In an indenting model you do the entire presales and the entire post-sales experience while the principal handles invoicing and dispatch. Tuhund manages this end-to-end flow in one system, keeps every conversation and document in context, and settles commissions cleanly for both claimable and payable sides.
What is indenting and why it is hard to manage
Indenting companies handle the heavy lifting before and after the sale:
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Presales: inquiries, quotations, revisions, demos, trials, POCs, sales orders
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Sales execution by principal: indent order to principal, principal’s invoice to customer, cross-border dispatch
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Post-sales: customs clearance, local transport, installation, training, warranty, AMC, service, spare parts
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Commercials: commission claimable from principal, commission payable to sub-agents and sales team
The hard bits are scattered ownership, multi-currency, long cycle times, partial shipments, document chaos, and commission leakage. Tuhund brings it together so nothing falls through the cracks.
End-to-end flow in Tuhund
1) Presales to local Sales Order
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Lead to Inquiry: capture source, principal, customer use-case, expected value, timelines
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Quotations with chances: line-item chances to forecast realistically, revision control, approval rules for discounts
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Trials and demos: bookable assets, handover and return dates, costs captured to the opportunity
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Sales Order (local): confirms the intent with customer, locks scope for the indent order
Outcome: solid handover to execution with audit-ready documents.
2) Indent Order to the principal
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Generate Indent Order from the Sales Order in one click
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Map every line to principal SKUs, packaging units, Incoterms, shipment terms
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Attach specs, negotiated emails, drawings, trial notes; no hunting through inboxes
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Auto-notify the principal from inside Tuhund by email or WhatsApp with a clean document pack
Outcome: principal sees a complete order, you keep the thread and attachments in one place.
3) Principal acknowledgement, proforma, and payment terms
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Record acknowledgement, expected lead times, manufacturing status
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Store proforma invoice, milestone payments, LC or advance, bank details, compliance notes
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Approval rules for exceptions on payment terms or delivery dates
Outcome: finance and management know exactly what is committed.
4) Shipment tracking and documents
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Track ETD, ETA, transhipment legs, partial shipments
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Manage documents: commercial invoice, packing list, BL or AWB, COO, insurance, test and calibration certificates
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Generate a Clearance Job with the C&F agent; capture duty and charges for cost visibility
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Link every document to the indent order for one-click drill-down
Outcome: real-time shipment status, zero document sprawl.
5) Local handover, installation, and training
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Plan local transport and delivery slots
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Create Installation Jobs and Training Jobs with checklists and evidence photos
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Start warranty on commissioning date, register AMC offers, link service schedules
Outcome: clean customer experience and a service pipeline that feeds future revenue.
Commissions without leakage
Commission claimable from principal
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Define commission rules per principal, product family, item, deal value or milestone
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Choose basis: FOB, CIF, ex-factory, net of discounts and taxes
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Multi-currency support with conversion on claim date, revaluation on receipt if required
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Generate Commission Claim from shipment or invoice events, attach proof, track ageing
Commission payable to sub-agents and sales team
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Split commission by percentage, slab, or tiered targets
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Support both external sub-agents and internal sales team
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Auto-create Commission Payable entries when the claimable side is recognised
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Withholding, credit notes, and clawbacks supported through approval workflows
Controls and audits
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Maker-checker approvals for claims and payouts
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Full drill-down from a payout advice to the originating inquiry
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Dashboards for claimable vs received, payable vs paid, ageing by principal
Communication that lives inside the ERP
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Send and receive emails from inside Tuhund so every thread is tied to the deal
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WhatsApp messages and documents logged against the order
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Screen alerts and scheduled reminders for supplier follow-ups and customer updates
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Optional AI assist for email drafting, status summaries, and anomaly hints
Reports and KPIs that matter
Keep it tight and tied to profit:
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Win rate by principal and product using line-item chances vs outcomes
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Cycle time: inquiry to indent order, indent order to dispatch, dispatch to commissioning
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Commission DSO: claim to receipt days by principal
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Leakage monitor: exception discounts, unclaimed milestones, unpaid payables
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Service ROI: installation to AMC conversion, warranty ticket resolution time
Edge cases handled
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Partial shipments and phased commissioning
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Amendments to quantity, model, or delivery dates with approval trails
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Cancellations and replacements with automatic impact on claims and payables
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Multi-principal bundles in one customer order
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Trials that convert or return with proper cost capture
Typical setup in Tuhund
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Masters: principals, product families, models, price lists, tax profiles
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Workflows and approvals: quotation discounts, indent order exceptions, commission claims, payouts
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Document templates: quotation, indent order, shipment pack, commission claim, payout advice
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Commission rules: define claimable basis, payout splits, milestones
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Dashboards: sales pipeline by principal, shipment tracker, commission ageing, installation calendar
Why Tuhund fits indenting businesses
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Designed for long sales cycles with many parties and documents
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Strong audit trails and drill-downs to the original transaction
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Integrated CRM, service, and finance so hand-offs do not break
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SaaS licensing keeps costs predictable, on-prem available if you need it
Frequently asked questions
Do we need inventory modules for indenting
Not for principal-direct dispatches, but you can enable local inward and outward if demo units or spares are stocked.
What if commission is due only after customer payment to principal
Add a milestone rule tied to principal payment confirmation. Tuhund will release claimable status only after that event.
Can we split payables among sub-agents and internal sales on different bases
Yes. Split by percentage, tiered slabs, or a fixed amount per line. Each split is visible and auditable.
How do we manage currency risks
Set the recognition currency and the revaluation rule. Tuhund stores both the deal rate and the book rate for clear variance.
Call to action
If you run an indenting business and want one clean flow from inquiry to commission settlement, book a 15-minute walkthrough. We will show your process live on Tuhund with your terms and your principals.
