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The following is intended to outline our general
product direction. It is intended for information
purposes only, and may not be incorporated into
any contract. It is not a commitment to deliver any
material, code, or functionality, and should not be
relied upon in making purchasing decision. The
development, release, and timing of any features
or functionality described for Oracle’s products
remains at the sole discretion of Oracle.
Safe Harbor Statement
Oracle Trade ManagementDefinition
• Oracle Trade Management is …
• An end-to-end cross-functional process that optimizes the profitability of trade relations, drives account and category performance and transforms the role of the sales force
Oracle Trade ManagementCapabilities
• Oracle Trade Management allows you to …• Integrate marketing and brand management, sales account management and field sales management into a single end-to-end trade management process
• Transform the role of the sales force, from order taking to business management
• Use predictive promotion planning and optimization to create the"best possible" trade promotions
• Proactively manage the execution of trade promotions, using real-time alerts based on key performance metrics
• Measure promotion performance in near real-time
• Support the end-to-end retail execution process
• Leverage a repository of downstream retail data to optimize account and category performance
• Provide accurate and current sales volume plans into the Sales &Operations Planning process
Oracle Trade ManagementSolution Components
SalesCustomers Products PromotionsMarketing Finance Demand
Brand and Marketing Resource
Management
- Brand management
- Integration to marketing campaigns
- Market/ account segmentation
- Consumer/ shopper insights
Advanced Trade
Planning
- One consensus plan across all functions
- Promotion simulation and optimization
- Lift decomposition
- Account profitability development
- Post-event analysis
Trade Promotion
Management
- Account management
- Execution of trade promotions
- Claims and deductions management
- Integration to program and business rules and compliance
Retail Coverage
Planning & Execution
- Annual coverage and cycle planning
- Objectives planning process
- Route management
- Visit scheduling process
- Store execution process
Demand Signal
Management
- Capture of near-real time sales and inventory data
- Capture of third party data
- Category management insights
- Retailer and supplier performance scorecard
Financial Management
- Integration to claims and deductions processing
- Interface with financial planning and analysis
- Linkage to order entry and invoicing
Supply Chain Management
- Demand management
- Advanced forecasting and demand modeling
- Sales and operations planning
- Demand and supply balancing
- Visibility to supply constraints
Analytics and Business
Intelligence
End-to-End Comprehensive Trade Management Solution
- Integrated source of data across all functional areas
- Interactive user-positioned dashboards
- Detailed reports with top to bottom drill down capability
- Intelligent insights and decision support
Comprehensive Trade ManagementProcess Elements and Flow
Annual Planning Annual Planning
Execution Execution
Planning -Store
Planning -HQ
Financial Planning
Planning Round One Planning Round Two
RE Coverage Planning
Fund, Demand & Ops Plan
Validate & Update
Plan
Executive Approval
RE Cycle Planning
Retail Execution Promotion Execution
Top Down Sales Planning
New Product Introduction
Audit & Settlement Analysis
Account Planning
Bottom Up Planning
On-site Call & Merchandising
Settlement –
Claims
Settlement –
Deductions
Executive
Plan Mgmt
Execute Trade Plan
Manage Trade Plan
Brand & Category
Mgmt
Final Updates
Comprehensive Trade ManagementFeatures and Benefits
• A financial planning foundation that identifies the immediate
impact, reconciliation and response to trade channel activities.
• Real time, precise and trustworthy data that fuels brand and
category plans and enables appropriate reaction to change.
• High-level account plans that identify future promotions.
• Predictive promotion simulation that estimates profitability for
both trading partners.
• Coordination of advertising campaigns with account
promotions, leveraging marketing materials.
• Visibility to constraints such as product requirements, shipping
windows and potential reserve needs.
• Collaborative power to become a key partner with the trade
channel’s most successful retailers and distributors.
Oracle Trade ManagementSolution Components
•New from Oracle!
• EBS TM-Siebel TPM PIP
• Advanced Trade Planning
• Demand Signal Repository (DSR)
SalesCustomers Products PromotionsMarketing Finance Demand
Brand and Marketing Resource
Management
Advanced Trade
Planning
Trade Promotion
Management
Retail Coverage
Planning & Execution
Demand Signal
Management
Financial Management
Supply Chain Management
Analytics and Business
Intelligence
End-to-End Comprehensive Trade Management Solution
Siebel Trade Promotions & Deductions PIP
Promotional Planning & Spending
• Maintain single source of customer and product info
• Avoid unwarranted discounting & ensure accurate invoicing
Claim and Deductions Management
• Efficiently process promotional payments
• Minimize the cost and time required to clear claims & deductions
Reduce Implementation Costs
• Lower total cost of ownership
• Built on open standards
Sales Orders
& ClaimsAccrual
Engine
General
Ledger
� Apply Proper Accounting for Any Country
� Minimize Financial Risks with Upfront Accruals
• Post accruals and claims to GL with option to post
off-invoice promotions
• Account for promotion as a reduction in revenue
or as an expense
• Post accruals and claims to GL with option to post
off-invoice promotions
• Account for promotion as a reduction in revenue
or as an expense
TPM & Deductions PIP General Ledger PostingsAccurately Account for Sales / Expense and Liability
Business Flow
Create Promotions
Review PromotionsPerformance
Issue OI Payments
Benefits• Achieve higher Promotional Returns-On-Investments• Increase retail profit margins• Maximize sales revenues
• Achieve higher Promotional Returns-On-Investments• Increase retail profit margins• Maximize sales revenues
Generate Liability Accruals
TPM & Deductions PIPTrade Promotion ManagementEnd-to-End Process
Siebel Oracle Siebel
Create Pricing
Qualifiers
Oracle Oracle
Business Flow
CreateClaim/DED
AssignOwner Research
Approve& Settle
Benefits• Minimize the cost and time required to clear claims & deductions• Identify and collect invalid claims• Proactively prevent deductions• Efficiently process promotional payments
• Minimize the cost and time required to clear claims & deductions• Identify and collect invalid claims• Proactively prevent deductions• Efficiently process promotional payments
AdjustFinancials
TPM & Deductions PIPClaim and Deduction ManagementEnd-to-End Process
• Siebel• Oracle • Siebel • Siebel • Oracle
Objects Exchanged between Systems
Siebel CG 8.x
with
Trade Promotion
Management
Oracle EBS 11.x
with
Trade
Management
Products
Customers
Promotions
Accruals
Deductions
Payments
Claims
Advanced Trade PlanningSiebel TPM – Demantra PTP/PO PIP
• Baseline Forecast and Promotional Lift Coefficients
• Automatically generated
• Driven from POS, syndicated, or shipment data
• At the Account / Item / Time Period level
• Continually updated
• Lift Decomposition
• Cannibalization
• Pre & Post Effects / Pantry Loading
• Brand Switching
• Account Switching
• Advanced Account Planning with Scenario Planning
• “What If” Analysis
• Total Volume Forecast (Baseline & Incremental)
• Manufacturer / Retailer Profitability
• Promotion Optimization
• System recommended promotional strategy based on specified goalsand constraints
• Supports Sales & Operations Planning
• Brand forecasts for marketing
• Account/volume plans for sales
• SKU/Ship-To detail for operations
Differentiators
Trade Promotion Process Flow
Trade
Promotion
Planning &
Optimization
Volume &
Fund
Planning
Promotion
Execution
Post
Promotion
Evaluation
PLAN EXECUTE EVALUATE
Trade Promotion Process Flow
Trade Promotion
Planning &
Optimization
Volume & Fund
Planning
Promotion
Execution
Post Promotion
Evaluation
PLAN EXECUTE EVALUATE
• Currently supported in SiebelNoNoYes• Develop trade budgets
• Define funding rules
Fund Planning
• Supported in Siebel with SVP
module
• Functionality available in
Demantra but integration to
Siebel not included in
productized integration (would
need to be custom configured).
NoConfigurableYes• Top-down / bottom-up planning of
base and incremental volume
• Establish sales targets and
quotas
Volume Planning
CommentsIn
Scope
DemantraSiebelFunctionsBusiness
Process
Trade Promotion Process Flow
Trade Promotion
Planning &
Optimization
Volume & Fund
Planning
Promotion
Execution
Post Promotion
Evaluation
PLAN EXECUTE EVALUATE
• Currently supported in SiebelNoNoYes• Route promotion plans for
approval
Promotion
Approvals
• Currently supported in Demantra YesYesNo• Decompose projected volume to
identify cannibalization, pantry
loading, brand switching, and
halo effect
Lift
Decomposition
• Currently supported in Demantra YesYesNo• Determine optimal promotional
activity based on defined
objectives and constraints
Promotion
Optimization
• Based on customer preference
• Simulation in Siebel uses
baseline volume forecast and lift
coefficients generated by
Demantra
Yes Yes Yes • Apply Lift Coefficients to predict
Incremental Volume
Promotion
Simulation
• Based on customer preference Yes Yes Yes• Define all planned promotional
activity by Customer / Account
and Product Group
Account
Promotion
Planning
CommentsIn
Scope
DemantraSiebelFunctionsBusiness
Process
Trade Promotion Process Flow
Trade Promotion
Planning &
Optimization
Volume & Fund
Planning
Promotion
Execution
Post Promotion
Evaluation
PLAN EXECUTE EVALUATE
• Currently supported in SiebelNoNoYes• Pay for promotional activity
through off-invoice deals,
deduction processing, or payment
requests
Settlements
• Based on customer preferenceYesYesYes• Track activity and make
adjustments as needed
Maintain
Promotion Plans
• Currently supported in SiebelNoNoYes• Define promotional details
including funding
Establish Deals
CommentsIn
Scope
DemantraSiebelFunctionsBusiness
Process
Trade Promotion Process Flow
Trade Promotion
Planning &
Optimization
Volume & Fund
Planning
Promotion
Execution
Post Promotion
Evaluation
PLAN EXECUTE EVALUATE
• Currently supported in DemantraYesYesNo• Decompose actual volume to
identify cannibalization, pantry
loading, brand switching, and
halo effect
Lift
Decomposition
• Based on customer preferenceYesYesYes• Compare planned promotional
activity to actual promotional
activity
Plan vs. Actual
Comparison
CommentsIn
Scope
DemantraSiebelFunctionsBusiness
Process
Integration Points
Demantra PTP/PO
Demantra PTP/PO
Siebel TPM
Siebel TPM
Promotional Tactics Master List (one-time setup)
Sales Activity
Promotions (initial historical load & on-going updates)
Promotions (current & planned - synchronized)
Baseline Volume Forecast (future planning periods)
Product Planning Hierarchy
Time Period Definitions (one-time setup)
Customer Account Planning Hierarchy
Pricing and Cost (future planning periods)
Plan Master List
Promotional Lift Coefficients
Oracle Demand Signal Repository Overview
• More timely data to better sense, shape and respond to demand• Consistent data more easily leveraged across teams and applications• Reduced manual effort and cost
• POS sales
• Price
• Store inventory
• Promotional plans
• Store replan. rules
• Store forecasts
Retail Store Data DEMAND SIGNAL REPOSITORY
• Data sources centrally cleansed, harmonized and aggregated
• Pre-built dashboards and reports
• Powerful BI capabilities
• “Sense & Respond” event management
CA
PT
UR
E
MA
NA
GE
AN
AL
YZ
E
RE
SP
ON
D
INT
EG
RA
TE
DEMANTRA DEMAND MANAGEMENT
DEMANTRA SALES & OPERATIONS PLN
ORACLE SUPPLY & DISTRIBUTION PLN
ORACLE PRODUCT LIFECYCLE MGT
Pre-Built Integration
Retail DC/
Distributor Data
• DC shipments
• DC inventory
• DC replan. rules
Other
External Data
• Retail loyalty
• IRI/AC Nielsen
• 3rd party demographic
• Causal (weather,etc.)
• RFID/EPC
• IMS, NDC, EDI (867,
852), Scripts, Pedigree
• Unstructured text
DEMANTRA PTP & TPO
SALES & OPERATIONS PLANNING
SUPPLY & DISTRIBUTION PLANNING
PRODUCT LIFECYCLE MANAGEMENT
TRADE PROMOTION PLANNING & OPT
SOA-Based Integration
Non-Oracle Applications
Oracle Trade ManagementIntegration Opportunities
Brand & Marketing Resource
Mgmt
Integration to Supply
Chain Mgmt
Demand Signal Mgmt
Trade Promotion
Management
Advanced Trade Planning
Financial Mgmt
Retail
Coverage
Planning &
Execution
Manufacturing
Master Pricing Syndicated
Data Suppliers
Retail POS Links
ERP
Warehouse Management
Transportation
Logistics
Demand & Forecast Plan
A/P & A/R
OBIEE
Retailer Deal Forms
3rd Party Analysis Tools