Fleetguard/Nelson, Inc. Sales Proposal System

Fleetguard/Nelson, Inc.
Sales Proposal System
Version 3.0
Table of Contents
CHAPTER I SYSTEM OVERVIEW 4
System Requirements 5
Installing the Fleetguard/Nelson Sales Proposal System from
http://www.fleetguard.com 5
Installing the Fleetguard/Nelson Sales Proposal System from the
Installation CD 6
De-installing the Fleetguard/Nelson Sales Proposal System 7
Main System Screen 8
CHAPTER II CREATING SALES PROPOSALS 9
Proposal Header Screen 9
Proposal Part Entry Screen 12
Proposal Reports 14
CHAPTER III INQUIRIES 15
Fleetguard/Nelson Price Inquiry 16
Competitor Price Inquiry 17
Cross Reference Inquiry 19
CHAPTER IV UTILITIES 20
Update Company Information 21
Fleetguard/Nelson Part Add 22
Competitor Part Add 23
Competitor Price Add 24
Cross Reference Maintenance 25
Update Cost/Price Fields 26
Update Cost From FGN Price File 27
Update Cost as a Factor of Current Cost 28
1

Update Price as Factor of Cost 29
Update Price From FGD Price File 30
Update Price as a Factor of Current Price 32
Backup Databases - OBSOLETE 33
Update Cross Reference From File - OBSOLETE 33
CHAPTER V - REPORTS 34
Sales Analysis Report 34
Distributor Order Report 35
Customer Proposal with Discount Report 36
Customer Proposal Without Discount Report 37
Customer Price Sheet Report 38
Cross Reference Report 39
Fleetguard/Nelson vs Competitor Pricing Report 40
Print Labels by Fleetguard/Nelson Part 41
CHAPTER VI - GLOSSARY OF TERMS 42
CHAPTER VII - MENU COMMANDS 51
CHAPTER VIII APPENDIX 53
Fleetguard/Nelson Part Engine Application Codes 53
Fleetguard/Nelson Part Super Family Code 56
Table of Tables
Table III-1 Competitor Discount Structure 18
2

Table of Screens
Screen I-1 Main System Screen 8
Screen II-1 Proposal Header Screen 10
Screen II-2 Proposal Part Entry Screen 12
Screen III-1 Fleetguard/Nelson Price Inquiry 16
Screen III-2 Competitor Price Inquiry 17
Screen III-3 Cross Reference Inquiry 19
Screen IV-1 Update Company Information 21
Screen IV-2 Fleetguard/Nelson Part Add 22
Screen IV-3 Competitor Part Add 23
Screen IV-4 Competitor Price Add 24
Screen IV-5 Cross Reference Maintenance 25
Screen IV-6 Update Cost From FGD Price File 27
Screen IV-7 Update Cost as a Factor of Current Cost 28
Screen IV-8 Update Price as Factor of Cost 29
Screen IV-9 Update Price From FGD Price File 30
Screen IV-10 Update Product Line Price Factors 31
Screen IV-11 Update Price as a Factor of Current Price 32
For questions or information, please contact:
Mike Jennings
PO Box 6001
1200 Fleetguard Road
Cookeville, TN 38506
Phone: 931-528-9433
800-22FILTER
Fax: 931-528-9583
E'mail: mike.b.jennings@cummins.com
3

Fleetguard/Nelson, Inc.
Sales Proposal System
Version 3.0
Welcome to the Fleetguard/Nelson Sales Proposal System Version
3.0! This system has been designed to assist sales personnel “close the
deal” for Fleetguard/Nelson products.
Chapter I System Overview
The purpose of the Fleetguard/Nelson Sales Proposal System is to
provide part cross reference and price information needed to complete a
customer sales proposal, to calculate net sales margins, and to analyze
competitive pricing. Proposals may be created from the Fleetguard,
Nelson or the competitor's part number.
This PC based system has been written for Fleetguard/Nelson delivery
partner internal use only. The information contained within this system
and on the reports produced by the system is confidential to
Fleetguard/Nelson and the delivery partner.
This system is written in Visual Basic using MS Access database, and is
designed to run under Windows 95.
Fleetguard/Nelson, Inc., as a wholly owned subsidiary of Cummins Engine
Company, has a good faith belief that this Personal Computer (PC) based
software product is Year 2000 compliant, as defined by Cummins in our
Compliance Statement. However, for this Cummins (PC) based software
product to operate correctly in the year 2000, the PC on which the product
is installed must also be Year 2000 compliant. Being Year 2000 compliant
includes, but is not limited to, ensuring that the operating system (e.g.
Windows 95), the computer BIOS, and the PC hardware are also Year
2000 compliant. If any of these PC "components" are not Year 2000
compliant, Cummins cannot provide any assurances that the PC software
will operate as designed. Please see the Cummins Year 2000 Compliance
Statement for more information.
4

System Requirements
The minimum system requirements for the Fleetguard/Nelson Sales
Proposal System are as follows:
• A PC with at least 16 MB of RAM
• Windows 95
• A 486 processor
• 30mb disk space
• At least 20 MB hard disk space on the installation drive
• At least 7 MB hard disk space on the drive containing the
\TEMP directory
The recommended configuration for the system is:
• A PC with at least 12 MB of RAM
• A 486/25 processor or better
For questions/comments, please contact the Fleetguard/Nelson Sales
Proposal System support person.
Installing the Fleetguard/Nelson Sales Proposal
System from http://www.fleetguard.com
Note! Please close all open applications before attempting to install the
Fleetguard/Nelson Sales Proposal System, including Microsoft Office.
You should not have the Microsoft Office toolbar at the upper right hand
corner of your screen during installation. Warnings may be displayed that
the system could not copy a Windows system file or update the registry if
the files are being used. Click OK to continue. The system should
operate normally.
1. From the Fleetguard.com home page, http://www.fleetguard.com, click
on Services, then Sales Proposal System. Follow the download
instructions given at the bottom of the screen.
2. Open the Fleetguard/nelson Sales Proposal System folder that you
downloaded from http://www.fleetguard.com.
3. Double click on the SETUP.EXE icon.
4. Click OK to continue and follow the directions on the screen. If an
error occurs that the system cannot copy a systems file or update the
Window registry, click the option to IGNORE the error each time it
occurs. Setup will not copy the systems file or update the registry if a
newer version exists on your computer. The proposal system will be
loaded into directory C:\Program Files\Fleetguard/Nelson Sales
5

Proposal System; the icon will appear in the Sales Proposal System
group as Sales Proposal System.
5. Open the Fleetguard/Nelson Sales Proposal System folder again.
Double click on the Xref FG_SPS xxx.exe file (where xxx is the date of
the file). This will open the WinZip Self Extractor. Chose UNZIP to
install the Xref.mdb Cross Reference file. Next, double click on the
Competit FG_SPS xxx.exe file and chose UNZIP to install the
Competitor Price file.
6. Double click the Sales Proposal System icon to start the
Fleetguard/Nelson Sales Proposal System.
7. The first time that the system is used, the Update Company
Information screen will be displayed. The Salesperson’s name and
company must be entered. See Section IV - Utilities for more
detailed information.
8. Before proposals may be created, the delivery partner price/cost
file must be created from the Fleetguard/Nelson-provided price
file. See Section IV - Utilities for the options to update the price and
the cost fields of the price file. Contact your Fleetguard sales manager
for your current price file.
Installing the Fleetguard/Nelson Sales Proposal
System from the Installation CD
Note! Please close all open applications before attempting to install the
Fleetguard/Nelson Sales Proposal System, including Microsoft Office.
You should not have the Microsoft Office toolbar at the upper right hand
corner of your screen during installation. Warnings may be displayed that
the system could not copy a Windows system file or update the registry if
the files are being used. Click OK to continue. The system should
operate normally.
1. Insert the Fleetguard/Nelson Sales Proposal System installation CD
in your computer’s CD Rom drive.
2. From the Start menu, chose Run.
3. Type x:\DISK 1\SETUP.EXE, where x: is your CD drive designation, or
use the Browse… function to find the file on the CD.
4. Click OK to continue and follow the directions on the screen. If errors
occur that the system cannot copy a systems file or update the
Window registry, click the option to IGNORE the error each time.
Setup will not copy the systems file or update the registry if a newer
version exists on your computer. The proposal system will be loaded
into directory C:\Program Files\Fleetguard/Nelson Sales Proposal
6

System; the icon will appear in the Sales Proposal System group as
Sales Proposal System.
5. Insert the Fleetguard/Nelson Sales Proposal System Price Update
CD in your computer’s CD Rom drive.
6. Using Windows Explorer to access the CD, double click on the Xref
FG_SPS xxx.exe file (where xxx is the date of the file). This will open
the WinZip Self Extractor. Chose UNZIP to install the Xref.mdb Cross
Reference file. Next, double click on the Competit FG_SPS xxx.exe
file and chose UNZIP to install the Competitor Price file.
7. Double click the Sales Proposal System icon in your Programs to
start the Fleetguard/Nelson Sales Proposal System.
8. The first time that the system is used, the Update Company
Information screen will be displayed. The Salesperson’s name and
company must be entered. See Section IV - Utilities for more
detailed information.
9. Before proposals may be created, the delivery partner price/cost
file must be created from the Fleetguard/Nelson-provided price
file. See Section IV - Utilities for the options to update the price and
the cost fields of the price file. The price file is located on the
Fleetguard/Nelson Sales Proposal System Price Update CD.
De-installing the Fleetguard/Nelson Sales Proposal
System
The Fleetguard/Nelson Sales Proposal System is, by default, stored in
directory C:\Program Files\Fleetguard/Nelson Sales Proposal System.
The user has the capability of overriding the directory at the time the
software is installed. To de-install the software run the Add/Remove
Programs from the desktop My Computer Control Panel. Select
Fleetguard/Nelson Sales Proposal System and click the Remove
button.
7

Main System Screen
The main screen of the Fleetguard/Nelson Sales Proposal System is
shown in Screen I-1. This screen will appear when the system is run from
Windows. The options for each of the main system menu commands are
shown in Screen I-1.
Screen I-1 Main System Screen
8

Chapter II Creating Sales Proposals
The Fleetguard/Nelson Sales Proposal System may be used to create
sales proposals for Fleetguard/Nelson delivery partner customers. The
end user pricing discounts are specified on the proposal header screen for
calculating the correct part prices. Discounts may be specified by product
type.
Proposals may be created using either Fleetguard/Nelson, Nelson or
competitor part numbers. If the competitor’s part numbers are used, the
system will list all possible Fleetguard/Nelson or Nelson cross references.
The sales person must select the appropriate Fleetguard/Nelson or
Nelson part depending on the application of the part. Once a proposal
has been created, various reports, including margin analysis for the
delivery partner and competitive pricing analysis, may be produced. The
reports may be printed, faxed, or imported to a word processor or
spreadsheet.
Click the Proposal option on the task bar menu. The drop-down
selections of the proposals menu appear as follows:
Proposals
By Fleetguard/Nelson Part Number
By Competitor Part Number
Click the type of proposal that is to be created.
Proposal Header Screen
The proposal header screen is used to define the customer default
parameters used to create the proposal. A new proposal may be created
or an existing proposal modified or deleted. The header screen is the
same for both proposals by Fleetguard/Nelson or Nelson part number and
by competitor part number. For field definitions and calculations, please
see the Glossary of Terms.
9

Screen II-1 Proposal Header Screen
Buttons:
Menu - return to the main system menu
New - add a new proposal header record
Update - update the proposal header record with displayed values
Delete - delete the displayed proposal header record and attached
part numbers
Next - continue to the part detail line item entry screen
by Fleetguard/Nelson part number or competitor part number
To create a new a proposal, enter the customer’s name, hit , then
enter the Default Proposal Discount. When is hit again the default
values for the distributor and customer rebates and the product line
discounts will be set, and the New button will be highlighted. By typing the
key, the proposal header will be added to the system. If any
other field should be changed, click on that field and type the new value
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efore selecting the New button. Click the New button to add the
proposal and go to the Proposal Detail screen.
The Default Proposal Discount may be set to a positive or a negative
discount, or to zero. A positive discount will decrease the price by the
discount percent, and a negative discount will increase the price by the
discount percent. A zero discount will set the price to the list price.
To update a proposal, click the down arrow on the Customer Name field,
and select the proposal to be updated. Click the field that should be
updated and type in the new value. Click the Update button to update the
proposal header record. The system will ask Do you want to recalculate
part figures Choose Yes, No, or Cancel. If yes is selected,
the individual part records on the existing proposal will be updated with the
new values. If no is selected, only new part records will contain the values
entered on the header screen. If cancel is selected, no updates will be
done, and the system will return to the proposal header screen. If yes or
no is chosen, the system will ask Do you want to update part price/cost
information Choose Yes, No, or Cancel. If yes is selected, the part
records will be updated with the current price on the system price file.
This selection may be used to update proposals when a new price file is
sent with price adjustments. If no is selected, the part records on the
proposal will not be updated, but the new parts will have the current price
on the price file. If cancel is selected, no updates will be done. Once the
proposal has been updated correctly, click the Next button to go to the
Proposal Detail screen.
To delete a proposal, click the down arrow on the Customer Name field.
Select the proposal to be deleted. Click the Delete button to delete the
proposal from the system. The system will ask for verification of the
deletion.
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Proposal Part Entry Screen
This screen is used to enter the detailed competitor or Fleetguard/Nelson
part number line items that are to appear on the proposal. The
Fleetguard/Nelson part number may be entered directly, or the competitor
part number may be entered and crossed to the appropriate
Fleetguard/Nelson number. The Competitor Part to Find and the
Competitor Part Number fields will not appear on the Proposal by
Fleetguard/Nelson Part Number screen. For field definitions and
calculations, please see the Glossary of Terms.
Screen II-2 Proposal Part Entry Screen
12

Buttons:
Prev - return to the proposal header screen
Add - add the Fleetguard/Nelson part number to the proposal
Update -update the proposal detail line item with changes shown
on the detail screen
Delete -delete the displayed proposal detail line item from the
proposal file
To add a new line to a competitor proposal, key in the competitor part
number in the Competitor Part to Find field. The system will find the
competitor part number closest to the part number entered, and display
that part and the parts greater than the entered value with their
Fleetguard/Nelson equivalent part in the Competitor Part Number field.
Chose the correct cross reference and the part default values will be filled.
Enter and the cursor will move to the quantity field. Enter the
correct quantity and type - the Add button will become
highlighted. Type again and the part will be added to the
proposal. If any other values should be updated before the part is added,
click the box containing the value to be updated, type in the new value,
then click the Add button.
To update a line that is on the proposal, click the box to the far left of the
part line on the Proposal Detail Table. The line will become highlighted.
The part’s values will appear in the boxes at the bottom of the screen.
Click the value to be updated and type the new value. Click the Update
button to change the part values.
To delete a line that is on the proposal, click to the far left of the part line
on the Proposal Detail Table. The line will become highlighted. Click the
Delete button to delete the line item.
13

Proposal Reports
Selecting the Reports option on the menu bar of the Proposal Detail
Screen will generate reports for a proposal. First, select the sort
sequence in which the report is to appear by clicking on Sort by Line
Number, Sort by Fleetguard/Nelson Part, or Sort by Competitor Part
Number (for proposals by competitor number only). A check mark will
appear next to the sort criteria selection. Next select the report to be
generated. See Section VI - Reports for detailed report descriptions.
Reports
Printer Setup identify the printer to print the system reports
---------------------------------------------------------------------------------
Sort by Line Number sort the report in the same line item
sequence as entered into the detail line entry
screen
Sort by Fleetguard/Nelson Part sort the report in
Fleetguard/Nelson part number sequence
Sort by Competitor Part sort the report in the competitor part
number sequence
---------------------------------------------------------------------------------
Sales Analysis print the delivery partner’s part and total
margins
Distributor Order create an order report that may be faxed to
Fleetguard/Nelson as an order
Customer Proposal with Discount print the customer
proposal with the price sheet prices and
discounts
Customer Proposal without Discount print the customer
proposal with the customers prices only
Fleetguard/Nelson vs Competitor print a report with
Fleetguard/Nelson and competitor discounted
prices for competitive price analysis
Part Labels by FGN Part Number print labels with the
Fleetguard/Nelson logo and Fleetguard/Nelson
part number
14

Chapter III Inquiries
The inquiry section of the Fleetguard/Nelson Sales Proposal System
may be used to look up information in the system databases. The dropdown
selections of the inquiry menu is as follows:
Inquiries
Fleetguard/Nelson Price Inquiry
Competitor Price Inquiry
Competitor Xref Inquiry
--------------------------------------
Cross Reference Report
Supplier Price Sheet Report
15

Fleetguard/Nelson Price Inquiry
This selection displays Fleetguard/Nelson part information, and delivery
partner price and cost by Fleetguard/Nelson part number. For field
definitions and calculations, please see the Glossary of Terms. Key the
part number into the Fleetguard/Nelson part number field and type
. The part number details will be shown on the screen.
Screen III-1 Fleetguard/Nelson Price Inquiry
16

Competitor Price Inquiry
This selection displays a competitor's price sheet by competitive
manufacturer and part number. For field definitions and calculations,
please see the Glossary of Terms. Select the competitor from the
Competitors list by clicking on the down arrow in that box. Type the part
number in the Competitor Part # field then type . The part details
will be shown on the screen.
Screen III-2 Competitor Price Inquiry
17

Please note that each competitor calculates price levels differently. The
following table of competitor discounts is provided for guidance only:
Table III-1 Competitor Discount Structure
Competitor
Name
US Level 1 US Trkload Can Level 1 Can Trkload
Baldwin US Blue/24 Blue/33/15
Donaldson Blue/33 Blue/33/15 Blue/60 Blue/60/20
Air filters: Blue/50 Blue/50/20
Fram Blue/32 Blue/32/20
Luberfiner Blue/32 Blue/30/5
Kralinator unknown unknown
Napa Blue/20 Blue/20/10
Automotive filters: Blue/30 Blue/30/10
Wix Blue/20/15 Blue/20/15/5 unknown unknown
18

Cross Reference Inquiry
This program displays the Fleetguard/Nelson cross reference to a
competitive part number by competitive part number. To locate a
competitive cross reference, key in the competitor part number in the
Competitor Part to Find field. The system will find the competitor part
number closest to the part number entered, and display that part and the
parts greater than the entered value with their Fleetguard/Nelson
equivalent part in the Competitor Part Number field. Chose the correct
cross reference and the Fleetguard/Nelson part details will be filled. For
field definitions and calculations, please see the Glossary of Terms.
Screen III-3 Cross Reference Inquiry
19

Chapter IV Utilities
The utility section of the Fleetguard/Nelson Sales Proposal System may
be used to maintain information in the system databases. The drop-down
selections of the inquiry menu are as follows:
Utilities
Update Company Information
Add FGN/Competitor Xref
Add Competitor Part
Add Competitor Part/Price
Add Fleetguard/Nelson Part
---------------------------------------------------
Update Distributor Price
As a Factor of Cost
From FGN Price File
As a Factor of Current Price
Update Distributor Cost
From FGN Price File
As a Factor of Current Cost
----------------------------------------------------
Backup Databases- Obsolete
Update Xref From File- Obsolete
20

Update Company Information
This selection allows the update of system information that is used as
default data for the creation of customer proposals. For field definitions
and calculations, please see the Glossary of Terms.
Screen IV-1 Update Company Information
Buttons:
Cancel- return to the Main Menu without updating the database
Okay - update the database with the fields as shown on the screen
21

Fleetguard/Nelson Part Add
This selection allows a part to be added to the part number table of the
system database. Non-Fleetguard/Nelson parts may be added to the
system for inclusion in proposals. Key the part number into the
Fleetguard/Nelson Part field. Enter to move to the part detail fields.
The supplier code for non-Fleetguard/Nelson parts must not be FG. The
standard cost and price are the only required fields. For field definitions
and calculations, please see the Glossary of Terms.
Screen IV-2 Fleetguard/Nelson Part Add
Buttons:
Cancel - return to the Main Menu without updating the database
Okay - add the part number to the database, and bring up the
Fleetguard/Nelson Price Add screen
22

Competitor Part Add
This selection allows a competitor part to be added to the competitor price
table of the system database. A part must be added before a price can be
input. Select the competitor from the competitor’s drop-down box by
clicking on the down arrow in that field. Type in the Part number and enter
to enter any other known information. Click the Add button to add
the part. The Competitor Price Add screen will be shown to enter prices.
For field definitions and calculations, please see the Glossary of Terms.
Screen IV-3 Competitor Part Add
Buttons:
Cancel - return to the Main Menu without updating the database
Add - update the database with the fields shown on the screen
23

Competitor Price Add
This selection allows a competitor price to be added to the competitor
price table of the system database. A part must be added before a price
can be input. If the price is added at the time that the part was added, the
Competitor Part # and the Manufacturer will be filled in. If the price is
added without adding the part at the same time, the Competitor Part #
and the Manufacturer must be entered. All levels of prices must be
entered for the price record to be added. See the Competitor Price
Inquiry for information to calculate the price level fields. For field
definitions and calculations, please see the Glossary of Terms.
Screen IV-4 Competitor Price Add
Buttons:
Cancel - return to the Main Menu without updating the database
Okay - update the database with the fields shown on the screen
24

Cross Reference Maintenance
This screen allows a competitive cross reference to be added to the cross
reference database. A valid Fleetguard/Nelson part record, with pricing,
must exist before a cross reference can be input. Use the
Fleetguard/Nelson Part Add to add a part that does not exist. The
competitive part and price records are not required. The Sort Code will
default to 01. If there are multiple cross references for the same part, this
code should be incremented (02, 03, 04, etc.) for each cross reference
added. For field definitions and calculations, please see the Glossary of
Terms.
Screen IV-5 Cross Reference Maintenance
Buttons:
Okay - Add the cross reference to the table
Cancel - Return to the main system screen
25

Update Cost/Price Fields
Delivery partners may have a different method of calculating their
customer list price for Fleetguard/Nelson parts. In addition, delivery
partners may have a different method for calculating their part standard
costs. The Fleetguard/Nelson/Nelson Sales Proposal System provides
the flexibility of calculating costs and prices that meet the delivery
partner’s business requirements.
The cost may be updated using any one of the following methods:
• Calculate the part cost from the Manufacturer’s Retail Price
(MRP) on the Fleetguard/Nelson price file and the delivery
partner’s trade and volume discount.
• Calculate the cost by multiplying the current part cost by a factor
to raise/lower the cost by a consistent percentage.
The price may be updated using any one of the following methods:
• Calculate the part price by multiplying the price from the
Manufacturer’s Retail Price (MRP) on the Fleetguard/Nelson
price file times a factor.
• Calculate the price by multiplying the current part cost by a
factor to set the price as a factor above cost.
• Calculate the part price by multiplying the current price by a
factor to raise/lower the price by a consistent percentage.
The cost and the price fields must be updated as two separate processes.
Once the method to be used is determined, see the procedures defined
below to update the information in the system.
Before these utilities are run, it is recommended that the FGPRICES.MDB
be copied for back up. If the system was installed in the default directory,
the file will appear in the C:\FG_SPS directory.
26

Update Cost From FGN Price File
This program should be run to update the Standard Cost field on the
price table of the system database from the Fleetguard/Nelson price file.
The name of the Part File will be included with the cover letter that you will
receive with each price file. Each delivery partner receives two levels of
discounts from Fleetguard/Nelson. If you are unsure of your discount
levels, please call your Customer Assistance representative. For field
definitions, please see the Glossary of Terms.
The cost will be calculated as:
C1 = Fleetguard/Nelson price * (100 - Trade Discount) / 100
rounded to two digits
Cost = C1 * (100 - Volume Discount) / 100
rounded to two digits
Screen IV-6 Update Cost From FGD Price File
Buttons:
Okay - update the standard cost field on the price table
Cancel - do not update, return to the main system menu
27

Update Cost as a Factor of Current Cost
This program should be run to update the Standard Cost field as a factor
of the current cost on the price table of the system database. The cost of
each part may be updated by a constant factor or each product type may
be increased by different factors. For field definitions, please see the
Glossary of Terms
The standard cost will be calculated as:
Standard Cost = Current Standard Cost * Factor
Screen IV-7 Update Cost as a Factor of Current Cost
Buttons:
Okay - update the standard cost field on the price table
Cancel - do not update, return to the main system menu
28

Update Price as Factor of Cost
This program is used to update the delivery partner product price as a
factor of the delivery partner's product cost. The price of each part may
be updated by a constant factor or each product type may be updated by
different factors. For field definitions, please see the Glossary of Terms.
The updated price will be calculated as:
Price = Standard Cost * Factor
Screen IV-8 Update Price as Factor of Cost
Buttons:
Okay - update the standard cost field on the price table
Cancel - do not update, return to the main system menu
29

Update Price From FGD Price File
This program should be run to update the part price field from the
Fleetguard/Nelson price file. If the factor is set to 1, the delivery partner
list price will be set to Fleetguard/Nelson’s Manufacturer’s Retail Price
(MRP). The name of the Input Part File will be included in the cover letter
that you will receive with the file. For field definitions, please see the
Glossary of Terms.
The price will be calculated as:
Price = Fleetguard/Nelson Price * Factor
Screen IV-9 Update Price From FGD Price File
30

Screen IV-10 Update Product Line Price Factors
Buttons:
Okay - update the price field on the price table
Cancel - do not update, return to the main system menu
31

Update Price as a Factor of Current Price
This program should be run to update the product price field as a factor of
the current price on the price table of the system database. The price of
each part may be updated by a constant factor or each product type may
be updated by different factors. For field definitions, please see the
Glossary of Terms.
The price will be calculated as:
Price = Current Price * Factor
Screen IV-11 Update Price as a Factor of Current Price
Buttons:
Okay - update the price field on the price table
Cancel - do not update, return to the main system menu
32

Backup Databases - OBSOLETE
This utility option is no longer required. Please backup your Fleetguard
Proposal System and data bases as part of your normal computer
backup process.
Update Cross Reference From File - OBSOLETE
This utility option is no longer required. Updated Cross Reference files will
be sent on a CD or by email as a self-executing WinZip file that will place
the files in the appropriate directory.
33

Chapter V - Reports
A report writer generates the Fleetguard/Nelson Sales Proposal System reports. The icons on all reports are
consistent. The reports may be printed to the default system printer; there is no option to change the printer
once the report is displayed. To change the default printer, use the Control Panel or the Print Manager. The
reports may also be exported to various report formats, including Word, Excel, Lotus, text, and comma
delimited values. Click the envelope icon to export the report to a file.
Sales Analysis Report
This selection prints the delivery partner’s sales analysis report which includes the delivery partner’s price, the
end user’s price, the delivery partner’s Fleetguard/Nelson rebate, and margin calculation. Please see the
Glossary of Terms for the definitions and calculations of report fields.
Sales2 ***Confidential***Confidential*** Universal Filter Dist ***Confidential***Confidential*** 11/ 1/96
Sales Analysis By Competitor Part Number Page: 1
Trucks Are Us
Proposal Date 11/ 1/96
Competitor Fleetguard Net Total 14.5 % FG 10.0% Cust Gross
Line# Manuf Part Number Part Number Qty Price Discount Price Price Rebate Rebate Margin%
5 DONA B085001 AH1136 1 27.16 30.0 19.01 19.01 3.94 1.36 10.3
2 BALD B1 LF551A 10 4.43 32.0 3.01 30.10 6.42 2.21 26.528.0
4 BALD B252 HF6107 24 8.20 22.0 6.40 153.60 28.54 9.84 37.9
1 BALD B96 LF670 10 13.95 32.0 9.49 94.90 20.23 6.97 83.518.0
3 BALD B99 LF691 14 13.49 32.0 9.17 128.38 27.38 9.44 28.0
Totals 425.99 86.51 29.82 31.7
Margin After 10.0% Freight 42.60 23.5
34

Distributor Order Report
This selection allows the delivery partner to create an order report that
includes the delivery partner’s cost, total order value and order weight.
The report may be faxed to Fleetguard/Nelson as an order. Please see
the Glossary of Terms for the definitions and calculations of report fields.
Distrib2 Fleetguard Order by Competitor Part 11/ 4/96
Universal Filter Dist Page: 1
Order Date 11/ 5/96
Competitor Fleetguard Total Total
Line# Manuf Part Number Part Number Qty Price Price Weight
4 BALD 17442 FF214 1 3.39 3.39 .90
3 FGD LF3000 LF3000 1 17.69 17.69 3.55
1 BALD B96 LF670 1 8.35 8.35 2.72
2 BALD B99 LF691 1 8.07 8.07 2.84
37.50 10.01
End Of Report
35

Customer Proposal with Discount Report
This report prints a customer proposal in a format that may be suitable for
customer bid submission. The report displays the delivery partner’s list
price, the customer’s discount, and the customer’s net price. Please see
the Glossary of Terms for the definitions and calculations of report fields.
CustWith2 Universal Filter Dist Proposal by Competitor Part For 11/ 5/96
Trucks Are Us Page: 1
Proposal Date 11/ 5/96
Competitor Fleetguard Net Total
Line# Manuf Part Number Part Number Qty Price Disc% Price Price
4 BALD 17442 FF214 14 5.66 32.0 3.85 53.90
3 FGD LF3000 LF3000 12 29.56 32.0 20.10 241.20
1 BALD B96 LF670 12 13.95 32.0 9.49 113.88
2 BALD B99 LF691 24 13.49 32.0 9.17 220.08
629.06
End Of Report
36

Customer Proposal Without Discount Report
This report prints the customer proposal in a format that may be suitable
for customer bid submission. The report displays the customer’s prices
only.
Please see the Glossary of Terms for the definitions and calculations of
report fields.
CustWO2 Universal Filter Dist Proposal For 11/ 5/96
Trucks Are Us Page: 1
Proposal Date 11/ 5/96
Competitor Fleetguard Total
Line# Manuf Part Number Part Number Qty Price Price
4 BALD 17442 FF214 14 3.85 53.90
3 FGD LF3000 LF3000 12 20.10 241.20
1 BALD B96 LF670 12 9.49 113.88
2 BALD B99 LF691 24 9.17 220.08
629.06
End Of Report
37

Customer Price Sheet Report
This program will produce a custom price sheet report. This report may
be printed or imported into a word processor or spreadsheet. Please see
the Glossary of Terms for the definitions and calculations of report fields
The report input parameters are:
Supplier Code - enter FG for Fleetguard/Nelson, select All for all
parts
Level 1 Discount - first discount level, enter 0 for list price
Level 2 Discount - second discount level
Level 3 Discount - third discount level
Buttons:
OK - run the report
Cancel - do not run report, return to the main screen
PriceSht Universal Filter Dist 10/15/96
Customer Price Sheet Report Page: 1
Fleetguard Carton Carton List
Part Number Qty Weight Price Level1 Level2 Level3
AA2900 1 15.93 76.82 69.14 66.07 62.99
AA2901 1 14.74 79.32 71.39 68.22 65.04
AA2902 1 11.67 56.40 50.76 48.50 46.25
AA2903 1 23.63 129.85 116.87 111.67 106.48
AF1604 1 6.38 51.25 46.12 44.07 42.02
AF1605M 1 17.94 73.67 66.31 63.36 60.41
AF1606K 1 3.24 18.39 16.55 15.81 15.08
AF1606KM 1 3.55 19.43 17.49 16.71 15.93
AF1609 1 3.69 28.57 25.72 24.57 23.43
AF1611M 1 9.39 44.50 40.05 38.27 36.49
38

Cross Reference Report
This program will produce a custom cross reference report by
manufacturer. This report may be printed or imported into a word
processor or spreadsheet. Please see the Glossary of Terms for the
definitions and calculations of report fields. The report input parameter is:
Manufacturer - select All for all parts
Buttons:
OK - run the report
Cancel - do not run report, return to the main screen
ABC Filter Distributor
Fleetguard Cross Reference By Competitor
Competitor Fleetguard Sort
Part Number Manuf Part Number Code
138053 Bald HF6145 01
15326 Bald LF695 01
15514423 Bald LF4112 01
17434 Bald FF215 01
17442 Bald FF214 01
18015 Bald HF6069 01
*
*
*
39

Fleetguard/Nelson vs Competitor Pricing Report
The Competitive Pricing reports allows the sales person to analyze the pricing that a customer may be receiving
from a competitive filter company. The competitor's price files are purchased from a service. Please check
pricing accuracy and effective dates when using this data. If a competitor’s price appears as zero, it may be
added to the competitor’s price file, if the price can be determined. See the Glossary of Terms for the
definitions and calculations of report fields. The report-input parameters are:
Competitive Manufacturer
Competitive Discount Rate
Exchange Rate
Miscellaneous Charges
Buttons:
Okay - run the report
Cancel - return to the proposal detail screen
FGvsComp ***Confidential***Confidential*Universal Filter Dist Competitor Pricing ***Confidential***Confidential***10/28/96
Trucks Are Us
Proposal Date 11/ 1/96
Fleetguard Net Total Baldwin Total
Line# Part Number Qty Price Discount Price Price Number Price Disc Price
1 LF670 10 13.95 32.00 9.49 94.90 B96 12.87 7.72 77.22
2 LF551A 10 4.43 32.00 3.01 30.10 B1 .00 .00 .00
3 LF691 14 13.49 32.00 9.17 128.38 B99 13.14 7.88 110.38
4 HF6107 14 8.20 32.00 5.58 78.12 B252 7.28 4.37 61.15
331.50 248.75
40

Print Labels by Fleetguard/Nelson Part
This selection allows the delivery partner to print part labels on Avery 5260
Address Labels with the Fleetguard/Nelson logo for the delivery partner’s
own use or for the end user. One label will be printed for each part
number on the proposal.
FF104
FF104
LF3333
B96
LF3639
BD103
LF670
LF670
41

Chapter VI - Glossary of Terms
Carton Quantity
The number of pieces of the displayed part number contained within one
carton. Carton quantity default is 1 when adding a part.
Carton Weight
The total weight of a carton of filters for the displayed part number. Divide
the carton weight by carton quantity to determine the weight of an
individual part number. Carton weight default is 1 when adding a new
part.
Company Name
The Fleetguard/Nelson delivery partner's company name.
This is a required field for the Update Company Information screen.
Competitive Manufacturer
The list of competitors whose price lists and cross references are
contained within the Fleetguard/Nelson Sales Proposal System. The
list of competitors will appear in a drop-down box list of values. This is a
required field on the Cross Reference Maintenance screen. The
competitors include:
Donaldson Case Versitile
WIX John Deere Hough
Baldwin Ford Galion
Fram Cummins IHC
Luberfiner Onan Purolator
NAPA Navistar Wabco
CAT Komatsu Kralinator
AC Mack Hitachi
42

Competitor Part ABC Code
The ABC Code of a competitor's part which indicates the sales volume,
i.e., A - high volume, B - medium volume, C - low volume.
Competitor Part DescriptionDescription of a competitor's part.
Competitor Part Number
Competitor part number from the competitive price sheet or cross
reference file. The competitor part number should be entered without
special characters or spaces.
This is a required field on the Cross Reference Maintenance screen.
Competitor Part Package Quantity
Package quantity of the competitive part number being displayed.
Competitor Part Prices Table
The competitor prices for the competitive part being displayed.
Country Code - the country which corresponds to the display price sheet,
i.e., US - United States, CAN - Canada, MX - Mexico.
Blue - the competitor's blue sheet, or list price for this part.
Level 1 - the competitor's level 1 price for this part.
Truck - the competitor's truck load price for this part.
Effective Date - the effectively date of the part price.
Competitor Part Unit Of Measure
The unit of measure for the competitor part being displayed. Most
competitive parts have a unit of measure of EA - each.
43

Competitor Price
The competitor price is taken from the competitor price file and discounted
based on the competitor discount percent. If the price must be converted
for currency, the entered exchange rate is used. Miscellaneous charges
may be added for duty or freight, if needed.
Competitor discounted price = Competitor price sheet price
* (100 - Competitor discount percent) / 100
Competitor converted price = Competitor discounted price
* Exchange Rate * Miscellaneous Charge Percent
Competitor Xref Criteria to Build Competitor
Part List
The criteria to build the competitor part list drop-down box. The
competitor part number that matches the characters entered and parts
greater than the input criteria will be displayed. Also displayed are the
competitive part manufacturer and the corresponding Fleetguard/Nelson
part number. Note: The competitor's part number should be entered
without any blanks or special characters.
This is a required field when creating proposals by competitive part
number.
Cross Reference Sort Code
The codes which determines the order in which competitive part numbers
appear in the cross reference database and the Fleetguard/Nelson catalog
when multiple Fleetguard/Nelson cross references exist for a single
competitor part number. The sort code will appear as 01, 02, 03, etc. The
default sort code for a single cross reference should be 01.
This is a required field on the Cross Reference Maintenance screen; the
sort code must be numeric.
44

Customer Name
Enter the customer's name or select the customer from the drop-down
selection list. The customer's name will be stored with the proposal
creation date in the format yyyymmdd.
This is a required field when creating a new proposal.
Customer Rebate Amount
Customer rebates are calculated as follows:
Rebate = Net Customer Price * Customer Rebate Percent / 100
Customer Rebate
This field contains the numeric value which represents the rebate amount
that the delivery partner pays to the customer, i.e., 5 represents 5% rebate
on the end user price.
Distributor Margin
The delivery partner margin is calculated as follows:
Margin = [(Net Customer Price - Customer Rebate- Freight Costs) -
(Standard Cost - Distributor Rebate)] /
(Net Customer Price - Customer Rebate - Freight Costs)
Distributor Rebate Amount
Rebates are calculated as follows:
Rebate = Net Customer Price * Distributor Rebate Percent / 100
Distributor Rebate Percent
This field contains the numeric value which represents the delivery
partner's percentage of rebate from Fleetguard/Nelson, i.e., 5 represents
5% rebate on the end user price.
45

Fleetguard/Nelson Part Engine Application Code
The primary engine for which the filter was originally designed. For a list
of application code descriptions see Appendix.
Fleetguard/Nelson Part Number
Fleetguard/Nelson part number as it appears on the price sheet and
catalog.
This is a required field on the Fleetguard/Nelson Proposal,
Fleetguard/Nelson Part Add, and the Cross Reference Maintenance. The
Fleetguard/Nelson part number on the Fleetguard/Nelson Price Add, and
the Cross Reference Maintenance screens must be a valid part in the
Fleetguard/Nelson part number table.
Fleetguard/Nelson vs. Competitor Pricing -
Competitor Discount Percent
The discount rate at which the delivery partner or the customer is
purchasing the competitor's product should be entered as whole numbers
for a more accurate acquisition price comparison.
This field is required - if no discount should be used, enter 0.
Fleetguard/Nelson Part vs Competitor Parts Table
Competitor Part Number - The competitive part numbers that correspond
to the Fleetguard/Nelson part number being displayed.
Competitive Manufacturer - The manufacturer or OE of the competitive
part number being displayed.
Fleetguard/Nelson vs. Competitor Pricing Exchange
Percent
If the currency code of the competitor's price list is different from the
currency code on the proposal, the competitor's prices must be converted.
The exchange rate is used to make the conversion to the proposal
currency and should be entered with the appropriate decimals for the
calculation of the competitor's price. See the definition of competitor price
for the actual equation used.
This field is required only if the proposal currency and the competitive
price sheet currency are not the same
46

Fleetguard/Nelson vs. Competitor Pricing
Miscellaneous Charge Percent
The miscellaneous charges are added to the currency converted
competitors price, if a percent is entered. See the definition of competitor
price for the actual equation used.
Freight Cost
The freight cost is calculated as follows:
Freight Cost = Net Customer Price * Quantity * Freight Percent
Freight Cost Percent
This field is used to add freight charges as a percent of the sale to the
proposal before calculating the delivery partner’s percent margin.
Input Disk Drive
The disk drive letter representing the disk drive that contains the update
file; click down arrow to view options.
This field is required for all update programs requiring an input file.
Input Part File
The file name read to update the delivery partner's cost fields from the file.
Click on the Browse... button to find the file file name.
This field is required for all update programs requiring an input file.
Last Update
Date the Fleetguard/Nelson or the competitor price of this part was last
updated.
Line Item Number
47

The line item will be incremented automatically each time a part number is
entered. If a number is entered into the line item box, the corresponding
line item information on the proposal will be displayed, if it exists, and may
be modified if required.
Net Price
The customer net price is calculated as follows:
Net Price = Price * (100 - Discount) / 100
The net price may not be overridden.
Pallet Quantity
The number of parts contained in a full pallet for the displayed part. Pallet
quantity default is 1 when adding a new part.
Part Description
Description of the Fleetguard/Nelson part number being displayed.
Part Type Discount
This field contains the numeric value which represents the proposal
discount percentage by part type. The discount must be entered as a
whole number, i.e., 32 represents a 32% discount. If this field is not
entered, the default proposal discount will be used.
The first two characters of the part number determine part types:
AF Air Filter
LF Lube Filter
FF/FS Fuel Filter
HF Hydraulic Filter
DCA Coolant Products
48

Price
The price of the part in the price file.
This is a required field on the Fleetguard/Nelson Price Add screen and
must be numeric.
Proposal Detail Table
This table contains the information relevant to the Proposal Detail Lines,
including the proposal line number, competitor part number (if relevant),
Fleetguard/Nelson part number, quantity proposed, price, discount, and
net price.
Proposal Discount
On the Proposal Header Screen, this field contains the numeric value
which represents the customer's default discount percentage for the
proposal. The discount should be entered as a whole number, i.e., 32
represents a 32% discount. This is a required field on the proposal
header screen. The default proposal discount will be overridden by the
part type discount entered on the header screen or by part number
discount entered on the line item detail screen.
Quantity
The quantity of the part to be included on the proposal. The quantity
defaults to 1 and may be overridden.
Salesman Name
The name of the sales person using the Fleetguard/Nelson Sales
Proposal System.
This is a required field on the Update Company Information screen.
Standard Cost
The standard cost of the displayed part. The standard cost is used to
calculate the delivery partner's margin on a customer proposal. The
calculation used depends on the update option selected when the cost is
loaded.
The standard cost is a required field on the Fleetguard/Nelson Price Add
screen.
49

Supplier Code
The supplier code is used to designate the supplier of the part on the price
file. Fleetguard/Nelson parts must have FG as the supplier code; non-
Fleetguard/Nelson parts must have a supplier code other than FG.
50

Chapter VII - Menu Commands
File
Close
Exit
Close the current screen and return to the
main system screen
Close the current screen and exit the
Fleetguard/Nelson Sales Proposal System.
Proposals
By Fleetguard/Nelson Part Number
By Competitor Part Number
Inquiries
Utilities
Fleetguard/Nelson Price Inquiry
Competitor Price Inquiry
Competitor Xref Inquiry
--------------------------------------
Cross Reference Report
Customer Price Sheet Report
Update Company Information
Add FG/Competitor Xref
Add Competitor Part
Add Fleetguard/Nelson Part
---------------------------------------------------
Update Distributor Price
As a Factor of Cost
From FGN Price File
As a Factor of Current Price
Update Distributor Cost
From FGN Price File
As a Factor of Current Cost
----------------------------------------------------
Backup Databases - OBSOLETE
Update Xref From File - OBSOLETE
51

Help
About Fleetguard/Nelson PCSS system information
shown on the About.... screen
52

Chapter VIII Appendix
Fleetguard/Nelson Part Engine Application Codes
The primary engine for which the filter was originally designed. For a list of
application code descriptions see table below:
Engine Application Code Listing
001 Allis Chalmers/Fiat-Allis
002 Bedford
003 BMC Marine
004 B & W Lathrop
005 Briggs & Stratton
006 Case
007 Caterpillar
008 Chris Craft
009 Continental
010 Cummins
011 Daimler-Benz/Mercedes-Benz
012 Detroit Diesel
013 Deutz
014 Dorman
015 Ford/New Holland
016 Gray Marine
017 Hercules
018 IHC
019 John Deere
020 Kohler
021 Leroi
022 Leyland
023 Lister
024 Mack
025 Meadows
026 Minneapolis Moline
027 Murphy
028 Onan
029 Palmer
030 REO
031 Ruston
032 Seagrave
53

Engine Application Code Listing
033 Sheppard
034 Perkins
035 Petter
036 Rolls Royce
037 Oliver
038 OMC
039 Waukesha
040 Witte
041 Willys
042 DAF
043 GMC
044 Atlas Imperial
045 Komatsu
047 Fiat (Truck/Construction)
048 BOSCH
049 No particular application
050 Datsun/Nissan Auto
051 Chrysler
052 Volkswagen/Audi
053 GMC (Auto, Lt Truck, Van)
054 Transicold (Carrier)
055 AMC
056 Toyota
057 Thermo-King
058 Massey-Ferguson
059 M & W Gear
060 Honda
061 Mazda
062 Isuzu
063 White
064 Volvo
065 Consolidated Diesel (CDC)
066 HINO
067 Mitsubishi
068 Kubota
069 Bamford (JCB)
070 Wabco
071 Renault (R.V.I.)
072 Saab-Scania/Scania
073 Atla-Copco
074 Hitachi
075 Kato
54

Engine Application Code Listing
076 Clark/Michigan
077 Navistar
078 Aircraft
079 Exijet
080 Poclain
081 Dresser
082 M.A.N.
083 MWM
084 ZF
085 Liebherr
086 Same
087 Valmet
088 Nissan
089 Yale
090 KDC Parts
091 EMD
359 Literature
55

Fleetguard/Nelson Part Super Family Code
Super Family codes are used by Fleetguard/Nelson to determine the
primary manufacturing location and the primary shipping point. See table
below for a description of the codes.
Super family Code Listing
SUPER HIGH VOLUME
FAMILY PRODN LINE DESCRIPTION PRODUCTS
--------------- -------------------- ----------------------- --------------------
000 Not coded
0000 Not coded
10JF PURC Purch Fin - CDC FF203,AH1103
10KF PURC Purch Fin - Engine Htrs CC2504,0259345
10LF PURC Brokered AH1160
1LJF 1329 Purchased Finished F1205F7
C00F
Obsolete parts
C0JF
Intracompany Components 3849002E1
CBAF 1304 Medium lube & fuel spinons LF667,FF5019,FF172
CBBF 1306 Medium water filter spinons WF2022
CCAF 1310 1310 Large spinons LF670,LF691,FF202
CCCF 306 306 Large spinons LF734,HF6243
CCFF 1310 LF3000'S (Plan as 1316) LF3000
CCGF 1306 Glass Pack (Plan as 1308) LF3363
CCHF 1310 Spinon Bypass(Plan as 1314) LF777
CDAF 1307 LF,FF,HF,WF Cartridges FS1206,FF108
CDEF 1305 Bypass Cartridges LF750
CEGF 1309/1315 Heavy Duty Air Filters AF931M,AF979M
CHCF 1311 Housings 025082500 S
CHEF 1311 Breathers 025581000 S
CHFF 1311 Plastic Air Housing AH1137B4
CJJF 1329 Service Parts 330417300 S
CJLF 1329 Misc Kits AF1672F7
CKJF 1329 Maintenance Kits MK1468,MK31M
L00F Obsolete - LM MTS
L00L Obsolete - LM MTO
L0JF 01 Other 3314250-K4
LAAF 15 Small LF,FF,WF Spinons FF104,FF105,WF2071
LAAL 15 Small LF,FF,WF Spinons FF104-7,FF105-7
LABF Challenger WF2100A WF2100B
LABL
Challenger
LCAF 15 Large LF,FF Spinons LF680,LF3317
LCAL 15 Large LF,FF Spinons LF680-78 B,LF3317-78
LDAF 12 FF,HF,LF Cartridges LF509N,HF6054-L8
56

LDAL 12 FF,HF,LF Cartridges HF6179-78,LF634-4
LDBF 12 Transfered Cartridges FS1206,FF110
LDBL 12 Transfered Cartridges
LDPF 05 Fluid Power HF7119F,HF7079
LDWF 05/09 Wire Glass Assembly 3827188,HF6184
LDWL 05/09 Wire Glass Assembly 3314374,3315283C6A
LFJF 10 Auto Air AF1731,AF400
LFJL 10 Auto Air AF1731-07,AF311-B4
LM0F 01 Aluminum Heads 382710600 S; all HH#
LM0L 01 Aluminum Heads 3311943-12 A; all HH
Q0AF Quimper mfg SPON & Cart FF5018
Q0JF Quimper purchased FF167
QEGF Quimper mfg HDAF AF437-07 K, AF437
S00F ST Obsolete
STJF ST and LM prod, ST inv HF771088,812AGC25CB
STJL ST product, made and shipped at ST
57