Oracle R12 Advanced Pricing

Training
Part 2

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 Agreements Overview

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 Agreements Overview
Using agreements,you can:
• Record customer agreements using customer part numbers or Oracle Applications item
numbers.
• Attach an already existing price list to the agreement or define new prices
• Classify agreements into different types for reporting
• Control agreement availability by order type
• Specify terms, for example,freight terms, freight carrier,payment terms, salespersons,
invoicing
Rules and accounting rules

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 Agreements Overview
● Record revisions to customer agreements and maintain history with revision control
● Set term effectivity dates
● Assign agreements to customer commitments
● Set payment terms including invoice rule and accounting rule
● Set freight terms including the freight carrier
● Apply agreement terms to sales orders by reference agreements

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 Creating Pricing Agreements Process
Use the Creating Pricing Agreements process to create agreements.

Use the Navigator path below to navigate to the Pricing Agreements window and consult Oracle
Applications Help for information about performing the process.

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 Using Agreements with Orders
● When you enter or import an order for a customer, reference an agreement in the header orin the
lines.
– A header agreement reference in the header defaults as the lines agreement.
– An agreement reference in a line defaults other agreement information onto the line.
● You can reference different agreements for different lines on the order:
– Generic: Not associated with a specific customer
– Created for a specific customer and its related customers

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 Using Agreements with Commitments
● Commitments:Oracle Receivables transactions that record prepayments for a customer.When you
Reference a commitment on an order line (a hidden field), you indicate that the customer wants to
pay for theitem by drawing down the commitment.
● If the pre payment is for items on an agreement, reference the agreement.
● When you reference an agreement on an order line,you can only reference commitments which
Reference the agreement
● Both the agreement name and the commitment name transfer from the sales order to Oracle
Receivables.

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 Agreement Controls
When you define your order types, you can use the following agreement controls:

• Agreement Required
• Agreement Type

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 Defining Pricing Attributes Process
Use the Defining Pricing Attributes process to attach pricing attributes to agreements.

Use the Navigator path below to navigate to the Pricing Agreements window and consult Oracle
Applications Help for information about performing the process.

(N) Oracle Pricing Manager > Agreements (Help) Oracle Pricing > Agreements > Overview of Creating
Agreements

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 Defining Price Breaks Process
Use the Defining Price Breaks process to attach price breaks to agreement lines.

Use the Navigator path below to navigate to the Pricing Agreements window and consult Oracle
Applications Help for information about performing the process.

(N) Oracle Pricing Manager > Agreements(Help) Oracle Pricing > Agreements > Overview of Creating
Agreements

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 Analyzing Business Pricing Needs
● What is priced?
– What differences are there between pricing of products
– Under what conditions do these differences emerge?
– What levels of product definition are products priced?
– Individual item
– Some aggregate grouping of items,such as item family
– Some level more granular than item, such as grade of the item

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 Analyzing Business Pricing Needs
Analyzing Business Pricing Scenarios
•Write each scenario down.
•Be as explicit in your scenario definition as possible
•Make sure each scenario description answers the following questions:
•Who is the customer?
•What is the product?
•What pricing actions are needed to go arrive at the price the customer receives
(e.g.net selling price)? Are there different sets of computational steps depending on
conditions?
•Under what conditions will the pricing actions be applied.
•How do these conditions relate to the identity of the customer? Are there groupings of
customers (e.g. a customer hierarchy that must be used in pricing rules.
•How do these conditions relate to the product. Are there grouping of product
(e.g. product hierarchy) that drive pricing actions? Or is the same product
priced differently under certain conditions that are independent of the customer

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 Analyzing Business Pricing Needs
● Howis the selling price computed?
– What are the exact steps in computing the price the customer receives
– Are there differences in computation
– Under what conditions do these differences emerge?
● When is it priced?
– What effect does time or date have on the price?

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 Analyzing Business Pricing Needs
Analyzing Business Pricing Scenarios
•How is the net selling price computed?
• List Price $100.00
• Less 2% -2.00
• Less 1% - 1.00
• Net Price $97.00
• Or
• List Price $100.00
• Less 2% 2.00
• Subtotal $ 98.00
• Less 1% 0.98
• Net Price $97.02
•What considerations are there about dates or time? Is there promotional pricing (e.g. pricing that is in
effect temporarily to motivate customers to buy early? How is this controlled?

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 Analyzing Business Pricing Needs
● Who is the customer?
– Are there differences between pricing given to customers
– Under what conditions do these differences emerge?
– What levels of product definition are products priced

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 Objectives
Analyzing Business Pricing Scenarios
What differences in how net selling price is arrived at are there that can be attributed to customers and
to products?
Under what conditions to these differences occur?
Do all customers in certain groups get similar pricing treatment? How about products?

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 Analyzing Business Pricing Needs
● Obtain numerical examples
– Allow you to get more precise understanding
– Useful for testing
● Define terms
– Pricing does not have a standard vocabulary across industries or even companies
– Terms may have different meanings in different companies and industries
– Precisely define terms such as tiered discounts,cascading, block prices, price floors, price
ceilings,off invoice

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 Analyzing Business Pricing Needs
Analyzing Business Pricing Scenarios
Because pricing is number intensive, and because pricing done incorrectly is disastrous to customer
relationship, it is imperative to get numerical examples that show all the elements that go into pricing
and how they are calculated.
We recommend that as part of the pricing implementation, you develop a glossary of all terms used with
an exact definition of each, along with one or more numerical examples of how the term is applied.

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 Analyzing Business Pricing Needs
● Develop a master list of business pricing scenarios

● Decompose scenarios into elements that can be related to Pricing

– Pricing Actions: Calculations
– Pricing Rules: When actions apply
– Pricing Controls

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 Qualifier Context Example

Geography

Attribute Values

Province Province A, Province B, Province C, Province D

Territory North, East, West, South

All customer, Customers with high purchase

Customers
volume

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 Qualifiers: Setup Processes
● Viewing predefined qualifier contexts
● Creatingqualifier contexts
● Viewing predefined qualifier attributes
● Creating qualifier attributes

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 Qualifiers: Setup Process
Oracle Pricing has predefined qualifier contexts.

Use the navigation path in the notes to consult Oracle Applications Help and review the list of predefined
qualifier contexts

(Help) Oracle Pricing > Qualifier Context Seed Data > Qualifier Contexts and Source Mapping

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 Qualifiers: Setup Process
Use the Creating Qualifier Contexts process to define new qualifier contexts.

Use the navigation path in the notes to consult Oracle Applications Help for information about
performing the process.

(N) Oracle Pricing > Setups > FlexFields (Help) Oracle Pricing > Setting Up > Setup Steps > Step 2.1

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 Qualifiers: Setup Process
Oracle Pricing has predefined qualifier attributes.

Use the navigation path in the notes to consult Oracle Applications Help and review the list of predefined
qualifier attributes

(Help) Oracle Pricing > Qualifier Context Seed Data > Qualifier Contexts and Source Mapping

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 Qualifiers: Setup Process
Use the Creating Qualifier Attributes process to define new qualifier attributes and to define the domain
for these attributes.

Use the navigation path in the notes to consult Oracle Applications Help for information about
performing the process.

(N) Oracle Pricing > Setups > FlexFields (Help) Oracle Pricing > Setting Up > Setup Steps > Step 2.2

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 Qualifiers: Setup Process
Level
Line: only for the order line
Group of lines: for all the order lines on the order
Order
Application
Amount: Creates a fixed price adjustment on each unit for the amount specified
in the field Value
Percentage: Creates a percentage price adjustment on each unit for the percentage specified in the field Value
New Price: Overrides the selling price of this item and makes it the new price.
Lumpsum: Creates a price adjustment for this lump sum amount on the entire line
Product Hierarchy
Item Number
Item Category
All Items

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 Modifier Implementation
● Ask For
● Automatic
● Override

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 Promotional Goods Implementation
Order As Entered Order after applying promo good
Order# = 10028 Order Header
Customer in VIP Class Order = 10028

Order line as entered Order Line

Buy 10 Item “A” @ 3.00 Buy 10 Item “A” @3.00

Order Line
Buy 1 Item Item = “B” @$0.00
For customers in VIP Class
Buy 10 of Item “A” Get 1 Item
“B” Free

‘Promotional Goods’ Action Note: Can be same or

adds promotional goods to the different item
order

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 Promotional Goods Implementation
In this case, we have a rule tied to the customer hierarchy stating that customers in VIP class will, when
they buy 10 units of product ‘A’ get 1 unit of ‘B’ for free. Advanced pricing will generate a new line to be
added to the order, quotation, or whatever, buy the calling application. Setup Consideration: Cannot
define a Item Category in the ‘Get’ region.

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 Coupon Issue Implementation
New Order to redeem coupon
Order# = 10099 Order # = 11000
Customer in VIP Class Customer in “VIP” class

Order line as entered Order Line as entered

Buy 10 Item “A” @ $5.00 Buy 5 Item “B” @$10.00

For customers in VIP Class

When order total is greater
than $45.00, then issue a
Order Line
coupon for item “B”. coupon is
Item ‘B’ selling price =
good for future order
$5.00

Coupon issue ‘Action’

Coupon is for 50% off item B for
future order

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 Coupon Issue Implementation
In this example, the customer places an order for 10 quantities of Item ‘A’.
Since the customer is in the ‘VIP’ customer class and the order has exceeded $45.00, then the customer
qualifies for a coupon. This coupon is for 50% off of Item ‘B’ for a future order.
The right side shows the new order. After applying the coupon, the new selling price is $5.00.
When setting up a coupon issue in the modifiers form, 2 modifier lines must be set up. The price
adjustment or benefit (in this case the 50% discount) will be linked to the coupon issue. When setting up
the coupon issue line, a modifier number is mandatory. The pricing engine uses the number to generate
a unique number series for the coupon. It passes the coupon number to the calling application. The
customer quotes this number when redeeming the coupon

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 Pricing Control Hierarchy

Events

Phases

Select Lines per Phase

Qualifiers/Product Attributes

Resolve Incompatibility

Calculation
Engine

Buckets

Accruals

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 Pricing Control Hierarchy
The pricing engine makes control selections from the top down. The engine processes each pricing
request in this sequence:
● Events from calling application
● Phases for the specified event
● Selects appropriate lines for the phase
● Selects price list and modifiers that match qualifiers and pricing attributes rules
● Resolves incompatibility between price lists and modifier lists - by precedence or best price
● Calculate Buckets
● Calculate Accruals
It is important that in planning and setting up these controls, this interrelationship be understood.
Modifiers are linked to incompatibility groups which are linked to phases. If a modifier is assigned to an
incompatibility group that is linked to a different phase than is intended, the engine will seek to apply it
at the wrong time, giving an erroneous result.

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 Events

Event Action

PRICE Fetch List Price

LINE Enter Order Line

ORDER Save Order Event

BOOK Book Order

SHIP Enter Shipments

REPRICE_LINE Reprice Line

BATCH Batch Processing

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 Events
Events
The above Events are seeded lookup codes that are for Oracle Order
Management integration with Pricing. Each Event represents a “point” in the
order process flow at which the pricing engine is called to return a base price,
price adjustments, freight charges, promotions, benefits, etc. The following
outlines the functions which call each event:
• PRICE event: Called after user enters item, quality, and unit of measure
• LINE event: Called when the user exits the order line
• ORDER event: Called when the user saves the order
• BOOK event: Called when the user books the order
• SHIP event: Called by OM after the order is ship confirmed , that is when the field
shipped_quantity on order line is updated with a value.

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 Events
• REPRICE_LINE: An event which user can plug in into the work flow
activity. It is seeded in Pricing to take place after the order is shipped , but
before the order is invoiced. This event is going to take place after the
SHIP event. But potentially user could set this up to run any time during
the workflow.
• BATCH: Calls the engine and performs the PRICE, LINE and ORDER
actions. For OM the BATCH event is Order Import. Order Capture and
iStore call the batch event directly.

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 Events
Limitations
In this release it is not possible to create new pricing Events. REPRICE_LINE: This event always passes
just one order line that is being worked on to the engine. That means any order level/line group kind of
discounts can not be given in this event.

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 Phases Implementation Decision
What phases and events do I need meet my business requirements?

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 Phases Implementation Decision
You need to decide which phases your discounts and/or promotions belong.
Normally, it is recommended that you:
•Place Line level discounts in line adjustments phase
•Place modifiers that span multiple lines in the All Lines phase
•Place modifiers that apply to shipping in Ship Event Phase
•Phases and events are a very specific method of fine tuning pricing. Since eventsbreak up
the order cycle into points in time to which you can attach pricing actions, it is possible to exercise
control over what pricing actions are taken when.
•Used correctly, this can boost performance. For example, if there is no need to compute
pricing or view intermediate subtotals until an order is booked, as in the case of EDI orders, by adjusting
the event phase mapping shown on the previous chart, you can avoid the overhead of calling the pricing
engine repeatedly just to process an order in batch.

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 Buckets Implementation Decision
How many bucket levels do you need?
• Bestway to decide number of buckets is to look at client’s invoice and count the subtotals
with
beginning list price being the first, and final net price being the last and adding the number
in
between
• Advanced pricing does not restrict number of buckets you can define.
• You will always have at least three buckets.
– price lists are always bucket zero
– Modifiers are in bucket 1 (and more if needed)
– Manual and order level modifiers are in null

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 Buckets Implementation Decision
Bucket Implementation Decision
Pricing Buckets (Pricing Group Sequences) control how you sequence your calculation of discounts and
other benefits. Depending on how you group, you will get a different net selling price.
You will always have at least three buckets.
•Price lists are always bucket zero
•Modifiers are in bucket 1 (and more if needed)
•Manual and order level modifiers are in null bucket
•Best way to decide number of buckets is to look at client’s invoice and count the subtotals
with beginning list price being the first, and final net price being the last and adding the number in
between
•Pricing does not restrict number of buckets you can define.
•Manual and order level modifiers are always in the Null Bucket. The Null Bucket calculates
the modifier off of the list price and then applies the adjustment to the last buckets subtotal.
•Whether to define additional buckets, and how many you need is a key implementation
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decision.
 Accruals
Pricing engine can create monetary and on monetary accruals:
• Do not affect selling price of an order line
• Do not appear as chargeable items on invoices
• Create an adjustment record

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 Accruals Implementation Decision
● Do I need to use the accruals feature?
Pricing provides a screen and API to mark accruals as ‘redeemed’. If you are using Accruals
feature,you will need to make another Implementation Decision.

● Will need to build a custom solution to payout monies accrued using this feature, or will the
Screen suffice?

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 Accruals Implementation
● Similar to regular Discounts
● Monetary or non-monetary
● Application method May be given as %, Amount or Lump Sum
● Expiration dates
● Accrual conversion rate
● Accounting procedures
● Redeeming

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 Accruals Implementation
Accruals
Application method:
• Percent
• Amount
• Lumpsum
Accrual conversion rate example: If one air mile is 0.50 currency units, the accrual conversion rate is
0.50.
Accounting Procedure Implementation
• Accrual discounts are accounted for in same manner as regular discounts in Oracle
Advance Pricing and Oracle Order Management and Accounts Receivable. However, currently GL
account information is not utilized in Advanced Pricing Modifier and Accrual Redemption forms.
Consulting
work-around effort is required to capture Discount and Accrual discount, account specific information.

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 Accruals Implementation
• Passing of GL account information from Order Management may not be
passed to Accounts Receivable absent a work around using Standard
Memo Lines for Auto Invoicing. Discounts are expensed as a Sales
expense and Accruals are deferred expense. Each implementation will
require to establishment of GL accounts and mapping a flow of
information for accounting for discount expenses.
• Currently there is no interface to Accounts Receivable and Payable to
research available accruals, balance and decrementing for payments

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 Accruals Implementation
Bucket Modifier Price Adjustment Bucket Sub Total Selling Price

100.00

1 (7.00) 93.00

2 (5.00) 88.00

3 (6.80) 81.20

NULL (15.00) 6.20

1 10% accrual (10.00)

1 5% accrual (5.00)

2 10% accrual (9.30)

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 Accruals Implementation
Accruals
Conversion Rate example: If one air mile is 0.50 currency units, the accrual conversion rate is 0.50.

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 Cross Order Volume Implementation
● Setup
● Cross Order Volume Load concurrent process

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 Cross Order Volume Implementation
Cross Order Volume
Specify values for the cross order volume periods in the following profile options, using unit of measure
Days:
• QP: Cross Order Volume Period 1
• QP: Cross Order Volume Period 2
• QP: Cross Order Volume Period 3
Set up modifiers which include the following:
• Cross order qualifiers:
• Context: Volume
• Qualifier Attributes:
• PERIOD1_ORDER_AMOUNT
• PERIOD2_ORDER_AMOUNT
• PERIOD3_ORDER_AMOUNT

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 Cross Order Volume Implementation
Cross order item pricing attributes:
• Context: Volume
• Pricing Attributes
• PERIOD1_ITEM_AMOUNT
• PERIOD2_ITEM_AMOUNT
• PERIOD3_ITEM_AMOUNT
• PERIOD1_ITEM_QUANTITY
• PERIOD2_ITEM_QUANTITY
• PERIOD3_ITEM_QUANTITY

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 Cross Order Volume Implementation
Execute the concurrent process Cross Order Volume Load. This populates the cross order volume tables.
The qualifier and pricing attribute sourcing functions determine the cross order volumes for a customers
and customer-item combinations. You can:
Select the process to execute either for a single operating unit or for all operating units. Provide the load
effective date; otherwise the process uses the current date. It uses the profile options described in step
1 to determine the order lines included in the cross order volumes.
For example:
Profile option QP: Cross Order Volume Period 1: 30
Profile option QP: Cross Order Volume Period 2: 60
Profile option QP: Cross Order Volume Period 3: 90
Concurrent process Cross Order Volume Load, Effective Date: 31-
December

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 Cross Order Volume Implementation
Cross order period 1: Order lines with request date between 1-December
and 31-December
Cross order period 2: Order lines with request date between 1-November
and 31-December-2000
Cross order period 3: Order lines with request date between 2-October and 31-December-2000

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 Pricing Contexts and Attributes
● Use pricing attributes in certain situations to define that which you are pricing,for example when:
– There are factors which affect the price of the item.
– You need additional definition but do not need to create a new item.
– You want to manage pricing in your product hierarchy at a level higher than item.

● The contexts hold the attributes.

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 Pricing Contexts and Attributes
Setup Context
Perform this step if you need to define pricing contexts and attributes other than those predefined by
Oracle.

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 Pricing Contexts and Attributes: Setup Processes
● Viewing predefined pricing attribute contexts
● Creating pricing contexts
● Viewing predefined pricing attributes
● Creating pricing attributes

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 Pricing Contexts and Attributes: Setup Process
Oracle Pricing has predefined pricing attribute contexts.

Use the navigation path in the notes to consult Oracle Applications Help and review the list of predefined
pricing attribute contexts.

(Help) Oracle Pricing > Qualifier Context Seed Data > Pricing Contexts and Source Mapping

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 Pricing Contexts and Attributes: Setup Process
Use the Creating Pricing Contexts process to define new pricing contexts.

Use the navigation path in the notes to consult Oracle Applications Help for information about
performing the process.

(N) Oracle Pricing > Setups > FlexFields (Help) Oracle Pricing > Setting Up > Setup Steps > Step 3.1

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 Pricing Contexts and Attributes: Setup Process
Oracle Pricing has predefined pricing attributes.

Use the navigation path in the notes to consult Oracle Applications Help and review the list of predefined
pricing attributes

(Help) Oracle Pricing > Qualifier Context Seed Data > Pricing Contexts and Source Mapping

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 Pricing Contexts and Attributes: Setup Process
Use the Creating Pricing Attributes process to define new pricing attributes and pricing attribute values.

Use the navigation path in the notes to consult Oracle Applications Help for information about
performing the process.

(N) Oracle Pricing > Setups > FlexFields (Help) Oracle Pricing > Setting Up > Setup Steps > Step

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 Flexible Attribute Mapping Overview
Use flexible attribute mapping to direct the pricing engine from where to source qualifiers and
attributes
when it retrieves prices and applies modifiers.

Setup Context
Perform this step if you have either of the following situations :
•Have defined qualifiers or pricing attributes
•Want to change a seeded defaulting source

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 Flexible Attribute Mapping Overview

Order Header
Modifier
Order Lines

Customer Engine Pricing

Tables
Qualifiers: Territory ID
Territory Customer Class
Customer Class

Transaction Other Setup Tables

Attribute Tables
Mapping Other Custom
Tables

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 Flexible Attribute Mapping Features
● Map:
– User defined qualifiers
– User defined attributes
● Source from
– Other Oracle systems
– External systems
●
Unlimited contexts with 100 data sources per context
● Oracle provides (seeds)many commonly used attributes. You may not need to make any or many
Additions to those attributes.

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 Flexible Attribute Mapping Concepts
● Use flexible attribute mapping to combine attribute values defined in a qualifier or pricing context.
(The pricing engine consults data attributes and associates them with qualifiers, price lists,and
formulas.)
● The pricing engine uses the values of these attributes (defaulting conditions) to determine
which context values it uses.
● You can use descriptive flexfields to define defaulting conditions that map to the qualifier and
Pricing contexts.

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 Flexible Attribute Mapping Concepts

Default Validation
Sourcing Rules
Conditions Template

To enable flexible attribute mapping:

• Define a validations condition template which defaults qualifier and pricing context.
• Define sourcing rules and associate default condition names to them.

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 Flexible Attribute Mapping Concepts
You perform qualifier and pricing attribute sourcing to supply a value for a qualifier or non-user
enterable pricing attribute before pricing a transaction.

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 Flexible Attribute Mapping: Setup Processes
● Viewing default qualifier and pricing attributes
● Entering and updating conditions
● Entering and updating sourcing rules

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 Flexible Attribute Mapping: Setup Process
Use the Viewing Default Qualifier and Pricing Attributes process to query entities and attributes for
which you can update defaulting conditions and defaulting rules.

Use the navigation path in the notes to consult Oracle Applications Help for information about
performing the process.

(N) Setups > Attribute Mapping

(Help) Oracle Pricing > Default Attribute Sourcing Rules > Default Setup for Qualifier and Pricing
Attributes

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 Flexible Attribute Mapping: Setup Process
Use the Entering and Updating Conditions process to to control which defaulting sourcing rule to use for
a particular qualifier or pricing context when the pricing engine is determining eligibility and benefit and
price

Use the navigation path in the notes to consult Oracle Applications Help for information about
performing the process.

(N) Setups >Attribute Mapping (B) Defaulting Condition Templates

(Help) Oracle Pricing > Default Attribute Sourcing Rules > Using the
Default Validation Conditions Template

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 Flexible Attribute Mapping: Setup Process
Use the Entering and Updating Sourcing Rules process to enter or update sourcing rules which bind
attribute values for attributes that you have defined in a qualifier or pricing context.

Use the navigation path in the notes to consult Oracle Applications Help for information about
performing the process.

(N) Setups >Attribute Mapping (B) Defaulting Rules

(Help) Oracle Pricing > Default Attribute Sourcing Rules > Default
Sourcing Rules

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 Price List with Attributes
Price List for Service Attribute
Product Attribute Price
Order Header
Order = 10027
Service Gold 25.00
Order Line
Service Silver 24.50
Item ‘Service;, Silver
Price = $24.50
Service Platinum 26.00

Note: Reduces used for Item definition is made more specific

product ids using pricing attribute

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 Price List with Attributes
Price List with Attributes
Here is an example of using a price list with pricing attributes. In this example, the product is service.
However ‘service’ is available in 3 types - Gold, Silver, and Platinum. The price for service varies
according to which type of service applies.

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 Flexible Attribute Mapping
● Controls what the pricing engine:
– Prices
– Modifies
● Use when pricing differences are more detailed than item number, for example, grades of an item.

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 GET_CUSTOM_PRICE
● GET_CUSTOM_PRICEisa function call provided for extending the Oracle Advanced Pricing
functionality to perform a User defined function as part of a pricing engine call.
● Example: my_price= Competitor's Price- 5%

GET_CUSTOM_PRICE
How is this function Called
• Pricing Engine selects Eligible price list lines/ modifier lines
• If the List Line has a dynamic formula attached then pricing engine evaluates the formula
• If the formula has any line with line type of Function then pricing engine calls
get_custom_price
• The results from get_custom_price are returned to the formula for further evaluation of
the formula

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