|
Main Menu > CRM > Maintenance > CRM Opportunity Definition Maintenance
|
The CRM Opportunity Definition Maintenance program allows users to set up criteria to create opportunities based on customer data to increase sales potential. There are 8 different opportunity types Average Order Days Exceeded, Category Expansion, Product Expansion, Stopped Buying, Declining Sales, Customer Class, G/P Anomaly and Manual Opportunity with each type described below.
|
Opportunity Code - The opportunity code or click  to search.
|
|
Description - The description of the CRM opportunity.
|
|
Opportunity Type - Clicking the drop down arrow allows users to select an Opportunity Type. Refer to the sections below for an explanation of each opportunity type.
|
|
New Definition - Allows users to create a new opportunity definition.
|
|
Edit Customer Account Restrictions - Allows users to restrict the customer accounts included in the selected opportunity.
|
|
Save - Saves the selected CRM opportunity and any changes.
Clear - Clears the current screen allowing users to select another CRM opportunity.
Delete - Deletes the selected record.
Listing - Exports a list of existing CRM opportunities to Excel.
|
Average Order Days Exceeded
Create opportunities for customers that haven't placed an order beyond their average order days, based on a sliding scale.
 CRM Opportunity Definition Maintenance - Average Order Days Exceeded Screen
|
The number of days on average or less a customer places an order.
|
|
The number of days over the average days where an order has not been placed.
|
|
Add/Update - Adds the formula to the selected CRM opportunity.
|
|
Displays a list of the criteria entered for the selected CRM opportunity.
|
|
Exclude Customers with Outstanding Sales Orders - When ticked, customers with outstanding sales orders will be excluded.
|
|
Category Expansion
Create opportunities for customers that buy certain product groups but not others.
 CRM Opportunity Definition Maintenance - Category Expansion Screen
|
The targeted product groups customers have purchased from.
|
|
The number of previous months sales to analyse for product groups the customer has purchased.
|
|
The targeted product groups these customers have not purchased from.
|
|
The number of previous months sales to analyse for product groups the customer has not purchased.
|
|
Product Expansion
Create opportunities for customers that buy certain individual products but not others.
 CRM Opportunity Definition Maintenance - Product Expansion Screen
|
The number of previous months sales to analyse for products the customer has purchased.
|
|
The product codes or click to search for products that customers have purchased in the set period.
|
|
Displays a list of product codes that are required to have been purchased in the set period.
|
|
The number of previous months sales to analyse for products the customer has not purchased..
|
|
The product codes or click to search for products that customers have not purchased in the set period.
|
|
Displays a list of product codes that are required to have not been purchased in the set period.
|
|
Add - Adds the line to the criteria.
Clear - Clears the selected line.
Import List - Allows users to copy/paste or enter products in bulk.
|
|
Stopped Buying
Create opportunities for customers that have had no sales for a defined period.
 CRM Opportunity Definition Maintenance - Stopped Buying Screen
|
The number of months to examine where customers have had sales.
|
|
The number of days to examine where customers have had no sales.
|
|
Exclude Customers with Outstanding Sales Orders - When ticked, customers with outstanding sales orders will be excluded.
|
|
Declining Sales
Create opportunities for customers that have declining sales for a defined period.
 CRM Opportunity Definition Maintenance - Declining Sales Screen
|
The number of months to examine a customers average monthly spend.
|
|
The percentage value of decline.
|
|
The number of months to examine a customers decline in average monthly spend.
|
|
Exclude Customers with Outstanding Sales Orders - When ticked, customers with outstanding sales orders will be excluded.
|
|
Customer Class
Create opportunities for customers that belong to one or more selected dynamic customer classifications.
 CRM Opportunity Definition Maintenance - Customer Class Screen
|
Click to select customer classes required.
|
|
G/P Anomaly
Create opportunities for customers that have a defined low or high average G/P%.
 CRM Opportunity Definition Maintenance - G/P Anomaly Screen
|
The number of months to examine a customers average G/P %.
|
|
The percentage value where the customers average G/P % is lower than this. Leave blank to ignore.
|
|
The percentage value where the customers average G/P % is higher than this. Leave blank to ignore.
|
|
Manual Opportunity
Create opportunities for a list of customers obtained from another source (eg a sales report).
 CRM Opportunity Definition Maintenance - Manual Opportunity Screen
|
The customer code or click to search.
|
|
Displays a list of customer's added to the selected CRM Opportunity.
|
|
Add - Adds the customer.
Clear - Clears the selected line.
Import List - Allows users to copy/paste or enter customer codes in bulk.
|
|
With the Description - The description that will be added to the opportunity.
|
|
