Sage 100

In B2B sales, a vendor often sells product to a channel, which then sells to the consumer. That channel dealer has individual sales reps selling to their customers. 

Getting that rep's attention is sometimes a challenge, so the vendor will sometimes offer a SPIF which is paid directly to the salesperson. This Special Performance Incentive Fund is a check from the vendor to the individual, completely independent of the normal product discount pricing the dealer pays to the vendor.

Is there any enhancement to help a vendor manage and pay these SPIFs through Sage 100? 

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Jerry Norman
Smartbridge Partners
(512) 653-7498
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We handled with UDFs.

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Bob Pfahnl
Manager - Silicon Valley
DSD Business Systems
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How does the vendor know what is sold via the channel dealer and the sales rep involved?  Back in the day (System 36 glory time) our channel dealers would submit monthly/quarterly sales by sales rep which was used for spiff payments.  Or do the sales reps submit via a website (?) to validate proof of sale?

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Jeff Schwenk
Bottomline Software, Inc.
(540) 221-4444
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Original Message:
Sent: 06-22-2023 09:06
From: Bob Pfahnl
Subject: Sales SPIF Management?

We handled with UDFs.

---------------------------------
Bob Pfahnl
Manager - Silicon Valley
DSD Business Systems
---------------------------------

For our furniture client, they know the SPIF at time of Order and enter in UDF.

For appliance store client, they submit invoice to manufacturer for SPIF reimbursement, provided all products are on one invoice.  We have a CRW that creates a proforma invoice for all deliveries on a Sales Order.

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Bob Pfahnl
Manager - Silicon Valley
DSD Business Systems
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Original Message:
Sent: 06-22-2023 12:23
From: Jeff Schwenk
Subject: Sales SPIF Management?

How does the vendor know what is sold via the channel dealer and the sales rep involved?  Back in the day (System 36 glory time) our channel dealers would submit monthly/quarterly sales by sales rep which was used for spiff payments.  Or do the sales reps submit via a website (?) to validate proof of sale?

------------------------------
Jeff Schwenk
Bottomline Software, Inc.
(540) 221-4444
------------------------------


Original Message:
Sent: 06-22-2023 09:06
From: Bob Pfahnl
Subject: Sales SPIF Management?

We handled with UDFs.

---------------------------------
Bob Pfahnl
Manager - Silicon Valley
DSD Business Systems

We did something similar in SAP with a UDF with multi-level sales and queries. Some examples:

• Carpeting consortium - The standard commission entity was put in as the salesperson field so reports would generate normally.  The extra field was used for a consortium which received credit in a carpeting example.  The consortium was on the customer table and brought over to the sales documents.  Then sales reports could be run from the sales documents to calculate consortium sales.
• Flooring with multiple commissions - The internal salesperson used the standard field.  Second and Third commissions could be associated to the architect and the designer.   These were user define fields linked to vendors who had a vendor group or attribute associated.  Reports were generated similar to commissions on pay when paid basis for these additional commissions.
• Additional Commission based upon items for a period of time - We had a company that distributed bowling balls.  Often a certain type of ball would have a spif.  We used a sales price table to capture the spif as a discount % and then used that table in a query to calculate spifs in a user defined field on the line level or of the sales documents.

In the end I think these crazy sales incentives almost always require a unique solution with custom logic.  The question becomes how do you maintain the craziness.

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Gary Feldman
I-Business Network
Marietta GA
16786270646
http://www-i-bn.net
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Thanks for these experiences. It confirmed my suspicions about no consistent solution, because there are too many variants! 

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Jerry Norman
Smartbridge Partners
(512) 653-7498
------------------------------

Original Message:
Sent: 06-22-2023 15:04
From: Gary Feldman
Subject: Sales SPIF Management?

We did something similar in SAP with a UDF with multi-level sales and queries. Some examples:

• Carpeting consortium - The standard commission entity was put in as the salesperson field so reports would generate normally.  The extra field was used for a consortium which received credit in a carpeting example.  The consortium was on the customer table and brought over to the sales documents.  Then sales reports could be run from the sales documents to calculate consortium sales.
• Flooring with multiple commissions - The internal salesperson used the standard field.  Second and Third commissions could be associated to the architect and the designer.   These were user define fields linked to vendors who had a vendor group or attribute associated.  Reports were generated similar to commissions on pay when paid basis for these additional commissions.
• Additional Commission based upon items for a period of time - We had a company that distributed bowling balls.  Often a certain type of ball would have a spif.  We used a sales price table to capture the spif as a discount % and then used that table in a query to calculate spifs in a user defined field on the line level or of the sales documents.

In the end I think these crazy sales incentives almost always require a unique solution with custom logic.  The question becomes how do you maintain the craziness.

------------------------------
Gary Feldman
I-Business Network
Marietta GA
16786270646
http://www-i-bn.net
------------------------------