An agency referral is a commission rule that will also compensate an agency other than the selling agency. 

Top menu >> Commissions >> Referral >> +Add a referral

Pay to: this is the agent that receives the referral payment.

Type of referral

  • Override: referral is paid off the Gross Commission (what you receive). Overrides do not affect the selling rep and are hidden from them. 
  • Deduction: referral is paid off the sales commission of the selling rep.


Rate

  • % gross comm: the rate is paid as a percentage of the Gross commission.
  • % net billed: the rate is paid as a percentage of the Net billed.
  • % margin: the rate is paid as a percentage of the difference between Net billed and Wholesale, there needs to be a wholesale amount brought in via the commission import to be able to use this option.
  • % wholesale: the rate is paid as a percentage of Wholesale, there needs to be a Wholesale amount brought in via the commission import to be able to use this option.
  • % contract value: the rate is paid as a percentage of Contract value, there needs to be a Contract value amount brought in via the commission import to be able to use this option.
  • % agent comm: the rate is paid as a percentage of the Agent commission.
  • % (gross-Agent): the rate is paid as a percentage of the Gross commission amount that is left after the (primary) agent is paid and that amount is taken off the Gross commission.
  • (%gross) – agent: the rate is paid as a percentage of the Gross commission minus the Agent commission.
  • cash: the rate is paid as a flat cash amount.


Start & Last: you have the option to put a start and end month that you want to pay the referral.


When you are done setting up the rules of the referral you can start adding Includes and/or Excludes


Includes & Excludes Categories

  • Agency: any assignment code/Rep assignment to this agency; the referral ‘Pay to’ will receive this percentage on. Typically used for channel managers that receive a payment percentage on a pool of sub agents they are responsible for.
  • Supplier: anything that is sold for this Supplier the referral ‘Pay to’ will receive this percentage on. This one can be used in combination with Agency or sometimes as an exclude.
  • Customer: any account that belongs to this customer the referral ‘Pay to’ will receive this percentage on. You can add customers one by one by picking them from a dropdown list. A customer can have multiple accounts, make sure all accounts are part of the referral.
  • Customer (multiple): this option has the same functionality as the customer one, only here you can paste in customer names.
  • Account: the account you pick from a dropdown referral ‘Pay to’ will receive this percentage on.
  • Account (multiple): this option has the same functionality as the account one., only here you can paste in account numbers.
  • Account group: you can make a referral part of an account group if you have to not only pay a secondary agent a fee but also want to apply a different sales rate on the accounts in question.
  • Product: the product you pick from a dropdown referral ‘Pay to’ will receive this percentage on. This one can be used in combination with Agency, Supplier or sometimes as an exclude.
  • Commission group: the commission group you pick from a dropdown referral ‘Pay to’ will receive this percentage on. This means if there are multiple products in the commission group they will all pay out a referral fee. This one can be used in combination with Agency, Supplier or sometimes as an exclude.


Excludes are typically used when you want to pay someone for a certain Agency and Supplier but you would not like the referral fee to apply to a certain product, a SPIFF for instance. In this situation, you would add a product or commission group exclude.


Includes work like conditions; if they are in conflict the referral will not calculate. Example: if an account include does not belong to the customer(s) that are also part of the includes the referral will not calculate and you will have to setup another referral. An easy way to avoid any conflicts is to setup referral includes with only customers or only accounts.


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