Siebel Order Management Guide Addendum for Fleet Management > Administering Siebel Orders for Fleet Management > About Administering Upselling for Fleet Management >

Configuring the Score for Upselling

Whenever Oracle Transportation Management sends information that an order is complete, the Siebel application adds information about this order to its order history. The order history aggregates weekly orders for each account for each lane.

This history is used to calculate a score for each lane that each account uses.

With the preconfigured Siebel Orders for Fleet Management application, the score is calculated for the last six weeks. This period is configurable and is stored in the system preference, FM Eval Period in Weeks.

The score is configurable. It is a calculation with a weighted measure, including loads for each week and static profit for all orders that a customer has placed for a lane during the evaluation period.

Formula for Calculating the Score

You can configure the score by changing the system preferences used in the formula for calculating the score.

With the preconfigured application, the score for each lane for each account is calculated using the following formula:

Min(FM Upsell Score Max Ord Count, Order Count)*Min(FM Upsell Score Max Stat Prft, Order Static Profit).

The formula uses the following variables, some of which are configurable:

• Order Count. The total number of orders from this account for this lane during a given period. The period is defined by system preference: FM Eval Period in Weeks, as mentioned previously, and it can be configured by changing the value of this system preference. The Order Count field itself must be part of the formula and cannot be removed or replaced with another field. The Order Count field is in the FM Order History business component.
• FM Upsell Score Max Ord Count. A system preference that indicates the maximum value for the number of orders used in the calculation. The default value is 6. You can configure the variable by changing the value of the system preference.
• Order Static Profit. The total static profit from this account for this lane. You cannot configure this variable. The Order Static Profit field is in the FM Order History business component.
• FM Upsell Score Max Stat Prft. A system preference that indicates the maximum value for the static profit used in the calculation. The default value is 500. You can configure the variable by changing the value of the system preference.

For more information about setting system preferences, see Siebel Applications Administration Guide.

How the Score Is Used

After a customer service representative creates an order for a customer, the lanes with the highest score for that customer are displayed in the Upsell view for the order. The records are sorted by score, so that the lane with the highest score is at the top of the list. With the preconfigured application, the ten highest lanes are listed. This value is configurable and is stored in system preference FM No of Upsell Lanes.

The customer service representative tries to sell the customer more orders for these lanes in addition to the initial order, because these are the lanes where the customer is likely to place orders with a high static profit.