Oracle Quoting Implementation Case Study Jim Peters Manager, Web Systems Dionex Corporation

About Dionex Designs, manufactures and sells chemical analysis equipment Approximately 1000 employees worldwide Revenue $296 million for FY06 Uses Oracle E-Business Suite ( ) in North America –Manufacturing, Finance, Service modules

Original Quoting Method Sales reps used Excel spreadsheet that had inventory items and pricing in it Actual quote was done in Word Approvals were a manual process requiring several pages that were faxed to the approvers

Project Scope Oracle Quoting for North America only Standardize approval process within Oracle Eliminate errors in pricing/part numbers/data entry Better tracking of quotes

What worked well Pricing Customer Master integration (sort of) –HTML Quoting does not allow for leading wild card search for customer data OM integration Tracking quotes Getting the appropriate approvals

What was rough Approvals required significant customizations to handle our discounting rules –Discounts have different approval limits by product line by operating unit –FOB and Payment Terms non-standard (non-default) –If the Sales Person is New –Sales Person Technical review required –Total Quote Price is $0 –Verify quote total is not less than GSA total –Remove Service Agreement items from quote/discount totals –Approvals go no higher than VP of Sales These AME setups will be reviewed in more detail in John Peters presentation 3.09

What was rough Workflow notifications: Can’t easily use a BlackBerry to approve/reject quote –Switched approvers to Treos –Customized approval notification

What was rough Service contracts on quotes are not handled easily –Applying or changing service to multiple lines is time consuming –Solutions Pre-apply service to templates Use dummy part numbers. These have to be converted to service contract items by OA prior to booking order

What was rough Promotional discounts without Advanced Pricing not easily implemented –Not supported by Dionex implementation, all discounts over standard must go through approval

Current issues Open TAR on Territory Manager –Not assigning sales reps correctly –Locks correct sales rep out of quote –Issue appeared only with multiple users logged into quoting simultaneously Will add Territory Manager feature later after issue is resolved

Demo