Special Discount Agreements & Salesforce.com Webinar Sales Excellence Through Education Special Discount Agreements & Salesforce.com Webinar May 11, 2012 11:00 AM Pacific I have a budget. But I will pay a little more for the right door. This need behind the need is also tied in with finance. What can they afford and what are they getting in return? Let’s look at the Value Equation. The numerator lists: I can make the statement I want! It’s a reliable door! It’s also energy efficient! The denominator is the price or what they pay. The answer is the value to the customer. Or as I like to say the perceived value. It doesn’t matter if it’s the best or worse door in the market only if they are completely happy with the transaction that they made to purchase it. They’ve got to see and feel the value.

SDA SFDC Integration Goals Documented and Efficient Special Discount Agreement Process to Manage & Measure SDA Consistently communicate the SDA terms to customer and internal parties Close Loop SDA Authorized Executed – we received an order and invoiced it Notify all internal parties Plant submits information to Sales Ops to record in SFDC Review changes from SDA Authorized to Actual Order Invoice Notify JW Sales Rep in advance of expiration date Contact appropriate parties to influence the job Price Increase – SDA review/communicate

SDA Approval Process Using Salesforce Windows & Custom Doors only Kari Coffman is your support person. SDA’s are intended for a project tied to an account. For a given project create 1 SDA for each: Different Product or Sub Product Group Multiple Plant Orders (Example: Bend & Hawkins) I have a budget. But I will pay a little more for the right door. This need behind the need is also tied in with finance. What can they afford and what are they getting in return? Let’s look at the Value Equation. The numerator lists: I can make the statement I want! It’s a reliable door! It’s also energy efficient! The denominator is the price or what they pay. The answer is the value to the customer. Or as I like to say the perceived value. It doesn’t matter if it’s the best or worse door in the market only if they are completely happy with the transaction that they made to purchase it. They’ve got to see and feel the value. Dealer Account

SDA Approval Process – 2 workflows Auto Approval Situations Architect Consultant ≤ 5% Sales Representative ≤ 5% Regional National Accounts Manager ≤ 5% National Accounts Manager - Any percentage Manager Approval Required in these Situations Architect Consultant > 5% Sales Representative > 5% Regional National Accounts Manager > 5% The approver will be the manager of the sales rep (account owner) and would be one these roles. Regional Sales Manager Director of Sales I have a budget. But I will pay a little more for the right door. This need behind the need is also tied in with finance. What can they afford and what are they getting in return? Let’s look at the Value Equation. The numerator lists: I can make the statement I want! It’s a reliable door! It’s also energy efficient! The denominator is the price or what they pay. The answer is the value to the customer. Or as I like to say the perceived value. It doesn’t matter if it’s the best or worse door in the market only if they are completely happy with the transaction that they made to purchase it. They’ve got to see and feel the value.

Example: Submittal of 4% (Auto Approve 5% or Less) AC is the Submitter SDA Approval Process Example: Submittal of 4% (Auto Approve 5% or Less) AC is the Submitter Same applies for a SR or RNAM (Go over the product mix within the EX line.)

SDA Approval Process Step One: Open the Account Click on SDA Forms Click on New SDA Dealer Account 1. Click on SDA Forms (Go over the product mix within the EX line.) 2. Click on New SDA form

Note, all items marked in red must be filled out. SDA Approval Process Step Two: Fill out the SDA form. Note, all items marked in red must be filled out. SDA Form Note: Items marked in red must be filled out. (Go over the product mix within the EX line.)

Note, all items marked in red must be filled out. SDA Approval Process Step Two: Fill out the SDA form. Note, all items marked in red must be filled out. NOTE: Primary Contact Receives the e-mail acknowledgment for the approved SDA. (Go over the product mix within the EX line.)

Note, all items marked in red must be filled out. SDA Approval Process Step Two: Fill out the SDA form. Note, all items marked in red must be filled out. (Go over the product mix within the EX line.) NOTE: Enter Project Name Listed on the Plan Or it’s Address.

Note, all items marked in red must be filled out. SDA Approval Process Step Three: Fill out the SDA form. Note, all items marked in red must be filled out. Enter the list price of the window project. (Go over the product mix within the EX line.)

Note, all items marked in red must be filled out. SDA Approval Process Step Three: Fill out the SDA form. Note, all items marked in red must be filled out. Enter the Standard Discount. Example 40% Enter in the SDA Discount. Example 4% Enter in the extra discount that Dealer is giving. (3%) (Go over the product mix within the EX line.)

Note, all items marked in red must be filled out. SDA Approval Process Step Three: Fill out the SDA form. Note, all items marked in red must be filled out. Effective Start Date Note: Can’t post dated. (Go over the product mix within the EX line.) Expiration Date

Once you have the form filled out, click Save. SDA Approval Process Step Three: Once you have the form filled out, click Save. (Go over the product mix within the EX line.) When Complete… Click Save.

Check and Submit for Approval SDA Approval Process Step Three: Open the SDA Check and Submit for Approval Open SDA: Check it’s accuracy and Submit for Approval. (Go over the product mix within the EX line.)

SDA Approval Process Step Three: Check it’s accuracy Example, Pricing List Price Example: Pricing (Go over the product mix within the EX line.)

SDA Approval Process Step Three: Check it’s accuracy Verify the numbers! Standard 40% SDA 4% (Go over the product mix within the EX line.) Total Discount

SDA Approval Process Step Three: Check it’s accuracy (Go over the product mix within the EX line.) SDA Savings & Net Price

SDA Approval Process Step Three: Check it’s accuracy Add PDF You May Attach… (Recommended) PDF of the QQ File Supporting Documentation. (Go over the product mix within the EX line.)

SDA Approval Process Step Three: Submit for Approval If OK…Click Submit for Approval Note: This SDA is 4% and will be approved Automatically. (Go over the product mix within the EX line.)

SDA Approval Process Step Three: Submit for Approval Click OK Note: Once you click OK. You will not be able to edit. (Go over the product mix within the EX line.)

Different Product or Sub Product Group Multiple Plant Orders SDA Approval Process Note: Clone SDA Different Product or Sub Product Group Multiple Plant Orders To Clone an SDA… (Go over the product mix within the EX line.)

It will show up as Approved under Approval History SDA Approval Process Step Four: It will show up as Approved under Approval History E-Mails are automatically generated... SDA Record Approval History Approved (Go over the product mix within the EX line.)

Architect Consultant – Confirmation Sales Rep that owns the account SDA Approval Process Approved Automatic E-Mails Architect Consultant – Confirmation Sales Rep that owns the account The Sales Rep’s RSM or Director Production Plant Involved Primary Contact Receiving the SDA Approved (Go over the product mix within the EX line.)

Production Plant Involved SDA Approval Process Automatic E-Mails Production Plant Involved Mail Box (sdaPlant@jeld-wen.com) – Forwards to… General Manager Back up person Forwards First Contact Second Contact Common E-Mail Box (Go over the product mix within the EX line.)

Production Plant Involved SDA Approval Process Automatic E-Mails Production Plant Involved Customer SDA Number (Go over the product mix within the EX line.) sdaHawkins@jeld-wen.com

Production Plant Involved SDA Approval Process Automatic E-Mails Production Plant Involved (Go over the product mix within the EX line.) sdaHawkins@jeld-wen.com sdaHawkins@jeld-wen.com Customer: Send this E-Mail to the plant with the PO.

Production Plant Involved SDA Approval Process Automatic E-Mails Production Plant Involved Customer Information JW Plant & Product (Go over the product mix within the EX line.) Pricing & SDA % SDA Duration

Production Plant Involved SDA Approval Process Automatic E-Mails Production Plant Involved Instruction for the plant. (Go over the product mix within the EX line.)

Production Plant Involved SDA Approval Process Automatic E-Mails Production Plant Involved (Go over the product mix within the EX line.) Kari Coffman: Will use the invoice number/SDA to complete the information to close the SDA in Salesforce.

Primary Contact Receiving the SDA SDA Approval Process Primary Contact Receiving the SDA Sends in… E-Mail Conformation With PO Their QQ Order… Quote Header Information Project Name SDA-20120502-00334 Quote Header Information: Sold To Address Ship To Address Discounts & Taxes Comments Project Name SDA Number (Go over the product mix within the EX line.)

Quote Header Information: Sold To Address Ship To Address Click on Header Quote Header Information: Sold To Address Ship To Address Discounts & Taxes Comments Project Name SDA Number Add in SDA Information

Discounting Typing Errors SDA Approval Process Discounting Typing Errors Open the e-mail and reply to all Discount entry error This SDA is Canaled New SDA is being entered Notify Kari Coffman Create new SDA (Go over the product mix within the EX line.)

30 days before the expiration date. Submitter Sales Rep Plant SDA Approval Process Automatic E-Mails SDA Reminder… 30 days before the expiration date. Submitter Sales Rep Plant Will Expire in 30 days.

AC/SR/RNAM SDA that’s greater than 5%: Approval Needed SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: Approval Needed Approval History shows it Pending E-Mail goes to the manager New SDA example greater than 5% Approval will come from the manager (Go over the product mix within the EX line.)

AC/SR/RNAM SDA that’s greater than 5%: Approval Needed SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: Approval Needed Approval History shows it Pending E-Mail goes to the manager Submitted SDA of 10% (Go over the product mix within the EX line.) SDA Approval History Pending

SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: Approval Needed E-Mail goes to the manager E-Mail goes to Submitter

AC/SR/RNAM SDA that’s greater than 5%: Example: APPROVED SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: Example: APPROVED E-Mail goes to the manager To approve or reject They can click on the link.

AC/SR/RNAM SDA that’s greater than 5%: SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: Approval History shows it Pending E-Mail goes to his manager They can click on the link. They can then check all the detail of the SDA. Add a comment. If everything is OK. The manager can Approve.

The RSM or Director can also approve the SDA by responding to the e-mail and type in Approved.

AC/SR/RNAM SDA that’s greater than 5%: SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: A Chatter message also goes to his manager They can Approve or Reject from the Chatter The RSM or Director can also approve the SDA through Chatter.

AC/SR/RNAM SDA that’s greater than 5%: SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: A Chatter message also goes to his manager They can Approve or Reject from the Chatter If they hover over the SDA. He will get this basic information.

AC/SR/RNAM SDA that’s greater than 5%: SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: A Chatter message also goes to his manager They can Approve or Reject from the Chatter They can also click on the SDA number, and it will take them there.

AC/SR/RNAM SDA that’s greater than 5%: SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: Manager: They can also access the SDA from the bottom of their Home page. Home Page They can also click on the SDA at the bottom of the Home page.

Architect Consultant – Confirmation Sales Rep that owns the account SDA Approval Process If Approved… Automatic E-Mails Architect Consultant – Confirmation Sales Rep that owns the account The Sales Rep’s RSM or Director Production Plant Involved Primary Contact Receiving the SDA Approved (Go over the product mix within the EX line.)

AC/SR/RNAM SDA that’s greater than 5%: DISAPROVAL Example SDA Approval Process AC/SR/RNAM SDA that’s greater than 5%: DISAPROVAL Example E-Mail type in Rejected. Chatter Add comments & Reject. SDA Add comments & Reject.

SDA that’s greater than 5%: Rejected E-Mail goes to Submitter SDA Approval Process SDA that’s greater than 5%: Rejected E-Mail goes to Submitter E-Mail goes to Account Owner Rejected

SDA that’s greater than 5%: Rejected SDA Approval Process SDA that’s greater than 5%: Rejected If a new SDA with a different percentage needs to be submitted... This can be done by cloning the SDA. Rejected SDA In the Rejected SDR select Clone.

SDA Approval Process – 2 workflows Auto Approval Situations Architect Consultant ≤ 5% Sales Representative ≤ 5% Regional National Accounts Manager ≤ 5% National Accounts Manager - Any percentage Manager Approval Required in these Situations Architect Consultant > 5% Sales Representative > 5% Regional National Accounts Manager > 5% The approver will be the manager of the sales rep (account owner) and would be one these roles. Regional Sales Manager Director of Sales I have a budget. But I will pay a little more for the right door. This need behind the need is also tied in with finance. What can they afford and what are they getting in return? Let’s look at the Value Equation. The numerator lists: I can make the statement I want! It’s a reliable door! It’s also energy efficient! The denominator is the price or what they pay. The answer is the value to the customer. Or as I like to say the perceived value. It doesn’t matter if it’s the best or worse door in the market only if they are completely happy with the transaction that they made to purchase it. They’ve got to see and feel the value.

Special Discount Agreements & Salesforce.com Webinar Sales Excellence Through Education Special Discount Agreements & Salesforce.com Webinar May 11, 2012 11:00 AM Pacific Questions: I have a budget. But I will pay a little more for the right door. This need behind the need is also tied in with finance. What can they afford and what are they getting in return? Let’s look at the Value Equation. The numerator lists: I can make the statement I want! It’s a reliable door! It’s also energy efficient! The denominator is the price or what they pay. The answer is the value to the customer. Or as I like to say the perceived value. It doesn’t matter if it’s the best or worse door in the market only if they are completely happy with the transaction that they made to purchase it. They’ve got to see and feel the value.