Lost business

Lost business occurs for a variety of reasons, such as:

• Being out bid for products
• Failure to deliver on time
• Lack of product availability

Associating a lost business reason to canceled lines or orders provides useful information and can indicate areas for improvement through report analysis. Lost business reason codes are set up in SA Table Code Value Setup. Analysis is provided through Sales Manager reports.

Generally, you should apply a lost business reason to an existing line on a sales orders. You can also apply a lost business reason when adding lines. When you enter a Quote Order (QU), you can select a lost business reason. All lines added or changed from that point forward are set as lost business.

After you send a line to lost business, all file updates are reversed: Product, serial/lots, kits, Price and Discounting, and header updates. The line is not included on the order. Additionally, if the line is tied to a purchase order, an exception is printed on the Purchase Exceptions Report. The exception is included in the OE/WT# Erroneous Ties section to alert the purchasing department of the change.

Lines designated as lost business are considered inactive. You can view lost business lines in Sales Order Inquiry and Sales Order Entry. You cannot change a lost business line or remove it from lost business in Sales Order Entry. You must re-enter the line to make any changes.

You cannot send a line to lost business under these conditions:

• The order is in change mode, and you have a security setting of 2 (Inquiry) or less.
• The order is in change mode, in Stage 2-Picked or greater, and you have a security setting of 3 (Change) or less.
• The order has a Just In Time (JIT) disposition with the JIT Picked option selected. The orders is also in change mode, and you have a security setting of 3 (Change) or less.
• A line is tied to a purchase order or warehouse transfer and requires authorization to cancel the line.

Sending an order to lost business changes the order’s stage to Stage 9-Cancelled because it is the same as canceling the order. Changing the lost business option is considered a change to the product’s characteristics, and you cannot make these changes to a canceled order without the correct security.