Cross-Sell, Up-Sell, Substitute, Promotional Items - Setup

General Information

To increase sales, you may want to have your order entry operator make alternative or additional product suggestions to your customers based on the entry of a stock item.

A feature in the Stock Item Maintenance General tab, this screen enables you to set up any one of three types of product selling tools for the stock item.

• Substitute Item - an alternative item that is suggested whenever the item is unavailable.  Note: Substitution does not include any inventory in Do Not Sell bins.

• Up-Sell Item - an alternative item that is suggested because it is "better" than the item.

• Cross-Sell Item - one or more items that are suggested because they are "related" to the item as accessories or extra items.

• Promotional Item - an item that is free or specially discounted based on the purchase of the item(s). Note: Promotional Item Selling Tools cannot be published to SiteLINK.

Note: When importing orders, if there is a mandatory substitution for an item, the item will be substituted and there will be an entry on the Exception Report showing the information about the substitution.

Setting up More than One Type of Selling Tool for an Item

In those cases where more than one selling tool is set up for an item, M.O.M. prioritizes Up-Sells ahead of Promotion, followed by Substitutes and lastly Cross-Sells. Cross-Sells are only displayed if the preceding Up-Sell and/or Substitute is declined in the Cross-Sell, Up-Sell, Substitute, Promotional Item - Prompt screen.

Reporting on Up-Sells, Cross-Sell, and Substitutes

A special report is provided to track the success of your sales and order entry staff in suggesting up-sells, cross-sells and substitutes. See Selling Tools Activity Report   in Part 3 of the M.O.M. User Reference Guide.

See Also

Cross-sell, Upsell, Substitute, Promotional Items - Prompt Display

How to Use the Screen

Complete the fields as required.

Item Information

TYPE OF SELLING TOOL - select one of the four types as defined above.

ITEM TO SUBSTITUTE (CROSS-SELL, UP-SELL) or PROMOTIONAL ITEM - enter or lookup the item that is being associated as a substitute, cross-sell, up-sell, or promotional item.   Select ALLOW LOOKUP to enter a partial ITEM.

DESCRIPTION FOR REPORT - optional. Enter a description for the selling tool to be printed on the Selling Tools Activity Report.

SITELINK AVAILABILITY - select this option to allow this selling tool to be published to your SiteLINK store. Choose to make the Selling Tool:

• Non-SiteLINK Orders (M.O.M. Orders Only)

• Both SiteLINK and Non-SiteLINK Orders

• SiteLINK Orders Only

Please Note: Since Substitutes and Up-Sells behave the same on SiteLINK, only one can be used. Substitutes should be used when a product has been discontinued and must be phased out, otherwise an Up-Sell should be used.

Display Conditions

DISPLAY ONLY WHEN BACK ORDERED - optionally, check this box only for a cross-sell or up-sell. Substitute items are always suggested because of a back order, hence the field is checked and dimmed.

DISPLAY ONLY FROM __ TO __ - optionally, enter a date range for the cross-sell, up-sell or substitute to be displayed in order entry.

SUBSTITUTE (ADDITIONAL ITEM) IS MANDATORY - check this box to require that the substitute item (for up-sell or substitute) or additional item (cross-sell) be accepted by the customer when the prompt is displayed in order entry.

PRODUCT QTY OF - the quantity of the product needed to trigger the promotion.

PROMOTION QTY OF - the quantity of the product from the promotion.

SELL AT $ ___ WITH A DISCOUNT OF ___% - the selling price and/or discount from the promotion.

Operators Script

Optionally, enter the script that you want the order entry operator to read from when advising the customer of the cross-sell, up-sell, substitute or promotional opportunity.