V2 Financing Product Targeting
This feature allows an EPC to manage dealer fees on finance products for sales orgs. Although the initial roll out here removes the blocker that V2 EPCs could not manage dealer fees by sales orgs, there are still some incremental improvements to be made to make certain actions easier (like turning off a financier as a whole for a sales org and allowing default settings).
Please keep in mind that products do not get "automatically" added to a product rule. So for example if you set a rule up for GoodLeap products yesterday and included all the products at that time and then today, you resynced and new products came through or you reactivated products, then those new and reactivated products need to be be added to the rule manually.
There are 2 ways to create a new Finance Product Targeting rule.
First method:
Under Settings --> Pricing, there is a new menu for "Finance Product Targeting".
To create a new targeting, click + New
You can begin creating your rule by defining the difference in dealer fee for the rule, which authorized dealers should have this rule applied, and which installer markets are applicable.
There are a couple options of how to select Authorized Dealers and Installer Markets. If you have a large list and know that there are specific ones you want to Exclude, you can check the "All" box and select only the orgs/market you'd like to exclude and include everything else.
Alternatively, if you know the specific ones you'd want to include, you can unselect the "All" checkbox and then the table becomes and "inclusive" rule to specify which orgs/markets to include.
Once you've saved and created the rule, you can click on the Products tab, to select which financing products you'd want the rule applied to.
Below is an example of a rule created for Enerflo Training - EPC. This rule will ensure that whenever Solar Energy uses Enerflo Training's deal template in any market and uses a Dividend product, then a 5% dealer fee should be added on top of what the EPC has defined.
One thing to keep in mind (and we're looking to improve later on), the concept of targeting offers ALOT of flexibility to create many different rules. But once a targeting rule is created for a particular finance product, then that rule takes precedence over default rules. The rule with the largest delta wins. For example, the Dividend 5% increase example above is set to only include SolarEnergy, but what this does is that all other sales orgs won't have visibility to that product because this rule is taking precedence over any other rules
To counter balance this, you will have to create another rule for everyone with a 0% dealer fee delta rule for Dividend products. SolarEnergy will still get the 5% delta because that delta is higher.
It’s a bit quirky, but the reason it’s that way is so you can target a single product to a single org if you so choose.
The reason we need a 0% product targeting is because we use the same system to turn products on and off per dealer AND to adjust dealer fees. The default isn’t actually 0%, it’s “not targeted”, which means available and there’s no delta to apply. Once a product is targeted, the system always follows these rules:
- Evaluate all configured targeting on the product against the current dealer. Any hit is considered a “match”.
- Take the highest delta from the set of matched targetings and apply it to the base dealer fee.
- If no targeting matched, do not show the product.
So, if you want to turn a product on for just one dealer, include only that dealer in a targeting rule with a 0% delta and you’re done since any other dealer will match nothing, and not be shown. Similarly, you could turn off a product for a single dealer by creating a rule that excludes only that dealer. This is really powerful / flexible, but it does have the annoying side-effect that you have to have at least one targeting match happen if you want everyone to be at 0, but a single dealer at +2.99. The original plan was to solve that with a nicer UI where you just configure fees per-dealer and it creates the correct rules on the backend for you. Unfortunately time constraints / priorities got in the way of that.
Second method
Go to the Finance Project Mgmt UI for the financier you'd like to setup a target rule. From Settings --> Pricing --> Finance Options.
Choose a Finance Product to modify. You'll see there is now a Product Targeting field. From here you can + Create New and you are brought to the same UI as in the first method and you can add/remove existing rules.
You can also manage existing rules on a particular product by adding/removing them in the dropdown below.
To verify that your rules are working, create a deal from the Authorized Dealer using a the EPC's deal template. Below is a proposal edit page for a Solar Energy deal showing that the Dealer fee is 5% above the EPC's dealer fee which is 0% for the 25 year 7.99%