DUNLOP REBATES

Training & Onboarding

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Internal Salesforce Solution Engineering enablement — a product training walkthrough for the Dunlop / Falken (DTNA) Channel Revenue Management prototype. Not affiliated with or endorsed by Dunlop, Falken, Sumitomo, or DTNA. No credentials or personal data are requested. Maintained by Kou (kou@salesforce.com).
DUNLOP REBATES|Training & Onboarding
Channel Revenue Management · click-by-click · live records linked
Start here · no prior knowledge needed

Every partner incentive, in one place.

Dunlop & Falken run their volume rebates, growth bonuses, and co-op marketing funds as a single series of Incentive Programs on Salesforce Channel Revenue Management. This guide walks each user — end to end, click by click — with a live screenshot and a direct link to the real record behind every step.

OVERVIEW

Pick your path

Four journeys. Click a card to jump in — or use the bar at the bottom of the screen anytime. Every screenshot has an Open the record ↗ link so you can drive the live org straight from this guide.

Internal · Admin

Program Administrator

Sets up incentive programs and products, runs the rebate calculation, and reviews the payouts before they go out.

Internal · Sales

Sales Rep

Reads programs and partner performance, and helps partners get their rebates and marketing funds moving.

External · Partner

Dealer / Distributor

Self-serves in the Dunlop Rebate Center portal: earnings, fund balance, and how to claim — no training call needed.

For architects

Under the Hood

The data model, the calculation engine, product bundling for rebates, and exactly what is standard vs. custom.

OVERVIEW

Standard Salesforce vs. customized for Dunlop

This solution deliberately blends two things. The ✦ CustomizedCustomized enhancement — purpose-built for Dunlop on top of standard Salesforce. Hover this badge anywhere in the guide to see exactly what was built and why. badge marks anything purpose-built for Dunlop; everything else is native Channel Revenue Management.

✦ CustomizedLook for this badge throughout the walkthrough. It flags the tailored "front-of-house" experience — the standard ChRM engine runs underneath. = built for Dunlop  ·  no badge = standard Salesforce ChRM
SurfaceTypeWhat it is
Incentive Programs homeCustomA built-for-Dunlop Lightning component that turns rebate data into friendly program cards with earnings and tiers.
New Program wizardCustomA 4-step guided builder that hides Salesforce's rebate plumbing behind plain business questions.
MDF WorkbenchCustomA single-screen co-op fund cockpit: accrue from sell-in, allocate, track remaining.
Partner Rebate CenterCustomThe partner-facing portal page — earnings, fund, and self-service guidance, scoped to the partner's own account.
Rebate Program / Type / Member / PayoutStandardSalesforce Channel Revenue Management objects — the native engine that stores programs, tiers, members, and calculates payouts.
Rebate calculation (DPE + orchestration)StandardNative Data Processing Engine recipes and the managed orchestration flow that aggregate Transaction Journals into payouts.
Partner Marketing Budget / Fund AllocationStandardNative ChRM "Manage Budgets" objects that hold the co-op/MDF fund pools and their allocations.
The point: the custom components are the friendly "front of house"; the standard ChRM objects and calculation engine are the proven "engine room" underneath. Dunlop gets a tailored experience without a fully custom (unsupported) build.
Persona 1 · Internal

Program Administrator

You own the incentive programs end to end: set up the programs and their qualifying products, run the rebate calculation, and review each partner's payout before it goes out.

↗
Open the Dunlop Rebates app App Launcher → search "Dunlop Rebates". Sign in with your internal admin user (Dana Rivera). Passcode: Salesforce.
First time in Salesforce? The App Launcher is the grid icon (⋮⋮⋮) at the top-left. Click it, type "Dunlop Rebates", open the app. The row of tabs across the top is how you move between screens.
1
See the whole program lineup ✦ CustomizeddunlopProgramsHome — a Lightning Web Component built for Dunlop. It reads the standard ChRM RebateProgram / ProgramRebateType records and renders them as friendly cards with live earned totals and the tier ladder. force-app/.../lwc/dunlopProgramsHome
3 min

The Incentive Programs tab is your home base — one card per program with live numbers.

  1. Tab Click Incentive Programs — the first tab.
  2. Read each card top to bottom: the program name, a one-line "how partners earn", the earned payout (or accrued fund), the enrolled partner count, and the tier ladder.
  3. Click any card to open the underlying standard Rebate Program record for full Salesforce detail.
Live OrgIncentive Programs — three program cards with live totals Open the app ↗
▦
Screenshot pending
admin-01-programs.png
What to look at: Annual Volume Bonus, Growth Program, and Co-op / MDF, each with its earned/accrued total and the tier table showing exactly how partners move up.

"Everything Dunlop offers a partner lives here as one lineup. Volume rewards total purchases, Growth rewards buying more than last year, and Co-op builds a marketing fund. The numbers on these cards are calculated by Salesforce, not typed in — I'll show you that next."

Outcome: you can explain all three Dunlop incentive types and where each one's money stands.
2
Set up a program & its qualifying products
6 min

Behind each program card are standard ChRM records. This is where you (or an admin) define which products earn a rebate — including product bundling so a whole tire line or a 4-tire set qualifies as one unit.

  1. Tab Open Rebate Programs (standard tab) and click Dunlop Annual Volume Bonus.
  2. On the program, open the related Program Rebate Type (e.g. "Annual Volume Tiers") — this holds the measure (quantity or revenue), the calculation type, and the calculation engine it uses.
  3. Open Benefit Tiers under the rebate type to see the ladder — each tier has a minimum, an optional maximum, and a benefit rate.
  4. Bundling Under Qualifying Products, note that products can be scoped individually, by an attribute group (e.g. all "Wildpeak" tires), or as a rebate bundle (a set sold together, like a 4-tire fitment). See the Deep Dive for how the product-group / bundle flags drive this.
Live OrgRebate Program → Program Rebate Type → Benefit Tiers Open Volume program ↗
▦
Screenshot pending
admin-02-program-setup.png
What to look at: the program record with its Rebate Type, the tier ladder, and the qualifying-product scope. This is the standard ChRM configuration the friendly cards sit on top of.
Bundling for sales: "qualifying products" is how you make a rebate apply to a group or a bundle rather than one SKU at a time — the full mechanics (product groups vs. rebate bundles) are in the Under the Hood section.
3
Build a new program with the wizard ✦ CustomizeddunlopRebateWizard — a 4-step guided LWC. Creating a rebate program natively touches 4+ objects (RebateProgram, ProgramRebateType, ProgramRebateTypeBenefit tiers, product scope); this wizard does it all in one save so an admin never has to know the object model. force-app/.../lwc/dunlopRebateWizard
5 min

The New Program tab is a guided builder — you answer business questions, it creates the Salesforce records.

  1. Tab Click New Program.
  2. Step 1 · Type Choose the incentive type — Volume, Growth, or Co-op / MDF — then Next.
  3. Step 2 · Details Enter a Program Name and pick Qualifying Products (all tires, an attribute group, or a bundle). Next.
  4. Step 3 · Tiers Add tier rows — a minimum, an optional maximum, and the benefit. Leave the top tier's max blank for "and above". (Co-op asks for a single accrual rate instead.) Next.
  5. Step 4 · Review Confirm the summary and click Create Program. You land on the new program record.
Live OrgNew Program wizard — Step 3, building the tier ladder Open the app ↗
▦
Screenshot pending
admin-03-wizard-tiers.png
What to look at: the progress indicator (Type → Details → Tiers → Review) and the tier table with Min / Max / Benefit columns. The wizard validates each step before continuing.

"Standing up a rebate program in raw Salesforce means creating four or five linked records in the right order. We collapsed that into four plain questions — pick the type, name it, choose products, set the tiers. One click at the end writes all the records correctly."

4
Run the rebate calculation
5 min

This is the engine. Partner purchases arrive as Transaction Journals; the standard ChRM calculation aggregates them per member and computes each payout against the tiers. It's native Salesforce — no custom math.

  1. Tab Open Rebate Programs and confirm the program is Active with an open Payout Period.
  2. Run the rebate calculation for the period (the managed "Calculate / Run to Calc" action / orchestration). The Data Processing Engine aggregates the period's Transaction Journals into Rebate Member Product Aggregate rows.
  3. The calculation then writes a Rebate Program Member Payout per partner, with the computed amount from the tier the partner reached.
  4. Open a payout record to see the amount, the member, and the period it belongs to.
Live OrgVolume payout period — 15 member payouts totalling $288,570 Open Volume payout period ↗
▦
Screenshot pending
admin-04-calc-payouts.png
What to look at: after the calc, the Volume program shows 15 member payouts totalling $288,570 — computed by Salesforce from the seeded purchase journals, not entered by hand.

"Every dollar here is traceable. A partner's purchases become Transaction Journals, Salesforce rolls those up per member, and the tier they land in sets the rate. Nobody types a payout amount — which is exactly what an approver needs to trust it."

Outcome: you can run the calculation and explain how a partner's purchases turn into a computed, auditable payout.
5
Review the payouts before they go out
4 min

Each partner's payout is a standard Rebate Program Member Payout record. You review the amount and the contributing purchases, then it moves toward payment.

  1. From the payout period, open the list of Member Payouts.
  2. Open the top one (e.g. Tire Rack — $34,982) and read the amount, the member, and the aggregate it came from.
  3. Drill into the Rebate Member Product Aggregate to see the total transaction amount that produced the payout — the audit trail from purchases → payout.
Live OrgA single member payout — Tire Rack, $34,982 Open the payout record ↗
▦
Screenshot pending
admin-05-payout-detail.png
What to look at: the payout amount and its link back to the member and the aggregate — the number reconciles to the partner's purchases in the period.
6
Accrue & allocate co-op (MDF) funds ✦ CustomizeddunlopMdfWorkbench + Dunlop_MdfAccrualService — a single-screen cockpit over the standard PartnerMarketingBudget / PartnerFundAllocation objects, with an accrual service that turns sell-out into fund. force-app/.../lwc/dunlopMdfWorkbench
6 min

The MDF Workbench turns partner sell-through into a marketing fund, then lets you earmark it — all on one screen. The Co-op program's accrual becomes the next period's marketing budget.

  1. Tab Click MDF Workbench. The three tiles show Total Accrued, Total Allocated, Remaining.
  2. Find a partner row (e.g. Les Schwab Tire Centers) and click Allocate.
  3. In the modal, enter a Marketing Activity name (e.g. "Q2 Spring Tire Sale") and an Amount, then Allocate. The system blocks you if you exceed the remaining fund.
  4. Watch the row update — Allocated goes up, Remaining goes down.
Live OrgMDF Workbench — fund table with per-partner allocate action Open the app ↗
▦
Screenshot pending
admin-06-mdf-workbench.png
What to look at: the columns always reconcile — Remaining = Accrued − Allocated. The Co-op program accrued $80,075 across distributors this period, which becomes their marketing fund.
Guardrail: you can never allocate more than a partner's accrued fund — the system enforces it and shows how much is left. No spreadsheet reconciliation.
7
Preview what the partner sees ✦ CustomizedPartner View reuses the same dunlopMyIncentives component partners see in the portal — so support and partner always look at identical numbers. force-app/.../lwc/dunlopMyIncentives
2 min

The Partner View tab shows the partner's own portal exactly as they'd see it — handy for support calls.

  1. Tab Click Partner View.
  2. Confirm it shows the partner's Total Earned, Co-op Fund, and MDF Available, plus one card per enrolled program.
Live OrgPartner View — the admin preview of a partner's Rebate Center Open the app ↗
▦
Screenshot pending
admin-07-partner-view.png
What to look at: this is the same component partners use — a partner only ever sees their own data (see the Partner walkthrough for the security detail).
You can now: run the full admin lifecycle — set up a program and its products, run the calculation, review payouts, fund and allocate MDF, and support partners.
Persona 2 · Internal

Sales Rep

You use the same app as the admin, focused on visibility: understand each program, see how your partners are tracking, and help them turn earnings and funds into action. (You don't run payouts — that's the admin.)

↗
Open the Dunlop Rebates app App Launcher → "Dunlop Rebates". Your rep login (Dana Rivera) already has the right access. Passcode: Salesforce.
1
Know the programs cold
3 min

Start on Incentive Programs — this is what you'll reference in every partner conversation.

  1. Tab Open Incentive Programs.
  2. For each program, learn the one-line mechanic and the tier ladder so you can tell a partner exactly what unlocks the next level.
  3. Note the enrolled count — that's your book of participating partners.
Live OrgIncentive Programs — the rep's reference view Open the app ↗
▦
Screenshot pending
rep-01-programs.png
What to look at: same three cards the admin sees — Volume, Growth, Co-op — with tiers you can quote from memory.

"A rep should be able to tell any partner, on the spot, how close they are to the next tier and what it's worth. That's the whole point of putting the ladder right on the card."

2
Check a partner's MDF standing
4 min

Use the MDF Workbench to see who has unspent co-op fund — a natural reason to call a partner.

  1. Tab Open MDF Workbench.
  2. Sort by Remaining to find partners sitting on unused marketing dollars.
  3. Reach out and help them plan an activity so the fund doesn't go unused.
Live OrgMDF Workbench — spotting unspent partner funds Open the app ↗
▦
Screenshot pending
rep-02-mdf.png
What to look at: the Remaining column — a big remaining balance is a conversation starter, not a missed opportunity.
New Program tab: reps can also open the guided wizard to draft a program proposal. Running the calculation and payouts stays with the admin.
3
Speak to a partner's payout
3 min

Open a partner's Member Payout so you can answer "what did I earn, and how?" with the real number.

  1. From Incentive Programs, open the Volume program, then its payout period.
  2. Find the partner's Member Payout row and read the amount — it's the calculated figure, not an estimate.
  3. Drill to the aggregate to show how their purchases produced it.
Live OrgA partner's Member Payout — Les Schwab, Volume Open Les Schwab's Volume membership ↗
▦
Screenshot pending
rep-03-payout.png
What to look at: the member's payout amount and the aggregate behind it — the answer to the most common partner question, straight from the record.
You can now: speak to every program, spot unspent funds, and give partners a straight, sourced answer on any payout.
Persona 3 · External · you never need a training call

Dealer & Distributor Portal

The Dunlop Rebate Center is your self-service home for every incentive — what you've earned, your marketing fund, and how to get paid. It explains itself as you go.

↗
Open the Dunlop Rebate Center Sign in with the partner login (Pat Sherman @ Les Schwab). Passcode: Salesforce. Bookmark it — everything lives here.
You only ever see your own business. The portal automatically shows just your company's numbers — no other dealer's data is visible to you, and yours isn't visible to them.
1
Read your scoreboard ✦ CustomizeddunlopMyIncentives on a dedicated Experience Cloud site (/dunlop). It resolves the logged-in community user to their own Account and shows only their data. force-app/.../lwc/dunlopMyIncentives
2 min

The moment you log in, the three tiles at the top tell you everything at a glance.

  1. Total Earned Rebates — money you've earned from your purchases across the Volume and Growth programs.
  2. Co-op / MDF Fund — your marketing fund, which grows automatically as you sell through.
  3. MDF Available — the part of that fund you haven't earmarked yet.
  4. Hover the small ⓘ next to any tile for a plain-language explanation.
Live OrgDunlop Rebate Center — the partner's landing page Open the portal ↗
▦
Screenshot pending
partner-01-portal.png
What to look at: the navy "Welcome, [your company]" header confirms you're seeing your own data, with your earned rebates and co-op fund up top.
Built-in help: the "New here? Start with this 30-second guide" panel expands into a plain-English orientation — read it once and you're set.
2
Understand how you earn
3 min

Each program card, plus the "How your rebates & funds work" section, explains what unlocks more money.

  1. Read each program card: its name, how you earn, and what you've earned so far. A green Active badge means you're enrolled.
  2. Scroll to "How your rebates & funds work" for a one-paragraph explanation of Volume, Growth, and Co-op.
Live OrgProgram cards + the built-in "how it works" explainer Open the portal ↗
▦
Screenshot pending
partner-02-explainer.png
What to look at: three cards (Volume / Growth / Co-op) each with your earned amount, and the explainer that tells you exactly how to earn more.
3
Get paid or use your fund
2 min

No forms to hunt down, no spreadsheets to email.

  1. Read the contact note at the bottom of the page — it tells you exactly who to reach and how.
  2. To use your marketing fund or ask about a payout, email your Dunlop account manager (linked on the page). Status updates then show up right here.
Live OrgThe self-service contact note Open the portal ↗
▦
Screenshot pending
partner-03-contact.png
What to look at: a single clear call to action — "Questions about a payout, or want to use your MDF fund?" — with the account-manager email.
You're done. You can read your earnings, understand how to grow them, and know exactly how to get paid — without ever calling Dunlop for a how-to.
For admins & architects · optional

Under the hood

How this is put together — the data model, the calculation engine, product bundling for rebates, and exactly what is standard Salesforce versus built for Dunlop.

A
The data model & calculation

Everything runs on Salesforce Channel Revenue Management (ChRM) — the native, supported rebate engine.

Programs & tiers

RebateProgram → ProgramRebateType → ProgramRebateTypeBenefit (the tiers) → RebateProgramMember (enrolled partners).

Calculation

Partner purchases are TransactionJournal records. A standard Data Processing Engine aggregates them into RebateMemberProductAggregate, and the managed orchestration writes a RebateProgramMemberPayout per member from the matching tier.

Growth (year-over-year)

The Growth program uses the Year-over-Year Growth DPE: it compares each period to the same period one year earlier and pays on the growth %. That's why a prior-year baseline of purchases is seeded.

Co-op / MDF

Co-op accrues from distributor sell-through and becomes a PartnerMarketingBudget. PartnerFundAllocation earmarks it; PartnerFundRequest → PartnerFundClaim draws it down.

B
Product bundling for rebates

"Which products earn this rebate?" is answered three ways — this is the bundling for sales layer.

Scope styleHow it's modelledWhen you use it
Individual productA single Product2 in the qualifying-products scopeA rebate on one specific SKU.
Product group Custom flagProducts flagged AAP_Is_Product_Group__c = true act as an umbrella (e.g. all "Wildpeak" tires)Reward a whole line or attribute family without listing every SKU.
Rebate bundle Custom flagProducts flagged AAP_Is_Rebate_Bundle__c = true represent a set sold together (e.g. a 4-tire fitment)Reward buying a bundle/kit as one qualifying unit.
Why it matters for the demo: Dunlop can say "this rebate applies to the whole Wildpeak line" or "to a 4-tire set" without maintaining a giant SKU list — the group/bundle flags let one qualifying-products entry stand in for many products. The rebate calculation then aggregates purchases of any product under that group/bundle.
These AAP_* flags are reused from the sibling AAP rebate build — a good example of standard fields carrying a Dunlop-specific bundling convention rather than net-new custom objects.
C
What's custom vs. standard (admin components)

The tailored experience is a thin custom layer over standard ChRM. Each custom piece is marked with the ✦ CustomizedThis badge appears throughout the walkthrough on anything built for Dunlop. badge in the walkthroughs.

ComponentTypeRole
dunlopProgramsHome (LWC)CustomFriendly program cards over RebateProgram/Type.
dunlopRebateWizard (LWC)Custom4-step guided program builder (one save across 4+ objects).
dunlopMdfWorkbench (LWC) + Dunlop_MdfAccrualService (Apex)CustomCo-op fund cockpit + accrual service.
dunlopMyIncentives (LWC)CustomPartner portal page + admin Partner View (account-scoped).
ChRM programs, tiers, members, aggregates, payoutsStandardThe native rebate engine and its calculation.
Data Processing Engine + orchestration flowStandardAggregates Transaction Journals into computed payouts.
Partner Marketing Budget / Fund Allocation / Request / ClaimStandardNative "Manage Budgets" MDF objects.
D
Security & partner isolation

The single most important guarantee: a partner can only ever see their own data.

The portal controller resolves the logged-in community user to their own Account and ignores any account id supplied by the browser. Every query is scoped to that account. This is proven by an automated test (Dunlop_PersonaTest.partnerSeesOnlyOwnIncentives) that logs in as a partner, asks for a different partner's data, and confirms it still only gets its own.