1. Sales orders sales price determination
06/03/2019

2. Cerm
When a customer orders and you create a new sales order for the ordered products,
(semi-) automatically a sales price will be proposed
To obtain a correct sales price proposal in the sales order, it’s necessary to determine, which options are applicable in your company and based on these options, what are the solutions in Cerm and what steps are required to make it work

3. Options <-> Solutions
With each order, the customer wants a new quotation
The customer has a contract for a product for a certain quantity, period and price
The customer has a fixed price per product without limitations
The customer has a staggered price list with a price/1.000 per ordered quantity
The customer wants a price/1.000 and additionally a fixed start cost and/or product change cost
Sales prices are recalculated with every new order and confirmed via the order confirmation
You reserve batches,
in stock OR
in production for stock
New calculation
Call-off contract
Product price in product properties
Product price per customer
Tariffs in reference estimate
Recalculate calculation in reference calculation
Batch reservations
New sales order calculation
Tariffs in reference estimate
Graduated prices in reference calculation
Published price list
Tariffs in reference estimate
Go to remarks

4. Recalculate case by case 1
Recalculate case by case 1.1 New calculation: Create quote, then customer order (1)
Create quote
Copy an existing reference calculation to a new estimate with label changes
Define the n° of products, plate and colour changes and the quantity to invoice
Enter the qty and the sales price rule
Send quote to customer
Create customer order
Create new sales order and fill out the calculation number
Choose products
Select the invoice line items

5. Recalculate case by case 1
Recalculate case by case 1.1 New calculation: Create quote, then the customer order (2)
Result
Sales price determination = Manually
Production calculation = “New” calculation = Basis for production calculation

6. Recalculate case by case 1
Recalculate case by case 1.1 New calculation: Create quote, then the customer order (3)
Clear for you and your customer
The cost is based on the current parameters which gives you the opportunity to define the sales price accordingly
For every customer order you need to create an estimate
In product properties
Sales price determination = Product prices
Sales price = € 0,00
NO product sales price per customer
Create info screen (pop-up) in customer or products to inform customer service to create a quote first before the customer order
To create a new quotation, always copy the reference calculation
Go to overview
Go to remarks

7. Recalculate case by case 1
Recalculate case by case 1.2 Sales order calculation: Create sales order, then a quote (1)
Create customer order
Create new sales order
Choose products
Select and/or define invoice line items
Create quote
Create sales order calculation (= copy of reference calculation with changes)
Define plate and colour changes and the quantity to invoice
If necessary adjust the inline finishes
Determine the sales price
Send quote to customer

8. Recalculate case by case 1
Recalculate case by case 1.2 Sales order calculation: Create sales order, then a quote (2)
Result
Sales price determination = (Sales order) calculation
Production calculation = (Sales order) calculation
= Basis for production calculation

9. Recalculate case by case 1
Recalculate case by case 1.2 Sales order calculation: Create sales order, then a quote (3)
Clear for you and your customer
The cost is based on the current parameters which gives you the opportunity to define the sales price accordingly
For every customer order you need to create a sales order calculation
In product properties
Sales price determination = Product prices
Sales price = € 0,00
NO product sales price per customer
Create info screen (pop-up) in customer or products to inform customer service to create a sales order calculation
Create sales order and do go to reference calculation (do not close)
Create the sales order calculation and before determining the sales price, you are able to check the price history in the reference calculation.
Go to overview
Go to remarks

10. Call-off contract (1) Call-off contract
In the call-off contract, the quantity, price and period is determined per call-off item (product)
Create customer order (= call-off)
Via the new sales order wizard by defining the ordered quantity
If “call-off contract” parameter is set to Suggest the oldest OR mandatory use of oldest call-off contract then the price of the call-off contract will be used automatically OR
From the call-off contract by defining the ordered quantity
Add invoice line items manually

11. Call-off contract (2)
Result
Sales price determination = Call-off item

12. Call-off contract (3) Clear for you and your customer
Call-off contracts need to be evaluated and closed manually. If a call-off contract is not closed on time, it is possible that the price of the oldest, not closed contract is used.
Does NOT work for W4L
Start from the call-off contract module because you have a complete overview of the agreements (number of deliveries, …)
Periodically (for example, every first Monday of the month): check, evaluate and if necessary close the call-off contracts
Go to overview
Go to remarks

13. Fixed price per product (1)
Product properties
In the product properties select “product prices” for the “sales price determination”
Define the sales price
Create customer order
Create new sales order
Choose products
Select and/or define invoice line items

14. Fixed price per product (2)
Result
Sales price determination = Product

15. Fixed price per product (3)
Clear for you and your customer
It is not possible to modify product prices in group with a % or fixed amount
Does NOT work for W4L (SOAP services)
See previous slides
Go to overview
Go to remarks

16. Staggered price list 4.1 Per product, per customer (1)
Product properties
In the product properties select “product prices” for the “sales price determination”
Define customer specific graduated prices
Create customer order
Create new sales order
Choose products
Select and/or define invoice line items

17. Staggered price list 4.1 Per product, per customer (2)
Result
Sales price determination = Product

18. Staggered price list 4.1 Per product, per customer (3)
Clear for you and your customer
It is possible to modify product prices in group with a % or a fixed amount
It is possible to sell one product to different customers by using the product sales prices per customer
Maintenance For example: If there are 10 similar products that have the same staggered price list, it is necessary to create this 10 times and maintain it 10 times
See previous slides
Go to overview
Go to remarks

19. Staggered price list 4.2 Per reference calculation: Graduated prices (1)
Define graduated price quantities and prices
Select “Graduated prices” in the calculation method
Product properties
In the product properties select “Price from reference calculation” for the “sales price determination”
Create customer order
Create new sales order
Choose products
Select and/or define invoice line items

20. Staggered price list 4.2 Per referenc calculation: Graduated prices (2)
Result
Take into account the following:
Sales price determination = Reference calculation

21. Staggered price list 4.2 Per reference calculation: Graduated prices (3)
Clear for you and your customer
The sales price is based on the data in the reference calculation and is fixed. If for example the calculation is for 1 product and the order is for 4 products, the product changes, nor colour and plate changes are taken into account, only the quantity.
Set “Behaviour on cost change” in the calculation to “Keep unit price”
Go to overview
Go to remarks

22. Staggered price list 4.3 Per reference calculation per number of products: excel price list (1)
Create a price list
And publish it
Start from a calculation with 2 products OR make sure to set the average plate and colour changes
Create customer order
Create new sales order and choose products
Look up the unit price for the combination quantity and number of products and manually adjust the sales price of the sales orders

23. Staggered price list 4.3 Per reference calculation per number of products: excel price list (2)
Result
Sales price determination = Manually

24. Staggered price list 4.3 Per reference calculation per number of products: excel price list (3)
Clear for you and your customer
Excel file needs to be consulted and price needs to be entered manually
Maintenance
Does NOT work for W4L
Publish the price list in such a way it is clear for which period it is applicable for example by changing the file name.
In product properties
Sales price determination = Product prices
Sales price = € 0,00
NO product sales prices per customer
Create info screen (pop-up) in customer or products to inform customer service that the price list needs to be used to determine the sales price
Go to overview
Go to remarks

25. Staggered price list with unit price and start and change-over cost: tariffs (1)
Reference calculation
Create tariffs
Start price = cost price for qty 1
Product change price = Difference between cost price for qty 1 for 1 product and cost price for qty 1 for 2 products
Production price = (Price for the quantity-Start price-Product change price) * 1000 / quantity
Select “Tariffs” in the calculation method and define minimum and maximum quantity

26. Staggered price list with unit price and start and change-over cost: tariffs (2)
Product properties
In the product properties select “Price from reference calculation” for the “sales price determination”
Create customer order
Create new sales order
Choose products
The sales price will be calculated based on the tariffs: Production price x Quantity + Start cost + Product change cost x # product changes

27. Staggered price list with unit price and start and change-over cost: tariffs (3)
Result
Sales price determination = Reference calculation

28. Staggered price list with unit price and start and change-over cost: tariffs (4)
Clear for you and your customer
Cost changes will not have an effect on the sales price, unless you review the tariffs
The tariffs are applicable for the estimate, no matter the calculations within the estimate
NOT available for second quantity Example of second quantity: 500 rolls of 250m or rolls of 5kg
See previous slides
Go to overview
Go to remarks

29. Automatic recalculation tool: recalculate calculation (1)
Reference calculation
Define the sales price
Select “Recalculate calculation” in the calculation method
Product properties
In the product properties select “Price from reference calculation” for the “sales price determination”
Create customer order
Create new sales order
Choose products
Select and/or define invoice line items

30. Automatic recalculation tool: recalculate calculation (2)
Result
Sales price determination = Reference calculation

31. Automatic recalculation tool: recalculate calculation (3)
Result
Sales price = Recalculated cost taking into account
Quantities and number of products of the order
And accordingly the following settings in the reference calculation:
N° plate/colour changes for 1 product change
Extra make ready time / product change
Additional make ready for inline/offline finishes

32. Automatic recalculation tool: recalculate calculation (4)
Result
Sales price = Recalculated cost taking into account
Quantities and number of products of the order
And accordingly the following settings in the reference calculation:
N° plate/colour changes for 1 product change
Extra make ready time / product change
Additional make ready for inline/offline finishes
Current calculation parameters except
Full speed after and depreciation costs (in label presses)
Technical parameters of the inline and offline finishes
Material and surface as defined in the finishing types
Meaning that the original values in the calculation are used.
X Calculation manner of the sales price of the basic quantity in the reference calculation

33. Automatic recalculation tool: recalculate calculation (5)
The defined calculation manner of the sales price in the reference calculation will always be used
The sales price will always be based on the calculation manner of the basic quantity no matter the size of the order.
If there are several calculations within the estimate, that can be used to calculate the sales price, always the lowest price is chosen (see for more details “Remarks”)
It is not possible to see in the sales orders that the sales price is recalculated based on the reference calculation
The result of the recalculated sales price is not always clear for you and the customer Which parameter changed in comparison with previous orders? For example: The current cost parameters result in an increase/decrease of cost and therefor the total sales price will be higher/lower. And this without notification.
Often used for W4L because the sales price is recalculated based on the current costs
Go to overview
Go to remarks

34. Pick from batch (1) Parameters
Define if you want to copy the batch price or not
Define if you want manual or automatic batch reservations
For demo purposes (following slides) the settings are “Copy batch price” and “No automatic reservations”

35. Pick from batch that is 7.1 In stock and not yet invoiced (1)
Create customer order
Create new sales order
For manual reservations click the button in the “Reserve” column Only available if there are batches for this product
Define the ordered quantity

36. Pick from stock that is 7.1 In stock and not yet invoiced (2)
Result
Sales price determination = Batch

37. Pick from batch that is 7.2 In stock and already invoiced = customer property (1)
Create stock sales order, produce stock and invoice the sales order
Create customer order
Create new sales order
For manual reservations click the button in the “Reserve” column Only available if there are batches for this product
Define the ordered quantity

38. Pick from stock that is 7.2 In stock and already invoiced (2)
Result
Sales price determination = Manually (fixed 0,00)

39. Pick from batch that is 7.3 Not in stock (1)
Create stock sales order and create a production job
Create customer order
Create new sales order
For manual reservations click the button in the “Reserve” column Only available if there are batches for this product
Define the ordered quantity

40. Pick from stock that is 7.3 Not in stock (2)
Result
Sales price determination = Batch

41. Pick from batch Clear for you and customer
If you tick “Copy batch price” and you choose automatic batch reservations, the batch price will also be proposed in W4L
Via batch reservations, you can force to pick from the reserved batch
If you choose automatic batch reservations you can force FIFO picking
Define in the parameters: Automatic batch reservation FIFO with customer property
Go to overview
Go to remarks

42. Remarks
Go to overview

43. Remarks – Other sales order properties (1) And the impact on the sales price of the sales orders
Price change ‘source’
This property will only be available if the sales order sales price determination is reference calculation, calculation, job or version
Do NOT follow price change of the source = recommended
Follow price change of the source This option can be used if you are waiting for the calculation and sales price to be approved. In this way, there will be an automatic price update from the sales orders, ONLY if the “price status” is NOT “price determined”.

44. Remarks – Other sales order properties (2) And the impact on the sales price of the sales orders
Graduated price quantity
This property will only be available if the sales order sales price determination is product, reference calculation, calculation, calculation, or job
Use global quantity of this order <-> Use the no. of the sales order

45. Remarks – calculation details (1) And the impact on the sales price of the sales orders
Calculate sales price You can indicate the calculation within an estimate that can be used to calculate the sales price Be aware !!! especially for recalculate calculation If all calculation of an estimate can be used to calculate the sales price. The sales price proposal will be the lowest sales price of the calculations within the estimate

46. Remarks – modify sales price of the sales orders (1)
New sales order => Sales price proposal
It is possible to manually adjust the sales price of not invoiced sales orders via the sales order properties

47. Remarks – modify sales price of the sales orders (2)
New sales order => Sales price proposal
It is possible to manually adjust the sales price of not invoiced sales orders via the sales order properties
When the sales price determination  is set to manually or product, it is possible to select a different unit for the unit price on the General tab
When the sales price determination is set to reference calculation, call-off item, calculation, job, version or batch it is not possible to select a different unit for the unit price
When the sales price in a sales order is modified, the sales price in the related job versions and the already executed stock movements (visible in the stock movements of the job explorer) are updated automatically as well