Chapter 15: Available Discounts and Promotions

Types of Discounts and Promotions

The table below summarizes the types of discounts and promotions available in CWDirect and whether the discount applies to remote orders.

Discount	Applies to Web Orders?	See:
free gifts by offer or source code	yes	Work with Offer Free Gifts Screen (WOFR) and Work with Source Free Gifts Screen (WSRC)
promotions: order line (L), item category (C), order (O), freight (F), tiered (T), and additional freight (A) types	yes	Working with Promotion Values (WPRO)
telemarketing specials	no	Work with Telemarketing Specials Screen (WOFR)
promotional pricing	yes	Promotional Pricing and Work with Promotional Pricing (WPRP) The Promotional Pricing job, started through the Working with Integration Layer Processes (IJCT) menu option, allows you to offer promotional pricing on the web storefront; see E-Commerce Promotional Pricing for an overview.
price codes	yes	Working with Price Codes (WPCD)
price tables	yes	Working with Price Tables (WPTB)
quantity break by item	yes	Item Volume Discounting
package inserts	yes	Package Insert Processing (WPIP)
accompanying items	yes	Work with Accompanying Item Screen
source percentage discount	yes	Create Source Code Screen (1 of 2)
source dollar discount	yes	Work with Source Dollar Discounts Screen
customer percentage discount	yes	Second Create Customer Sold To Screen
membership discount	yes	Working with Customer Memberships (WWCM)
associate pricing	yes	Second Create Customer Sold To Screen
upsell promotions	no	Upsell Promotions
coupon promotions	yes	Working with Coupon Promotions (WCPR)

For more information: See Discounting and Added Items in the Response Message to review a table that summarizes when the response message for a remote order reflects repricing and free or accompanying items, based on the settings of the Perform Order Edit Interactively (I56) and Apply End of Order Discounts during Repricing (J37) system control values.

Promotional Pricing

Promotional pricing allows you to specify an item, a group of items, or a dollar amount that a customer must order to receive an incentive item at no charge or at a special price. Promotional pricing is defined for a source code or offer. When the customer meets the eligibility requirements established in the promotional pricing record, a pop-up window appears in Order Entry allowing the customer to select from an incentive group or select an incentive item. The system automatically adds the item to the order.

Additionally, you can offer promotional pricing on the web storefront. As a customer selects items, the web storefront sends a Promotional Pricing Request Message (CWPromotionalRequest) to CWDirect to determine if the customer is eligible for any promotional pricing. The CWPromotionalRequest message contains the information required by CWDirect to determine if the customer is eligible for any promotional pricing. CWDirect sends back a Promotional Pricing Response Message (CWPromotionalResponse) back to the web storefront, defining the promotional pricing that can be applied to the customer’s order.

Initial steps: Use the following steps to set up promotional pricing (see Available Discounts and Promotions):

Create offer and source codes eligible for promotional pricing: Create the offer or source codes for which promotional pricing will be valid (as described in Introducing Offer and Source Codes). The Promo pricing field for the source code must be set to Y.

Indicate which order types are eligible for promotional pricing: Use Establishing Order Types (WOTY) to indicate the order types subject to promotional pricing. (For example, you might not want promotional pricing pop-up windows to appear for mail or fax orders. However, enter P for the order types that you use for remote orders in order to offer promotional pricing on the web storefront) The Upsell windows field in the order type record must be set to P (promotional pricing) or B (promotional pricing and upsell).

Promotional group setup: If you are using promotional groups, or if you want to offer a group of items as an incentive, you need to set up promotional groups before you can create a promotional pricing record.

• Select Work with Promotional Pricing Groups (WPRG) to create a promotional group, and assign the items the customer must order to receive the incentive.

• If you want the customer to select an incentive item from a group of items, you also use this function to set up your incentive groups.

Promotion pricing setup: Select Work with Promotional Pricing (WPRP) to define the requirements that will make the customer eligible for the incentive group or incentive item, what the incentive group or item will be, the maximum quantity, and whether it is offered at no charge, a special incentive price, or a discounted price.

Download promotional pricing to the web: Use the Downloading E-Commerce Static Files (ESTF) menu option to download promotional pricing information to the web storefront. Enter Y in the Promotion pricing field on the Process E-Commerce Downloads Screen to download information in the Promotion Pricing file and Group Code Detail file to the e-commerce staging library. While downloading promotional pricing information is not required in order to offer promotional pricing on the web storefront, it does allow the web site to determine if the web order qualifies for promotional pricing before sending a Promotional Request message to CWDirect.

Note: In order to perform pre-qualification for promotional pricing on web orders, you must configure your website integration for perform the validation.

Configure the Promotional Pricing job: Use the Working with Integration Layer Processes (IJCT) menu option to configure the Promotional Pricing integration layer process. You will need to configure:

• The inbound queue(s) used to receive the Promotional Pricing Request Message (CWPromotionalRequest) from the web storefront.

• The outbound queue(s) used to send the Promotional Pricing Response Message (CWPromotionalResponse) back to the web storefront.

The Promotional Pricing job receives the Promotional Pricing Request Message (CWPromotionalRequest) from the web storefront, containing the information required by CWDirect to determine if the customer is eligible for any promotional pricing.

The Promotional Pricing job sends back a Promotional Pricing Response Message (CWPromotionalResponse) back to the web storefront, defining the promotional pricing that can be applied to the customer’s web order.

Promotional Pricing in Order Entry

You advance to a promotional pricing pop-up window or screen only when:

• The customer places an order from a source code or offer for which a promotion has been defined and

• The customer orders:

• a specific quantity from a predefined group

• a specific quantity of an item

• a certain dollar amount of merchandise, and

• The Promo pricing (Promotional pricing) field in the source code record is set to Y, and

• The Upsell windows field in the order type record is set to P (promotional pricing) or B (promotional pricing and upsell)

Note: Once you have added an incentive item to an order, the system will not reprice it or reassess tax, regardless of changes to the shipping address, customer tax status, etc.

Promotional Pricing on Remote Orders

The flow of promotional pricing on the web storefront is as follows:

• On the web storefront, a customer browses and places items in the shopping cart.

• As the customer selects items, the web storefront sends a Promotional Pricing Request Message (CWPromotionalRequest) to CWDirect to determine if the customer is eligible for any promotional pricing. The CWPromotionalRequest message contains the information required by CWDirect to determine if the customer is eligible for any promotional pricing, such as:

• source code

• offer

• merchandise total

• item

• SKU

• line offer

• order quantity

• CWDirect sends back a Promotional Pricing Response Message (CWPromotionalResponse) back to the web storefront, defining the promotional pricing that can be applied to the customer’s order.

Upsell Promotions

Upselling encourages the customer to order from a special promotion that is in effect for up to three items, when the order is eligible based on the one or more categories, including source code, customer or item class, state, or payment type. An upsell promotion window will appear in Order Entry if the order is valid for one of the above criteria, and the order date is on or between the start and stop dates for the upsell promotion.

You can also create promotions based on the day of the week, which you can review in Order Entry by pressing F17 at the Select Customer Sold To for Order screen. However, you cannot offer these “daily specials” if you use tax-inclusive pricing, as there is no way to determine if the order is subject to VAT and tax-inclusive pricing before you enter the header information on an order. See the Tax Included in Price (E70) system control value.

Upsell windows display only if the order type indicates to display upsell windows. Typically, you would not want them to display for fax or mail orders.

Set up tasks: Use the following steps to set up upsell promotions (see Available Discounts and Promotions):

• Select Work with Upsell Promotions and define the details for each category you wish to use.

• If you set up upsell promotions for more than one category, the value in the Primary Upsell Category (A67) field in the System Control file determines which upsell window will appear if the order is eligible for more than one promotion.

• The Upsell windows field in the order type record must be set U (upsell) or P (promotional pricing and upsell).

What appears? An order may be eligible for several upsell promotions; however, the value in the Primary Upsell Category (A67) field in the System Control file defines which upsell promotions window appears if the order is eligible for more than one promotion. Choices are:

• Source

• Customer class

• State

• Payment type

• Item class

Multiple upsell promotion pop-up windows appear if the customer is eligible for more than one promotion and the Primary Upsell Category (A67) field in the System Control file is set to *NONE.

You can also create promotions based on the day of the week, which you can review in Order Entry by pressing F17 at the Select Customer Sold To For Order Screen. However, you cannot offer these “daily specials” if you use tax-inclusive pricing, as there is no way to determine if the order is subject to VAT and tax-inclusive pricing before you enter the header information on an order.

Sequence: The upsell promotions pop-up windows appear in the following order if the order is eligible for several promotions:

1. Source, as defined on the header screen

2. Customer class, as defined in the Class field of the Customer record (WCST).

3. St (State), as defined in the Sold-to address on the header screen.

4. Payment type, as defined on the Request Order Batch screen.

5. Item Class, as defined in the Item record (MITM).

Note: Once you have added an incentive item to an order, the system will not reprice it or reassess tax, regardless of changes to the shipping address, customer tax status, etc.

For more information: See Upselling the Customer for sample pop-up windows and more information.