Special Offers

Adding Special Offers

Special offers are not company-specific.

To ad a special offer:

1. Select (Marketing) > New Special Offer.

   

2. Enter the Special Offer No., Special Offer Name, and the time period the special offer is valid (Starts on and Ends on fields).
3. Enter data such as the Currency, Customer Group etc.
4. Enter additional data on the various tabs, such as the volume scales (Order Value 1-5) and the discount applied to orders based on the value of the order (Cash cond. 1-5) fields. You can also enter details on the related marketing activity.

Discount Scale

Special offers include condition fields (Cash cond. 1-5 fields) that are linked to a value entered in an offer/order (Cash Cond. field). These fields allow you to determine the maximum discount based on the value of the order. These fields are only taken into account if the Additional items field is disabled.

If the special offer number is entered in an order or offer, the appropriate discounts are applied; in the case of the example above:

The last volume bracket is also used if the value in the order exceeds the maximum value entered. If you only define three values, as in this example, the last discount also applies to orders over 500 euro.

A message is displayed in Aurea CRM win if you enter a value in the Cash. Cond (Special Offer) field that exceeds the maximum discount. This message is for information only and the order/offer can still be saved.

Special Offer Items

You can add special offer items to special offers. These items are then available in the quick add area.

To add a special offer item:

1. The following options are available:
   • Switch to the desired special offer and select New > New Special Offer Item from the context menu.
   • Switch to the special offer you want to add the special offer item to, switch to the Special Offer Items tab and click on (New).
2. Select an item from the Item No. field.

   The Item Name, Sector, Product Group, Brand and Grade and entered automatically.

3. Enter additional data such as the Quantity, Price etc.
   Note: Note: The Order, POS Monitoring, Refunding, Promotional Material and Sample fields determine whether a link to the corresponding info area should be established when linking the special offer with an activity.

Special Offer Bulk Volumes

Select Special Offer Bulk Volumes from a special offer item's context menu to define bulk volumes for individual special offer items in order to determine fixed prices, bulk discounts and discounts in kind depending on the quantity of an item entered in an offer or order item record.

You can also define discount scales applied at the offer or order level for special offer items added for a product group or sector.

These volume scales are defined in the same way as conditions.

Special offer bulk volumes are taken into account prior to all conditions and price lists when pricing items and applying discounts.

Item Group Discounts

You can define groups for special offer items in the Item Group info area (not available in the default version of Aurea CRM web).

The child Volume info area allows you to define quantity scales for these item groups in order to define price discounts or discounts in kind.

Enter the quantity the discount applies to in the Quantity from/to fields for bulk discounts or a value range in the Value from/to fields for discounts based on the value. Enter the Discount and/or Discount vol. in kind.

Enter a Currency for the values (the values are automatically converted to the currency entered in the offer/order when adding an offer/order).

Once you have added the item group, assign an item to it. To do so, switch to the Special Offer Item info area and enter the desired group in the Item Group field of those items you wish to group. If you are using discounts in kind, you also need to enter the percentage of the (group’s) discount in kind to apply to the item in the Discount in kind share field.

Discounts are applied when entering offers/orders once the quantity or value of all items surpasses the threshold defined in the volume record. This means that, irrespective of which items in the group are actually added to the offer/order, the discount is applied to all items (in the group). Each time items are added, the item discounts are recalculated.

Special Offer Management

Use Aurea CRM’s special offer management features to assign special offers to target groups and access special offer items automatically in the quick add area.

Associating Special Offers with Marketing Activities

Special offers can be associated with existing marketing activities and to the related work orders generated within the scope of the marketing activity. The following fields are transferred from the marketing activity to the special offer:

• AK_StaNo and AK_SerNo (station number and serial number of the marketing activity)
• Marketing Activity, Level and Variant (Marketing Act.)
• VR_StaNo and VR_SerNo (station and serial number of the sales cycle).

A link to the special offer is established via a work order record and is only established when adding items using the quick add function, >> on page 104. The following diagram depicts this link:

This association with the marketing activity and work order allows multiple special offers and consequently specific products to be assigned to a company or person. The rep assigned to a company/person receives an overview of the planned marketing activity steps, carries out these steps and then enters the feedback in the Work Order info area (Response 1 (Marketing Act.) - Response 5 (Marketing Act.) fields). For example, if the marketing activity involved entering details on a POS, the rep can access the items for which a special offer exists in the quick add area (Special Offer filter). The time period entered in the work order and special offer are taken into account.

Special Offer Management: Workflow

To use the special offer management features:

1. Add a marketing activity.
2. Add work orders for companies/persons, either:
   • for target groups by executing a marketing activity.
   • manually by selecting Go to All Related > All Work Orders from the menu and clicking on (New)
     Note: Note: If you add a work order manually, enter the marketing activity (in the Marketing Activity and -> Marketing Activity fields).
3. The following fields are transferred to the Work Order info area from the Execution (Marketing Activity) info area: Work Order Start, Word Order End, Work orders for group, Work order type, Work order format, Mandatory work order.
4. Add a special offer and assign a marketing activity to it (-> Marketing Activity field). The AK_StaNo and AK_SerNo (station number and serial number of the marketing activity), Marketing Activity, Level and Variant (Marketing Act.) are entered automatically. The station number and serial number of the sales cycle (VR_StaNo and VR_SerNo are also transferred.
   Note: Note: The Additional items check box must be enabled in the special offer.
5. Enter the time period the special offer is valid (Starts on and Ends on) in the special offer.
6. Add the special offer items. Determine in which info areas the item should be available using the quick add function.
7. For example, if you add a new order for a company that a work order has been added for, the items currently on special offer are listed in the quick add area (Special Offer filter).

Special Offer Management: Usage

If you access the quick add function for a company or person, the system searches for a applicable special offer items as follows:

• The system checks for valid work orders for the following date:
  • Offer info area: Date in the offer record
  • Order info area: Date in the order record
  • Refunding info area: Date in the refunding record
  • Promotional Material info area: current date
  • POS Monitoring info area: Date in the POS monitoring record
  • Sample info area: Date entered in the quick add area
• The marketing activities entered in the work orders are determined.
• All special offers linked to the marketing activities are searched for, and the period for which the special offer is valid is compared to the date determined previously.
• The items for which a special offer is currently valid are listed in the quick add area (Special Offer filter).
• The same item may be listed more than once if it is entered in more than one special offer.
• The key fields in the special offer are copied to the special offer items. The Price and Quantity fields in the special offer item used to create the offer/order item can thus be displayed.

Example

An field rep has an activity with a person entered in his calendar. The person is part of the target group for a defined marketing activity that is currently ongoing. The work order added for the rep informs the rep that samples should be issued; the rep opens the quick add area for samples. The rep clicks on the Special Offer button in the quick add area to display an overview of the samples that are currently on special offer and are relevant to this customer.