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 · 3 personas · self-guided
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. This guide walks each type of user — end to end, click by click — so you can use the app on day one without any other instruction.

OVERVIEW

Pick your path

Three kinds of user, three journeys. Click a card to jump to that walkthrough — or use the bar at the bottom of the screen anytime.

Internal · Admin

Program Administrator

Builds incentive programs, accrues & allocates co-op funds, and approves partner claims for payment.

Internal · Sales

Sales Rep

Views 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: sees earnings, fund balance, and how to claim — no training call needed.

OVERVIEW

What you're looking at: standard vs. customized

This solution deliberately blends two things. Knowing which is which helps you understand what's configurable out of the box versus what was purpose-built for Dunlop.

SurfaceTypeWhat it is
Incentive Programs homeCustomA built-for-Dunlop Lightning component that turns the 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.
Claims & PaymentCustomSubmit → approve → pay a rebate claim, with payment status shown inline.
Partner Rebate CenterCustomThe partner-facing portal page — earnings, fund, and self-service guidance.
Rebate Program / Member recordsStandardSalesforce Channel Revenue Management (ChRM) objects — the native engine that stores programs, tiers, members, and calculates payouts.
Partner Marketing Budget / Fund AllocationStandardNative ChRM "Manage Budgets" objects that hold the co-op/MDF fund pools and their allocations.
List views & record pagesStandardOrdinary Salesforce lists and detail pages, filtered to the Dunlop data set.
The point: the custom components are the friendly "front of house"; the standard ChRM objects are the proven "engine room" underneath. You get a tailored experience without a fully custom (unsupported) build.
Persona 1 · Internal

Program Administrator

You own the incentive programs end to end: create them, fund the co-op pool, allocate marketing dollars, and approve partner claims for payment.

↗
Open the Dunlop Rebates app App Launcher → search "Dunlop Rebates". Sign in with your internal admin user.
First time in Salesforce? The App Launcher is the grid icon (⋮⋮⋮) at the top-left. Click it, type "Dunlop Rebates", and click the app. The row of tabs across the top is how you move between screens.
1
See the whole program lineup
3 min

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

  1. Tab Click Incentive Programs in the top navigation. It's 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 Rebate Program record if you want the full Salesforce detail.
Live OrgIncentive Programs — three program cards with live totals
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Screenshot pending
admin-01-programs.png
What to look at: Annual Volume Bonus (~$215K earned), Growth Program (~$201K), and Co-op / MDF (~$266K accrued). The tier table under each card shows exactly how partners move up.
Outcome: you can explain all three Dunlop incentive types and where each one's money stands.
2
Build a new program with the wizard
5 min

The New Program tab is a 4-step 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 like a 4-tire set). 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
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Screenshot pending
admin-02-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 letting you continue.
Why a wizard? Creating a rebate program natively touches 4+ objects. This guided flow does it all in one save, so a new admin never has to know the underlying object model.
3
Accrue & allocate co-op (MDF) funds
6 min

The MDF Workbench turns partner sell-in into a marketing fund, then lets you earmark it — all on one screen.

  1. Tab Click MDF Workbench.
  2. Click Accrue Funds from Sell-In (top right). Each partner's fund is built at 2% of their prior-period purchases. The three tiles update: Total Accrued, Total Allocated, Remaining.
  3. Find a partner row (e.g. Les Schwab Tire Centers) and click Allocate.
  4. 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.
  5. Watch the row update — Allocated goes up, Remaining goes down.
Live OrgMDF Workbench — fund table with per-partner allocate action
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Screenshot pending
admin-03-mdf-workbench.png
What to look at: Les Schwab — Accrued $42,441, Allocated $30,000, Remaining $12,441, Claimed $5,000. The columns always reconcile: Remaining = Accrued − Allocated.
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 needed.
4
Approve & pay a claim
4 min

The Claims & Payment tab is your review queue — approve a claim and the payment is generated inline.

  1. Tab Click Claims & Payment. The tiles show Pending Review and Total Paid.
  2. Scan the table. Each row shows the partner, product, amount, Claim Status (New / Approved / Rejected) and the Payment details side by side.
  3. On a New claim, click Approve & Pay. A payment record is created, the status flips to Approved, and the payment amount + date appear.
  4. To create one yourself, click Submit Claim, choose partner + product, enter quantity and amount, and Submit — it lands in the queue as New.
Live OrgClaims & Payment — the review queue with mixed statuses
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Screenshot pending
admin-04-claims.png
What to look at: a realistic queue — several New (pending), a few Approved with Paid amounts, and one Rejected. The "Approve & Pay" button only appears on New claims.
5
Preview what the partner sees
2 min

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

  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
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Screenshot pending
admin-05-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 — build a program, fund and allocate MDF, approve payments, 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 approve your own payouts — that's the admin.)

↗
Open the Dunlop Rebates app App Launcher → "Dunlop Rebates". Your rep login already has the right access.
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
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Screenshot pending
rep-01-programs.png
What to look at: same three cards as the admin sees — Volume, Growth, Co-op — with tiers you can quote from memory.
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 Allocate to find partners sitting on unused marketing dollars.
  3. Reach out and help them plan an activity so the fund doesn't expire unused.
Live OrgMDF Workbench — spotting unspent partner funds
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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. Approvals and payouts stay with the admin.
3
Track claims for your partners
3 min

The Claims & Payment tab lets you see where a partner's claim stands so you can answer "where's my check?" instantly.

  1. Tab Open Claims & Payment.
  2. Find the partner's row and read the Claim Status + Payment columns — no need to email finance.
Live OrgClaims & Payment — status at a glance
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Screenshot pending
rep-03-claims.png
What to look at: claim status and payment date side by side — the answer to the most common partner question.
You can now: speak to every program, spot unspent funds, and give partners a straight answer on any claim.
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 Dunlop sent you. 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
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 buy.
  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
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Screenshot pending
partner-01-portal.png
What to look at: for Les Schwab — Total Earned $55,229, Co-op Fund $42,441, MDF Available. The navy "Welcome, [your company]" header confirms you're seeing your own data.
Built-in help: the "New here? Start with this 30-second guide" panel at the top 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 in plain language.
Live OrgProgram cards + the built-in "how it works" explainer
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Screenshot pending
partner-02-explainer.png
What to look at: three cards (Volume / Growth / Co-op) each with your earned amount, and the color-dotted explainer below 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
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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. That's all a partner needs.
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 the curious · optional

Under the hood

How this is put together — for admins, architects, and anyone who wants to know what's standard Salesforce versus what was built for Dunlop.

A
The data model

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

Rebates (Volume & Growth)

RebateProgram → ProgramRebateType → ProgramRebateTypeBenefit (the tiers) → RebateProgramMember (enrolled partners). Purchases roll into RebateMemberProductAggregate, and the tier math computes each payout.

Co-op / MDF

Sell-in TransactionJournal records accrue into a PartnerMarketingBudget (the fund). PartnerFundAllocation earmarks it; PartnerFundRequest → PartnerFundClaim draws it down.

Claims & payments

RebateClaim holds the partner's claim; approving it creates a RebatePayment and flips the status.

Tagging

Every demo record carries Demo_Set__c = "Dunlop" and a stable External_ID__c, so the data is filterable and the seeders are safely re-runnable.

B
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.