1. 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.

2. 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

3. 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

4. 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.

5. 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.)

6. 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

7. 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.)

8. 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 acknowledgment for the approved SDA.
(Go over the product mix within the EX line.)

9. 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.

10. 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.)

11. 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.)

12. 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

13. 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.

14. 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.)

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

16. 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

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

18. 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.)

19. 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.)

20. 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.)

21. 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.)

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

23. Architect Consultant – Confirmation Sales Rep that owns the account
SDA Approval Process
Approved
Automatic s
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.)

24. Production Plant Involved
SDA Approval Process
Automatic s
Production Plant Involved
Mail Box – Forwards to…
General Manager
Back up person
Forwards
First Contact
Second Contact
Common Box
(Go over the product mix within the EX line.)

25. Production Plant Involved
SDA Approval Process
Automatic s
Production Plant Involved
Customer
SDA Number
(Go over the product mix within the EX line.)

26. Production Plant Involved
SDA Approval Process
Automatic s
Production Plant Involved
(Go over the product mix within the EX line.)
Customer: Send this to the plant with the PO.

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

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

29. Production Plant Involved
SDA Approval Process
Automatic s
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.

30. Primary Contact Receiving the SDA
SDA Approval Process
Primary Contact Receiving the SDA
Sends in…
Conformation With PO
Their QQ Order…
Quote Header Information
Project Name
SDA
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.)

31. 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

32. Discounting Typing Errors
SDA Approval Process
Discounting Typing Errors
Open the 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.)

33. 30 days before the expiration date. Submitter Sales Rep Plant
SDA Approval Process
Automatic s
SDA Reminder…
30 days before the expiration date.
Submitter
Sales Rep
Plant
Will Expire in 30 days.

34. 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
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.)

35. 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
goes to the manager
Submitted SDA of 10%
(Go over the product mix within the EX line.)
SDA Approval History
Pending

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

37. 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
goes to the manager
To approve or reject
They can click on the link.

38. 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
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.

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

40. 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.

41. 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.

42. 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.

43. 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.

44. Architect Consultant – Confirmation Sales Rep that owns the account
SDA Approval Process
If Approved…
Automatic s
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.)

45. 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
type in Rejected.
Chatter
Add comments & Reject.
SDA
Add comments & Reject.

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

47. 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.

48. 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.

49. 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.