Quote and Sales Pipeline

How margin is calculated

Selling Price = MSRP (or combined list price, if a line has attached components) × (1 − Discount %), plus any Billable Fees to Customer.

Gross Profit = Selling Price − Adjusted Cost. Gross Margin % = Gross Profit ÷ Selling Price.

Adjusted Cost starts from DNET Cost (MSRP × each OEM's dealer discount below), then applies that OEM's tariff, freight, and any rebates — corporate account rebate, Smithco's tiered dealer rebate, Bobcat's FEL credit, contract program rebates/fees, etc. — as detailed per OEM below. If a Cost Override is entered on a line, it replaces this calculated figure entirely, for both scenarios — useful for a stock unit whose real cost differs (aged inventory, a price increase since it was bought, a data error, etc.).

Scenario A takes a proposed discount and solves for margin. Scenario B takes a target margin and solves backward for the maximum discount / minimum selling price that still hits it.

Blended Deal (bottom bar) is revenue-weighted across every line in the deal: total profit across all lines ÷ total selling price across all lines — not a simple average of each line's margin %, which would overweight small accessory lines.

Required components (reels, cutting decks, sweeper heads) and optional accessories (front end loaders, brushes, kits, and more) both show up as sub-items nested under the product that needs them, not as separate line items — their cost and price fold into that line's combined total automatically. The difference: required items are flagged because skipping them understates the deal; optional ones are just available to add.

Contract / co-op programs (Sourcewell, BuyBoard, Omnia, and Husqvarna's Corporate Account) fix the customer's discount — the rep doesn't set it — and replace the normal rebate math with that program's specific terms. See the dedicated section below.

Florida sales tax (optional, deal-level)

Toggle "Apply Florida Sales Tax" above the line items to add tax to the customer quote. It never touches GTE's cost, profit, or margin — tax is collected from the customer and remitted, not revenue.

State tax is a fixed 6% of the full selling price of every line. County discretionary surtax applies only to the first $5,000 of each qualifying item — enter the rate for wherever the equipment is being delivered (not GTE's location) in the Surtax Rate field. Example straight from Florida DOR: a $7,000 item in a 1% surtax county owes $420 state tax + $50 county tax, not $490.

Simplification we make: each line in this tool is treated as one qualifying item for the $5,000 cap. On a multi-machine invoice, that means each machine gets its own $5,000 cap rather than the whole invoice sharing one — matching the DOR's per-item example above. Florida's actual rules on sets, integrated working units, and multiple quantities of the same item can affect this on more complex invoices; verify unusual cases at floridarevenue.com. Not modeled: trade-ins, resale/exemption certificates, and out-of-state delivery — apply those manually if they come up.

Contract & cooperative purchasing programs

Deal Type is one merged dropdown covering both customer type (Standard, Municipal, Demo, New Customer, Strategic, Corporate Account, BuyBoard) and OEM-specific contract/co-op programs (Sourcewell, Omnia/Sourcewell) — grouped separately in the dropdown, since only one situation ever applies to a given deal. Selecting a contract program locks the discount to that program's fixed rate and swaps in its rebate mechanics. Scenario B becomes not applicable (the price is fixed, so there's nothing left to solve for) and mirrors Scenario A instead. An optional Billable Fees to Customer field is available alongside any active program — freight, dealer prep, delivery — added straight to selling price to help recoup margin. Note that "Corporate Account" behaves differently by OEM: for Jacobsen and Cushman it's the plain 10%-off-cost rebate; for Husqvarna it's a full contract program with its own fixed discount (see the table below).

Cushman's gas-vs-ELiTE detection is automatic, based on whether "ELiTE" appears in the selected catalog product's description — no manual toggle needed.

Margin health & approval routing

These thresholds are the same across every OEM — nothing above changes them, including contract programs.

Jacobsen additionally shows a "reference floor" (20% off list for Reel-family models, 15% off list for Rotary-family) — that's guidance only, displayed for context, and does not change the approval routing above.