Understanding Promotional Pricing and Upselling

Purpose: This topic discusses promotional pricing and upselling, and what you need to do to set up both features.

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.

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 selecting Dsp Daily Promo 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.

In this topic:

• Promotional Pricing

• Upsell Promotions

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

Promotional Pricing

Initial steps: Use the following steps to set up promotional pricing (see Understanding Promotional Pricing and Upselling):

• 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 selected. In addition, to receive promotional pricing for the specified offer/source code, make sure you create item/SKU offer prices for the items/SKUs assigned to the offer (associated with the source code).

• 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.) 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.

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 selected, 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.

Upsell Promotions

Set up tasks: Use the following steps to set up upsell promotions (see Understanding Promotional Pricing and Upselling):

• 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) system control value 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) system control value 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) system control value is set to *NONE.

You can also create promotions based on the day of the week, which you can review in Order Entry by select Dsp Daily Promo. 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.