the Core Status within Product Group is Core A or Core B where the Predicted Core Status is Non-Core C or Non-Core D. You may feel it is necessary to adjust the Predicted Core Status. Note: Remember that you have the option to set up Item Core Status Families to control very similar items with widely different sales volumes. See Defining Item Core Status Families (Core Status Family Maintenance) on page 60 for more information. Pricing Standards The Pricing Standards review file recommends category Markups, Margins or Discounts for every-day, non-negotiated business. This file contains one tab each for Markup, Margin and Discount. During the review process you will choose which of the three pricing methods (markup, margin or discount) is most appropriate and will populate the Factor Type field in the Recommended Pricing Structures Per Product Group/Supplier import file with (M for Markup, G for Gross Margin or D for Discount). The import file may have a mix of these methods. Returning Modified Files to Associates, Inc. for Timestamp After reviewing the Core Status and Pricing files mentioned above, return them to Associates, Inc, who will timestamp them and return them in a format that can be imported into your system. Play vs. Live Database Changes As you make changes to your Play database, document what these changes are so you can make corresponding changes to your live database before you go live

134 Analysis Importing Timestamped Data from Associates, Inc. Importing Core Status Assignments Navigation Path: Imports/Exports > Import > > Core Status Assignments There is one file for import. The file may update any of the item, Item/Customer Category, or Customer/Item Core Status values as described below. In the case of Item/Customer Category and Customer/Item records, the system will create new records if necessary or update existing records. Column Column Name Data Type Comments A Import Set Number Unique identifier for this row Numeric Row number is sufficient; must not be duplicated within the file B Item ID Item ID Alphanumeric Must match Prophet 21 Item ID C Customer Category Customer Category ID Alphanumeric Must match Prophet 21 Customer Category ID D Company ID Company ID Alphanumeric Must match Prophet 21 Company ID

135 Analysis Column Column Name Data Type Comments E Customer ID Customer ID Numeric Must match Prophet 21 Customer ID F Core Status Core Status value to apply G Core Status Data Expiration Date Expiration Date for the Core Status value Alphanumeric Alphanumeric see below Core A Core B Non-Core C Non-Core D H Coreness Factor Coreness Factor Numeric Coreness Factor Availability by tier: All tiers: Item level Gold: Item/Customer Category level Item/Customer level Each row in the import file will be for one of the following combinations; the file can contain a combination of each type of row depending on your Data Services tier: Item ID/Core Status in this case the Customer Category and Customer ID fields will all be blank If the Data Services tier is Silver, these are the only types of rows that the import will process, regardless of the contents of the file. Item ID/Customer Category in this case the Customer ID field will be blank Rows of this type will be processed if the Data Services tier is Gold or Platinum Item ID/Customer in this case the Customer Category field will be blank Rows of this type will be processed if the Data Services tier is Platinum All rows must have the Item ID and Core Status fields populated. Any row that has all the columns populated will report an error during the import, since the same row cannot reference both a customer and Customer Category. For rows with Item ID/Core Status only, the system will update the referenced Item ID/Company ID to have the Core Status specified in the file. For rows with Item ID/Customer Category, the system will update the Core Status for the Item ID/Company ID/Customer Category combination if it is already defined. If not already defined, the system will make a new entry for the Item ID/Company ID/Customer Category combination with the provided Core Status. For rows with Item ID/Customer - the system will update the Core Status for the Item ID/Company ID/Customer ID combination if it is already defined. If not already defined, the system will make a new entry for the Item ID/Company ID/Customer ID combination with the provided Core Status. Rows that include Customer Category or Customer information for distributors not on the proper tier of service will generate errors that can be viewed via the normal import error processing. The error

136 Analysis messages will indicate that the system is not enabled for the proper Data Services tier to support that level of Core Status definition. The Core Status Data Expiration Date will be provided by Associates, Inc. The system will consider the value in the first row of the import file only and will use that value to update the Company level Data Services Data Certificate Expiration Date value when the import is run. The date value in the import file will be encrypted. The import will fail if there is no value provided, or the decrypted value is either an invalid date or a date on or earlier than the date the import is being performed. Importing Recommended Pricing Structures per Grouping Strategy Navigation Path: Imports/Exports > Import > > Recommended Pricing Structures per Grouping Strategy This option is only available if you have subscribed to the Pricing Structure data set (any tier). There is one file for import. This file will either create or update Sales Pricing Pages. If it is creating pages, it assigns those pages to a specific Library/Book as detailed below. Column Column Name Data Type Comments A Import Set Number Unique identifier for this row Numeric Row number is sufficient; must not be duplicated within the file B Company ID Company ID Alphanumeric Must match Prophet 21 Company ID

137 Analysis Column Column Name Data Type Comments C Grouping Strategy Factor ID ID for the grouping strategy (product group, discount group, or price family) set in system settings. See LEnabling Strategic Pricing (System Settings) on page 16.) Alphanumeric Must match the valid corresponding ID in Prophet 21 D Supplier ID Supplier ID Numeric Must match Prophet 21 Supplier ID and be valid as described below E Customer Category ID F Customer Size Customer Size this applies to G Core/Non-Core Core or Non-Core indicator Alphanumeric Must match Prophet 21 Customer Category ID Alphanumeric Alphanumeric Very Tiny Tiny Small Medium Large Huge Core Non-Core Note: If the Data Services Tier is Silver only values of Core are accepted H Factor Type Alphanumeric D = Discount M = Markup G = Gross Margin I Factor Numeric This will be in terms of the Factor type. Use whole numbers. J Effective Date Effective date of the pricing page. Date Must be on or after the date of the import. Not required; if blank, it is set to imported date. See note on pages 141 and

138 Analysis Column Column Name Data Type Comments K Expiration Date Expiration date of the pricing page. L through Z AA through AN Calculation Value 1 through 15 *1 Break 1 through 14 Determines the calculation to be applied to the source price specified when a corresponding break is attained. You can enter up to 15 explicit calculation values for this page. The calculation values should be entered in terms of multiplier or mark-up based on the type of page. (See Values tab on page 142.) Each break corresponds to a Calculation Value, and determines to what limit the value is used for price breaks. You can enter up to 14 price breaks for this page. AO Other Cost Desc The Other Cost AP Other Cost Value If the Other Cost is Value, the value applied to the Source. Date Numeric Numeric List: ORDER SOURCE VALUE NONE Must be later than the Effective Date. Not required; if blank, is set to Data Services Expiration Date plus 28 days. See note on pages 141 and 143. Be sure that the values are appropriate; the import does not validate the actual values. Calculation Values are not required. If you do not import any values, the system sets Calculation Value 1 to the factor in row I. Not required. If nothing is entered, system defaults to ORDER. Numeric Defaults to

139 Analysis Column Column Name Data Type Comments AQ Other Cost Source Desc If the Other Cost is Value or Source, a price or cost upon which an item s Other Cost is based. List: Price 1-10 Supplier List Price Primary Supplier Cost Standard Cost Average Cost Last Received PO Cost Next Due in PO Cost Other Cost Purchase Price Strategic List Price Strategic Cost Future Standard Cost AR Cost Calculation Method Desc The calculation method used to arrive at the item's Other Cost. List: DIFFERENCE MULTIPLIER MARKUP Defaults to Multiplier PERCENTAGE AS Cost Calculation Value If the item's Other Cost is Order, Source, or None, the calculation value. Numeric Defaults to AT Commission Cost Desc The Commission Cost List: ORDER SOURCE VALUE

140 Analysis Column Column Name Data Type Comments AU Commission Cost Value If the Commission Cost is set to Value, the value Numeric Defaults to AV Commission Source Value If the Commission Cost is set to Source, a price or cost upon which the item's commission cost is based. List: Price 1-10 Supplier List Price Primary Supplier Cost Standard Cost Average Cost Last Received PO Cost Next Due in PO Cost Other Cost Purchase Price Strategic List Price Strategic Cost Intercompany Source Future Standard Cost AW Commission Cost Calc Method Desc The calculation used to compute the commission cost. List: DIFFERENCE MULTIPLIER Defaults to Multiplier MARKUP PERCENTAGE AX Commission Cost Calc Value The calculation value of the commission cost. Defaults to Note:*1 If your calculation method is Multiplier or Percentage, the calculation values must be greater than zero. Importing calculation values of zero will result in the overall prices calculated as zero regardless of where you sourced the price from. The system first locates the Library that is identified by the combination of Company ID/Customer Category ID/Customer Size. From there, it looks to the Book within that Library; since a

141 Analysis Library can have only one Book assigned, the system does not have to determine which specific Book to look at. Within that Book, the system looks for non-deleted Pricing Pages based on Grouping Strategy value, and Core/Non-Core for the Grouping Strategy value, and Core/Non-Core options specified in the import file. If the Data Services tier is set to Silver, any row in the import file with the Core/Non-Core field set to Non-Core will not be processed. An appropriate error is recorded in the import error/summary files. Pricing Pages specifically for Non-Core status are only available when the Data Services tier is set to Gold or Platinum. If the system does not find a Library for the specified Company/Customer Category/Customer Size, the record will not be processed. An appropriate error is recorded in the import error/summary files. If the system locates an existing non-deleted Pricing Page for the proper Library, Book, Grouping Strategy value val, that Pricing Page will be updated based on the information in the import file. If the system identifies the proper Library and Book, but does not locate a non-deleted Pricing Page within that Library/Book for the Grouping Strategy value, a new Page will be created and assigned to the Library/Book. If the system finds more than one matching Pricing Page that is not marked as deleted within the Library/Book for the Grouping Strategy value, the import of that record fails and a message that duplicate pages exist is recorded. You can choose to manually update and keep the duplicate pages if you have reason to, or else delete one of the pages and have the system update the other via the import How Pricing Pages Change After This Import - Existing Pages When an existing Pricing Page is being updated, the following fields will be updated (based on the tabs in the Sales Pricing Maintenance window); all fields not listed will remain unchanged: Sales Pricing tab Effective Date - set to imported date if one exists. If not, it is changed to the date of the import. Expiration Date set to the imported date if one exists. If not, and the current Expiration Date is prior to the Data Services Data Certificate Expiration Date, then this is set to the Data Services Data Certificate Expiration Date, plus 28 days (to account for the allowable extensions). Otherwise, the value remains unchanged. Pricing Method this is set to Source Source Price If the Factor Type = D, this is set to Strategic List Price If the Factor Type = M or G, this is set to Strategic Cost

142 Analysis Costs tab If corresponding values are entered, the Other Cost fields are set to the imported values. If not, they are set to the following: Other Cost Type Order Other Cost Calculation Method Multiplier Other Cost Calculation Value 1 If corresponding values are entered, the Commission Cost fields are set to the imported values. If not, they are set to the following: Commission Cost Type Order Commission Cost Calculation Method Multiplier Commission Cost Calculation Value 1 Values tab Calculation Method If the Factor Type = D or M, this is set to Multiplier If the Factor Type = G, this is set to Mark-Up Calculation Value 1 - set to the Factor Type and Factor in the import file. Important! Calculation Values and Breaks in an existing price page are not overwritten by an import. How Pricing Pages Change After This Import - New Pages When a new Pricing Page is created via the import, the following fields are set (based on the tabs in the Sales Pricing Maintenance window):

143 Analysis Sales Pricing tab Price Type Grouping Strategy this is set to SPA + Grouping Strategy ID + Customer Category + Size. If you Data Services level is Silver, + Core is added to the description. If your Data Services level is Gold or above, + Core or + Non-Core is added to the description, based on column G of the import. For example, if the grouping strategy is Supplier/Product Group,the Supplier ID is and the Product Group ID is 51105, the Customer Category is OEM and the Size is Medium, and your Data Service level is Silver, the description would be SPA OEM Medium Core. If your Data Services level is Gold or above and column G is "Non-Core," the description would be"spa OEM Medium Non-Core." Effective Date this is set to the imported date or the date of the import if the Effective Date is blank on the import. Expiration Date this is set to imported date or the Data Services Data Certificate Expiration Date in effect when the Import is run, plus 28 days (to account for the allowable extensions) if the Expiration Date is blank on the import. Pricing Method Source Source Price If the Factor Type = D, this is set to Strategic List Price If the Factor Type = M or G, this is set to Strategic Cost Totaling Method Item Totaling Basis Sales Unit Status Active Company ID this is set to the Company ID from the import file Supplier this is set to the Supplier ID from the import file Grouping Strategy - this is set to the ID for the grouping strategy value from the import file (i.e., Supplier/Product Group, Supplier/Discount Group, Supplier/Price Family, Product Group, Discount Group or Price Family. Apply to Manufacturer Rep Orders this is set to No Applies To (new field, see the Sales Pricing Maintenance deliverable above for details) is set to the Core/Non-Core value from the import file Costs tab If corresponding values are entered, the Other Cost fields are set to the imported values. If not, they are set to the following: Other Cost Type Order Other Cost Calculation Method Multiplier

144 Analysis Other Cost Calculation Value 1 If corresponding values are entered, the Commission Cost fields are set to the imported values. If not, they are set to the following: Commission Cost Type Order Commission Cost Calculation Method Multiplier Commission Cost Calculation Value 1 Values tab Calculation Method If the Factor Type = D or M, this is set to Multiplier If the Factor Type = G, this is set to Mark-Up Calculation Value 1 If Column L is blank, then: If the Factor Type = D, this is set to (1 (the Factor (column I) value from the file/100)) If the Factor Type = M, this is set to (1 + (the Factor (column I) value from the file/100)) If the Factor Type = G, this is set to the Factor (column I) value from the file. If Column L is not blank, then this is set to the value from column L of the file For example, if the price is intended to be 20% off the Strategic List Price, the following values are set in the file: Factor Type = D Factor = 20 If the price is intended to be 1.2 times the Strategic Cost (a 20% markup on Cost), the following values are set in the file: Factor Type = M Factor = 20 If the price is intended to show a 20% profit based on Strategic Cost, the following values are set in the file: Factor Type = G Factor = 20 Calculation Values 2 15 If Columns M Z are populated in the file, they are loaded as Calculation values 2 15; it is assumed that values entered in these columns are in terms of the designated Factor; no further validation will be performed

145 Analysis Break Values 1 14 If columns AA AN are populated in the file, they are loaded as Break values It is assumed that values entered in these columns are in terms of Sales Units; no further validation will be performed If Calculation Values/ Breaks are also imported, the following calculations also come into play: If the Factor Type = G and the Break column is in terms of Sales Units (determined by the Totaling Basis field). The price $75 (20% profit based on Strategic Cost), and the Calculation Value/Breaks table is as follows: Calculation Values Break When 1 to 4 fans are ordered, the Mark-Up percentage is 25 percent. The price per fan is $ When 5 to 9 fans are ordered, the Mark-Up percentage is 20 percent. The price per fan is $ When 10 to 14 fans are ordered, the Mark-Up percentage is 15 percent. The price per fan is $ When 15 or more fans are ordered, the Mark-Up percentage is 10 percent. The price per fan is $ Importing Recommended Pricing Structures per Customer/Item (Customer/SKU Tier) Navigation Path: Imports/Exports > Import > > Recommended Pricing Structures per Customer/Item This option is only available if you are subscribed to the Customer/SKU service (any tier)

146 Analysis There is one file for import. This file will either create or update Sales Pricing Pages. If it is creating pages, it will then assign those pages to a specific Library/Book as detailed below. Column Column Name Data Type Comments A Import Set Number Unique identifier for this row Numeric Row number is sufficient; must not be duplicated within the file B Company ID Company ID Alphanumeric Must match Prophet 21 Company ID C Customer ID Customer ID Numeric Must match Prophet 21 Customer ID D Item ID Item ID Alphanumeric Must match Prophet 21 Item ID E Core Status Alphanumeric Core A F Price Sales Price Decimal G Effective Date Effective date of the pricing page. Date Core B Non-Core C Non-Core D Note this value is in the file for your use in reviewing the data only; it will not impact the import itself Must be on or after the date of the import. Not required; if blank, it is set to imported date. See notes on pages 151 and

147 Analysis Column Column Name Data Type Comments H Expiration Date Expiration date of the pricing page. I through W X through AK Calculation Value 1 through 15 *1 Break 1 through 14 Determines the calculation to be applied to the source price specified when a corresponding break is attained. You can enter up to 15 explicit calculation values for this page. The calculation values should be entered in terms of multiplier or mark-up based on the type of page. (See Importing Recommended Pricing Structures per Customer/Item (Customer/SKU Tier) on page 145.) Each break corresponds to a Calculation Value, and determines to what limit the value is used for price breaks. You can enter up to 14 price breaks for this page. Date Numeric Numeric Must be later than the Effective Date. Not required; if blank, is set to Data Services Expiration Date plus 28 days. See notes on pages 151 and 152. Be sure that the values are appropriate; the import does not validate the actual values. Calculation Values are not required. If you do not import any values, the system sets Calculation Value 1 to the factor in row I. The import does not overwrite values in existing pages. The import does not overwrite values in existing pages

148 Analysis Column Column Name Data Type Comments AL Other Cost Desc The Other Cost AM Other Cost Value If the Other Cost is Value, the value applied to the Source. AN AO Other Cost Source Desc Cost Calculation Method Desc If the Other Cost is Value or Source, a price or cost upon which an item s Other Cost is based. The calculation method used to arrive at the item's Other Cost. List: ORDER SOURCE VALUE NONE Not required. If nothing is entered, system defaults to ORDER. Numeric Defaults to List: Price 1-10 Supplier List Price Primary Supplier Cost Standard Cost Average Cost Last Received PO Cost Next Due in PO Cost Other Cost Purchase Price Strategic List Price Strategic Cost Future Standard Cost List: DIFFERENCE MULTIPLIER MARKUP PERCENTAGE Defaults to Multiplier

149 Analysis Column Column Name Data Type Comments AP Cost Calculation Value If the item's Other Cost is Order, Source, or None, the calculation value. Numeric Defaults to AQ Commission Cost Desc The Commission Cost List: ORDER SOURCE VALUE AR Commission Cost Value If the Commission Cost is set to Value, the value of the commission. Numeric Defaults to AS Commission Source Value If the Commission Cost is set to Source, a price or cost upon which the item's commission cost is based. List: Price 1-10 Supplier List Price Primary Supplier Cost Standard Cost Average Cost Last Received PO Cost Next Due in PO Cost Other Cost Purchase Price Strategic List Price Strategic Cost Intercompany Source Future Standard Cost

150 Analysis Column Column Name Data Type Comments AT Commission Cost Calc Method Desc The calculation used to compute the commission cost. List: DIFFERENCE MULTIPLIER MARKUP Defaults to Multiplier PERCENTAGE AU Commission Cost Calc Value The calculation value of the commission cost. Defaults to Note:*1 If your calculation method is Multiplier or Percentage, the calculation values must be greater than zero. Importing calculation values of zero will result in the overall prices calculated as zero regardless Ot of where you sourced the price from. The system will take each row and look to either create or update a corresponding Sales Pricing Page. The system will first validate that the Company ID/Customer ID combination is valid and that the Item ID is valid. If either is not valid, the record will fail and an appropriate error message is recorded in the import error/summary files. Assuming the Company/Customer and item are valid, the system will then attempt locate the Pricing Library that has Library ID = <CustomerID>-SPA. For example, if the Customer ID is , the system will look for the Pricing Library with Library ID SPA. From there, it will look to the Book within that Library that has Book ID = <CustomerID>-SPA. For example, if the Customer ID is , the system will look for a Book with ID SPA. Within that Book, the system will look for non-deleted Pricing Pages based on Item ID for the Item ID specified in the import file. If the system does not find a Pricing Library with Library ID in the format described above, the system will create it. The Library ID and is set to the <CustomerID>-SPA value. The Library Type is set to First Of. The Library will then be assigned to the Customer record; it is placed below any other Libraries already assigned to the customer. If the system finds the Pricing Library, but there is no Pricing Book with Book ID = <CustomerID>- SPA, the system will create that Pricing Book and associate it with the Library. The Book is placed within the Library after the last existing Book in the Library. If the Library is being created at the same time, this is the only book in the Library. If the system locates an existing non-deleted Pricing Page for the proper Library, Book, and Item ID, that Pricing Page is updated based on the information in the import file. If the system identifies the proper Library and Book, but does not locate a non-deleted Pricing Page within that Library/Book for the Item ID, a new Page is created and assigned to the Library/Book. If the system finds duplicate (more than one) non-deleted Pricing Pages for the proper Library, Book, and Item ID, the import will fail. An appropriate message is given that duplicate pages exist. You can manually update the pages if needed, or can choose to delete one of the pages

151 Analysis How Pricing Pages Change After This Import - Existing Pages When an existing Pricing Page is being updated, the following fields are updated (based on the tabs in the Sales Pricing Maintenance window); all fields not listed remain unchanged: Sales Pricing tab Effective Date - set to imported date if one exists. If not, it is changed to the date of the import. Expiration Date set to the imported date if one exists. If not, and the current Expiration Date is prior to the Data Services Data Certificate Expiration Date, then this is set to the Data Services Data Certificate Expiration Date, plus 28 days (to account for the allowable extensions). Otherwise, the value remains unchanged. Pricing Method this is set to Price Price this is set to the value from the import file Costs tab If corresponding values are entered, the Other Cost fields are set to the imported values. If not, they are set to the following: Other Cost Type Order Other Cost Calculation Method Multiplier Other Cost Calculation Value 1 If corresponding values are entered, the Commission Cost fields are set to the imported values. If not, they are set to the following: Commission Cost Type Order Commission Cost Calculation Method Multiplier Commission Cost Calculation Value 1 Values tab Calculation Method If the Factor Type = D or M, this is set to Multiplier If the Factor Type = G, this is set to Mark-Up Calculation Value 1 - set to the Factor Type and Factor in the import file. Important! Calculation Values and Breaks in an existing price page are not overwritten by an import

152 Analysis How Pricing Pages Change After This Import - New Pages When a new Pricing Page is created via the import, the following fields are set (based on the tabs in the Sales Pricing Maintenance window) any field not specified is set to the default value that would appear in Sales Pricing Maintenance: Sales Pricing tab Price Type Item this is set to SPA + Customer ID + Item ID. For example, if the Customer ID is and the Item ID is PAV FM2DDSN, the is SPA PAV FM2DDSN. If the description exceeds the allowable length of the field, it is truncated. Effective Date this is set to the imported date or the date of the import if the Effective Date is blank on the import. Expiration Date this is set to imported date or the Data Services Data Certificate Expiration Date in effect when the Import is run, plus 28 days (to account for the allowable extensions) if the Expiration Date is blank on the import. Pricing Method Price Price this is the value from the import file Totaling Method Item Totaling Basis Sales Unit Status Active Item ID this is the Item ID from the import file Apply to Manufacturer Rep Orders this is set to No Applies To (new field, see the Sales Pricing Maintenance deliverable above for details) is set to Core this is regardless of the Core Status value in the import file Costs tab If corresponding values are entered, the Other Cost fields are set to the imported values. If not, they are set to the following: Other Cost Type Order Other Cost Calculation Method Multiplier Other Cost Calculation Value 1 If corresponding values are entered, the Commission Cost fields are set to the imported values. If not, they are set to the following:

153 Analysis Commission Cost Type Order Commission Cost Calculation Method Multiplier Commission Cost Calculation Value 1 Values tab Calculation Method If the Factor Type = D or M, this is set to Multiplier If the Factor Type = G, this is set to Mark-Up Calculation Value 1 If Column I is blank, then: If the Factor Type = D, this is set to (1 (the Factor (column I) value from the file/100)) If the Factor Type = M, this is set to (1 + (the Factor (column I) value from the file/100)) If the Factor Type = G, this is set to the Factor (column I) value from the file. If Column I is not blank, then this is set to the value from column L of the file For example, if the price is intended to be 20% off the Strategic List Price, the following values are set in the file: Factor Type = D Factor = 20 If the price is intended to be 1.2 times the Strategic Cost (a 20% markup on Cost), the following values are set in the file: Factor Type = M Factor = 20 If the price is intended to show a 20% profit based on Strategic Cost, the following values are set in the file: Factor Type = G Factor = 20 Calculation Values 2 15 If Columns J W are populated in the file, they are loaded as Calculation values 2 15; it is assumed that values entered in these columns are in terms of the designated Factor; no further validation will be performed Break Values 1 14 If columns X AK are populated in the file, they are loaded as Break values It is assumed that values entered in these columns are in terms of Sales Units; no further validation will be performed

154 Analysis If Calculation Values/ Breaks are also imported, the following calculations also come into play: If the Factor Type = G and the Break column is in terms of Sales Units (determined by the Totaling Basis field). The price $75 (20% profit based on Strategic Cost), and the Calculation Value/Breaks table is as follows: Calculation Values Break When 1 to 4 fans are ordered, the Mark-Up percentage is 25 percent. The price per fan is $ When 5 to 9 fans are ordered, the Mark-Up percentage is 20 percent. The price per fan is $ When 10 to 14 fans are ordered, the Mark-Up percentage is 15 percent. The price per fan is $ Verifying Pricing (Item Maintenance) Navigation Path: Inventory > Maintenance > Item Maintenance > tab When you enable, the system defines Core Status information as per Item/Company and potentially per Item/Company/Customer Category, since different companies may have different factors that impact the core status of an item. These settings are available on the tab in Item Maintenance, regardless of the Data Services tier system setting. This tab is available for all items except for Lot Bill Group and Service Contract items, including Other Charge items. Users with the proper roles can edit this data on this tab or you can review and change any of the Strategic Pricing Associates, Inc. recommendations before processing the import. This tab has multiple rows of data, one per Company. Each row contains the following fields: Company ID/Name The ID and name of companies that have enabled

155 Analysis Core Status Visibility Coreness Factor The measure of the frequency of sale and the likelihood that the customer will shop for better pricing, expressed as Core A (the default), Core B, Non- Core C and Non-Cored D. If the Data Services Data Certificate Expiration Date expires, the system will process the item as Core A regardless of the item s setting. If a Company ID/Core Status is not defined for an item, Core A will be used for pricing calculations. This allows you to not have to define core status values for all items/companies upon initial set up or when creating a new item. Users with the proper permissions (via their Role) can edit this field if necessary. This field applies another level of granularity to the assigned Core Status. It defaults to the decimal value 1.000, and typically ranges between.0000 and The value may also be higher than Coreness Factor availability for each tier is as follows: Strategic Costing and Silver tiers: Item level Gold tier: Item and Item/Customer Category level Platinum tier: Item and Item/Customer level Category Tab In addition, if the Data Services tier is Gold or Platinum, an additional list of Core Status values per Company/Customer Category can be defined on the Category tab. This allows you to refine the Core Status information per Company and Customer Category. This tab has multiple rows of data, one per Company ID/Customer Category ID combination. Each row contains the following fields: Company ID/Name Customer Category ID/ The ID and name of companies that have enabled. The Customer Category ID and description set up in Customer Category Maintenance

156 Analysis Core Status Visibility Coreness Factor The measure of the frequency of sale and the likelihood that the customer will shop for better pricing, expressed as Core A (the default), Core B, Non- Core C and Non-Core D. If the Data Services Data Certificate Expiration Date expires, the system processes the item as Core A, regardless of the item s setting. If a Company ID/Core Status is not defined for an item, Core A will be used for pricing calculations. This allows you to not have to define Core Status values for all items/companies upon initial set up or when creating a new item. Users with the proper permissions (via their Role) can edit this field if necessary. This field applies another level of granularity to the assigned Core Status. It defaults to the decimal value 1.000, and typically ranges between.0000 and The value may also be higher than Coreness Factor availability for each tier is as follows: Strategic Costing and Silver tiers: Item level Gold tier: Item and Item/Customer Category level Platinum tier: Item and Item/Customer level Item Fast Edit Generally, the only means to load or change this information for items is via the Associates, Inc.-specific import process. However, users with the proper permissions (via their Role) can edit this field if necessary. Audit Trail The new columns defined above will be added to the Audit Trail information for Item Maintenance. Any changes to the values of these fields (which will be through the Import process or manual edit) will be logged in the Audit Trail

157 Rollout Rollout The rollout phase of is when you "go live" -- moving from your play database to your live database. Disabling Obsolete Pricing Libraries (Customer Maintenance) 157 Pricing Simulation 158 Criteria Tab 160 Orders Tab 164 Order Lines Tab 166 Pricing Source Tab 168 Pre-Go Live Training, Testing, and Review 169 Disabling Obsolete Pricing Libraries (Customer Maintenance) Note: Use this section for disabling obsolete pricing libraries when you have any of the Silver, Gold, or Platinum tiers. The Strategic Costing tier uses existing libraries for. Play database Pricing libraries for each of your customers are set up on the Sales Pricing tab in Customer Maintenance. These libraries take precedence over

158 Rollout When you want the customer to use, you must change the Status field on this tab to Inactive or Delete for any generic pricing libraries you have set up, as these override your. Leave libraries for exception pricing as Active. If you have libraries that are both, split out the exception pricing into the new library and make the generic potion of it Inactive. Setup Tip! If you want to begin by establishing for only your tiny and small customers, you can start by disabling their obsolete libraries first. As you refine your pricing structure for each customer in the Play database, document which pricing libraries you have made inactive. When you go live on in your Live database, you will want to make the same changes to customers in the Live database. Pricing Simulation This section details the Pricing Simulation window and how you can use it to test your pricing strategies before applying them to your live database, and for periodic review

159 Rollout Navigation Path: System Administration > Pricing Simulation You can simulate the effect of against transactions already in the database to re-process existing transactions to see the impact of newly loaded structures before implementing those structures live in the system. Important! It is STRONGLY RECOMMENDED that this window be used only in a play or non-production database. Depending on the criteria selected, the amount of time for this window to run may be significant, and you should consider using this window only in off-hours and restricting access to it. This window allows you to run a what if scenario, taking for example, their last month s worth of orders and passing them through the newly defined pricing structures and see what the pricing on those same orders would be under the new pricing. This can be used as both a reality check against the new values, and to help prove out the value of the strategic pricing structure

160 Rollout The intent is that you will load the pricing recommendations from Associates, Inc. in the play database and then perform significant testing to insure that pricing is coming up as expected for orders. The amount of testing likely will be more the first time that information is loaded than it will be after loading subsequent updates, as you should be more comfortable with the expected data by that time. Once testing and review is completed in the play database, then the import can be performed on the live or production database in order to put the new pricing structures into use. The window consists of a Criteria tab, an Orders tab, an Order Lines tab, and a Pricing Source tab. You specify criteria that will identify a batch of orders in their system. The system takes those Orders and process the items/quantities from the orders using the current pricing structures (which would include the newly imported data) and report back on the original (from the Order) and new (based on current structure) prices, so you can preview the impact of the new structures. The system will process the identified orders based on the pricing structures and customer, item, and system settings enabled in the database at the time the window is used. Make sure that all data is imported/defined and the appropriate settings are enabled before running the process so that the effects of the structure are included. Criteria Tab The Criteria tab allows you to limit your selection of sales locations, customers and orders (by number, date and cost basis) for pricing simulation

161 Rollout This tab contains the following fields: Company ID/Name Start/End Sales Location ID Start/End Order Date Defaults to your default Company as in other windows Defaults to Enter the range you want to display. The ending Order Date defaults to the current date/time, the starting Order Date defaults to one month earlier. For example, if the current date were 09/11/08 at 9:14 AM, the default Starting Date would be 08/11/08 09:14:00 and the Ending Date would be 09/11/09 09:14:00. You can change as needed and the calendar boxes are provided as a help

162 Rollout Start/End Order Number Start/End Customer ID Cost Basis Include Other Charge Items Include Temporary Items Include Non-Stockable Items Order Types Defaults to Enter the range you want to display. Defaults to Enter the range you want to display. Orders with this cost basis are selected. Order Cost - The cost of items on the order, based on the Inventory Costing Basis (Standard, Moving Average, or FIFO) Commission Cost - The cost that the commission on an order is based. Other Cost - A miscellaneous cost, often used to account for rebates or special pricing given to a customer. This field defaults to your default cost basis as set up in User Maintenance. You cannot select a cost basis option for which you are not enabled in User Maintenance. Determines if Other Charge items are included in the Pricing Simulation. Since Other Charge items may typically be priced manually and not via the system s pricing routines, you may not want to include them in all pricing simulations. Determines if Temporary items are included in the Pricing Simulation. Since Temporary items are often one-time sale items and thus often are priced manually, you may not want to include them in all pricing simulations. Determines if Non-Stockable items are included in the Pricing Simulation. Since Non-Stock items are often one-time sale items or not priced by the system s pricing routines, you may not want to include them in all pricing simulations. Determines if the pricing simulation includes orders and/or quotes. Orders - Only orders are included in the pricing simulation. Orders do not include: Fully canceled orders Fully canceled line items (where Quantity Ordered = Quantity Canceled) Service orders Manufacturer Rep orders RMAs Quotes - Only quotes are included in the pricing simulation. Quotes do not include fully canceled quotes Both - Both orders and quotes are included in the pricing simulation

163 Rollout Include Service Orders Customer Category Determines how Pricing Simulation handles service orders. Yes - Includes service orders No - Excludes service orders Only - Only pulls back service orders Allows you to limit the pricing simulation to one customer category (i.e., OEM, Reseller) or include all customer categories. Note: This option is available with the Silver, Gold, and Platinum tiers. Customer Size Type If the Separate Retail vs. Warehouse Sales option is enabled, this field allows you to limit the pricing simulation to warehouse sales, retail sales, or include both. Additional drop downs allow you to limit to a warehouse and retail size, or include all sizes. Note: This option is available with the Silver, Gold, and Platinum tiers. Warehouse Size One of the Warehouse Customer Size values Very Tiny (if in use), Tiny, Small, Medium, Large, or Huge. Available only if the Separate Retail vs. Warehouse sales Company setting is enabled. Note: This option is available with the Silver, Gold, and Platinum tiers. Retail Size One of the Retail Customer Size values Very Tiny (if in use), Tiny, Small, Medium, Large, or Huge. Available only if the Separate Retail vs. Warehouse sales Company setting is enabled. Note: This option is available with the Silver, Gold, and Platinum tiers. Supplier ID Product Group Discount Group Allows you to limit the orders/lines returned to a range of suppliers. Allows you to limit the orders/lines returned to a range of product groups. Allows you to limit the orders/lines returned to a range of discount groups. Note: If the historical information does not specify a discount group at the order level, the system checks for discount groups on the line item level and includes the order based on that information

164 Rollout Price Family Allows you to limit the orders/lines returned to a range of price families. Note: If the historical information does not specify a price family at the order level, the system checks for price families on the line item level and includes the order based on that information. Orders Tab The results tab contains the following fields based on the criteria you entered. The system initially sorts the results by order number within customer within sales location, but you can click on a column header to re-sort the list. Sales Location ID Sales Location Name Customer ID Customer Name Order Number Order Date Original Subtotal Original Profit $ Original Profit % The sales location you entered (possibly in a range) for the reporting criteria, for reference. The name associated with the sales location ID for reference. The customer ID that you entered (possibly in a range) in the reporting criteria, for reference. The name associated with the customer ID for reference The order number that you entered (possibly in a range) for reference. The date and time the order was entered, for reference. Sub-total of all items on the order based on the prices from the order. Original Sub-Total minus the total cost based on the selected Cost Basis. The costs are the Order, Commission, or Other Cost values from the order based on the Cost Basis criteria setting. Original Sub-Total and selected Cost Basis. The costs are the order, Commission, or Other Cost values from the order based on the Cost Basis criteria setting

165 Rollout Current Sub-Total Current Profit $ Current Profit % Change in Profit $ Sub-total of all items on the order, re-priced based on the current pricing structure for the customer, taking into account any that is set up. The prices are computed using, as though the items were being placed on an order at that time. Pricing is based on the date/time that the data is being processed. This includes applying the hierarchy (see The Pricing Hierarchy on page 121) related to contract and exception pricing. Any contracts that were applied on the original order are applied to the current data, if the original contract remains valid. All appropriate quantity break and combinable (second-pass) discounting is applied when computing these values. The Current Sub-Total minus the total cost based on the selected Cost Basis. The costs are the Order, Commission, or Other Cost values from the order based on the Cost Basis criteria setting. The intent is to compare the profit based on just the price changes, so the cost used to compute the Original Profit $ value is the same cost used to compute the Current Profit $ value. Current Sub-Total and selected Cost Basis. The costs are the Order, Commission, or Other Cost values from the order. The intent is to compare the profit based on just the price changes, so the cost used to compute the Original Profit % value is the same cost used to compute the Current Profit % value. Current Profit $ - Original Profit $. Assuming the Current Profit is more than the Original (which is the intent), this will be a positive number. Change in Profit % Current Profit % - Original Profit %. For example if the Original Profit % is 15 and the Current Profit % is 18, the value would be 3. Assuming the current profit is more than the original (which is the intent), this will be a positive number. Customer Category Typically one of five high-level breakdowns of your customers (i.e. Contractor, OEM, Reseller). Size thresholds that are based on sales volume (Huge, Large, Medium, Small, Tiny), are variable per customer category. Note: This option is available with the Silver, Gold, and Platinum tiers. Warehouse Size One of the Warehouse Customer Size values Very Tiny (if in use), Tiny, Small, Medium, Large, or Huge. Available only if the Separate Retail vs. Warehouse sales Company setting is enabled. Note: This option is available with the Silver, Gold, and Platinum tiers

166 Rollout Retail Size One of the Retail Customer Size values Very Tiny (if in use), Tiny, Small, Medium, Large, or Huge. Available only if the Separate Retail vs. Warehouse sales Company setting is enabled. Note: This option is available with the Silver, Gold, and Platinum tiers. Totals will be provided for the Original Sub-Total, Original Profit $, Original Profit %, Current Sub-Total, Current Profit $, Current Profit %, Change in Profit $, and Change in Profit % columns. You can drill into individual orders to see similar information down to the line item level. Clicking an order number opens the Order Lines tab. Order Lines Tab The Order Lines tab gives you more specific information on each line in an order. This tab contains the following fields: Item ID/ Quantity Sales UOM Original Unit Price Pricing UOM Original Extended Price Original Profit $ The Item ID and description, for reference. Order Quantity as displayed on the Items tab in Order Entry. Sales Unit of Measure as displayed on the Items tab in Order Entry. Net Unit Price from the original Order (as displayed on the Items tab in Order Entry). Sales Pricing Unit of Measure from the original order. Extended Price from the original order (as displayed on the Items tab in Order Entry). Original Extended Price minus the extended cost based on the selected Cost Basis. The cost is the Order, Commission, or Other Cost value from the Order line based on the Cost Basis criteria setting

167 Rollout Original Profit % Current Unit Price Current Extended Price Current Profit $ Current Profit % Change in Profit $ Original Extended Price and selected Cost Basis. The cost is the Order, Commission, or Other Cost value from the order line based on the Cost Basis criteria setting. The Net Unit Price of the item, re-priced based on the current pricing structure for the customer, taking into account any that is set up. The price is computed as though the item was being placed on an order at that time. Pricing is based on the date/time that the data is being processed. This includes applying the hierarchy (see The Pricing Hierarchy on page 121) related to contract and exception pricing. Any contract that was applied on the original order is applied to the current data, if the original contract remains valid. All appropriate quantity break and combinable (secondpass) discounting will be applied when computing this value. The Current Unit Price extended based on the Sales and Sales Pricing UOM. The Current Extended Price minus the extended cost based on the selected Cost Basis. The cost is the Order, Commission, or Other Cost value from the order line based on the Cost Basis criteria setting. The intent is to compare the profit based on just the price changes, so the cost used to compute the Original Profit $ value is the same cost used to compute the Current Profit $ value. Based on the Current Extended Price and selected Cost Basis. The cost is the Order, Commission, or Other Cost values from the order. The intent is to compare the profit based on just the price changes, so the cost used to compute the Original Profit % value is the same cost used to compute the Current Profit % value. Current Profit $ - Original Profit $. Assuming the current profit is more than the original (which is the intent), this will be a positive number. Change in Profit % Current Profit % - Original Profit %. For example if the Original Profit % is 15 and the Current Profit % is 18, the value would be 3. Assuming the current profit is more than the original (which is the intent), this will be a positive number. Supplier ID/Name Product Group/Name Discount Group/Name Price Family/Name The supplier s ID and name are included for reference. The item s product group ID and name are included for reference. The item s discount group ID and name are included for reference. The item s price family ID and name are included for reference. Totals at the bottom are provided for the Original Extended Price, Original Profit $, Original Profit %, Current Extended Price, Current Profit $, Current Profit %, Change in Profit $, and Change in Profit % columns

168 Rollout Lot Billing For Lot Bill items, if the price of the Lot Bill header has been edited on the original order, the system will set the current price information for the Lot Bill header to the same value as exists on the original order. The assumption is that the Lot Bill header price was edited for specific reasons and since Lot Bill pricing is typically unique to an order, the system does not attempt to re-compute it. If the Lot Bill header price has not been edited, then the system computes the current price for each component, sum those values, and set the current price information for the Lot Bill header to that sum. The Cost/Lot Bill cost from the original order is used for the current values. Assemblies This tab only displays the assembly header item; the components do not display though they are accounted for in the price calculations as appropriate. Items with manual price edits on the original order Items that are marked as Price Edited on the original order have new current price information computed. The detail on the Pricing Source tab also show those items that were price edited on the original order. You can drill down into individual line items to review the pricing source information by clicking the item ID, which opens the Pricing Source tab. Pricing Source Tab The Pricing Source tab displays information about the original and current pricing source for the line item. It displays the same fields as the line item Prices tab in the Order Entry window, but in two sections labeled Original and Current. There is a set of values for the original data, which comes from the original order, and a set of values for the current data, which is calculated as the process is run. The Pricing Source tab allows you to drill down even farther into the line item level but is informational only; You cannot edit any of the fields

169 Rollout Pre-Go Live Training, Testing, and Review Test entering orders in your play system to be sure that your employees understand how affects your sales pricing. We recommend that you test the order process all the way through to invoicing so that the effects of the Freight Calculation changes can be seen. In addition, test uncommon scenarios to make sure that processes and controls provided by the new Roles allow for your customer service needs. After invoicing test orders, review the Ratio of Attainment and Price Exception windows to become familiar with the data they display. At go-live time, move data from your play database to your live database

170 Order Entry and Shipping Order Entry and Shipping This section details changes to Order Entry and the Shipping window when the feature is enabled. Changing the Library In Use 170 The Tab in Order Entry/Front Counter Order Entry/RMA Entry Changes 171 How Do I Change the Library for an Order? 172 Item Level Prices Tab 174 Storing the Strategic List Price / Strategic Cost and Strategic Unit Price at Order Creation Time 180 Storing Values at Order Creation Time 180 Shipping Window Modifications 182 Out Freight Tab (Shipment Header Level) 182 In Freight Tab (Line Item Level) 183 Direct Ship Confirmation Modifications 184 Changing the Library In Use If you have the appropriate rights (via your Role or the default) are able to change the Library in use for an Order, and/or manually override line item prices

171 Order Entry and Shipping The Tab in Order Entry/Front Counter Order Entry/RMA Entry Changes Note: The tab is available for the Silver, Gold, and Platinum tiers. This functionality does not apply to Service Order Entry or Manufacturer s Rep Order Entry. A tab has been added at the Order Header level in Order Entry, Front Counter Order Entry and RMA Order Entry. This tab displays the Customer Size and Customer Category and the associated Library set that is in effect for the transaction. Once the Customer ID is specified for a new transaction, the information populates based on the Customer Size and Customer Category of the Customer, and the Library definition that applies. If you later edit the Library that is being used, the system then displays the Customer Size and Customer Category that corresponds to the new Library (and this information displays if you recall the Order after saving). In addition, the tab displays the Original Library in use in the event that someone has edited the Library that is in effect. If Retail Customer Size information is defined and the Order is being entered in the Front Counter Order Entry window, or in the Order Entry window if the Sales Location is marked as a Retail Location, the Retail Customer Size is used. Orders entered in the Order Entry window use the Warehouse Customer Size, unless the Sales Location is marked as a Retail Location. If no Retail Customer Size information is defined, the Order uses the Warehouse Customer Size, regardless of whether it is Front Counter or if the Sales Location is a Retail Location

172 Order Entry and Shipping Note: An Order originally entered in the Order Entry or Front Counter Order Entry window and later retrieved in the other does not automatically change the Library. The value is based on the original entry point of the Order and/or any override done. If the Customer does not have a Customer Size or Customer Category defined, no Library is assigned, and the tab is disabled; Libraries can only be used on Orders for Customers having Customer Size and Customer Category defined. How Do I Change the Library for an Order? Note: You must have the Ability to change Library during Order Entry option enabled in your Role, or are not assigned to a Role and the Company ID for the Order has the Ability to change Library during Order Entry option enabled in the Company record, you may make changes. 1. Use the Override Strategic Libraries right mouse button option to select an alternate Strategic Library combination from the list available, based on the Allow change to option at the Company level and the defined Libraries for the Company ID. You can view the Customer Size and Customer Category ID/ to make logical choices. When you highlight the desired option and click OK, the tab (Customer Size, Customer Category, and Library) is updated to reflect the changes. For example, if the Allow change to option was set to Same Category/Greater Size and the current customer is a Small Contractor, the popup window would display information for Medium Contractor, Large Contractor, and Huge Contractor Libraries, but not the Tiny Contractor Library or a Library assigned to a different Customer Category, such as OEM. 2. Choose the Recalculate Pricing Right mouse button option on the tab so that the system can recalculate the prices for any existing items on the transaction. If the Library has changed, the Strategic Unit Price will not be re-calculated based on the new Strategic Pricing Library; the Strategic Unit Price is always based on the system determined Strategic Pricing Library. Note: The Recalculate Pricing option is only available if the Library has been changed. Prices for existing items on the transaction will not automatically re-calculate based on the change of the Library. You must select the Recalculate Pricing option. Prices will not be re-calculated for items that are partially or fully invoiced, fully canceled, or have had their prices manually edited. Selecting the Recalculate Pricing option may result in a delay as prices are re-calculated. This option re-calculates the prices for all items on the transaction (other than those

173 Order Entry and Shipping excluded above) regardless of whether they were priced using the prior Library or some other means such as Contract. Items added to the transaction subsequent to the change in Library will automatically be priced using the updated information. 3. Save the order. If you change the Library and save without recalculating the pricing a message indicating that the pricing structure has been changed, but that pricing has not been recalculated. You then have the option of continuing with the save or going back to recalculate pricing. The overridden Library is only in effect for the transaction being processed the Customer record is not updated to reflect the changes. The changes apply in the Shipping window should you add items to a Shipment against this Order at that time. The Library assigned to the order is saved with the order; this is used for reporting purposes as well as for additional line items, etc. that may be added. Items Tab Changes When the System Setting is enabled, the Order Entry, Front Counter Order Entry, and RMA Entry windows allow you to move between line items using the Enter key at the Quantity Ordered column. When price editing is allowed (see below), you can continue to move between lines by tabbing to the Extended Price column and using the Enter key as well. When price editing is not allowed, you can move between lines by using the Enter key from the Quantity Ordered column. Price Edits All manual price edits (that result in a change to Unit Price which could be via direct edit of Unit Price, edit of Extended Price, edit of Calculation value, edit of GP%, edits on the Totals tab, etc.) are recorded for use in the Price Exception Review window. This includes when multiple price edits are made. The data recorded includes who made the change, the date of the change, and the old and new Unit Price and Extended Price values. The ability to edit prices are controlled by the settings in the Role. If you do not have a Role assigned, you are able to edit prices as needed based on standard system functionality. If you are assigned to a Role, the system uses the Allow Price Edits setting, the Allow Price Edits for Other Charge Items setting and data from the Price Edit Exceptions tab for the Strategic Pricing Role to determine if prices may be edited. If the Allow Price Edits and/or Allow Price Edits for Other Charge Items options are enabled for the Strategic Pricing Role, there could be exceptions defined on the Price Edit Exceptions tab of Role Maintenance based on Customer Category and Size. The system looks for exceptions based on the Customer on the order, the Customer Category, and the Customer s Wholesale or Retail Size based on whether the current order is considered to be a warehouse order or a retail order. This information determines if prices can or cannot be edited for Other Charge and non-other Charge items

174 Order Entry and Shipping Items Tab - Editing of Line Item Unit/Extended Price If you are allowed to edit prices, the Unit Price and Extended Price fields on the items tab is available for edit. If you are not enabled to edit prices, the Unit Price and Extended Price fields on the Items tab are protected and not available for edit. This will apply line by line based on whether the item is an Other Charge item and the settings for Allow Price Edits and Allow Price Edits for Other Charge Items. Within an order, some lines may be enabled for Price Edit and others not. For assembly components, assembly pricing rules take precedence. For example, if priced by assembly, component prices may not be edited regardless of the user or Role settings. For Lot Bill header items, price is always editable regardless of the user or Role setting. Lot Bill components obey the user/ Role rules. Substitute items where the System Setting is set to take the price of the original item overrides the user- / Role rules. Once the item(s) are added to the transaction, the user/ Role rules apply related to whether further price edits are allowed. The RMB, Previous Requests functionality allows you to add items both with and without re-calculating prices, regardless of the user/ Role rules. Once the item(s) are added to the transaction, the user/ Role rules apply related to whether further price edits are allowed. Item Level Prices Tab Items priced via the Library display the same information on the Item level Prices tab as currently displays for items priced from Customer-specific Pricing Libraries, with the addition of one new field, Priced via. This check box is enabled for one of the following reasons: The item is priced from the Library assigned to the Order/RMA. The item is priced from a price page that has a source price of Strategic List Price or Strategic Cost even if the page is not part of a Library

175 Order Entry and Shipping The item is a contract item where the source price on the contract line is Strategic List Price or Strategic Cost. The contract number and contract line number is also shown. In RMA Entry only, the item is linked to a prior invoice and the prior invoice is marked as having been priced via. Note: If the check box is enabled on the Prices tab but no price page information displays, the Company Default Factor Matrix was used to compute the price. (See Specifying Company Default Factors (Company Maintenance) on page 27.) Reasons for the check box being disabled could include: The item was priced via a contract.and the source price on the contract line is neither Strategic List Price or Strategic Cost The item was priced via a customer-specific Pricing Library/Page (from the header level Pricing tab) and the source price on the page is neither Strategic List Price or Strategic Cost. The item has had its price manually edited. The item was placed on the order using the Previous Requests functionality without re-calculating the price. The item was placed on the order as an automatic substitute, taking on the price of the originally ordered item.. The item was priced using the Pricing Based on Last Margin functionality The item is a component of an assembly that is priced by assembly. The item is a component of a Lot Bill. Items on RMAs that are linked to prior invoices, if the prior invoice line was not priced via Strategic Pricing. The item was entered on the order before was enabled. You cannot manually edit this field. When is enabled for the order s company, line items entered from that point forward will be set to either indicate that the item was priced from or that the item was not priced from. Edit of Net Unit Price/Extended Price/Calculation Value If you are able to edit prices, the Net Unit Price, Extended Price, and Calculation Value fields on the Prices tab are available for edit. If you do not have permission to edit prices, the Unit Price, Extended Price, and Calculation Value fields on the Prices tab will be protected and not available for edit. This will apply line by line based on whether the item is an Other Charge item and the settings for Allow Price Edits and Allow Price Edits for Other Charge Items. Within an order, some lines may be enabled for Price Edit and others not. For Assembly components, assembly pricing rules take precedence. For example, if priced by Assembly, component prices may not be edited regardless of the user or Role settings

176 Order Entry and Shipping Costs tab - Edit of Profit % If you have permission to edit prices, the Profit % fields on the Costs tab are available for edit. This includes all of Order Cost, Commission Cost, Other Cost, and PO Cost subject to existing rules that restrict editing of those values. Any existing rule that prevents editing of the value (for example, PO Cost Profit % can only be edited when the item is Special Order or Direct Ship) will override any user/ Role rules. If you do not have permission to edit prices, the Profit % fields on the Costs tab will be protected and not available for edit. This will apply line by line based on whether the item is an Other Charge item and the settings for Allow Price Edits and Allow Price Edits for Other Charge Items. Within an Order, some lines may be enabled for Price Edit and others not. For Assembly components, assembly pricing rules take precedence. For example, if priced by Assembly, component prices may not be edited regardless of the user or Role settings. Totals tab - Edit of Sub Total and Profit Percent If you have permission to edit prices, the Sub Total and Profit Percent fields on the Totals tab will be available for edit. This is subject to any rules that presently make those values unavailable for edit. For example, after an invoice has been generated for an Order, the Sub Total and Profit Percent fields are not available for edit. In such a case, rules that restrict the availability of those fields will override the user- / Role rules. If the user is not enabled to edit prices, the Sub Total and Profit Percent fields on the Costs tab will be protected and not available for edit. For the Totals tab, this will apply if either the Allow Price Edits or Allow Price Edits for Other Charge Items fields are disabled, or if there is an exception defined for the Customer Category/Size that applies to the Order. This is because editing at the Totals level would prorate to all items and the system would not be able to effectively prorate to only those items which allow editing. Edit of a Product Group s Profit Percent If you are allowed to edit prices, the RMB option Profit Percent by Product Group from the Totals tab is available. This is subject to any rules that presently makes this option unavailable or prevents edits from within this option once selected. For example, after an invoice has been generated for an Item, changing the Product Group s Profit Percent does not edit that item s price. In such a case, those rules override the user/ Role rules. If you are not allowed to edit prices, the Profit Percent by Product Group option will not be available to be selected. This applies if either the Allow Price Edits or Allow Price Edits for Other Charge Items fields are disabled, or if there is an exception defined for the Customer Category/Size that applies to the Order. This is because editing at the Totals level would prorate to all items and the system would not be able to effectively prorate to only those items which allow editing

177 Order Entry and Shipping Application of Line-Item Level Discount in Order Entry A Direct Catalog feature exists that allows you to apply a line-item level discount (as a percentage or dollar amount) via an RMB option in Order Entry. If you can edit prices, the RMB option is available. If you cannot edit prices, the RMB option is not available. This will apply line by line based on whether the Item is an Other Charge item and the settings for Allow Price Edits and Allow Price Edits for Other Charge Items. Within an order, some lines may be enabled for Price Edit and others not. For assembly components, assembly pricing rules take precedence. For example, if priced by Assembly, component prices may not be edited regardless of the user or Role settings. Substitute items where the System Setting is set to take the price of the original item, that functionality will override the user/ Role rules. Once the item(s) are added to the transaction, the user/ Role rules apply related to whether further price edits are allowed. The RMB, Previous Requests functionality allows you to add items both with and without re-calculating prices, regardless of the user/ Role rules. Once the item(s) are added to the transaction, the user/ Role rules apply related to whether further price edits are allowed. Ext d Info Tab On the Ext d Info tab, a new field, Use Strategic Freight works in conjunction with the Incoming Freight field. This field defaults as follows: If the Compute Strategic Freight Charges option for the carrier on the order is not enabled, then this new field defaults to disabled and is not be editable If the Compute Strategic Freight Charges option for the carrier is enabled, and the Freight Charge Option value for the Customer is set to Strategic Freight Charge, the field defaults to enabled The Freight Charge Option value for the Customer is set to Actual Freight Cost, the field defaults to disabled When enabled and a value is entered in the Incoming Freight field, the Strategic Freight Amount will be calculated, and the resulting value placed in the Incoming Freight field, overwriting the entered value. When enabled, the system will perform the calculation even if the Customer s Freight Charge Option is set to Actual Freight Cost, as you would have made a conscious decision to use Strategic Freight in this instance. When the field is disabled, any value entered in the Incoming Freight field will be left as is, even if the customer s Freight Charge option is set to Strategic Freight Cost, as you would have made a conscious decision to not use Strategic Freight in this instance

178 Order Entry and Shipping On the Fly Customers When a customer is created on the fly during Order Entry, the fields from the Customer Defaults for the order s company will be assigned to the new customer record. If the defaults include a Customer Size and Customer Category, then the appropriate Library that applies are assigned to the transaction on the tab, and are used for pricing items. The Pricing Customer ID is set equal to the new Customer ID. Quotation Entry Entry of quotations follows the same rules as the entry of orders, including assignment of the Strategic Pricing Library based on the Order Entry or Front Counter Order Entry window. On the Fly Items Items created on the fly during order entry, front counter order entry, service item order entry and production order entry use the default pricing routines set up for the customer. As with creating customers on the fly, if the defaults include a Customer Size and Customer Category, then the appropriate Strategic Pricing Library that applies are assigned to the transaction on the tab, and are used for pricing items. The Pricing Customer ID is set equal to the new Customer ID. Setup Tip! You can use the Chooser functionality of DynaChange Screen Designer to add Price 1-10 fields, Standard Cost, Price Family ID and fields, and Sales and Purchasing Discount Group ID and fields to the Item Creation window. You access the Item Creation window when you are creating an item "On the Fly: in Order Entry. This allows the users who can create items on the fly to add this information so it can be used for. The Price 1 - Price 10 fields added here update the Item Master (Default Prices tab in Item Maintenance) data, not location data. See the DynaChange Screen Designer manual for instructions. Order Import Modifications You can import an override to the Library defined for the Customer Size/Customer Category. A new field named Library ID will be added to the Order Header import file. The field is ignored if the enabled System Setting is not enabled. Otherwise, the field may be left blank, which will result in the Library being assigned based on Customer Size/Customer Category. If the field is populated, the value in the file will be used if: The user performing the import has the Ability to change Library during Order Entry setting enabled in their Role or are not assigned to a Role and the Ability to change Library during Order Entry setting is enabled in the Company record for the Company of the Order being imported It is a valid Library

179 Order Entry and Shipping The Customer Size/Customer Category is a valid combination that can be changed to based on the Allow change to Company setting. Meaning, that if Allow change to is set to Same Category/Any Size for example, the Library ID must be for the same Customer Category as the Customer on the Order being imported If any of those conditions fail, the import will fail. A failed import will indicate which of those conditions was the source of the failure. If the Separate Retail vs. Warehouse Sales option is enabled, the imported transaction is considered Retail or Warehouse depending on the Retail Location field value for the Sales Location, and the Retail or Warehouse size will be used as appropriate. If the user running the import is allowed to edit prices, line items in the Line Item import file that have the Manual Price Override column set to Y will use the price specified in the Line Item import file. If the user running the import is not allowed to edit prices (accounting for Other Charge items) and an Item is imported with the Manual Price Override column set to Y, the import will fail with an appropriate message written to the error file. All lines on imported orders will compute the Strategic Unit Price as detailed below, even if an explicit price is specified in the import file. B2B Seller Orders that are imported via B2B Seller are treated in the same manner as other imported orders. At the present time, B2B Seller does not have the capability of allowing an override to the Library. In addition, B2B Seller Orders cannot presently import manually-overridden prices. Quote to Order Conversion Modifications When you convert a quote to an order, or copy a quote using the Quote Order conversion wizard, the pricing library structure from the quote will be carried over to the resulting transaction. This includes any overrides to the Library on the quote, regardless of the user/ Role rules. If you choose to re-calculate prices as part of the process, prices are re-calculated using the Pricing Library set from the quote, including the Library assigned to the quote; the system does not re-determine the Library to use. This includes the case of where you are changing the Customer ID during the Quote to Order process, the system overrides the new Customer s normal pricing with the overridden Pricing Library set from the quote. The option to re-calculate prices is available regardless of your ability to edit prices. You may choose to re-calculate prices, including re-calculating previously edited prices, or may choose to not re-calculate prices based on current standard functionality without regard to the user/ Role rules. The system re-calculates the Strategic Unit Price at the time of Quote Order conversion even if you are not re-calculating prices. Note: If the quote does not have a Library assigned e.g., if was not enabled when the quote was created), and you choose to re-calculate prices at Quote Order time, the system then attempts to assign the appropriate Library based on Customer Category / Size and use that Library in the re-calculation

180 Order Entry and Shipping RMB Convert to Order When using the Convert to Order right mouse button option to convert a quote to an order, no prices are re-computed, as with existing functionality. All pricing will remain exactly as it appears on the quote, including the Library and Strategic Unit Price. Storing the Strategic List Price / Strategic Cost and Strategic Unit Price at Order Creation Time So long as the Customer has a Customer Size and Customer Category assigned, is in use, and the item has a Core Status assigned, the system stores with each Order Line, the Strategic List Price / Cost that the appropriate Library computes for the item (before application of the calculation values from the Library), an indicator for whether the value is Strategic List Price or Strategic Cost, the Strategic Unit Price (after application of the calculation values from the Library), and the Core Status of the item. These will be stored regardless of whether is used in computing the actual selling price for the item. If any of Customer Category, Customer Size, or Core Status are not defined at the time the transaction is entered, the fields will be given a NULL value in the database. These will be computed and stored during all forms of order creation including imports (User, EDI, and B2B) and Quote Order conversion. Storing Values at Order Creation Time When is in use for a Customer, meaning that the Customer on the Order has a Customer Category and Size defined, the item (or Item/Category or Customer/Item depending on tier) has a Core Status defined, and a Library exists for the Customer Category / Size combination, the system will compute the following values and store them in separate line item level fields: Strategic List Price/Cost Value this will be computed based on the Library defined by the Customer Category/Size combination defined in the Customer record, even if the user has edited the Library in use for the given transaction. This value will be before application of any calculation values defined on the appropriate Price Page. If any of Customer Category, Customer Size, or Core Status are unknown, or if there is no Library defined for the Customer Category/Size combination, this value will be set to NULL. Strategic List/Cost Type this will be set based on how the Strategic List Price/Cost Value is determined

181 Order Entry and Shipping o o o If Strategic List Price/Cost Value represents a Strategic List Price (based on the Source Price field of the appropriate Price Page), then this field will be set to List If Strategic List Price/Cost Value represents a Strategic Cost (based on the Source Price field of the appropriate Price Page), then this field will be set to Cost If Strategic List Price/Cost Value is NULL (meaning one or more of Customer Category, Customer Size, or Core Status are unknown, or no matching Library exists), then this field will be set to NULL Strategic Unit Price this will be the Strategic List Price/Cost Value from above, modified by the calculation values defined on the appropriate Price Page. If the Strategic List Price/Cost Value is NULL, then this value will also be set to NULL. Core Status this will be the Core Status that is used in the Strategic List Price/Cost Value calculation. This could come from the item, Item/Customer Category, or Customer/item level as detailed previously. If the Strategic List Price/Cost Value is set to NULL, then this value will also be set to NULL, even if a Core Status is available. These will be computed even if the item s selling price is computed from a Contract, Customer-specific Library, the Previous Requests option, Margin of Last Sale pricing, or if the price is manually edited (including by editing order totals or GP%). These will be computed for all forms of Order Entry, including Imports and Quote Order. These values will not be displayed within the Order Entry window. Notes: Even if the user has edited the Library on the order, the values will be computed based on the Library that is defined by the Customer Category/Size combination. If the Customer does not have both a Customer Category and Size defined in the Customer record (i.e. the Customer is not using ), or if the item does not have a Core Status available, or if no Library exists for the Customer Category/Size combination, then the values will not be computed and will be recorded as NULL in the Order line item record. If the item is priced using the expected Library, then the item s Unit Price and the Strategic Unit Price will be the same; the system still stores all of the above values, since the user may edit the Unit Price at a later time. The Strategic Unit Price is not subject to second-pass discounting; it will not be re-calculated as part of the second-pass discounting process. The Strategic Unit Price is based on considering each line item on its own. For RMAs, if the RMA line is linked to a prior invoice, the values related to the prior invoice would be stored with the RMA line rather than the system computing the values. These fields will be initialized to NULL for all records when is not in use

182 Order Entry and Shipping Shipping Window Modifications In Shipping window, you have the ability to determine if the Strategic Freight calculations are to be applied. Out Freight Tab (Shipment Header Level) On the Out Freight tab, a new check box, Use Strategic Freight coincides with the Outgoing Freight field. Note: The Use Strategic Freight checkbox is available for the Silver, Gold, and Platinum tiers. These two fields defaults as follows: If the Strategic Freight option for the carrier on the pick ticket is set to Use Freight Factors, this field is enabled and the freight factors set up on the Strategic Freight Charge Settings tab in Carrier Maintenance will be used when freight is entered in the Outgoing Freight field. See How Freight is Calculated with on page 98. If the Strategic Freight option for the carrier on the pick ticket is set to Fixed Charge, this field is enabled and the Fixed Freight Charge entered in Carrier Maintenance is shown in the Outgoing Freight field. If the Strategic Freight option for the carrier on the pick ticket is set to Fixed Markup Percent, this field is enabled and the Fixed Markup Percent will be used when Freight is entered in the Outgoing Freight field. See How Freight is Calculated with on page 98. If the Strategic Freight option for the carrier on the pick ticket is set to None in Carrier Maintenance, the Use Strategic Freight option on this tab defaults to disabled and is not editable. Strategic Freight is not computed for this customer

183 Order Entry and Shipping If you subsequently enable the Use Strategic Freight field, the Outgoing Freight amount will be recalculated based on the carrier s settings and will display the freight based on the Strategic Freight settings for the carrier in Carrier Maintenance. If you subsequently disable the field, freight is no longer based on Strategic Freight calculations. If you have the Allow Freight Charge Override option enabled in your Role record, and the Allow Freight Charge Override option is enabled in the company record for the transaction s Company, you can manually edit the Outgoing Freight amount, regardless of the source. Note: If you are not using the Clippership/KI, UPS, or FedEx integrations with Prophet 21 that provide for automatically populating Freight Charges, this option should be enabled so that Freight Charges can be processed. When disabled (unchecked), you cannot manually enter or edit any Outgoing Freight Charges. Regardless of this setting, you can use the Clippership/KI, UPS, or FedEx integrations to populate Outgoing Freight Charges. If you have the Allow Free Freight option enabled in your Role record, and the Allow Free Freight option is enabled in the company record for the transaction s company, you can edit the Freight Charge to zero for Outgoing Freight Charges (in other words, give free freight on the order). When disabled, you cannot manually edit Outgoing Freight Charges to zero. Note: Freight Charges will continue to default to zero (other than as noted for the Fixed Freight Charge amounts) and can be processed at zero regardless of this setting; this setting only controls the ability to edit a non-zero value to be zero. This setting does not prevent the use of the Freight Threshold functionality; if the Freight Code in use allows for free freight after a certain threshold, that functionality applies regardless of your ability to edit Freight Charges. In Freight Tab (Line Item Level) Note: The Use Strategic Freight checkbox is available for the Silver, Gold, and Platinum tiers. On the In Freight tab, a new check box, Use Strategic Freight, coincides with the Incoming Freight field. These two fields default as follows: If the Strategic Freight option for the carrier on the pick ticket is set to Use Freight Factors, this field is enabled and the freight factors set up on the Strategic Freight Charge Settings tab in Carrier Maintenance will be used when Freight is entered in the Outgoing Freight field. See How Freight is Calculated with on page 98. If the Strategic Freight option for the carrier on the pick ticket is set to Fixed Charge, this field is enabled and the Fixed Freight Charge entered in Carrier Maintenance is shown in the Incoming Freight field

184 Order Entry and Shipping If the Strategic Freight option for the carrier on the pick ticket is set to Fixed Markup Percent, this field is enabled and the Fixed Markup Percent will be used when Freight is entered in the Outgoing Freight field. See How Freight is Calculated with on page 98. If the Strategic Freight option for the carrier on the pick ticket is set to None in Carrier Maintenance, the Use Strategic Freight option on this tab defaults to disabled and is not editable. Strategic Freight is not computed for this customer. If you subsequently enable the Use Strategic Freight field, the Incoming Freight amount will be recalculated based on the Carrier s settings and will display the freight based on the Strategic Freight settings for the carrier in Carrier Maintenance. If you subsequently disable the field, freight is no longer based on Strategic Freight calculations. Note: The system only applies the calculation if you edit the Incoming Freight amount on this tab. If a value is initialized onto this tab from the order but is not manually edited within the Shipping window, the system should assume that Strategic Freight was already applied if appropriate and not re-compute it. If you have the Allow Freight Charge Override option enabled in your Role record, and the Allow Freight Charge Override option is enabled in the Company record for the transaction s company, you may manually edit the Incoming Freight amount. When disabled, you cannot manually enter or edit any Incoming Freight Charges. If you have the Allow Free Freight option enabled in your Role record, and the Allow Free Freight option is enabled in the company record for the transaction s company, then you cannot edit the Freight Charge to zero for Incoming Freight Charges. When disabled, you cannot manually edit Incoming Freight Charges to zero. Note: Incoming Freight Charges continues to default from the order line, and if the order line has a zero value, can be processed at zero regardless of this setting; this setting only controls the ability to edit a non-zero value to be zero. This setting does not prevent the use of the Freight Threshold functionality; if the Freight Code in use allows for free Freight after a certain threshold, that functionality applies regardless of your ability to edit Freight Charges. Direct Ship Confirmation Modifications Navigation Path: Inventory > Transaction > Direct Ship Confirmation Similar changes to the Direct Ship Confirmation window allow you to control the application of Strategic Freight calculations to orders that are shipped directly from the vendor. Freight processed via Direct Ship Confirmation is considered Outgoing Freight in the system s calculations except in the case of Fixed Freight Charges where either the existing freight on an order is the default or the freight charge defaults to zero if there is no existing freight

185 Continuous Improvement Continuous Improvement As you continually evaluate the effectiveness of you pricing strategy, you ll want to implement a Pricing Report Card that tracks and manages what pricing method was used for transactions. You ll want to view the effectiveness by salesrep, by customer category and size, and by product group and set objectives, based on what you see. The feature provides a variety of views that assist you in continually improving your pricing strategies. These tools help you identify/evaluate/correct under-performing accounts, such as: Tiny and small accounts receiving special prices Accounts assigned the wrong column structure No bucket splitting Medium, Large, and Huge accounts with Non-Core C and D item exceptions Medium, Large, and Huge accounts with under-priced Core A and Core B item exceptions These tools also help you to monitor the change in price index per customer per period vs target based on these parameters: Ratio of Attainment Change from period to period What is Ratio of Attainment? 186 Ratio of Attainment Views 187 Applying the Query 188 Salesrep/Taker Ratio of Attainment Window 189 Views 189 Customer Ratio of Attainment Window 212 Views 212 Branch/Location Ratio of Attainment Window 230 Views 230 Price Exception Review Window

186 Continuous Improvement Query Tab 250 Strategic Library Edits Tab 252 Manually Edited Prices Tab 254 Contract Prices Tab 255 Exception Prices Tab 256 Freight Review Window 257 Query Tab 258 How to Query Freight Review Information 260 Impact Measurement Report 269 Report Parameters 269 Pricing Methods Mix Report 274 Report Parameters 275 Invoice Analysis Report 277 Report Parameters 279 Branch Summary 280 Branch Summary =No; Line Item Detail = Yes 282 Branch Summary Only = No; Line Item Detail = No 286 Setting Up External Crystal Reports 289 Adding the Report 290 Setting Up Roles 290 Changes to Existing Prophet 21 Imports 291 Customer Import 291 Sales Pricing Page Import 291 Job/Contract Pricing Import 291 Product Group Import 292 What is Ratio of Attainment? The Ratio of Attainment calculation is a ratio of the Net Unit Price to the Strategic Unit Price: Ratio of Attainment = Net Unit Price/Strategic Unit Price It can then be expressed as a percentage by multiplying the result by 100. If the Net Unit Price and Strategic Unit Price for a line item are the same, the Ratio of Attainment is 1.00 or you are attained 100% of the Strategic Price. If the Net Unit Price is less than the Strategic Unit Price, the Ratio of Attainment will be < 1.00 and you will have attained < 100% of the Strategic Price. If the Net Unit Price is greater than the Strategic Unit Price, the Ratio of Attainment will be > 1.00 and you will

187 Continuous Improvement have attained > 100% of the Strategic Price. The Ratio of Attainment value will be presented in a colorcoded field using values defined in the criteria (defaulting from System Settings) to give you a quick Green/Yellow/Red view of their attainment numbers. Ratio of Attainment Views Ratio of Attainment is a measure of actual pricing vs. target or. It serves as a measure for how closely actual prices match up to the loaded rules. Reasons for prices not matching could include: The item was priced via a contract The item was priced via a customer-specific pricing library/page (from the header level pricing tab) The item has had its price manually edited The item was placed on the order using the Previous Requests functionality without re-calculating the price The item was placed on the order as an automatic substitute, taking on the price of the originally ordered item The item was priced using the Pricing Based on Last Margin functionality Measuring the Ratio of Attainment and then researching and making changes to areas where the ratio is low provides you with a more defined means of updating pricing in an effective manner. Various views of Ratio of Attainment data are available. All report on the same data, but each gives a different view of that data. The data will be available in view mode within several analysis windows. From there, the data can be exported for use in Excel or other analysis programs using the Save As functionality. The data will all be taken based on invoices that are tied to sales orders, excluding Manufacturer s Rep Orders, Service Orders, and RMAs. The following items are excluded from the Ratio of Attainment calculations: Lot Bill header items Lot Bill component items Assembly headers where the assembly is priced by components or priced by assembly using component prices Assembly components where the assembly is priced by assembly Manual invoices (created via Invoice Entry by Item, Invoice Entry by Amount, or Invoice Import) Manual Credit/Debit memos Finance charge invoices Invoices generated against RMAs, unless you specifically include them in your criteria Invoices for Service Orders, as does not apply to Service Orders Invoices for Manufacturer s Rep Orders, as does not apply to Manufacturer s Rep Orders

188 Continuous Improvement Invoices generated from before was enabled these will be denoted based on the value of the Priced via field at the order line level. Invoices that have no Strategic Unit Price calculated this would be if the customer on the order did not have a customer category or size defined, thus excluding them from. Applying the Query 1. Enter the data by which you want to define your query. Pay particular attention to the Invoice Date field, which defaults to today s date. You can also add operators (and, or, +, =, etc.) by clicking the right mouse button and selecting Operators. 2. Right click in the tab, and select Apply Query to return the results of the query. The results will be displayed on the appropriate tab, based on the Report By selection you made. The following is true for all views: You may sort the data by clicking on any of the column headings or using the RMB, Services, Sort option to perform a multi-level sort. You may use the RMB, Services, Filter option to filter the results if desired. You may use the RMB, Services, Find option to find specific data in the view. You have the RMB, Save As functionality available to export the data, if you have the Save As functionality enabled in User Maintenance. You can use the Save As option to save as a textfile in the *.txt format and then convert the resulting file in their application of choice. This allows you to save data as needed for printing purposes. There no direct report or formatted printed output of this view of the data within the application. The following is true for any of the views that allow you to Summarize by Branch or Location: If the Summarize By option is set to either Branch or Location, you are be able to click on a specific Salesrep/Taker ID and expand that subset of data by Branch or Location. The system displays the same columns of data (Customer Category, Retail Size, Retail Actual Sales, Retail Cost, Retail GP$, Retail GP%, Retail Recommended Sales, Retail Gap, Retail Ratio of Attainment), but broken down per Branch (based on the Branch ID tied to the invoice) or Location (based on the Location ID tied to the invoice) with one row per Branch/Location. This data display directly below the selected Salesrep/Taker as though you were expanding a tree view. If you click on one Salesrep/Taker to expand their data by Branch/Location, then click on another Salesrep/Taker, the system collapses the data from the prior Salesrep/Taker before expanding the new one. Choosing to sort collapses any expanded Salesrep/Taker information before sorting; the sort will only apply at the Salesrep/Taker level

189 Continuous Improvement Salesrep/Taker Ratio of Attainment Window Navigation Path: Order Processing > Inquire > Salesrep/Taker Ratio of Attainment When is enabled, the Salesrep/Taker Ratio of Attainment window is available on the Inquire menu of the Order Processing module. Views The system gives these views in the Salesrep/Taker Ratio of Attainment window. Generate them by Salesrep or Order Taker for a range of dates. There is an option to break these down by branch, location, or company: Overall Summary - this is data summarized across with no additional limitations By Customer Category/Size - data divided by Customer Category and Customer Size; it includes separate options for Retail and Warehouse if the Separate Retail vs Warehouse Sales setting is enabled Note: The Customer Category/Size view is available for the Silver, Gold, and Platinum tiers. This tab is removed for the Strategic Costing tier. By Customer - data divided by individual Customers; it includes breakouts by Retail vs. Warehouse as appropriate By Supplier - data divided by Supplier; it includes breakouts by Retail vs. Warehouse as appropriate

190 Continuous Improvement By Product Group - data divided by Product Group; it includes breakouts by Retail vs. Warehouse as appropriate By Core Status - data divided by Core Status; it includes breakouts by Retail vs. Warehouse as appropriate By Discount Group - data divided by Discount Group; it includes breakouts by Retail vs. Warehouse as appropriate By Price Family - data divided by Price Family; it includes breakouts by Retail vs. Warehouse as appropriate Query Tab Company ID/Name View By Summarize By Defaults to your default Company, providing that your default Company has the feature enabled. If not, this field defaults to blank and you must enter a Company ID that has the feature enabled. This is a required field. Determines the way the view is organized. Salesrep - The primary salesrep assigned to the account. This is the default. Taker - The person who entered the order associated with the invoice. Determines the way the information is summarized. Company - The system will always provide Company level data. This is the default. Branch - Further details of company information by branch. Location - Further details of company information by location

191 Continuous Improvement Report By Determines the tab that information will display on, as well as the way the additional information is available on the report. Overall - Results display on the Overall tab, and no additional fields are available. Customer Category/Size - Results display on the Customer Category/Size tab and two additional fields are available: Customer Category and Customer Size (Huge, Large, Medium, Small, Tiny, and Very Tiny if used.) Note: Customer Category/Size is available for the Silver, Gold, and Platinum tiers. Include Cost/Profit Cost Basis Customer - Results display on the Customer tab and one additional field is available: Customer ID. Product Group - Results display on the Product Group tab and one additional field is available: Product Group ID. Supplier - Results display on the Supplier tab and one additional field is available: Supplier ID. Core Status - Results display on the Core Stats tab. Core Status values are Core A, Core B, Non-Core C, Non-Core D. The Core Status is from the Order line as recorded during Order Entry Discount Group - Results display on the Discount Group tab and the Discount Group field is available. Price Family - Results display on the Price Family tab and the Price Family field is available. Determines if Cost and Profit ($ and %) information displays. On - Cost and Profit information displays. Off - Cost and Profit information does not display. This is the default. Determines what cost is used to determine the profit percentage for an order. This setting applies to all line items on the order. Order Cost - The cost of items on the order, based on the Inventory Costing Basis (Standard, Moving Average, or FIFO). Commission Cost - The cost that the commission on an order is based. Other Cost - A miscellaneous cost, often used to account for rebates or special pricing given to a customer. This field defaults to your default Cost Basis as set up in User Maintenance. You cannot select an option for which you are not enabled in User Maintenance

192 Continuous Improvement Include Non-Stockable Items Include Temporary Items Include RMAs Determines if Non-Stockable items are included in the Ratio of Attainment views. Since Non-Stock items are often one-time sale items or not priced by the system s pricing routines, you may not want to include them in all ratio of attainment analyses. Determines if Temporary items are included in the Ratio of Attainment views. Since Temporary items are often one-time sale items and thus often are priced manually, you may not want to include them in all ratio of attainment analyses. Determines if returned items are included in the Ratio of Attainment views. The bottom section is a Query tab with the following columns: Invoice Date Salesrep ID/Name Taker ID/Name Branch ID/ Location ID/Name Customer Category ID Warehouse Size To help prevent you from inadvertently retrieving every invoice in the database, the first has a default value a value of >= <Current Date>. Enter the earliest invoice date that you want in the query. The Primary Salesrep on the invoice, available only when the View By option is set to Salesrep. The Taker on the Order associated with the invoice, available only when the View By option is set to Taker. The branch on the invoice, available if the Summarize By option is set to Branch. The sales location on the invoice, available if the Summarize By option is set to Location. The customer category for the customer on an invoice (Tiny, Small, Manufacturer, OEM, etc.), available if the Report By option is set to Customer Category/Size. The warehouse size for the customer on an invoice (Very tiny, Tiny, Small, Medium, etc.), available if the Report By option is set to Customer Category/Size. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Retail Size The warehouse size for the customer on an invoice (Very tiny, Tiny, Small, Medium, etc.), available if the Report By option is set to Customer Category/Size and your company setting to Separate Warehouse vs. Retail setting is enabled. Note: Retail Size is available for the Silver, Gold, and Platinum tiers

193 Continuous Improvement Customer ID/Name Product Group ID/Name Discount Group ID/Name The customer on the invoice, available if the Report By option is set to Customer. The product group for items on an invoice, available if the Report By option is set to Product Group. The discount group for items on an invoice, available if the Report By option is set to Discount Group. Price Family ID/Name The price family for items on an invoice, available if the Report By option is set to Price Family. Supplier ID/Name Core Status Overall View The supplier for items on an invoice, available if the Report By option is set to Supplier. The Core Status for items on an invoice, available if the Report By option is set to Core Status. Overall Summary this is data summarized across with no additional limitations. The Overall View tab displays the following fields: Salesrep ID/Taker ID Salesrep Name/Taker Name Actual Sales Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above

194 Continuous Improvement Cost Recommended Sales Gap Ratio of Attainment Gap by Customer Size Gap by Customer Category Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost will be based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Recommended Sales Actual Sales (Actual Sales/Recommended Sales) * 100, displayed to 2 decimal places. The background of the field will be highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. The system computes and displays the Gap amount based on the different Customer Size buckets (Huge, Large, Medium, Small, Tiny and Very Tiny (if in use)). If the Separate Retail vs. Warehouse Sales Company setting is enabled, there will be two sets of Gap values, one for Retail and one for Warehouse. Retail sales are defined as those where the Order is marked as a Front Counter Order, or where the Sales Location has the Retail Location option set. If the Separate Retail vs. Warehouse Sales Company setting is not enabled, then all sales will be considered Warehouse. The system computes and displays the Gap amount based on the different Customer Category values that are defined in the System. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Customer Category/Size View Note: The Customer Category/Size View is available for the Silver, Gold, and Platinum tiers. This tab is removed for the Strategic Costing tier. By Customer Category/Size this is data broken down by Customer Category and Customer Size this will include separate options for Retail and Warehouse

195 Continuous Improvement The Customer Category/Size View displays the following fields: Salesrep ID/Taker ID Salesrep Name/Taker Name Customer Category ID Warehouse Customer Size Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID. Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name. Displays the Customer Category description, typically one of five high-level breakdowns of your customers (i.e. Contractor, OEM, Reseller). Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) and not in the excluded list above for sales categorized as Warehouse sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category and Warehouse Customer Size), and not in the excluded list above for sales categorized as Warehouse sales. The Cost Basis Cost will be based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) and not in the excluded list above for sales categorized as Warehouse sales. Warehouse Recommended Sales Warehouse Actual Sales

196 Continuous Improvement Warehouse Ratio of Attainment (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field will be highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Customer View By Customer this is data broken down by individual Customers this will include breakouts by Retail vs. Warehouse as appropriate. The Customer View displays the following fields: Salesrep ID/Taker ID Salesrep Name/Taker Name Customer ID/Name Customer Category Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID. Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name. Displays the Customer ID and name set up in your system. Displays the Customer Category description, typically one of five high-level breakdowns of your customers (i.e. Contractor, OEM, Reseller). Note: This tab is removed for the Strategic Costing tier

197 Continuous Improvement Warehouse Customer Size Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID) and not in the excluded list above for sales categorized as Warehouse sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID), and not in the excluded list above for sales categorized as Warehouse sales. The Cost Basis Cost will be based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID) and not in the excluded list above for sales categorized as Warehouse sales. Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled:

198 Continuous Improvement Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Product Group View By Product Group this is data broken down by Product Group this includes breakouts by Retail vs. Warehouse as appropriate

199 Continuous Improvement Salesrep ID/Taker ID Salesrep Name/Taker Name Product Group ID/ Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name The ID and description for the user-defined group of products with something in common, set up in Product Group Maintenance. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID) and not in the excluded list above for sales categorized as Warehouse sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID), and not in the excluded list above for sales categorized as Warehouse sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID) and not in the excluded list above for sales categorized as Warehouse sales. Warehouse Recommended Sales Warehouse Actual Sales

200 Continuous Improvement Warehouse Ratio of Attainment (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales

201 Continuous Improvement Retail Ratio of Attainment (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Supplier View By Supplier this is data broken down by Supplier this includes breakouts by Retail vs. Warehouse as appropriate. The Supplier view displays the following fields: Salesrep ID/Taker ID Salesrep Name/Taker Name Supplier ID/Name Warehouse Customer Size Warehouse Actual Sales Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name The system-generated ID that identifies a person or business who supplies the items in your inventory. Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID) and not in the excluded list above for sales categorized as Warehouse sales

202 Continuous Improvement Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID), and not in the excluded list above for sales categorized as Warehouse sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID) and not in the excluded list above for sales categorized as Warehouse sales. Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Actual Sales Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales

203 Continuous Improvement Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Core Status View By Core Status this is data broken down by Core Status, including breakouts by Retail vs. Warehouse as appropriate: The Core Status View displays the following fields:

204 Continuous Improvement Salesrep ID/Taker ID Salesrep Name/Taker Name Core Status Warehouse Customer Size Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name The measure of the frequency of sale and the likelihood that the Customer will shop for better pricing. There are four pre-defined Core Status levels: Core A, Core B, Non-Core C, and Non-Core D. Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID) and not in the excluded list above for sales categorized as Warehouse sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID), and not in the excluded list above for sales categorized as Warehouse sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, and Customer ID) and not in the excluded list above for sales categorized as Warehouse sales. Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red

205 Continuous Improvement Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays

206 Continuous Improvement Discount Group View Salesrep ID/Taker ID Salesrep Name/Taker Name Discount Group ID/ Name Warehouse Size Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID. Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name. A group of items that receives a discount in price when they are purchased or sold simultaneously. This discount applies to your customer if you are selling the items, or to you if you are purchasing the items. Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales

207 Continuous Improvement Warehouse Ratio of Attainment (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Retail Cost Retail GP$ Retail GP% Retail Recommended Sales Retail Gap Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales

208 Continuous Improvement Retail Ratio of Attainment (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Price Family View Salesrep ID/Taker ID Salesrep Name/Taker Name Price Family ID /Name Warehouse Size Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID. Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name. A type of discount group used for pricing by some vendors. You can add the pricing ID to item and item/location records to create a discount group, which you can then use in Sales Pricing Maintenance to create discounts. Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Warehouse Actual Sales Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above

209 Continuous Improvement Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales

210 Continuous Improvement Retail Cost Retail GP$ Retail GP% Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Invoice View

211 Continuous Improvement : Invoice Number Invoice Date Item ID / Unit of Measure Extended Price Quantity Shipped The invoice being reviewed. : The date the invoice was generated. The item sold on that line of the invoice. The unit of measure for line item as it is defined on the invoice. The amount charged on the invoice for the quantity shipped. The amount of goods shipped on this invoice. Ratio of Attainment (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: Salesrep ID / Name Taker ID / Name Brand ID / Location ID / Name Customer Category If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. The salesrep attached to the order on this invoice. The person who entered the order on this invoice. The sales location of the order on this invoice. Displays the Customer Category description, typically one of five highlevel breakdowns of your customers (i.e. Contractor, OEM, Reseller). Note: Customer Category/Size is available for the Silver, Gold, and Platinum tiers. Warehouse Size Retail Size Customer ID / Name Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Note: Retail Size is available for the Silver, Gold, and Platinum tiers. The customer to whom this invoice is issued

212 Continuous Improvement : Product Group ID / Name Discount Group ID / Price Family ID / Supplier ID / Name Core Status : The product group to which the line item belongs. The discount group to which the line item belongs. The price family to which the line item belongs. The primary supplier of the line item. Customer Ratio of Attainment Window Note: Customer Category, Size, and Retail vs Warehouse are available for the Silver, Gold, and Platinum tiers. Navigation Path: Order Processing > Inquire > Customer Ratio of Attainment The Customer Ratio of Attainment window is on the Inquire menu of the Order Processing module. The menu option is only available if the enabled System Setting is enabled. Views The views that are available in this window are as follows and are generated by customer for a range of dates. There is an option to break these down by branch, location, or company:

213 Continuous Improvement Overall Summary this is data summarized across all customers By Supplier this is data broken down by Supplier this includes breakouts by Retail vs. Warehouse as appropriate By Product Group this is data broken down by Product Group this includes breakouts by Retail vs. Warehouse as appropriate By Core Status this is data broken down by Core Status this includes breakouts by Retail vs. Warehouse as appropriate By Discount Group this is data broken down by Discount Group this includes breakouts by Retail vs. Warehouse as appropriate By Price Family this is data broken down by Price Family this includes breakouts by Retail vs. Warehouse as appropriate Query Tab The Query tab has two sections. The top section contains the following fields: Company ID/Name Summarize By Defaults to your default Company, providing that your default Company has the feature enabled. If not, this field defaults to blank and you must enter a Company ID that has the feature enabled. This is a required field. Determines the way the information is summarized. Company - The system will always provide Company level data. This is the default. Branch - Provides further detail of data by branch (separate groups if locations within a company), if you have the branch accounting company setting enabled. Location - Provides further details by the sales location (a logical or physical area, such as a main warehouse, showroom, repair shop, etc.) of the invoice

214 Continuous Improvement Report By Include Cost/Profit Cost Basis Determines the tab that information displays on, as well as the way the additional information is available on the report. Overall - Results display on the Overall tab, and no additional fields are available. This is the default. Product Group - Results display on the Product Group tab and two additional fields are available: Product Group ID and description. Core Status - Results display on the Core Stats tab. Core Status this is a drop down list of the Core Status values (Core A, Core B, Non-Core C, Non-Core D). The Core Status is from the Order line as recorded during Order Entry. Discount Group - Results display on the Discount Group tab and the Discount Group field is available. Price Family - Results display on the Price Family tab and the Price Family field is available. Determines if Cost and Profit ($ and %) information displays. On - Cost and Profit information displays. Off - Cost and Profit information does not display. This is the default. Determines what cost is used to determine the profit percentage for an order. This setting applies to all line items on the order. Order Cost - The cost of items on the order, based on the Inventory Costing Basis (Standard, Moving Average, or FIFO). Commission Cost - The cost that the commission on an order is based. Other Cost - A miscellaneous cost, often used to account for rebates or special pricing given to a customer. This field defaults to your default Cost Basis as set up in User Maintenance. You cannot select an option for which you are not enabled in User Maintenance. The bottom section contains following columns: Invoice Date Customer ID/Name To help prevent you from inadvertently retrieving every invoice in the database, the first has a default value a value of >= <Current Date>. Enter the earliest invoice date that you want in the query. The customer on the invoice

215 Continuous Improvement Customer Category ID The customer category for the customer on an invoice (Tiny, Small, Manufacturer, OEM, etc.), available if the Report By option is set to Customer Category/Size. Note: Customer Category ID is available for the Silver, Gold, and Platinum tiers. Warehouse Customer Size Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Customer Size is available for the Silver, Gold, and Platinum tiers. Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Branch ID/ Location ID/Name Product Group ID/Name Discount Group ID/Name Note: Retail Customer Size is available for the Silver, Gold, and Platinum tiers. The branch on the invoice, available if the Summarize By option is set to Branch. The sales location on the invoice, available if the Summarize By option is set to Location. The product group for items on an invoice, available if the Report By option is set to Product Group. The discount group for items on an invoice, available if the Report By option is set to Discount Group. Price Family ID/Name The price family for items on an invoice, available if the Report By option is set to Price Family. Supplier ID/Name Core Status Overall View The supplier for items on an invoice, available if the Report By option is set to Supplier. The Core Status for items on an invoice, available if the Report By option is set to Core Status

216 Continuous Improvement The Overall View displays the following fields: Customer ID/Name Customer Category The system-generated number that identifies a person or business who purchases goods or services from you One of the categories (OE, Reseller, etc.) you defined in Customer Category Maintenance. Note: Customer Category is available for the Silver, Gold, and Platinum tiers. Warehouse Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Cost)/Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red

217 Continuous Improvement Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Customer Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red

218 Continuous Improvement The data displays in a grid format similar to the following (the following is an Excel spreadsheet currently provided by Associates, Inc. for this data). Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Product Group View Customer ID/Name Customer Category The system-generated number that identifies a person or business who purchases goods or services from you One of the categories (OE, Reseller, etc.) you defined in Customer Category Maintenance. Note: Customer Category is available for the Silver, Gold, and Platinum tiers. Warehouse Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled

219 Continuous Improvement Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Customer Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Retail Cost Retail GP$ Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled

220 Continuous Improvement Retail GP% Retail Recommended Sales Retail Gap Retail Ratio of Attainment ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Supplier View Customer ID/Name Supplier ID/ The system-generated number that identifies a person or business who purchases goods or services from you The system-generated ID that identifies a person or business who supplies the items in your inventory

221 Continuous Improvement Warehouse Customer Size Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Customer Size is available for the Silver, Gold, and Platinum tiers. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Cost)/Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled:

222 Continuous Improvement Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Customer Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays

223 Continuous Improvement Core Status View Customer ID/Name Core Status Warehouse Size The system-generated number that identifies a person or business who purchases goods or services from you The measure of the frequency of sale and the likelihood that the Customer will shop for better pricing. There are four pre-defined Core Status levels: Core A, Core B, Non-Core C, and Non-Core D. Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Cost)/Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above

224 Continuous Improvement Warehouse Gap Warehouse Ratio of Attainment Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales

225 Continuous Improvement Retail Gap Retail Ratio of Attainment Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Discount Group View Customer ID/Name Discount Group ID/ Name Warehouse Size The system-generated number that identifies a person or business who purchases goods or services from you A group of items that receives a discount in price when they are purchased or sold simultaneously. This discount applies to your customer if you are selling the items, or to you if you are purchasing the items. Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Warehouse Actual Sales Warehouse Cost Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled

226 Continuous Improvement Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Customer Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Retail Cost Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled

227 Continuous Improvement Retail GP$ Retail GP% Retail Recommended Sales Retail Gap Retail Ratio of Attainment Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Price Family View Customer ID/Name Price Family ID /Name The system-generated number that identifies a person or business who purchases goods or services from you A type of discount group used for pricing by some vendors. You can add the pricing ID to item and item/location records to create a discount group, which you can then use in Sales Pricing Maintenance to create discounts

228 Continuous Improvement Warehouse Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Size is available for the Silver, Gold, and Platinum tiers. Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled:

229 Continuous Improvement Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Customer Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Retail Cost Retail GP$ Retail GP% Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays

230 Continuous Improvement Branch/Location Ratio of Attainment Window Note: Customer Category, Size, and Retail vs Warehouse are available for the Silver, Gold, and Platinum tiers. The Branch/Location Ratio of Attainment window is on the Inquire menu of the Order Processing module. The menu option is available if the enabled System Setting is enabled. Views The views that are available in this window are as follows; these can be generated by branch or location for a range of dates. Overall Summary this is data summarized across with no additional limitations By Customer Category/Size this is data broken down by Customer Category and Customer Size this includes breakouts by Retail vs. Warehouse as appropriate Note: Customer Category/Size is available for the Silver, Gold, and Platinum tiers. By Customer this is data broken down by individual Customers this includes breakouts by Retail vs. Warehouse as appropriate By Supplier this is data broken down by Supplier this includes breakouts by Retail vs. Warehouse as appropriate By Product Group this is data broken down by Product Group this includes breakouts by Retail vs. Warehouse as appropriate

231 Continuous Improvement By Core Status this is data broken down by Core Status this includes breakouts by Retail vs. Warehouse as appropriate By Discount Group this is data broken down by Discount Group this includes breakouts by Retail vs. Warehouse as appropriate By Price Family this is data broken down by Price Family this includes breakouts by Retail vs. Warehouse as appropriate Query Tab The Query tab has two sections. The top section contains the following fields: Company ID/Name View By Defaults to your default Company, providing that your default Company has the feature enabled. If not, this field defaults to blank and you must enter a Company ID that has the feature enabled. This is a required field. Determines the way the information is organized. Branch - Provides further detail of data by branch (separate groups if locations within a company), if you have the branch accounting company setting enabled. Location - Provides further details by the sales location (a logical or physical area, such as a main warehouse, showroom, repair shop, etc.) of the invoice. This is the default

232 Continuous Improvement Report By Include Cost/Profit Cost Basis Determines the tab that information displays on, as well as the way the additional information is available on the report. Overall - Results display on the Overall tab, and no additional fields are available. This is the default. Warehouse Customer Size/Retail Customer Size - Two additional fields are available: Warehouse Size and Retail Customer size. Customer - Two additional fields are available: Customer ID and Name. Product Group - Results display on the Product Group tab and two additional fields are available: Product Group ID and description. Supplier ID - Results display on the Supplier tab and two additional field are available: Supplier ID and. Core Status - Results display on the Core Status tab. Core Status values are Core A, Core B, Non-Core C, Non-Core D. The Core Status is from the Order line as recorded during Order Entry. Discount Group - Results display on the Discount Group tab and the Discount Group field is available. Price Family - Results display on the Price Family tab and the Price Family field is available. Determines if Cost and Profit ($ and %) information displays. On - Cost and Profit information displays. Off - Cost and Profit information does not display. This is the default. Determines what cost is used to determine the profit percentage for an order. This setting applies to all line items on the order. Order Cost - The cost of items on the order, based on the Inventory Costing Basis (Standard, Moving Average, or FIFO). Commission Cost - The cost that the commission on an order is based. Other Cost - A miscellaneous cost, often used to account for rebates or special pricing given to a customer. This field defaults to your default Cost Basis as set up in User Maintenance. You cannot select an option for which you are not enabled in User Maintenance. The bottom section contains following columns: Invoice Date To help prevent you from inadvertently retrieving every invoice in the database, the first has a default value a value of >= <Current Date>. Enter the earliest invoice date that you want in the query

233 Continuous Improvement Branch ID/ Location ID/Name Customer Category ID The branch on the invoice, available if the Summarize By option is set to Branch. The sales location on the invoice, available if the Summarize By option is set to Location. The customer category for the customer on an invoice (Tiny, Small, Manufacturer, OEM, etc.), available if the Report By option is set to Customer Category/Size. Note: Customer Category ID is available for the Silver, Gold, and Platinum tiers. Warehouse Customer Size Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Customer Size is available for the Silver, Gold, and Platinum tiers. Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Customer Size is available for the Silver, Gold, and Platinum tiers. Customer ID/Name Product Group ID/Name Discount Group ID/ Price Family ID/ Supplier ID/Name Core Status The customer on the invoice. The product group for items on an invoice, available if the Report By option is set to Product Group. The discount group for items on an invoice, available if the Report By option is set to Discount Group. The price family for items on an invoice, available if the Report By option is set to Price Family. The supplier for items on an invoice, available if the Report By option is set to Supplier. The Core Status for items on an invoice, available if the Report By option is set to Core Status. Overall View

234 Continuous Improvement The Overall View displays the following fields: Branch ID/Location ID Branch Name/Location Name Actual Sales Cost GP Dollars GP Percent Recommended Sales Gap Ratio of Attainment Depending on the View By, you ll either see the branch or location ID. Depending on the View By you ll either see the branch or location name. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Actual Sales Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Actual Sales Cost)/Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Recommended Sales Warehouse Actual Sales (Actual Sales/Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red

235 Continuous Improvement Gap by Customer Size Gap by Customer Category The system computes and displays the Gap amount based on the different Customer Size buckets (Huge, Large, Medium, Small, Tiny and Very Tiny (if in use)). If the Separate Retail vs. Warehouse Sales Company setting is enabled, there are two sets of Gap values, one for Retail and one for Warehouse. Retail sales are defined as those where the Order is marked as a Front Counter Order, or where the Sales Location has the Retail Location option set. If the Separate Retail vs. Warehouse Sales Company setting is not enabled, then all sales are considered Warehouse. The system computes and displays the Gap amount based on the different Customer Category values that are defined in the System Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Customer/Category Size View Branch ID/Location ID Branch Name/Location Name Warehouse Customer Size Warehouse Actual Sales Depending on the View By Depending on the View By. Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Customer Size is available for the Silver, Gold, and Platinum tiers. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above

236 Continuous Improvement Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost are based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Cost)/Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Customer Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales

237 Continuous Improvement Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Customer View

238 Continuous Improvement Branch ID/Location ID Branch Name/Location Name Customer ID/Name Warehouse Customer Size Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Depending on the View By. Depending on the View By. The system-generated number that identifies a person or business who purchases goods or services from you Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Warehouse Customer Size is available for the Silver, Gold, and Platinum tiers. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost are based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays

239 Continuous Improvement The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Customer Size Huge, Large, Medium, Small, Tiny, and Very Tiny - if used. Note: Retail Customer Size is available for the Silver, Gold, and Platinum tiers. Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays

240 Continuous Improvement Product Group View Branch ID/Location ID Branch Name/Location Name Depending on the View By Depending on the View By. Product Group ID/ Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars The user-defined code that represents a group of products, usually with something in common. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. Warehouse GP% ((Warehouse Actual Sales Cost)/Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Recommended Sales Warehouse Gap Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales

241 Continuous Improvement Warehouse Ratio of Attainment (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales

242 Continuous Improvement Retail Ratio of Attainment (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. Core Status View Branch ID/Location ID Branch Name/Location Name Core Status Warehouse Actual Sales Depending on the View By parameter chosen, displays the branch or location ID. Depending on the View By parameter chosen, displays the branch or location name. The measure of the frequency of sale and the likelihood that the Customer will shop for better pricing. There are four pre-defined Core Status levels: Core A, Core B, Non-Core C, and Non-Core D. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above

243 Continuous Improvement Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Cost)/Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Actual Sales Retail Cost Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled

244 Continuous Improvement Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Retail Ratio of Attainment Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The data displays in a grid format similar to the following (the following is an Excel spreadsheet currently provided by Associates, Inc. for this data). Discount Group View Branch ID/Location ID Branch Name/Location Name Depending on the View By Depending on the View By

245 Continuous Improvement Discount Group ID/Name Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Warehouse Ratio of Attainment A group of items that receives a discount in price when they are purchased or sold simultaneously. This discount applies to your customer if you are selling the items, or to you if you are purchasing the items. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled:

246 Continuous Improvement Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Retail Ratio of Attainment Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The data displays in a grid format similar to the following (the following is an Excel spreadsheet currently provided by Associates, Inc. for this data)

247 Continuous Improvement Price Family View Branch ID/Location ID Branch Name/Location Name Price Family ID /Name Warehouse Actual Sales Warehouse Cost Warehouse GP Dollars Warehouse GP Percent Warehouse Recommended Sales Warehouse Gap Depending on the View By Depending on the View By. A type of discount group used for pricing by some vendors. You can add the pricing ID to item and item/location records to create a discount group, which you can then use in Sales Pricing Maintenance to create discounts. Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Warehouse Actual Sales Warehouse Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Warehouse Actual Sales Warehouse Cost)/Warehouse Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date) and not in the excluded list above Warehouse Recommended Sales Warehouse Actual Sales

248 Continuous Improvement Warehouse Ratio of Attainment (Warehouse Actual Sales/Warehouse Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Actual Sales Retail Cost Retail GP Dollars Retail GP Percent Retail Recommended Sales Retail Gap Total Extended Price of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Total of (Cost Basis Cost * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size), and not in the excluded list above for sales categorized as Retail sales. The Cost Basis Cost is based on the criteria value. This displays only if the Include Cost/Profit parameter is enabled. Retail Actual Sales Retail Cost. This displays only if the Include Cost/Profit parameter is enabled. ((Retail Actual Sales Retail Cost)/Retail Actual Sales) * 100, displayed to 2 decimal places. This displays only if the Include Cost/Profit parameter is enabled. Total of (Strategic Unit Price * Qty Shipped/Sales Unit Size) of all line items meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) and not in the excluded list above for sales categorized as Retail sales. Retail Recommended Sales Retail Actual Sales

249 Continuous Improvement Retail Ratio of Attainment (Retail Actual Sales/Retail Recommended Sales) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Sales and costs are totaled at the bottom of the tab for the lines that display. The gap amounts are averaged and a total Ratio of Attainment is computed for the information that displays. The data displays in a grid format similar to the following (the following is an Excel spreadsheet currently provided by Associates, Inc. for this data). Price Exception Review Window Navigation Path: Order Processing > Inquire > Price Exception Review The Price Exception Review window allows you to easily review exceptions from the standard or Strategic Pricing. This can be run per salesrep or taker, and sorted/grouped by company, branch, or location. The information contained within this window includes: Edits of the Library assigned to an order Manually edited prices

250 Continuous Improvement Use of contract prices Use of exception (customer-specific Pricing Libraries) prices Query Tab The Query tab allows you to provide data to outline a search that is specific to the records maintained in the tab, and then apply that query to see the results. While functionally similar to other query tabs in the system, the fields for this query are specific to. This tab shows the following fields: Company ID/Name Displays your default company, providing that your default company has the feature enabled. If not, this field starts blank and you must enter a company ID that has the feature enabled. This is a required field

251 Continuous Improvement Report By You can choose to report by salesrep or order taker. Salesrep - Displays information based the salesrep assigned to the order Order Taker - Displays information based on the order taker The series of check boxes determines the tab that information displays on, as well as the way the additional information is available on the report. All are enabled by default. Include Strategic Library Edits - Reports on edits to the Strategic Pricing Library. Include Manually Edited Prices - Reports on price edits (that cause the Price Edit field to be enabled) on an order. Include Contract Prices - Reports on line items priced via a Contract. Include Exception Prices - Reports on line items that were priced from a Customer-specific Pricing Library. Fully canceled line items (Quantity Ordered = Quantity Canceled) or deleted line items- Includes Temporary items on the report. Include RMAs - Includes Returned Material Authorization on the report. Include Service Orders - When enabled, includes service orders on the report. Orders/RMAs or Quotes or Both - Determines if you limit the report to only orders (and RMAs in included above), or only quotes, or if you include both on the report. Orders do not include: o o o o o Manufacturer Rep Orders Lot Bill components Assembly components where the assembly is priced by assembly Items entered on orders before was enabled Fully canceled line items (Quantity Ordered = Quantity Canceled) or deleted line items

252 Continuous Improvement Sort By Determines the way the views are sorted. Company - Order Number within Salesrep/Taker within Company ID Branch - Order Number within Branch ID within Salesrep/Taker within Company ID Location - Order Number within Location ID within Salesrep/Taker within Company ID. This is the default. The bottom section of the Query tab has the following fields: Order Date Branch ID/ Location ID/Name Salesrep ID/Name Taker ID/Name Customer Category Applied to the Order Date on the order. To help prevent you from inadvertently retrieving every order in the database, the first row is given a default value of >= <Current Date>. The Branch on the invoice, available if the Summarize By option is set to Branch. The Sales Location on the invoice, available if the Summarize By option is set to Location. The Primary Salesrep on the invoice, available only when the View By option is set to Salesrep. The Taker on the Order associated with the invoice, available only when the View By option is set to Taker. Allows you to restrict the results to individual customer categories. Note: Customer Category is available for the Silver, Gold, and Platinum tiers. Customer Size One of the Customer Size values Very Tiny (if in use), Tiny, Small, Medium, Large, or Huge. Note: Customer Size is available for the Silver, Gold, and Platinum tiers. Strategic Library Edits Tab Note: The Strategic Library Edits tab is available for the Silver, Gold, and Platinum tiers. This tab reports on edits to the Library and is available only if the Include Strategic Library Edits parameter is enabled on the Query tab

253 Continuous Improvement This tab shows the following fields: Salesrep ID/Name or Taker ID/Name Based on the Report By option, either the salesrep associated with the order or the order taker ID and name displays. Branch/Location Order Number Order Date Original Library ID/ Modified Strategic Pricing Library ID/ Original Customer Category/Size Modified Customer Category/Size Change Made By Date Change Made Note: The Salesrep/Taker parameters are not filters against the Change Made By column. The user who made the change may not be the listed Primary Salesrep or Taker on the Order. The Salesrep/Taker parameters allow you to review Orders associated with particular Salesreps or Takers, but should not restrict reporting on who may have made changes. If the Sort By option is Branch, the Branch ID/ displays; if the Sort By option is Location, the Location ID/Name displays. The system-generated identifier for the order. You can drill down on this number to see more detailed order information. The date the order was entered. Recorded at the time of the edit, the original Library applied to the order, taken from Library Maintenance. The Library that replaced the original. Recorded at the time of the edit, the original Customer Category/Size applied to the customer. The Customer Category/Size that replaced the original, if this also was changed. The User ID/Name of the person who performed the edit. The Date/Time the change was made, which might be after the original order entry date. You can sort the data by clicking on any of the column headings and use the Services right mouse button command to perform a multi-level sort on the data. You can also use the right mouse button Services, Filter and Find options to find specific data in the view. You can use the RMB, Save As functionality available to export the data, if you have the Save As functionality enabled in User Maintenance. You can use the Save As option to save as a textfile in the *.txt format and convert the resulting file in your application of choice, to save data as needed for printing purposes. There is no direct report or formatted printed output of this view of the data within the application

254 Continuous Improvement Manually Edited Prices Tab This tab reports on manual Price Edits and is available only if the Include Manual Price Edits parameter is enabled. This shows Unit Price change entries from the Audit Trail for an Order. This tab contains the following fields: Salesrep ID/Name or Taker ID/Name Branch/Location Order Number Order Date Item ID/ Unit Quantity Unit of Measure Old Unit Price Old Extended Price New Unit Price New Extended Price Change Made By Based on the Report By option, either the salesrep associated with the order or the order taker ID and name displays. The Salesrep/Taker parameters are not filters against the Change Made By column. The user who made the change may not be the listed Primary Salesrep or Taker on the Order. The Salesrep/Taker parameters allow you to review Orders associated with particular Salesreps or Takers, but should not restrict reporting on who may have made changes. If the Sort By option is Branch, the Branch ID/ displays; if the Sort By option is Location, the Location ID/Name displays. The system-generated identifier for the order. This is the initial sort of the information. You can drill down on this number to see more detailed order information. The date the order was entered. The ID and description of the item changed on the order. The Unit (Order) Quantity on the Order Line at the time the data is displayed the Sales Unit of Measure from the Order Line at the time the data is displayed the same as the Old Value that displays in the Audit Trail for the Order for the Unit Price column Unit Quantity * Old Unit Price the same as the New Value that displays in the Audit Trail for the Order for the Unit Price column the Unit Quantity * New Unit Price The User ID/Name of the person who performed the edit

255 Continuous Improvement Date Change Made Strategic Unit Price Disposition The Date/Time the change was made, which might be after the original order entry date. The Strategic Unit Price that would have been used had the item been priced from the appropriate Library for the order. The item s current disposition on the transaction. Only orders where the customer is eligible for meaning the customer has a customer category and size defined are included for reporting on this tab. You can sort the data by clicking on any of the column headings. You may also use the right mouse button, Services, Sort option to perform a multi-level sort on the data if desired. You may use the RMB, Services, Filter option to filter the results if desired. You may use the RMB, Services, Find option to find specific data in the view. You can use the RMB, Save As functionality available to export the data, if you have the Save As functionality enabled in User Maintenance. You can use the Save As option to save as a textfile in the *.txt format and then convert the resulting file in your application of choice. This allows you to save data as needed for printing purposes. There is no direct report or formatted printed output of this view of the data within the application. Contract Prices Tab This tab reports on the use of Contract Prices and are available only if the Include Contract Prices parameter is enabled on the Query tab. This tab contains the following fields: Salesrep ID/Name or Taker ID/Name Based on the Report By option, either the salesrep associated with the order or the order taker ID and name displays. The Salesrep/Taker parameters are not filters against the Change Made By column. The user who made the change may not be the listed Primary Salesrep or Taker on the Order. The Salesrep/Taker parameters allow you to review Orders associated with particular Salesreps or Takers, but should not restrict reporting on who may have made changes

256 Continuous Improvement Branch/Location Order Number Order Date Item ID/ Contract Number Contract Unit Price Strategic Unit Price If the Sort By option is Branch, the Branch ID/ displays; if the Sort By option is Location, the Location ID/Name displays. The system-generated identifier for the order. This is the initial sort of the information. You can drill down on this number to see more detailed order information. The date the order was entered. The ID and description of the item changed on the order. The Contract Number used to price the line item. The description associated with the Contract Number. The Unit Price of the line item (i.e. the Contract price) The Strategic Unit Price that would have been used had the item been priced from the appropriate Library for the order. Only Orders where the customer is eligible for meaning the customer has a customer category and size defined are included for reporting on this tab You can sort the data by clicking on any of the column headings. You may also use the RMB, Services, Sort option to perform a multi-level sort on the data if desired. You may use the RMB, Services, Filter option to filter the results if desired. You may use the RMB, Services, Find option to find specific data in the view. You can use the RMB, Save As functionality available to export the data, if you have the Save As functionality enabled in User Maintenance. You can use the Save As option to save as a textfile in the *.txt format and then convert the resulting file in your application of choice. This allows you to save data as needed for printing purposes. There is no direct report or formatted printed output of this view of the data within the application. Exception Prices Tab This tab reports on the use of Customer-specific Pricing Libraries and is available only if the Include Exception Prices parameter is enabled on the Query tab. This tab contains the following fields:

257 Continuous Improvement Salesrep ID/Name or Taker ID/Name Branch/Location Order Number Order Date Item ID/ Price Page Unit Price Strategic Unit Price Based on the Report By option, either the salesrep associated with the order or the order taker ID and name displays. The Salesrep/Taker parameters are not filters against the Change Made By column. The user who made the change may not be the listed Primary Salesrep or Taker on the Order. The Salesrep/Taker parameters allow you to review Orders associated with particular Salesreps or Takers, but should not restrict reporting on who may have made changes. If the Sort By option is Branch, the Branch ID/ displays; if the Sort By option is Location, the Location ID/Name displays. The system-generated identifier for the order. This is the initial sort of the information. You can drill down on this number to see more detailed order information. The date the order was entered. The ID and description of the item changed on the order. The description associated with the page associated with the order. The Unit Price of the line item (i.e. the Contract price) The Strategic Unit Price that would have been used had the item been priced from the appropriate Library for the order Only Orders where the Customer is eligible for meaning the Customer has a Customer Category and Size defined are included for reporting on this tab You can sort the data by clicking on any of the column headings. You may also use the RMB, Services, Sort option to perform a multi-level sort on the data if desired. You may use the RMB, Services, Filter option to filter the results if desired. You may use the RMB, Services, Find option to find specific data in the view. You can use the RMB, Save As functionality available to export the data, if you have the Save As functionality enabled in User Maintenance. You can use the Save As option to save as a textfile in the *.txt format and then convert the resulting file in your application of choice. This allows you to save data as needed for printing purposes. There is no direct report or formatted printed output of this view of the data within the application. Freight Review Window Note: Freight Review is available for the Silver, Gold, and Platinum tiers

258 Continuous Improvement Navigation Path: Order Processing > Inquire >Freight Review This window shows several views of Ratio of Attainment data with respect to Freight. All report tabs on the same data, but each gives a different view of that data. The data is available in view mode. From there, the data can be exported for use in Excel or other analysis programs using the Save As functionality. The data is taken based on invoices that are tied to Sales Orders, excluding Manufacturer s Rep Orders, Service Orders, and RMAs. The following is excluded from the Freight Ratio of Attainment calculations: Manual Invoices (created via Invoice Entry by Item, Invoice Entry by Amount, or Invoice Import) Manual Credit/Debit Memos Finance Charge Invoices Invoices generated against RMAs, regardless of whether the line items are linked to prior Invoices Invoices for Service Orders, as does apply to Service Orders Invoices for Manufacturer s Rep Orders, as does not apply to Manufacturer s Rep Orders Invoices generated from before was enabled these are denoted based on the value of the Priced via field at the order line level Invoices that have no Strategic Unit Price calculated this would be if the Customer on the Order did not have a Customer Category or Size defined, thus excluding them from The views that are available in this window are as follows; these can be generated by Salesrep or Order Taker for a range of dates. There is an option to break these down by branch, location, or company: Overall Summary this is data summarized across with no additional limitations By Customer Category/Size this is data broken down by Customer Category and Customer Size this includes separate options for Retail and Warehouse By Customer this is data broken down by individual Customers this includes breakouts by Retail vs. Warehouse as appropriate By Carrier this is data broken down by individual carriers this includes breakouts by Retail vs. Warehouse as appropriate Query Tab The Query tab has two sections. The top section contains the following fields:

259 Continuous Improvement Company ID/Name View By Summarize By Report By Defaults to your default Company, providing that your default Company has the feature enabled. If not, this field defaults to blank and you must enter a Company ID that has the feature enabled. This is a required field. Determines whether you see information about the primary salesrep on the invoice or the order taker. Salesrep - The primary salesrep on the invoice. This is the default. Taker - The taker on the order associated with the invoice. Selecting Branch or Location provides further levels of detail for the data. The system always provides Company level data; the other options allow you to have additional summaries available. Company - Always provided. This is the default. Branch - Provides further detail of data by branch (separate groups if locations within a company), if you have the branch accounting company setting enabled. Location - Provides further detail of data by location (a logical or physical area, such as a main warehouse, showroom, repair shop, etc.). Determines the view of the report Overall - This is the default. Warehouse Category/Size - Two additional fields are available: Customer Category and Warehouse Customer Size (Huge, Large, Medium, Small, Tiny, and Very Tiny if in use) Retail Category/Size - Two additional fields are available: Customer Category and Retail Customer Size (Huge, Large, Medium, Small, Tiny, and Very Tiny if in use) Customer - Customer ID and Name are available. Carrier - Carrier name on the order is added. The bottom section is a Query style tab with the following columns: Invoice Date Salesrep ID/Name Taker ID/Name To help prevent you from inadvertently retrieving every invoice in the database, the first row is given a value of >= <Current Date> The Primary Salesrep on the invoice, available only when the View By option is set to Salesrep. The Taker on the Order associated with the invoice, available only when the View By option is set to Taker

260 Continuous Improvement Branch ID/ Location ID/Name The Branch on the invoice, available if the Summarize By option is set to Branch. The Sales Location on the invoice, available if the Summarize By option is set to Location. How to Query Freight Review Information The process for populating the Freight Review is common to all views: 1. On the Query tab, enter criteria by which you want to see the information, including the earliest invoice date that you want to include (the default is today s date). 2. Using the right mouse button command, Apply Query. The information you requested displays. The following is true for all freight views: All views display amount values to 2 decimal places and all amounts are in terms of the Company s Home Currency. Only those invoices that have had a Strategic Freight Amount calculated are included. You may sort the data by clicking on any of the column headings or using the RMB, Services, Sort option to perform a multi-level sort. You may use the RMB, Services, Filter option to filter the results if desired. You may use the RMB, Services, Find option to find specific data in the view. You have the RMB, Save As functionality available to export the data, if you have the Save As functionality enabled in User Maintenance. You can use the Save As option to save as a textfile in the *.txt format and then convert the resulting file in your application of choice. This allows you to save data as needed for printing purposes. There no direct report or formatted printed output of this view of the data within the application. The following is true for any of the views that allow you to Summarize by Branch or Location: If the Summarize By option is set to either Branch or Location, you are be able to click on a specific Salesrep/Taker ID and expand that subset of data by Branch or Location. The system displays the same columns of data (Customer Category, Retail Size, Retail Actual Sales, Retail Cost, Retail GP$, Retail GP%, Retail Recommended Sales, Retail Gap, Retail Ratio of Attainment), but broken down per Branch (based on the Branch ID tied to the invoice) or Location (based on the Location ID tied to the invoice) with one row per Branch/Location. This data display directly below the selected Salesrep/Taker as though you were expanding a tree view. If you click on one Salesrep/Taker to expand their data by Branch/Location, then click on another Salesrep/Taker, the system collapses the data from the prior Salesrep/Taker before expanding the new one. Choosing to sort collapses any expanded Salesrep/Taker information before sorting; the sort only applies at the Salesrep/Taker level

261 Continuous Improvement Overall View Tab Salesrep ID/Taker ID Salesrep Name/Taker Name Actual Freight Amount Strategic Freight Amount Gap Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name Total Actual Freight charged for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date). Total Strategic Freight for all invoices meeting the Criteria (Company, Branch (if appropriate), Location (if appropriate), and Invoice Date). Strategic Freight is computed and stored per invoice. Strategic Freight Amount Actual Freight Amount Ratio of Attainment (Actual Freight Amount/Strategic Freight Amount) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: Gap by Customer Size The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. The system computes and displays the Gap amount based on the different Customer Size buckets (Huge, Large, Medium, Small, Tiny and Very Tiny (if in use)). If the Separate Retail vs. Warehouse Sales Company setting is enabled, there are two sets of Gap values, one for Retail and one for Warehouse. Retail sales are defined as those where the Order is marked as a Front Counter Order, or where the Sales Location has the Retail Location option set. If the Separate Retail vs. Warehouse Sales Company setting is not enabled, then all sales are considered Warehouse

262 Continuous Improvement Gap by Customer Category The system computes and displays the Gap amount based on the different Customer Category values that are defined in the System Warehouse Category/Size View Tab The Warehouse Category/Size View displays the following fields: Salesrep ID/Taker ID Salesrep Name/Taker Name Customer Category Warehouse Customer Size Warehouse Actual Freight Amount Warehouse Strategic Freight Amount Gap Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name The values defined in Customer Category Maintenance. Very Tiny, Tiny, Small, Medium, Large or Huge. Total Actual Freight charged for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) that are categorized as Warehouse sales. Total Strategic Freight for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) that are categorized as Warehouse sales. Strategic Freight Amount Actual Freight Amount

263 Continuous Improvement Warehouse Ratio of Attainment (Warehouse Actual Freight Amount/Warehouse Strategic Freight Amount) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Retail Category/Size View Tab The Retail Category/Size View displays the following fields: Salesrep ID/Taker ID Salesrep Name/Taker Name Customer Category Retail Customer Size Retail Actual Freight Amount Retail Strategic Freight Amount Gap Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name Defined in Customer Category Mainenance. Very Tiny, Tiny, Small, Medium, Large or Huge. Total Actual Freight charged for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) that are categorized as Retail sales. Total Strategic Freight for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) that are categorized as Retail sales. Retail Strategic Freight Amount Retail Actual Freight Amount

264 Continuous Improvement Retail Ratio of Attainment (Retail Actual Freight Amount/Retail Strategic Freight Amount) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. Customer View Tab The Customer View displays the following fields: Salesrep ID/Taker ID Salesrep Name/Taker Name Customer ID/Name Warehouse Size Warehouse Actual Freight Amount Warehouse Strategic Freight Amount Warehouse Gap Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name The system-generated number that identifies a person or business who purchases goods or services from you Very Tiny, Tiny, Small, Medium, Large or Huge. Total Actual Freight charged for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) that are categorized as Warehouse sales. Total Strategic Freight for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) that are categorized as Warehouse sales. Warehouse Strategic Freight Amount Warehouse Actual Freight Amount

265 Continuous Improvement Warehouse Ratio of Attainment (Warehouse Actual Freight Amount/Warehouse Strategic Freight Amount) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red. The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Customer Size Retail Actual Freight Amount Retail Strategic Freight Amount Gap Retail Ratio of Attainment Very Tiny, Tiny, Small, Medium, Large or Huge. Total Actual Freight charged for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) that are categorized as Retail sales. Total Strategic Freight for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) that are categorized as Retail sales. Strategic Freight is computed and stored per invoice based on the information above. Retail Strategic Freight Amount Retail Actual Freight Amount (Retail Actual Freight Amount/Retail Strategic Freight Amount) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red

266 Continuous Improvement Carrier View Tab The Carrier View displays the following fields: Salesrep ID/Taker ID Salesrep Name/Taker Name Carrier ID/Name Customer Category Warehouse Customer Size Warehouse Actual Freight Amount Warehouse Strategic Freight Amount Warehouse Gap Warehouse Ratio of Attainment Depending on the value of the View By criteria option, either the Salesrep ID or Taker ID Depending on the value of the View By criteria option, either the Salesrep Name or Taker Name The system-generated ID and name that identifies a transporter. One of the categories (OE, Reseller, etc.) you defined in Customer Category Maintenance. Very Tiny, Tiny, Small, Medium, Large or Huge. Total Actual Freight charged for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) that are categorized as Warehouse sales. Total Strategic Freight for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) that are categorized as Warehouse sales. Warehouse Strategic Freight Amount Warehouse Actual Freight Amount (Warehouse Actual Freight Amount/Warehouse Strategic Freight Amount) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow. If Ratio of Attainment is less than the Yellow level then the background is red

267 Continuous Improvement The following fields displays only if the Separate Retail vs. Warehouse Sales Company setting is enabled: Retail Customer Size Retail Actual Freight Amount Retail Strategic Freight Amount Retail Gap Very Tiny, Tiny, Small, Medium, Large or Huge. Total Actual Freight charged for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Warehouse Customer Size) that are categorized as Retail sales. Total Strategic Freight for all invoices meeting the criteria (Company, Branch (if appropriate), Location (if appropriate), Invoice Date, Customer Category, and Retail Customer Size) that are categorized as Retail sales. Strategic Freight is computed and stored per invoice based on the information above. Retail Strategic Freight Amount Retail Actual Freight Amount

268 Continuous Improvement Retail Ratio of Attainment (Retail Actual Freight Amount/Retail Strategic Freight Amount) * 100, displayed to 2 decimal places. The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: The background of the field is highlighted in color based on the Ratio of Attainment levels System Settings: If Ratio of Attainment is greater than or equal to the Green level then the background is green. If Ratio of Attainment is greater than or equal to the Yellow level and is less than the Green level then the background is yellow

269 Continuous Improvement If Ratio of Attainment is less than the Yellow level then the background is red. Impact Measurement Report Note See Setting Up External Crystal Reports on page 289. The report name for this report is: StrategicPricingImpactReport.rpt The Impact Measurement Report shows a detailed look at both how much money you are making due to and how much additional money you could be making by increasing your use of. It includes the impact dollars of transactions priced via and the potential impact dollars from transactions not priced via. This gives you an indication of the impact that Strategic Pricing has already had on your business and gives you a roadmap for making improvements in the future. Report Parameters The following parameters are entered for the report

270 Continuous Improvement : Company ID Start/End Branch ID Baseline Invoice Date Range Current Invoice Date Range Cost Basis Include Other Charge Items Include Direct Ship Items The company you want to report on. : The range of branches within the company. If you want to report on only one branch, enter it as both the Start and End parameter. The range of invoice dates to use as the baseline period for the impact calculations. If you are new to it is suggested that this represent the 1- year period prior to going live with. The range of invoice dates for which you want to compute the impact from. This should always be a range of dates from after going live with Strategic Pricing. The cost basis used for gross profit percent and dollars calculations. Choices are: COGS Commission Cost Other Cost Determines if Other Charge Items are included in the analysis. Yes - Other Charge Items are included. No - Other Charge Items are not included. Determines if Direct Ship Items are included in the analysis. Yes - Direct Ship Items are included. No - Direct Ship Items are not included. The report is sorted by Customer Size within Customer Category within Product Group/Discount Group/Price Family (depending on your grouping strategy) within Supplier (if supplier is included in your grouping strategy. It lists one row for each combination of grouping strategy / Customer Category / Customer Size that had any invoicing within the current date range. The report shows the following information: Grouping Strategy IDs The fields that display here depend on your grouping strategy. For example, if you group by Product Group/Supplier, you will see fields for the Supplier ID and Product Group ID here. If you group by Discount Group/Supplier, you will see fields for Supplier ID and Discount Group ID, etc. This field contains the combination of Product Group/Discount Group/Price Family and Supplier that had any invoicing within the 'current date range'

271 Continuous Improvement Customer Category ID Customer Size The customer category in the combination of grouping strategy / Customer Category / Customer Size that had any invoicing within the current date range. The customer size in the combination of grouping strategy / Customer Category / Customer Size that had any invoicing within the current date range. % Strategic Sales The percentage of total sales for this row that was priced by. Strategic Sales $ Strategic GM $ Baseline GM $ Strategic Impact $ Non-SPA Sales $ Non-SPA GM $ Potential SPA GM $ The dollars invoiced that were priced via The gross margin dollars for those sales (user selected cost basis of COGS, Commission, Other) What the gross margin dollars would have been based on the gross margin percent of sales in this combination during the baseline date range. The system computes the gross margin percent for invoiced sales in the baseline date range for the row (based on the selected cost basis). This is the actual gross margin percent that was achieved in the baseline time period. It then extrapolates what the gross margin dollars would have been for this row using the current Strategic Sales $ and historical gross margin percent. For example: Strategic Sales $ = $1,000 Baseline GM % = 15% - meaning that in the baseline time period, sales for this row yielded 15% gross margin Baseline GM $ = $150 computed as the Baseline GM % of 15 (.15) times the Strategic Sales $. This means that had not been in use, based on historical data, that $1,000 of sales would have yielded $150 in gross margin. This is Strategic GM $ minus Baseline GM $, or the amount of additional margin due to as compared to the baseline. This is the "How much we made due to " value. This field displays in green for values > 0, red for values < 0, and black for values = 0. The total invoiced sales for the Current Date Range for this row that were not priced via The gross margin dollars for the non-strategic Priced sales based on the selected cost basis What the gross margin dollars would have been for the non-strategic Priced sales if they had been priced via. This is computed by applying the GM % of the strategic sales to the Non-SPA Sales $

272 Continuous Improvement Potential Impact $ This is the Potential SPA GM $ - Non-SPA GM $, or the additional Gross Margin the distributor would make if the Non-SPA sales became Strategic Sales This is the "How much more we could be making" value. You can drill down into any row by double-clicking the row to see more statistics related to that row. The drill down contains the following fields: Current Period Non- Strategic GP % Current Period Non- Strategic GP % Non-SPA Cost Baseline Period GP % The gross margin percent based on the strategic sales dollars and selected cost basis The GP % based on the Non-SPA Sales $ and selected Cost Basis The total cost based on the selected Cost Basis for the Non-SPA Sales The GP % of sales in the Baseline Date Range and selected Cost Basis

273 Continuous Improvement Baseline GP % Source The system looks for sales in the baseline period in a hierarchical manner in order to be sure you are comparing the same data. This field reports the level at which baseline sales were found for comparison purposes: The code for the level is as follows: Sup - Supplier Prod Grp - Product Group DiscGrp - Discount Group PrcFam - Price Family CustCat - Customer Category CustSize - Customer Size For example: SupProdGrpCustCatCustSize = Baseline period sales at the Supplier / Product Group / Customer Category / Customer Size level Note: If your grouping strategy is discount group or price family rather than product group, ProdGrp in the code would be replaced by DiscGrp or PrcFam in these examples. SupProdGrpCustCat = Baseline period sales at the Supplier / Product Group / Customer Category level SupProdGrp = Baseline period sales at the Supplier / Product Group level Sup = Baseline period sales at the Supplier level Strategic Sales $ Total strategic sales within the current date range at the Strategic GP % Source level. Strategic Cost $ Non-SPA GP$ at Base Margin Non-SPA Margin Gain % vs. Strategic Base Total cost (using the selected cost basis) of strategic sales within the current date range at the Strategic % Source level. This reflects what the gross profit dollars for non- sales would have been at the historical margin %. If this value is less than the actual non- sales gross margin dollars, that says that the non- sales are showing an increase in margin over historical levels and at least some of that can be attributed back to. This compares the gross profit percent of non- sales in the current period to that of strategic-priced sales. A negative number means that non- sales are generating less gross profit than Strategic Sales. (This would be expected since is supposed to increase margins.)

274 Continuous Improvement Sim Impact Base Margin Sim Impact % Base Margin Non-SPA % of Potential SPA Potential This is a measure of increased margin of non- sales compared to the baseline period. This figure can be at least somewhat attributed to the " Effect" (for example, price overrides might be based on the Strategic Price but the net price is still higher than the historical price, resulting in increased margin compared to the baseline period). Computed as Non-SPA GM $ - Non-SPA GM $ at Base Margin Sim Impact Base Margin $ as a percentage of non- sales. Computed as Sim Impact Base Margin / Non-SPA Sales $. That portion of the potential impact dollars already being achieved by the Sim Impact Base Margin value. Computed as Sim Impact Base Margin / Potential Impact $. The increase in margin that can be attributed to on non- sales (or the " Effect" as a % value). Computed as Non-SPA % of Potential Sim Impact % Base Margin Pricing Methods Mix Report Note: This report is a Crystal Report. It can be added to the Prophet 21 menu under External Reports. See Setting Up External Crystal Reports on page 289. The report name for this report is: StrategicPricingMethodsMix.rpt The Pricing Methods Mix report allows you to compare the volume / percentage of sales per pricing method across two time periods (one in blue, the other in maroon) so you can track whether your mix of pricing is changing over time. Ideally, over time you will be able to move more sales into and out of the other Pricing Methods. Positive values appear in green, negative values appear in red. This report also includes multiple levels of drill-down capability allowing you to get as granular as desired in your review

275 Continuous Improvement Report Parameters The following parameters are entered on the report: : Company ID Start / End Branch ID Start / End Salesrep ID Start / End Taker ID Start / End Customer ID Product Groups Suppliers Discount Groups Price Families Invoice Date Range 1 Invoice Date Range 2 Include Other Charge Items The company you want to report on. : The range of branches within the company. If you want to report on only one branch, enter it as both the Start and End parameter. The range of salesrep for the report. This is the primary salesrep on the invoice. The range of order takers on the report. The range of customers for the report. The product groups included on the report. The default is ALL for all product groups, but you can alternatively select multiple distinct product groups to limit the report. The range of suppliers included on the report. The default is for all suppliers, but you can alternatively select multiple distinct suppliers to limit the report. The discount groups included on the report. The default is ALL for all discount groups, but you can alternatively select multiple distinct discount groups to limit the report. The price families included on the report. The default is ALL for all price families, but you can alternatively select multiple distinct price families to limit the report. The earlier of the two invoice date ranges to use The later of the two invoice date ranges to use Determines if Other Charge Items are included in the calculations. Yes - Other Charge Items are included. No - Other Charge Items are not included

276 Continuous Improvement : Sort Order 1-6 : Sort Order 1 is the primary sort order with up to five additional sort orders. Choices are: Product Group Discount Group Price Families Customer Category Customer Size Branch Salesrep Taker Customer The report is sorted by Invoice # within Sort Order 6, within Sort Order 5, within Sort Order 4, within Sort Order 3, within Sort Order 2, within Sort Order 1. If you do not want to use all six levels of sorting we recommend you set as many levels as you want, then set the remaining ones equal to the last. For example, if you want Customer within Salesrep within Branch we would recommend you set: Sort Order 1 = Branch Sort Order 2 = Salesrep Sort Order 3 = Customer Sort Order 4 = Customer Sort Order 5 = Customer Sort Order 6 = Customer The report displays the following information: Sort Order Label indicator of the sort level and data (i.e. Branch ID /, Salesrep ID / Name, Customer ID / Name, etc.)

277 Continuous Improvement The following fields then appear for both Invoice Range 1 and Invoice Range 2. Invoice Range 1 values appear in blue; Invoice Range 2 values appear in maroon when viewed on screen or printed in color. All values exclude tax and freight, and include/exclude Other Charge Items based on the parameter value Total Invoiced Sales $ Total Invoiced Sales $ from Contract Pricing Total Invoiced Sales $ from Contract Pricing as a % of Total Invoiced Sales $ Total Invoiced Sales $ from Manual Price Edits Total Invoiced Sales $ from Manual Price Edits as a % of Total Invoiced Sales $ Total Invoiced Sales $ from Customer Exception Libraries Total Invoiced Sales $ from Customer Exception Libraries as a % of Total Invoiced Sales $ Total Invoiced Sales $ from Multiplier pricing Total Invoiced Sales $ from Multiplier pricing as a % of Total Invoiced Sales Total Invoiced Sales $ from Total Invoiced Sales $ from as a % of Total Invoiced Sales Change in % of total for each of Contract Pricing, Manual Price Edits, Customer Exception Libraries, Multiplier pricing, and between Invoice Range 1 and Invoice Range 2 (Range 2 Range 1). Positive values appear in green, negative values appear in red. Drill-downs are available to move through the sort levels. By double clicking on the group header, the system drill downs to the next level of sort order (as defined in the parameters). The data shown is the same just within the context of the drill down. Invoice Analysis Report Note: This report is a Crystal Report. It can be added to the Prophet 21 menu under External Reports. See Setting Up External Crystal Reports on page 289. The report name for this report is: StrategicPricingInvoiceAnalysis.rpt

278 Continuous Improvement This report provides transaction by transaction information by branch. Totals are broken out by pricing method, and additionally by core status. It can be used in conjunction with the Ratio of Attainment windows to provide greater detail on those areas that are under-performing. Options exist to display just the branch totals invoice information within each branch......or down to the line item level within each invoice: Report totals show sales dollars, cost, gross profit dollars and percent for the pricing methods and the core status groups

279 Continuous Improvement Report Parameters The following parameters are entered on the report: : Company ID Start/End Branch ID Start/End Customer ID Start /End Invoice Date Start /End Order Date Cost Basis Product Groups : The company you want to report on. The range of branches within the company. If you want to report on only one branch, enter it as both the Start and End parameter. The range customers to report. If you want to report only one customer, enter it as both the Start and End parameter. The range invoices to report. The range of orders to report. Select the cost basis to use for gross profit percent and dollars calculations. Choices are: COGS Commission Cost Other Cost The product groups included on the report. The default is ALL for all product groups, but you can alternatively select multiple distinct product groups to limit the report