Oracle Order Management - Related Items

Related Items in Oracle Order Management

The intent of the new Related Items window is to increase sales and prevent lost sales due to out of stock situations. The user now has an additional sales tool to assist with supercessions, up-selling, and cross-selling. Any ordered item can have relationships defined to many other items. These item relationships are defined within Oracle Inventory. 

A new Related Items window has been added to order entry showing the user these other items and their relationships to the ordered item. This feature in Order Management enables the user to perform functions such as:

• Up-selling: Allows the user to suggest a better item to a customer who is placing an order.
• Supercession: This occurs when a product is replaced (superseded) by another product.
• Cross-selling: Allows the user to suggest additional items to a customer who is placing an order.

Usability features included in this release include:

• The ability to optionally show Selling Price and Availability for Related Items.
• The ability to view the Original Ordered Item and the Relationship Type used on sales order line.
• Notification of the existence of related items by a color change on the ordered item and a message hint.
• The ability to have the Related Items window open automatically if desired.

Overview of Related Items:

Up-selling:

The idea is to propose to the customer that they order a larger model or a more deluxe version of the product. If the up-sell item is then selected, it replaces the item that was originally entered on the order line.

Up-selling is the capability to suggest a better item to a customer who is placing an order. Fast food restaurants use up-sell all the time. If you order a meal combination with medium fries and a medium drink, they ask if you would like to “Super Size” it. This is an example of up-selling – they want to replace your order for medium fries and drink with extra large fries and drink.

Supercession:

For both substitutions and supersessions, the related item would replace the item that was originally entered on the order line.

To prevent lost sales in out of stock situations, the user may establish relationship types for substitutes and supercessions.

Note: Only one replacement item can be selected from the Related Items window. If the user checks the box for a second replacement item the previously selected replacement item's check will be removed.

Cross-selling:

When cross-sell items are selected, they are added as additional lines on the sales order. Cross-selling is the capability to suggest additional items to a customer who is placing an order. Fast food restaurants use cross-sell all the time. When you order a hamburger, the salesperson asks if you would like to add fries and a drink to your order. This is a classic example of cross-selling additional items.

To support these new features, three new Profile Options have been added to Order Management.

First profile option OM: Enable Related Items and Manual Substitutions is used to turn this new feature on or off. The default value is No. To use this feature, you must set it to Yes.

Second profile option, OM: Automatically open Related Items Window, you can choose to have the Related Items window open automatically when you navigate out of the quantity field if the item entered on the sales order line has item relationships defined for it. The default value is No.

If you do not choose to have the window open automatically, there will still be a hint on that order line stating that related items exist for the ordered item along with the color change of the Ordered Item. You can then click Related Items to open the Related Items window on the Sales Orders window.

In the Quick Sales Orders window, the display of Related Items is in the lower part of the screen.

Third profile, OM: View Pricing/Availability Information in Related Items, enables you to select the amount of detail seen in the Related Items window. Your choices are:

• Pricing
• Availability
• Pricing and Availability
• None

In-order to define the Item Relationship, define the item in Item master

UP-SELL Functionality:

For Item Relationship:

Inventory > Items > Item Relationships > Click New and define the details as below:

Define the items in price list

Create the sales order for base item

Click on Related Items Tab & select the upsell Item

Now new upsell item will be updated in the sales in-place of base item.

Cross Sell Functionality:

For Item Relationship:

Inventory > Items > Item Relationships > Click New and define the details as below:

Create the sales order for base item & Click on Related Items Tab & select the Cross Sell Item

Now both base item & new cross sell item will be updated in the sales in-place of base item. Customer will now have a choice of selecting any one or both the items.

Supercession Functionality

For Item Relationship:

Inventory > Items > Item Relationships > Click New and define the details as below:

Create the sales order for base item

Click on Related Items Tab & select the Supersession Item

Now the supersession item will be updated in the sales in-place of base item.