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2/1/2011DUPONT CONFIDENTIAL

1

Sales and Distribution (SD)Sales and Distribution (SD)OverviewOverview

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2

R/3R/3

FIFIFinancialFinancial

AccountingAccounting

COCOControllingControlling

PSPSProjectProjectSystemSystem

WFWFWorkflowWorkflow

ISISIndustryIndustrySolutionsSolutions

MMMMMaterialsMaterials

Mgmt.Mgmt.

HRHRHumanHumanResourcesResources

SDSDSales &Sales &

DistributionDistribution

PPPPProductionProductionPlanningPlanning

QMQMQualityQuality

ManagementManagement

PMPMPlant MaintenancePlant Maintenance

SMSMServiceServiceManageManage--

mentment Integrated SolutionIntegrated Solution

Client / ServerClient / Server

Open SystemsOpen Systems

ECECEnterpriseEnterpriseControllingControlling

AMAMFixed AssetsFixed Assets

Mgmt.Mgmt.

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3

SD

Mechanisms to execute the business processes used inthe selling, shippingand billing of products and services

Tightly coupled data flow to the other SAPmodulesIntegration

Flexible and robust functionality that is tailoredthrough configuration

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4

SD Components

Sales

Support

Master

Data

Shipping

Sales

Foreign

Trade

Billing

SalesInfo

System

Transportation

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5

SDOverview Master Data

Detailed information about customers, materialsand business partners

Flexible data structures that support the businessenvironment

Specialized master data to support sales orderprocessing

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6

SDOverview Sales Support

Provides the functionality to support the staffinvolved in business development and customerservice processes

P

rimary functionsSales Prospects

Contact Persons

Competitors and Competitive Products

Sales Activities

Direct Marketing

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7

SDOverview Sales

Primary base forcustomer ordermanagement

Highly customizable

Sophisticated pricing

IntegratedATP

Integrated creditmanagement

Sampling of functions Inquiries & Quotes

Sales Orders

Returns

Contracts & Scheduling Agreements

Consignment

Rush Orders & Cash Sales

Back Orders & Subsequent Deliveries

Credit & Debit Memo Requests

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8

SDOverview Shipping

Main functions Picking, Packing & Inventory management

Generate Shipping Documents

Transportation Management Routes

Transportation Scheduling

Delivery Scheduling, Returns

Deliveries & Stock Transfer

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9

SDOverview Billing

Invoice Generation automatic ormanual

Comprehensive set of billing functions Linked documents e.g. invoice &

credit memo

Real-time integration with finance (FI) Fully integrated and comprehensive

pricing

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10

SDOverview SIS

Flexible tool that allows one to collect,consolidate, and utilize data from sales

and distribution processingA component of the LogisticInformation System (LIS)

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11

TransportationTransportation

Foreign TradeForeign Trade

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12

Sales & DistributionSales & Distribution-- Process FlowProcess Flow --

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13

Supply Chain Process

Customer Order Picking Goods Issue

BillingAccounts ReceivableFinal Payment

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14SAPProcess Steps

QuotationSales

OrderSales

Shipping DeliveryNote

Picking Post GoodsIssue

Billing Billing

FI

A/R

Post

Incoming

Payment

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15

Sales Inquiry & Quotation

Support pre-sales processes

Are time sensitive

Automatic availability check

Automatic pricing

No impact to FI Can be used as reference documents

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16

Sales Sales Order

Core of customerorder management

No impact to G/L

Can referenceexisting documents

Copies keyinformation frommaster data

Automated standardfunctions ...

availability check

MRP updating

pricing credit check

delivery scheduling

export control

shipping & route determination

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17

ShippingDelivery Note

Initiates the shipping process

Control document for shipping

processesmaintains status of eachprocessing step

Re-confirms: availability, credit,

foreign trade, delivery scheduling

Facilitates transportation planning

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Shipping Picking & Packing

Picking: Physical activity of movinggoods from the warehouse for furtherprocessing (packing, loading)

Packing:Determines packing materialsand packing details

Advanced processing includes, e.g.batch mgmt., serial number control

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Shipping Post Goods Issue

Completes the shipping process

Typically performed when customer

takes ownership Updates inventory

Updates G/L accounts Cost of goods sold

Inventory

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20

Billing

Generate customer invoice

Updates FI

Customer account G/L accounts: revenue, discount, etc.

Applies relevant pricing

Updates customer credit

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21

Sales & DistributionSales & Distribution-- Organizational StructuresOrganizational Structures --

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22

Sales Organization

BaseballDivision

BB

SoftballDivision

SB

DirectDistribution Channel

DI

BaseballDivision

BB

SoftballDivision

SB

WholesaleDistribution Channel

WH

BaseballDivision

BB

SoftballDivision

SB

RetailDistribution Channel

RE

Domestic SalesSales Organization

So00

BaseballDivision

BB

CricketDivision

SB


WH

EuropeSales Organization

EURO

BaseballDivision

BB


WH

Asia PacificSales Organization

APAC

Pastime CorporationCompany Code

CC00

Client860

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23

Sales Organization

Sells and distributes products,negotiates terms of sales and isresponsible for these business

transactions

Critical organization element to thedefinition of business markets

A business transaction is linked to oneSales Organization

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Distribution Channel

Identifies how products and servicesreach the customer

Can be assigned to one or more SalesOrganizations

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25

Division

Often times used to define product linedistribution

Organization level to which customerspecific information and requirementsare maintained e.g. pricing, partialdelivery

Assigned to one or more SalesOrganizations

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26

Sales Area

Organizational element comprised of: Sales Organization


Division

Will be used to link together theorganizational aspects of sales tocustomers

Used for statistical analysis

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Sales Area

Domestic Sales

Sales Organization

SO00

Direct


DI

Wholesale

DistributionChannel

WH

Retail

DistributionChannel

RE

Baseball

Division

BB

Softball

Division

SB

Baseball

Division

BB

Softball

Division

SB

Baseball

Division

BB

Softball

Division

SB

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28

Sales Area

Domestic Sales

Sales Organization

SO00

Direct


DI

Wholesale

DistributionChannel

WH

Retail

DistributionChannel

RE

Baseball

Division

BB

Softball

Division

SB

Baseball

Division

BB

Softball

Division

SB

Baseball

Division

BB

Softball

Division

SB

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29

Sales Office

Typically defines a territory or marketarea

Linked to one or more Sales Areas Optional organization structure

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30

Internal Sales Organization

DomesticDomesticSales AreaSales Area

WesternWesternSales OfficeSales Office

EasternEasternSales OfficeSales Office

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Sales Group

Sales Group Sub-division of a sales office, territory or market

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Sales Person

Sales Person Defined in HR Personnel Admin.

Specifically defines an individual rather than a position (sales rep.) in sales processing

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34

Shipping Point & Loading Point

Shipping Point Location that performs all delivery related activities

Assigned a factory calendar

A delivery can be processed from only one shipping point

Loading Point A subdivision of the shipping point used for more specialized handling

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35

Shipping Organization

D #1L P

D1

D #2L P

D2

F DP

P00

D #3L P

EX

ExP

QUIK

D #2L P

XP

ExP

EXPT

x FPLANTPT00

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36

Sales & DistributionSales & Distribution

-- Master DataMaster Data --

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37

SD Master Data - Core Elements

Master

Data

Pricing

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-General Data

Basic Unit of Measure

Division

Material Group

Sales Unit

Delivering Plant

Cash discount

-Tax data

Country

Tax category

Tax classification

-Quantity stipulations

Min. order quantity

Min. delivery quantity

Delivery unit

Material Master Sales: sales org. 1

Basic Data 1 - 2

Classification

Sales: sales org. 1 - 2

Sales: general/plant

Purchasing

Foreign Trade: Import Data

Sales: te t

Purchase order: te tMRP 1 - 4

Forecasting

Storage 1 - 2

Warehouse Management 1 - 2

uality Management

Accounting 1 - 2

Costing 1 - 2

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39

Material Master General Data

Base Unit of Measure The Base Unit of Measure is the unit of measure in

which stocks are managed within your company.

Division You may enter the Division which your product is infor sales (defaults if entered in the Basic data screen).

Material Group A (freely definable) key thats used to group severalmaterials or services for analysis/reporting as well as

search by match code.

Sales Unit This is the unit of measure in which the material issold, if different from the base unit of measure.

Delivering Plant Plant, from which the material is available for sale.This is a default value only.

Cash discount Indicator used for materials, which allow for a cash

discount.

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41

-Grouping terms

Matl statistics group

Material pricing grp

Volume rebate group

Acct assignment grp

Commission group

Item Category group

Material Master Sales: sales org.

Basic Data 1 - 2

Classification



Purchasing


Sales: te t


Forecasting

Storage 1 - 2


uality Management

Accounting 1 - 2

Costing 1 - 2

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Material Master Grouping terms

Matl statistics group Helps to determine which data the system updates in theLogistics Information System (LIS).

Material pricing grp A way to group materials with similar pricing conditions.

Volume rebate groupA material can be assigned to a volume rebate group (e.g.

Low Rebate, High Rebate) if the material qualifies for rebate.

Acct assignment grp A grouping of materials with the same accountingrequirements (used to determine revenue and sales deduction

accounts)

Commission group Several materials can be assigned to the same commission

group, if the commission sharing between representatives is

the same for these materials (e.g. Rep.A: 6%, Rep.B: 10%,

Rep C: 12%).

Item Category groupA grouping of materials, that helps the system determine the

Item Category. Item Category determines how a specific item

is processed by system. E.g. a text item is not relevant for

pricing.

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43

General data

Base unit

Gross weight

Net weight

Avail. Check

Shipping data (times in days)

Trans. Grp

LoadingGrp

Packaging material data

Matl grp ship. matlsGeneral plant parameters

Negative stock

Material Master Sales: general/plant

Basic Data 1 - 2

Classification



Purchasing


Sales te t


Forecasting

Storage 1 - 2


uality Management

Accounting 1 - 2

Costing 1 - 2

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44

Material Master General data & Shipping data (times in days)

General data

Base unit The Base Unit of Measure is the unit of measure in which

stocks are managed within your company.

Gross weight In Base Units of Measure.

Net weight In Base Units of Measure.

Avail. Check Tells the system when to do an availability check, as well as

which MRP elements (such as purchase orders,

reservations) to include in the check.

Shipping data (times in days)

Trans. Grp Transportation groups are groups of materials that have

the same transportation requirements. For example, allgoods that need refrigeration.

Loading Grp Loading groups define materials that have the same loading

requirements, such as forklift truck, or crane.

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45

Material Master Packaging material data & General plant parameters

Packaging material data

Matl grp ship. matls, or

Material group shipping materials Freely definable group name, which is used to

indicate groups of materials with similar

shipping materials, such as liquids or bulk, for

example.

General plant parameters

Negative stock Check mark indicator, which specifies whether

negative stock is allowed at that plant.

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46

- Sales texts Text

specific to

the material

and in an

appropriate

language.

Material Master Sales te ts

Basic Data 1 - 2

Classification



Purchasing


Sales te t


Forecasting

Storage 1 - 2


uality Management

Accounting 1 - 2

Costing 1 - 2

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47

Account Groups

Account group determines whichfields are to be used in defining

customer master data

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Field Status

Field status controls the use of each

field within the customer master

determining whether a field isrequired, optional, suppressed or

display only

Field status controls are also relevantto a specific activity create,

change, or display

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49


-- Customer MasterCustomer Master --

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Customer Master

a es str ut o

ata

Com a Co e

ata

e era

ata

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Customer Master

Centralized data for both SD & FI

Segmented into three sections General data - address & communication

Company code data (FI) - banking and payment information related to FI Sales data (SD) - pricing, delivery, output

The sales data is specific to onesales area and is therefore

dependent on the sales organization

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General Data Address

Customer Name

Search Term

Street address, City,

Postal code, Country

Language

General Data Communication

Telephone, Fax, Data numbers

Customer Master Address &Communication

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Customer Master Control Data

General data Control data

Account control : Vendor, Authorization

Trading partner, Group key

Tax information : Tax codes, Fiscal address

Country code, City code

VAT N, Tax jurisdiction code

Equalization tax, Sole proprietor

Tax on sls/pur.

Reference data

/ area : International Locator No.

Industry: Transport Zone

Express station

Train station

Location code

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General Data Marketing

Classification : Nielsen ID

Customer classification

Industry

Industry codes

Operating figures : Annual sales

Number of employees

Fiscal year variant

Sales prospecting : Legal status

Customer Master Marketing

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General Data

Payment Transactions

Bank details CountryBank Key

Account holder

Bank Account

Control Key

Collection

Customer Master PaymentTransactions

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General Data

Unloading points

Unloading point

Customer factory calendar

Default Unloading Point

Goods receiving hours

Customer Master Unloading Point

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58

General Data

Foreign trade

Country key for export control of customer

Table of Denial Orders list (TDO)

Special Designated Nationals list (SDN)

Diversion High Risk Profile list (DHRP)

Usage and Classification

Customer Master Foreign Trade

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Accounting info Reconciliation Account

Sort key

Head office

Interest calculation Interest indicatorInterest calculation frequency

Last key date

Reference data Buying group

Customer Master AccountingInformation

Company Code Data

Accounting Information

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61stomer Master PaymentTransactions

Company Code Data

Payment Transactions

Payment data: Payment terms

Tolerance group

AutomaticPayment

Transactions: Payment methods

Alternative payer

Lockbox

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Customer Master Insurance

Company Code Data

Insurance

Export credit

insurance : Policy number

Institution numberAmount insured

Valid until

Lead months

Deductible

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Sales Data Sales area

Sales order : Sales district

Sales office

Sales group

Order probability

Item proposalAccount at customer

Pricing /

Statistics: Price group

Customer pricing procedure

Price list typeCustomer statistical group

Customer Master Sales

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S& D Data Shipping

Shipping : Delivery priority

Shipping conditions

Delivering plant

Order combinationBatch split allowed

Partial Delivery: Complete delivery

Partial delivery of item

Maximum part deliveries

Customer Master Shipping

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S&D Data Billing

Billing section : Manual invoice maint.

Rebate

Pricing

Billing scheduleInvoice list schedule

Delivery and

payment terms : Incoterms

Payment terms

Accounting : Account assignment group

Taxes: Tax requirements for the customer

Customer Master Billing

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S&D Data

Partner functions

The different partners are assigned

SP Sold-to-party BP Bill-to-party PY Payer SH Ship-to-party additional Partner function(s)

Customer Master Partner Functions

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Assigning Additional Partners

Siesta Baseball League - Vera Cruz, NM

Sold-to : 10018

Bill-to : 10018

Payer : 10018

Ship-to : 10018

Siesta Baseball League - Vera Cruz, NM

Sold-to : 10018

Bill-to : 10018

Payer : 10018

Ship-to : 10018

Ship-to : 10249 - Bakersfield, CA

Sold-to

Payer Ship-toBill-to

Sold-to

Payer Ship-toBill-to Ship-to

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-- Business PartnersBusiness Partners --

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Business Partners

Defines all of the parties involved ina business transaction anddifferentiates between their roles

customer, carrier, employees,

customer contact, etc.

Through customizing the systemautomatically assigns partners to the

customer master and to transactions

Sold-to Ship-to Bill-to Payer

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Business Partners

The system creates these four businesspartners by default. All four are required.

All four may be the same or may bedifferent.

Since these are automatically assignedpartners you may need to add additional

partners to carry out your business

transactions.Sold-to Ship-to Bill-to Payer

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Business partners Sold-to

Customer thatorders the goods

Can perform all

primary partnerfunctions sold-

to, ship-to, payer,

bill-to

Primary type ofbusiness partner

Cannot be linked

to other sold-to

Sold-to

Ship-to

Bill-to

Payer

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Business partners Ship-to

Party that receivesthe goods

Can be created as

an independentpartner and linked

to one or more

sold-to partners

Sold-to

Ship-to

Bill-to

Payer

74

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Business partners Bill-to

Party that receivesthe invoice

Can be created as

an independentpartner and linked

to one or more

sold-to partners

Sold-to

Ship-to

Bill-to

Payer

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Business Partners Example

Sold-to

Bill-to

Payer

Ship-to

Ship-to

Ship-to

Ship-to

Ship-to

Ship-to

Sold-to

77

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-- PricingPricing --

78

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Pricing

World-class functionality

Highly customizable & extendible

One of the most complex features ofSAP

Used to determine the net price for a

material or an order

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Pricing Process

Standard pricing calculates the gross

price, then applies discounts,

surcharges and applicable taxes to

arrive at the final price

final price = gross price - discounts + surcharges+ taxes

Cost-plus pricing determines thebase cost and applies the

appropriate discounts, surcharges

and taxes

final price = cost - discounts + surcharges + taxes

80

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Pricing Components

Pricing is based on a matrix ofpredefined and custom elements

Delivered element groups (a.k.a.conditions)

Prices

Discounts & Surcharges

Freight

Ta es

81

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Pricing Procedure

In short, the mechanism used toarrive at the final price

Considers all of the applicablepricing conditions, e.g. material

price, customer discount

Is assigned by: sales area, sold-toparty and sales document type (e.g.

sales order)

82

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82

Pricing Procedure

The pricing procedure uses what SAPcalls the condition technique.

The pricing condition technique startswith the:

Pricing Procedure which looks at

Conditions which use

Access Sequences which accesses

Condition tables which point to

A price, discount or other condition ($)

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84Price Agreements

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84Price Agreements

Simple priceagreements

product

customer

customer & material customer group & material

Detailed priceagreements

pricing scales

rebates

customer e pected price

85

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Specialized Master Data

Customer Material Info. Record Item Proposal

Listing & Exclusion

Product Substitution

86

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Customer/Material Info. Record

Defines a customer alias for amaterial & description, for example:

Material # : Glove Customer # : PastimeGlove

Can further define attributes of thematerial, shipping and partialdelivery information specific to the

product and customer Referenced in the sales order using

the Ordering Party overview

87

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Item Proposal

Used to define frequently orderedcombinations or special assortments of

products and quantities

Either products or products with quantitiescan be selected during order entry

An item proposal can be defined for a

customer via the customer master record

88

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Material Listing & Exclusion

Used to control what products areavailable for a customer or group

Material Listing

defines productsthat can be sold to a customer

Material Exclusion defines

products that cannot be sold to acustomer

89Product Substitution

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Material Determination

Enables automatic or manualsubstitution of materials during sales

order processing

Examples: substitute a standard product with a promotional material

substitute based on a customer preference

substitute based on selection list (manual)

90

C t i i F T ti Shi i F ti

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Customizing For Transactions Shipping Functions

Shipping Point Determination The shipping point is determined for each line item based on the shipping point

determination

shipping point = shipping condition +loading group +delivering plant

91

C t i i F T ti Shi i F ti

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Customizing For Transactions Shipping Functions

Route Definition Route to be traveled and the transit time

Generic routes can be used to simply define transit time

Route DeterminationProposed route = shipping point +

destination country +transportation zone +shipping condition

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-- TransactionsTransactions --

93

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Business Document Types

Inquiry

Credit Memo

Returns

Quotation

Sales Order

Cash Sale

Rush Order

Consignment

Contract

Scheduling

Agreement

Debit Memo

Returnable

Packaging

94Order Processing Functionality

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g y

Delivery scheduling

Availability check

Transfer of requirements to MRP Pricing

Credit check

Shipping point & route determination

Foreign trade & license processing

Document flow

95

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Delivery Scheduling

Automatic scheduling of essentialshipping activities ...Calculated using defined activity

times ... Resulting in scheduled activity

dates

Determined using backward andforward scheduling rules

96

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Delivery Scheduling

Structure of sales documents

Header

Line item # 1

Line Item # 2

Schedule line # 1

Schedule line # 1

Schedule line # 2

97

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Delivery Scheduling Terminology

Transportation lead time timerequired to schedule transportation

Pick/Pack time time required forpicking and packing

Load time time required to load

Transit time time required totransport goods from shipping pointto ship-to

98

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Backward Scheduling

RequestedDelv. DateGoodsIssueLoadingMaterial

Availability

OrderDate

Transp.

Sched.

TransitTime

(2 days)

LoadingTime(1 day)

Pick & Pack

Time

(2 days)

Transp.Sched.

Time(1 day)

26th 27th 28th 29th 31st25th

25

99

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Forward Scheduling

RequestedDelv. DateGoodsIssueLoading

Material

Availability

Order

Date

Transp.

Sched.

Transit

Time

(2 days)

Loading

Time

(1 day)

Transp.Sched.

Time(1 day) NewDelv. Dat

27th 27th 28th 29th 31st26th

27

1

Pick & Pack

Time

(2 days)

100

A il bilit Ch k

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Availability Check

Determines the material availability date

Considers inward and outward movementof inventory customizable

Influences partial deliveries by proposing a quantity that can be delivered on the requested date (complete delivery)

determines the earliest date for full delivery

determines the number and dates for partial deliveries to fulfill the order

101

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Availability Check

In determining the materialavailability date the system caninclude specific stocks if selected,

such as: Safety stock

Stock in transfer

uality inspection stock

Blocked stock

Restricted use stock

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Transfer of Requirements to MRP

Ordered quantities are passed toMRP (MM)

Controlled by the schedule linecategory

Blocking of documents can affect

requirements passing

deliveryblock

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Credit Check

Efficient means to implement creditmanagement

Integrated with FI via credit control

area

Automatically alerts when a creditcheck fails

Comprehensive credit managementreporting

104

Shi i P i t & R t D t i ti

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Shipping Point & Route Determination

A shipping point is determined for eachline item shipping point determination

A delivery can only be processed from

one shipping point Routes - route to be traveled & transit time

are determined using customized rules

Routes can be used to simply definetransit time

105

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Foreign Trade & License Processing

Predefined trade areas NAFTA, EU

Automated reporting for trade areas

Automated controls license management

embargo lists

control by customer, country, product, point in time

106

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Shipping

107

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Shipping Overview

Comprehensive functionality tosupport picking, packing and loading

functions

Work list and deadline monitoring

Functions with backorder processing

Tightly coupled to the MM and FImodules

Facility for transportation

mana ement

108

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Shipping Overview

Order

Order

Order

Delivery

Order

Combination

Order

Delivery

Partial

Delivery

Delivery

Order

Complete

Delivery

Delivery

Delivery

109

Shipping Overview

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Shipping Overview

Delivery creation activities checks order and materials to determine if a delivery is possible delivery block,

incompleteness

confirms availability

confirms e port/foreign trade requirements determines total weight & volume

110

Shipping Overview

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Shipping Overview

Delivery creation activities generates packing proposal

considers partial deliveries

updates route assignment

assigns picking location

determines batches

updates sales order status, delivery qty

111

Deliveries & Delivery Notes

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Deliveries & Delivery Notes

The Delivery Note Initiates the delivery process

Control mechanism for the process

Changes to delivery are allowable - products, quantities

DeliveryNote

Picking

PackingLoading

Post Goods

Issue

Status

112

Delivery Due List

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y

Produces a work-list of deliveries

Encompasses deliveries and transfers

Can be scheduled to run in batch

Automatically combines deliveries

113

Picking

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Picking

Quantities based on delivery

Assigned date when picking shouldbegin

Automated storage locationassignment

Supports serial number tracking andbatch management

Integrated with WarehouseManagement (WM)

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Packing

Identifies which packaging is to beused for specified products

Identifies and updates accountsassociated with returnable packaging

Tracks the packed product bycontainer

Insures weight/volume restrictionsare enforced

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Goods Issue

Event that indicates the change inownership of the products

Reduces inventory Automatically updates the G/L

accounts

Ends the shipping process andprevents changes to the shippingdocuments

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General

ledger

Inventory

750

Cost of goods sold

750

Goods Issue

117

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Billing Overview

Automated invoicing based on salesorders and/or deliveries

Functionality for processingcredit/debit memos and rebates

Integration with FI & CO-PA

Updates customers credit data

Can create pro forma invoices

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Automatic Account Assignment

Defines the G/L accounts that billingentries are posted to revenue,

deduction, freight charges

Cust

Acct.

Grp.

01

Application

V

Sales

Org.

SOxxKOFI

Chart of

Accounts

CHRT

From

Table

From

Sales

Doc.

Account

Key

ERL

From

Pricing

Proc

Condition

Type

610000

From

Table

G/L

Account

From

Customer

Master

From

Sales

Doc.

From

Sales

Doc.

119

Billing Methods

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Billing Methods

Separate invoice

per delivery

DeliveryOrder

Delivery

Invoice

Invoice

DeliveryOrder

Delivery Invoice

DeliveryOrder

Collective

Invoice

Order DeliveryInvoice

Invoice

Invoice

Split

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Billing Documents

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Billing Documents

Explicitly specify documents

Billing due list builds a worklist ofinvoices that should be generated

Automatic posting to FI

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Billing Documents

General

ledger

Revenue2000

A/R recon.2000

Customer2000

122

Billing Plans

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Billing Plans

Periodic total amount for a plannedbilling period

Milestone distributing the total amount

over multiple billing dates - typically usedwith the project system (PS)

Installment evenly proportionedamounts and defined payment dates

Resource related consumed resourcessuch as service or consulting

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Billing Description % Value Billing Milestone Billing

date block status

11/20/96 Contract 10 30,000 - x x01/20/97 Assembly 40 120,000 - x x

04/20/97 Operational 40 120,000 x x

05/20/97 Acceptance 10 30,000 x x

06/20/97 Final invoice -- - - x

Sold-to : AZ Industries Delivery Date : 06/20/97

Material : 546-dk1 Generator Price : $300,000

Sales

Order

BillingPlan

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Outline Agreements

Contracts

Schedule Agreements

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Contracts

Defined quantities and validity periodfor a customer

The contract is fulfilled by ordersplaced against the contract - release

orders

Contracts are automatically updatedthrough release order processing

Pricing can be assigned to a contract

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Contracts

Contract

Target Qty: 900

OrderQty: 700

ContractTarget Qty: 900

OrderQty: 750

...

Release Order

OrderQty: 200

Release Order

OrderQty: 150

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Scheduling Agreements

Defines specific product quantities anddelivery dates for a customer

Schedule lines and processed through

standard delivery processing

Availability check is performed duringcreation and quantities are passed to MRP

System automatically updates deliveredquantities

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Delivery

5/10 100Delivery

6/10 100

Delivery

7/10 200

Delivery

8/10 300

Scheduling Agreements

Scheduling

Agreement

Date Qty

05/15 100

06/15 100

07/15 20008/15 300

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130

B k d

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Backorders

Backorder processing determines which orders have unconfirmed quantities by customer or material

sort the orders according to priority

assign available stock to outstanding orders or reassign confirmed quantities to high-profileorders

131

B k d

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Backorders

Rescheduling updates the orders with the results of the availability check

can be used to manage the distribution of available inventory when demand is greater thansupply

Best if run in batch mode,rescheduling can be very time

consuming

132

Customer Returns

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Customer Returns

Return

Order

Goods Receipt

Quality Inspection

Credit Memo

133

C t R t

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Customer Returns

Order Delivery Invoice

ReturnsDelivery

Return

Credit

Memo

1

2

3

Return toInventory

134

Customer Returns

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Returns document Billing block can be proposed

Use the Order reason field to identify the reason for the return

Full access to pricing and ability to re-price

Return delivery Issues a goods receipt to place material into inventory

135

C t R t

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Customer Returns

Credit memo Billing block must be cleared from Return

Posts to FI

Can be processed in batch (background)

Can be processed collectively (grouped)

136

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Output & Text

137

C i ti O t t

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Communication Output

SAP

Document

FAX

Printed

Documents

Email

EDI

BarCoded

Documents

Workflow

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Output traditional forms orelectronic communications produced

for internal or external partners

Assigned to business partners &sales documents

Definable media EDI, fax, print

Highly customizable Sapscript

139

Communication Text

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Communication Text

Texts are used for internal andexternal communication

Created for business partners,materials, header or item level of

sales documents order, delivery,

billing, picking lists

140

SIS Overview

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Flexible information system designed tosupport business planning, forecasting

and reporting

Pre-defined catalog of performancemeasures and reports

On-demand access to reports andexceptions

Data maintained in a separate database

141

Logistics Information System

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Logistics Information System

Inventory Management

Purchasing

Sales and Distribution Production

Plant Maintenance

Quality Management

142

Inventory Information System Standard Analysis

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Material

Plant

Storage Location MRP Controller

Material Groupings

143

Purchasing Information System Standard Analysis

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Material

Vendor

Material Group Purchasing Group

Purchasing Documents

144

Sales Information System Standard Analysis

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5 Pre-defined drill-down reports Customer

Material

Sales Organization

Shipping Point SD Documents

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Reporting Tools

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Value display - absolute orpercentage

Top N - top 10, top 100, etc.

Sorted - ascending or descending

ABC

Classification