Calculation and turnover planning

The calculation always takes place in a quote or an order.

With JustRelate CRM, you work with flexible calculations in a uniform calculation model. It provides differentiated patterns for the different positions. Customer-specific provisions, different currencies and exchange rates are taken into consideration. Single products, product mixes or price calculations depending on the profit, all options are supported.

After you have configured products in a quote or order, you will want to calculate, which accordingly causes the record to be marked as cal­culated. You can create different calculation groups that you can assign to different quotes or orders. Every change in the product structure puts the calculation back to zero. Thus, you always have an up-to-date calculation.

This is the currency of the system (Euro). It is set by the variable PSA_DFV_HOM_CUR.

This currency can be maintained for companies in the Conditions… tab. In most cases, it is the official currency of the country.

The default value of the trading currency can be defined by means of the variable HOM_CUR_IDN.

For cases (quotes, orders...), the project currency can be maintained in the Calculation tab. When creating a case for a com­pany, the project currency is preset with the trading currency from the contact.

In quotes and orders, there is a flag in the Calculation tab (Calculate case revenue) that controls whether the sales prices, that are specified here, are transferred after the calculation to the Expected turnover of a quote or to the Order value. If the Flag is not set, the calculated values can be provided manually in the main form. The default setting is inactive (n). The manually entered expected turn­over is transferred through the case revenue. The manually specified value is then no longer available and must be entered again.

When a quote or order is created, a neutral default Calculation group is automatically provided.

Every new product is initially assigned to this calculation group. The calculation groups for quotes and orders can be accessed through the Calculation tab, where new calculation groups can be created as well. You can create further calculation groups to assign individual calculation groups to the different case-specific products or services throughout the whole structure. Calculation groups are passed down in the structure. A calculation group can be changed flexibly in the offer (field CGR in the scope of sup­ply).

Once all case-specific products or services have been created, the data record is already calculated and up-to-date, and marked as such. In a form, you can view the actual calculation using the standard Load command or the Calculation form function. All case-specific Commodities are taken into consider­ation in the calculation.

Inclusions, surcharges and sales margin add up to a calculation factor. This Factor and possible Discounts are included in the calculation of the sales price of the product or service from the list price (material price). The project price is calculated from the sum of all Sales prices of the products.

All calculation groups included in the current quotes are created using the following data. The sum of the inclusions (total inclusions) results from:

• Commission/dues in %
• Costs of financing in %
• Hermes in %
• Insurance in %
• Bank charges in %
• Duty in %
• Additional inclusions %

The sum of the surcharges (Total surcharges) results from:

• Fixed price surcharge
• Cargo and shipping
• Additional surcharges

The Sales margin results from:

• District office profit (subsidiary use) in %
• Selling expense in %
• Sales result in %

The formula for calculating the factor reads: Factor = (100% + total of the surcharges) / (100% - [total of the inclusions + sales margin])

The Costs derive from the total of all list prices that are assigned to this calculation group.

Discounts derive from the Costs with discount that can be hidden in the case when required. The factor is ignored for discounts.

Purchase costs (AKO) and Negotiation margin are calculated and taken into account for the calculation of the Sales price.

This data is included in the calculation data of the quote and the order.

The Cross margin (GM) for the order, which shows the proportional profit of the sales price, is also calcu­lated and displayed in the calculation data.

The project prices are not rounded in the product sheets anymore but only in the case and the calculation groups. This minimizes rounding errors.

If products with CGR are fixed in price or given an additional fee, the factor relation between manufac­turing costs and sales price is now compensated in the field Other sales price part. Should a balance (other than 0) be necessary, you can no longer experiment with the Factor / Discount directly within the CGRs, because this part is calculated again as a function of these values. A completely new cal­culation is necessary. For this purpose, all further values are zeroed. Therefore, the calculation group mask needs to be closed with OK and then opened once again.

Discounts in % are now displayed with four decimal places in the calculation group form. The discount can be entered with more decimal places, although this will be rounded to four decimal places in the dis­play when leaving the field.

Discount abs. is now editable. A proportional value, which then serves as the basis for the further calcula­tion, is calculated from this. Therefore, the absolute value cannot be fixed.

An additional tab in quotes shows all articles per calculation group (Products per CGR).

It becomes evident, which components were calculated with which calculation group. It is taken into con­sideration whether the calculation group is different within the structure.

The adaptation of the turnover target and the planning of the turnover purpose are carried out in the module Sales planning (only administrators). Here, the turnover figures of the sales cases are com­pared to the targets of the sales planning and a target/actual analysis is generated which is then included in the sales pipeline.