Oracle Trade Management

Agenda

Oracle Trade Management Overview Customer Success Roadmap

Oracle Trade ManagementOracle Trade Management

OverviewOverview

The Business of Trade Management

Establishing Quotas

Allocating Budgets

Promotion Planning

Account Planning

Plan ExecutionComplianceMonitoring

Resolving Customer

Issues

Understanding The Impact

Manage Indirect Sales Channel

Oracle Trade ManagementFunctionality

Integrated Integrated PromotionPromotionExecutionExecution

Indirect Indirect SalesSales

ProcessingProcessing

Claims &Claims &DeductionsDeductionsSettlementSettlement

Key Key AccountAccount

ManagementManagement

Collaboration - Integration - Visibility

• Advanced Pricing

• Inventory

• Advanced Pricing

• Inventory

• Supply Chain

• Marketing

• Supply Chain

• Marketing

• Financials

• TCA

• Financials

• TCA

Enterprise Integration

Key Account ManagementProcess

Monitor• Monitor actual sales vs quota / target

• Monitor actual ROI

• Capture retail & competitive pricing

• Monitor retail performance

Budget• Allocate sales volume by account/product

• Fund budgets for targeted use

Execute• Communicate plans to accounts

• Create & approve offer

• Apply to order management

Plan• Set & allocate sales budget

• Create account plan

• Forecast volume and ROI

BudgetBudget MonitorMonitorPlanPlan ExecuteExecute

Measure & Improve Sales Performance

Budget Management

Need Flexible process to create

and manage budgets and track liabilities

Solution Fixed/Fully Accrued Budgets Fund Allocation and

Budgeting based on Eligibility Adjustments –

Automatic/Manual

Results Target trade funds to

specific products, regions, channels, geographies, & customers through Budget Eligibility

Minimize financial risks through continuous tracking of fund balances

Account Manager Dashboard

Need Sales force automation tool

that provides account planning, monitoring, & analysis

Solution Account planner Promotion evaluations Promotion forecasting Sales & order tracking Retail monitoring

Results 360o view of customer Proactively manage

expectations Increased sales efficiency

and effectiveness

Account plan

Key Account ManagementFeatures

Account Manager Dashboard Current Order Status Quota and Budget Allocation Sales Performance Analysis Evaluation of Offers Retail Monitoring Budget by Product, Brand,

Customer, Territory Fixed Budgets Fully Accrued Budgets with

Accrue to Customer or Sales Threshold to Monitor Usage

Checkbook Views Drilldown to Orders from

Checkbook View of Current and Potential

Liabilities Promotional Accrual/Rebate

Tracking General Ledger (GL) Integration

for Accrual/Rebate Option to Post Off-Invoice

Discounts to GL Account Generator Workflow

Integrated Promotion ExecutionProcess

Track• Track orders

• Monitor liabilities

• Manage expenditures

Create • Accruals & Off Invoice

• Volume offers

• Scan data

Execute• Validate eligibility

• Price sales orders

• Calculate accruals & discounts

Approve• Approval routing

• Budget controls

Financials• Full accounting

• GL integration

CreateCreate TrackTrack FinancialsFinancialsApproveApprove ExecuteExecute

Align, Automate, Analyze All Business Areas.

Trade Promotions

Need Ability for account managers to

create effective and flexible promotions and track performance and ROI

Solution Comprehensive Offer and

Discounts Types Promotion Forecasting and

Versioning Record and Track Customer

Performance Commitments Checkbook Views of

Promotional Spend

Results Improve account and

promotion profitability Minimize deductions and

invoice errors Track liabilities in real-time

Promotion ExecutionOFFER TYPES

Off-invoice

Accrual

Terms Upgrade

Promotional Goods

Lump Sum

Scan Data

Volume

Order Value

Trade Deal

Net Accrual

Order

Management

Budgets

Accounting

General Ledger

Integrated Promotion Execution Features

Offer Evaluator Offer Worksheet ROI Calculator Forecasting Oracle Integration

– Oracle Advanced Pricing– Oracle Order Management– Oracle General Ledger– Oracle Receivables– Oracle Payables– Oracle Inventory– Oracle Partner

Relationship Management– Oracle Marketing

Historical Evaluation of Offers

Budget Validation Volume Based Performance

Validation Comprehensive Support for

Promotion Types– Off-Invoice Discount– Volume Accrual/Rebate– Lump Sum Payments– Buy-One-Get-One-Free– Net Sales Accrual– Terms Upgrade– Order Value Discount

Indirect Sales ManagementProcess

Pay• Associate or create accruals

• Pay by check or credit

Import • XML Gateway

• WebADI for flat files

Validate & Compute• Chargeback

• Special Pricing

• 3rd Party Accrual

• Price Difference

• Advanced WAC & Inventory Validations

Cleanse Data• Check data completeness

• Map & convert distributor data to internal data structure

• DQM integration

Monitor• Generate outbound XML

messages for disputes

• Allow re-submissions and corrections

• Monitor indirect inventory

ImportImport PayPay MonitorMonitorCleanse Cleanse DataData

Validate & Validate & ComputeCompute

Align POS Management with Other Enterprise Processes.

Indirect Sales Management

Need

• Import & validate high volumes of complex indirect sales data

Solution

• Import by XML or flatfile

• DQM integration

• Support of various processes• Charge-backs• Special pricing• Third party accrual• Price difference

Results

• Reduced time & resources

• More accurate payments

• Providing solid data foundation for further analysis

• Superior support of the distribution channel

Manufacturer DistributorINDIRECT

SALESRetailer

DIRECT

SALES

Indirect Inventory Tracking

Need• Track inventory of

customer / distributor to support business processes or analysis

Solution• Automated tracking of

inventory in and inventory out

• Tracking by customer, product and time

• Flexible adjustments

Results• Reduced time & resources

in tracking data

• Validate partner claims

• Providing solid data foundation for further analysis

Chargeback Processing

Need

• Import & validate high volume of complex chargeback transaction data in managing distributors / wholesalers

Solution

• Configurable price list to capture end customer agreements

• Buying group support

• WAC validation

• Inventory validation

Results• Reduced time & resources

• Validated calculations

• More accurate payments

Manufacturer

Distributor Retailer

2. Retailer buys at $60

3. Distributor Charges back $40 ($100-$60)

1. Manufacturer-Distributor

Agreement $100

Manufacturer-Retailer

Agreement- $60

1.

Third Party Accruals

Manufacturer

Distributor Customer

Distributor sells to Customer

Manufacturer-Customer

Promotion

1.

2.

Indirect Sales ManagementFeatures

POS Data Management Chargeback Submission Third Party (End Customer)

Accrual Customer/Partner Inventory

Tracking by Product and Time Price List Validations

– Customer and Product Eligibilities

– Effective Dates of Agreement

– Customer Invoices– Acquisition Cost– Customer Inventory Level

Special Pricing (Ship & Debit) Validation

Tolerance Threshold by Customer

Duplicate Submission Checking

Payment by Check or Credit Outbound Dispute Report Data Quality Management EDI and XML Data Support

Claim & Deduction SettlementProcess

Approve• Configurable approval rules

Create • AR integration for deduction /

overpayment

• Claim / debit claim in TM

• Convert customer reason

Research• Promotional accrual search

• Duplicates & Splits

• Task template / notes / attachments

• 360 deg view of customer

Assign• Assign owner and team member by

Territory – customer, geography, claim type / reason

• By API

Resolve• Settle by check, credit,

debit, charge-back, write-off

• Adjust receipts & invoices

• Post to GL for promotional claims

CreateCreate ApproveApprove ResolveResolveAssignAssign ResearchResearch

Monitor Days Outstanding, Analyze Root Causes.

Claims and Deduction Management

Need Minimize claims processing

costs and increase customer satisfaction

Solution Claim Types/Reasons Task Management Research Claim Aging Claim Splits Claims Settlement/Auto-

resolution AR integration

Results Best of breed auto-resolution Minimize the cost/ time required

to clear deductions Identify invalid claims Reduce days outstanding Efficiently process promotional

payments and deductions

Claim & Deduction SettlementFeatures

Support for All Claims – Claim, Deduction, Debit Claim, Overpayment

Full Deduction Management Payment of Promotional

Claim and Deduction by Check or Credit

Buying Group Accrual/Rebate View

Deduction Settlement by Credit, Write-Off, Chargeback

Automatic Write-Off Threshold by Customer

Lockbox Integration

Handling Subsequent Receipt for Invoices

Autopay Netting of Overpayments and

Deductions Customer Reason Code

Mapping Mass Claim Settlement Pay over Earnings by

Thresholds Promotional

Payment/Customer Balance Summary View

Related Customer Support

Oracle Trade Management

Oracle E-Business Suite

Budget Management

Sales Quota

Management

Claims & Deduction

Settlement

Indirect Sales

Management

Account Manager

Dashboard

Oracle Trade ManagementOracle Trade Management

Customer SuccessCustomer Success

TM Customers in All But 2 Continents!

Consumer Goods38%

Industrial Manufacturing

23%

High Tech25%

Life Sciences8%

Utilities3%

Automotive 3%

Oracle Trade Management Customers

Total Customers: 61

By Industry– 23 in Consumer Goods– 15 in High Tech– 14 in Industrial Mfg – 5 in Life Sciences– 2 in Automotive– 2 in Utilities

Oracle Trade Management CustomersHigh Tech Industry

Oracle Trade Management CustomersIndustrial Manufacturing Industry

Key Takeaways

True Sales Force Automation for iterative selling process

Solution is more than just TPM– Spans departments and user roles including

marketing, sales, partner management, claim & deduction management, indirect sales management

Winning competitive deals vs. ‘best of breed’ and suite players

Oracle Trade Management