Price & Discount Tracking Tools for Managers

This article shows how Sales Builder Pro's Management Portal makes price and discount tracking easy. We'll look at its back-office features, how to track list prices and discounts, and what extra information you get in the Cost Analysis export to understand your pricing strategy.

Back Office

• The back office is primarily for internal use and refers to information and processes not directly visible to the customer.
• Back Office Email:
  • Back office emails are generated when a job is completed, with a separate email for each proposal created during that job. The back office email is sent by [e-mail].

• • • • Back office emails are also sent when a change is made to a proposal after the job is completed, and the company representative has signed the proposal after the change.
      • The back office email will include all pricing adjustments.

Discount, Instant Rebates, Payment
Price Analysis - Equipment Only
Price Analysis - Job

• • • • The back office email includes the Office Notes, Option Selections, Material List, Payment information, price analysis of the option selected, and the Proposal PDF.
      • The subject line of the back office email will include "Sold" if there is an install date and at least one signature on the proposal.

Win/Loss Report

The Win-Loss report found in the Sales Management Tools section is a comprehensive list of every quote written by a salesperson.

 

List Price Tracking

• The Deal Manager contains the Install Tab, where the Cost Analysis Export is found.
• The List Price is the price that is displayed in the app before any discounts or pricing adjustments have been applied while building a quote. The list price includes the cost of the item, all business rule calculations, and the selected finance program dealer fee.
  • Location: The List Price can be found in the Cost Analysis export, specifically in column X. 

         

• The Cost Analysis export provides a line-by-line cost accounting of everything included in the price of the quote. The report is divided into four groups: 
• Group 1 (Columns A through K) includes headers that are identical to the install materials export. Column K indicates the tab where the item was selected from in the app 
• Group 2 (Columns K through X) displays the cost of each item, the business rules, and the financing fee used to derive the list price. 
• Group 3 (Columns X through AB) displays the adjustments that were made to the list price in the app.

                 

• Group 4 (Columns AC through AH) displays the job total gross margins achieved. 
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      • The Item Pricing View, accessed through the Deal Manager, also provides a view of pricing information. 

Discount Tracking

• Discounts can be applied to both the Cash Price with Discount and the Finance Price with Discount.
• Total Product Discount field is used to apply discounts that appear on the customer proposal.
• Location: In the Cost Analysis export:
  • Discounts, along with other pricing adjustments, are found in columns X-AD.
  • Instant Cash Rebates (discounts) will be displayed in the Cost Analysis Section of the Export.
  • The Net Change amount, which is the difference between the List Price and the Total Price, is also displayed.
• Price Adjustments: Adjustments made to the Suggested Retail Price (SRP) will be applied to the Finance Price with Discount and the Cash Price with Discount fields. These adjustments will not appear on the customer proposal but will be included in the back-office email.

               

Additional Information Included in the Cost Analysis Export 

• The Cost Analysis export also includes information on finance fees, taxes, and rebates.
• The Net Change % indicates the percent increase or decrease between the List and the Final Price.
• The Price Realization % indicates the percentage of the List Price that was quoted as the Final Price.
• Gross Margin calculations are also provided in the Cost Analysis, both with and without price adjustments.
• A "System Allocation" line item will appear when a preconfigured system is selected on the System tab. This line item shows pricing adjustments made to a preconfigured system.
• Material tab items added "on the fly" while building a quote have a $0 cost and are treated as pricing adjustments that will display in the Adj column.
• When a regular price is entered for an accessory or add-on, the difference between the Regular Price and Calculated Price will be added as a positive adjustment in the Adjustment column.

Come up with a company plan to look at the cost analysis report. For example, review all discounts on a regular cadence of weekly or monthly.