Icp600 tpm

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ICP600 SAP Trade Promotion Management

THE BEST-RUN BUSINESSES RUN SAP

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ICP600SAP Trade Promotion Management

Software Components: • SAP for Industries • SAP for Consumer Products

2006/Q2 Material number: 50081910

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Copyright

Copyright 2006 SAP AG. All rights reserved.

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Required Knowledge:

This course requires mySAP CRM Solution Overview knowledge, CRM Base Customizing knowledge (course CR100) and experience with SEM Planning / CRM Analyticseither through practical experience or SEM Base Customizing (course SEM 210 – Business Planning & Simulation)

General experience of SAP systems (CRM, ERP)

Recommended Knowledge:

Experience of SAP systems (BW/SEM)

Knowledge of Consumer Products industry

To gain background knowledge about Marketing you may attend the course CRM Marketing (CR600)

Course Prerequisites

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This course is intended for the following audiences:

Project Team Members

Consultants/Solution Engineers

Duration: 5 days, Part I - III

Target Audience

User notes • These training materials are not a teach-yourself program. They complement the

explanations provided by your course instructor. Space is provided on each page for you to note down additional information.

• There may not be sufficient time during the course to complete all the exercises. The exercises provide additional examples that are covered during the course. You can also work through these examples in your own time to increase your understanding of the topics.

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Course Content Part I

Unit 6 Deal Master

Unit 7 Interface to Demand Planning

Unit 8 Sell-in, Execution and Validation

Unit 9 Post Evaluation

Unit 1 Course Overview

Unit 2 Business Process

Unit 3 Trade Promotion Management

Unit 4 Top Down Sales Planning

Unit 5 Promotion Planning Online and Offline

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Course Content Part II

Unit 14 Mobile Sales Basics

Unit 15 Reporting

Unit 16 TPM in Portal

Unit 17 Conclusion

Optional:Account Planning

Unit 10 TPM Relevant MasterData

Unit 11 Marketing Planner (Key Figure Planning)

Unit 12 Marketing Calendar (Query, Views)

Unit 13 Prerequisites for Sell-in, Execution and Validation (Survey Suite)

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Course Content Part III

Unit 18 TPM Overview

Unit 19 Data Flow

Unit 20 Concept Customizing Trade Promotions

Unit 21 Concept Customizing Sales Planning

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Unit 6 Deal Master









Part I – Course Overview

Preface


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Course Overview

Contents:

Course Goals

Course Objectives

Course Content

Course Overview Diagram

Main Business Scenario


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Course Goals

This course will prepare you to:

to work in a project team implementing Trade Promotion Management within a CPG company


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Course Objectives

After completing this course, you will be able to:

Get an overview of the Trade Promotion Management Process and it’s Business Background

Develop a detailed hands-on understanding of the TPM process

Get a sound knowledge of the technical landscape and architecture of the Closed Loop Process

Set up the configuration and customizing for CRM and BW/SEM


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Main Business Scenario

Consumer product manufacturers plan and coordinate temporary marketing activities in cooperation with retailers to achieve a corporation-wide marketing and sales strategy. This leads to the increased profitability of all marketing activities that you agree upon with retailers, your customers. As well as increasing brand capital, name recognition and market share, TPM enables you to increase sales volume and improve the placement of new products on the market, by

Fast planning processes

Greatest possible planning reliability

Saving costs and time

Greater transparency with regard to company processes

Efficient reporting with the best possible analysis methods



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Business Process

Unit 6 Deal Master









Preface


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Drivers

Content

Benefits

Terminology


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Business Process: Unit Objectives

After completing this unit, you will be able to:

explain the Business Drivers behind the process

explain the Business Benefits

recognize the importance of the Consumer Products Business Process Trade Promotion Management

Trade Promotion Terminology can be located in the Glossary.


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Drivers

Drivers: Content

Benefits

Terminology


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Advertising & Consumer Promotions

What is Trade Promotion Management (TPM)?

TPM

Trade promotions are incentives paid by consumer products manufacturers to retailers for merchandising support.

Manufacturer

Retailer

Consumer

TPM

The key distinction on this slide is the ‘TPM’ arrows versus the ‘Advertising & Consumer Promotions’ arrow below. Just about every person from the industry will understand this distinction. It’s important that they know you understand the distinction. We have retailers identified in the box above, but this could also include wholesalers and/or distributors as well.


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What is Trade Promotion Management?

Manufacturers offer various forms of “value”…

… in return for retailer promises and actions

… in hopes of generating incremental volume & profit

Gross incremental volume

Cannibalization

“Pantry loading”

True incremental volume

Additional volume from current consumers

New consumers

Tactics

BarterBill backsBuy downsCoupon redemptionCo-op advertisingCreditsDiscountsFixturesFree productsFrequent shopper cardsOff-invoice allowancesMarket development fundsPrice reductionsRebatesSlotting allowancesVolume discounts

At Corporate Level:

Develop and prioritize merchandising plans

Buy “on deal” timing

Establish promoted prices

Authorize new products

At Retail Level:

Execute merchandising tactics and price points

Distribute and place new items on shelf

Overview of Trade Promotion Management


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4%5%6%

6%4%4%

13%13%

5%

1978

Advertising/ Media

Consumer Promotion

Source: Donnelly Marketing and Accenture Analysis

Trade Promotion

23%22%

15%

TPM Numbers and Figures

Marketing Spend for CPG Companies% of sales

1998 2005E

Marketing spend is rising

TPM is more than 50% of marketing spend

This slide refers back to the previous slide where you made the distinction between trade promotion, consumer promotion and advertising. It shows how the costs of trade promotions have increased dramatically over the past 25 years. Most companies would prefer to spend their marketing dollars against the consumer to develop their brand. However, most have seen their trade spending increase due to the relative strength of the retail customer base. In this graph trade spending is portrayed to represent 13 percent of the company’s annual revenue. Other studies indicate that the average is 17 percent. The range is actually 3 to 35 percent.

The key points here are that trade spending is now greater than consumer and advertising combined and trade spending is the second largest item on a consumer goods company’s P&L statement behind cost of goods sold.


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Examples of Promotions

An End Aisle A Free Standing Display


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TPM Numbers and Figures

91% of manufacturers feel TPM dollars are inefficient 1

85% of manufacturers feel they are ineffective 1

84% of promotions are unprofitable 2

Manufacturers estimate that 30% of TPM dollars go straight to the retailers’ bottom line 3

TPM related activities account for 25% - 30% of a salesperson's and brand manager’s time 4

More than 70% of CPG companies do not capture or measure trade promotion results

Manufacturers wrote off deductions equal to 8.5% of their revenue in 2000

Source: 1 Progressive Grocer; 2 Economist, 3 AC Nielsen Supermarket Business; 4 Buzzel at Wharton

Staggering Statistics


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TPM Business Challenge

Increase impact of Trade expenses

Use historical data for sales volume forecasting

Increase bottom-up input for budgets, (volume and spending)

Improve accuracy of volume forecast to reduce multiple production and supply chain problems (e.g. out-of-stock)

Decrease deduction balances

improve account manager‘s flexibility and mobility withremote field sales planning

Reduce time spent on planning and loading numbers

Systematically integrate the whole TPM process



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?Which programs provide the greatest value?

Which customers perform the best?

How are the funds being spent?

What is the returnon investment?

What is the most effective use of the funds?

What uplift are wegetting?

TPM Basic Questions


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System Objectives for TPM Process

Track promotional event goals

Capture all costs

Apply seasonality and lift to produce more accurateforecast

Integrate baseline and promotional volume forecast

Integrate to supply chain software

Monitor and track capabilities plan



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Drivers

Benefits: Content

Benefits

Terminology


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Benefits for TPM

Learn from your company’s mistakes

Alter future events based on current wins and losses

Increase your overall return on investment

Generate ideas at headquarter and field level

share learnings with your customer

Renegotiate promotional spending and compliance

Source: 1 Progressive Grocer; 2 Economist, 3 AC Nielsen Supermarket Business, 4 Buzzel at Wharton


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Stakeholder Objectives and Requirements

Inaccurate account level forecasting Excessive safety stock requirements Out-of-stocks and returns

Reduce inventory Reduce shipping costs

Lack of visibility to liabilitiesInaccurate customer P&L’sInability to resolve deductions

Reduce AR balances Accurate & timely fin. reportsImprove profit margins

Inaccurate volume & spend forecastsLarge customers with leverage Difficulty capturing and assigning all customer related costs

Deliver sales volume budget Reduce cost to sales ratio Improve customer profitability

Disjointed messaging and poor channel management Functional “silo” behavior product life-cycle management not connected

Increase market shareIncrease operating margin Introduce new itemsImprove brand equity

Heavy competition Inconsistent alignment of resources Inventory too high and in wrong places or out-of-stock

Sustain revenue growth Increase return on assets Reduce working capitalPredictable Results

VP Operations

VP Finance

VP Sales

VP Marketing

C-Level

Business IssuesBusiness ObjectiveRole


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Stakeholder Objectives and Requirements

Unable to identify issues until in storeAccount information is untimely and often inaccurate

Provide effective coverageEnsure merchandising activity is executed

Multiple and redundant data entry pointsCan not ensure accurate information gets into customers’ systemsWasted administrative time

Deliver volume & allocated spendProvide accurate product forecast to operationsReduce unauthorized deductions

Difficulty efficiently allocating spending down to objective levelLack of visibility into trade promotionsUnable to identify most profitable promotions and customers

Manage and assign trade spending effectivelyDeliver trade planning structureDrive profitable incremental volume

Field Sales and/or Broker

Representative

Account Manager

Trade Marketing Manager

Brand ManagerLack of visibility into trade spendingReliance upon trade and sales management to execute trade spending

Increase market shareIncrease operating margin Introduce new itemsImprove brand equity

Business IssuesBusiness ObjectiveRole


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Drivers

Terminology: Content

Benefits

Terminology


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TPMTrade Promotion Management

The solution supports consumer products companies‘ trade promotion spending and volume planning business processes in a customer-centric, connected environment.

This closed loop, fully connected solution provides users the ability to plan, sell, deliver, execute, validate, track, monitor, pay, reconcile and evaluate the promotion and volume plans.

TPM – Definition

TPM is an integrated process not a product. The solution supports CPG companies trade promotion spending and volume planning

business process in a customer centric connected environment. This closed loop fully connected solution provides users the ability to plan, sell, deliver,

execute, validate, track, monitor, pay reconcile and evaluate the promotion and volume plans to increase sales, volume and evaluate the efficiency of trade spending.


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Solution Benefits of Closed Loop TPMBENEFITS

Assign documents to activities

Standard and custom reporting

Single source for sales planning data

Remote and online sales planning function

Improved promotion vol. impact forecasting

Support top-down and bottom-up planning

Improve spending decisions

Connect trade promotion and demand planning

Connected processes for planning, logistical and financial execution

Support of payment authorization, payment and deduction reconciliation

Enables compliance with industry regulation thus mitigating business risks (FASB and SOX)


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Business Process: Unit Summary

You should now be able to:

to explain the Business Drivers behind the process

to explain the Business Benefits

recognize the importance of the Consumer Products Business Process Trade Promotion Management


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Trade Promotion Management

Unit 6 Deal Master









Preface


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CRM 5.0 Introduction

Content

Components and Data Flow

5 process steps

Roles


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Business Process: Unit Objectives


understand the TPM process in terms of the mySAP Business Suite

understand the different components used

understand which roles are involved

Trade Promotion Terminology can be located in the Glossary


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CRM 5.0 Introduction: Content


5 process steps

Roles


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Customer-Centric E-Business with mySAP CRM

The Solution is CompleteRich Functionality and Supporting Capabilities

Today’s complex customer problems require a deployable CRM solution that can directly address specific challenges regardless of where or when they occur in the cycle of interacting with, selling to and servicing an organization’s customers.

mySAP CRM blends deep functional capabilities in the core areas of Marketing, Sales and Service with award-winning Analytics that are directly embedded into the primary interaction channels with which organizations engage their customers.

All of this enables the closed loop interaction cycle, underlined mySAP CRM‘s unique value propositions.

mySAP CRM is built on an open, reliable, secure and scalable technology platform The strong and complete services offering of SAP helps to quickly implement mySAP CRM

and supports the ongoing optimization of the solution environment.


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Trade Promotion Management uses CRM 5.0 Marketing

Marketing Planner

Marketing Calendar / with Split Screen

Segmentation of Business Partners for target group creation

The following CRM objects are used especially for TPM

Marketing Plan / Marketing Plan element

Trade Promotion / Trade Promotion element

Deal

CRM 5.0 Marketing and TPM


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Marketing plan

Marketing plan element

Trade Promotion/Deal

Campaign

Campaign element

Target group

Product catalog

Product

Document / URL

Overview of Symbols used in Marketing

/

Using SAP CRM marketing and campaign planning, marketing departments can plan their activities in a project plan structure (analogous to work breakdown structures [WBS] in ERP). The marketing planning structure and the way in which the related marketing elements are ordered is completely flexible and can be created according to organizational needs.

Other marketing plans or marketing plan elements can be assigned underneath the marketing plan. You can use any number of marketing plan elements to structure a marketing plan.

Trade Promotions and trade promotion elements can be structured hierarchically under marketing plans or set up independently

Campaigns and campaign elements can be structured hierarchically under marketing plans. This is optional. Campaigns can also be set up independent of marketing plans.

Target groups, product catalogs, products, documents, and URLs can be assigned to marketing plans or campaigns. A target group can be assigned to a marketing plan, but in this case the assignment would simply be informational (execution of a campaign from a marketing plan or element is not possible).

Marketing plans and campaigns (not the elements) serve as logical units from which authorization can be set.


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Marketing Plan (strategic planning)Defining strategic goals

Target market share, budget, etc.

Top-down allocation to brand, region, etc.

Trade Promotion (operative level)Defining event characteristics

Dates, objectives, tactics, etc.

Defining execution parametersProducts, prices, etc.

Defining planning customer

Execution

Marketing Element Definitions

Marketing plans and campaigns are the elements of a hierarchically built marketing project. A marketing plan is used for strategic marketing planning, that is, for planning a concrete

marketing concept. This way budgets and deadlines are taken into consideration. A marketing plan could form, for example, the basis for next year's costing in the marketing department. It is a management tool.

You can use any number of marketing plan elements to structure a marketing plan in the form of a hierarchy. You can assign one or more campaigns to each marketing plan.

Trade Promotions serve as operative planning. They describe special conditions planned for a customer or customer hierarchy/hierarchy node. Conditions are valid for defined products for a certain time period.


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Deal (strategic promotion planning)Defining strategic guidelines

Products, timeframe, etc.

Top-down allocation to the operative level

Marketing Element Definitions cont.

Deals are an element of the strategic promotion planning. A deal is used for strategic promotion planning, that is, for planning general conditions at

headquarter level. Deals serve as guidelines for the promotion planning on operative level, e.g. Account Level.

The prerequisites that are necessary to work with deals are in prinicipal the same as for trade promotions.


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Create your Marketing Plan structuring your company wide activities

for consumer activities (campaigns and campaign elements

trade activities (trade promotions and trade promotion elements)

Create your Deal Hierarchy

Marketing Plan

The Marketing Planner can be used to • create a company wide consolidated marketing plan • plan and structure all marketing events and activities throughout the year for various

departments • maintain details for

- Consumer activities: Media Campaigns and Consumer Promotions - Trade Promotions

• create a deal hierarchy, deals and trade promotions based on the deals


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Other objects used in TPM

Among others, TPM mainly uses the following CRM objects

Business Partner / Business Partner Group Hierarchy

Target Group

Product / Product Hierarchy / Product Groups

Listing / Partner Product Ranges

Condition Records


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Components and Data Flow: Content


5 process steps

Roles


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Trade Promotion Management

Headquarters:Strategic sales and promotion planning

Customer sell-inand negotiation

Retailexecution and validation

PRE-

POST-

Evaluation andanalysis

Field planning

ERP

BI

BI (SEM-BPS)

CRMSCM

CRM

Mobile Mobile

Portal Roles• Brand Manager• Trade Marketing Manager• Account Manager


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Trade Promotion Management - Releases


PRE-

POST-

Evalu ation andanalysis

Field planning

ERP2005

BI7.0

BI (SEM-BPS)7.0

SCM5.0

CRM5.0

CRM5.0



Portal Roles• Brand Manager• Trade Marketing Manager• Account Manager


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CRM ServerPROMO

Offer Offer

Conditions

Products

Order

Item

Item

Conditions

Products

SAP ERP

MSA

TPM Landscape – minimum Releases

CO-PAPS MM FI SD

BW

SEM-BPS

BW 3.2 CRM 4.0 CRM 4.0

R/3 4.6C

SEM 3.2

SAP APO

SCM 4.0

Here you can see the minimum landscape, that is used for the process of trade promotion management • CRM 4.0 is required as the object Trade Promotion in the Marketing Planner • SEM 3.2 is required to create Trade Promotions and plan budgets • BW 3.2 is required because the content is not available in previous releases • SCM 4.0 is required for the transfer of the baseline (Demand Planning->CRM) and the

Uplift (CRM->Demand Planning) • ERP 2004 or Enterprise Extension 2.0 would also be possible but enterprise is preferred • EP 5 is required for the browser based display


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CRM ServerPROMO

Offer Offer

Conditions

Products

Order

Item

Item

Conditions

Products

SAP ERP

MSA

TPM/Dispute Management Landscape

CO-PAPS Dispute Management FI SD

BI

SEM-BPS

BI 7.0.2 CRM 5.0 CRM 5.0

ERP2005

Netweaver 2004s

SAP APO

SCM 5.0

Here you can see the landscape, that is used for the process of trade promotion management


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Data Flow: Prerequisites

ERPCRM 5.0

Trade Promotion object (Marketing

Planner)

0CUSTOMER0MATERIAL

campaign determination, pricing procedure

master data

master data

SD

master data

BI0BPARTNER0CRM_PROD

master data

Set up the replication processes of Master Data from ERP to CRM Set up the campaign determination and pricing procedure in ERP and replicate settings to

CRM Extract the required master data from ERP and CRM to BW. The objects 0BPARTNER,

0CRM_PROD, 0CUSTOMER and 0MATERIAL are examples, many others are required


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Data Flow: Key Figures

SD

CRM 5.0

ERP

Condition Records

Planning:Key Figure is BI InfoObject

CO-PA:Condition Type

Value Field

Transfer Structure:Value Field BW InfoObject

Marketing Planner: Key Figure

Condition Type

Actuals:Key Figure is BI InfoObject

When planning and releasing a trade promotion in CRM, key figures from the volumes and trade spends tab are • saved in BW in a planning InfoCube • translated into condition types. These condition records are then transferred to SD in ERP.

For the posting of actual data, condition types are mapped to value fields in (Controlling – Profitability Analysis) CO-PA.

Value fields are mapped to key figures in the transfer rules in BW. In this way, plan and actual data can be compared.


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Data Flow: Creating a Trade Promotion

ERP

Plan/Actual InfoCube

CRM 5.0

Create and save Trade Promotion

(Marketing Planner)

Actual InfoCube

campaign, pricing conditions, rebate agreements, campaign

determination records

WBS element

plan data(volume, revenue, costs)

actual data

For InfoObject 0CRM_MKTELM

master data

copy actual data by SEM function (including hierarchy derivation)

CO-PA

SD

PS

Work Breakdown Structures (WBS) are created in Project Systems (PS). This is optional but allows to capture all costs of a trade promotion.

To determine the Campaign (Trade Promotion) additional Campaign Determination condition records are generated and replicated to ERP automatically.

Master data and plan data is pushed to BW when a trade promotion is created


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Data Flow: Demand Planning Integration

ERPSCM


CRM 5.0


(Marketing Planner)

Actual InfoCube

uplift

(incremental sales

volume)

plan data


Demand Planning

CO-PA

SD

actual data baseline (copy via SEM function)

Baseline forecast

Total forecast

baseline(for display)

Historical data is used to create a baseline in Supply Chain Management (SCM) The baseline information is copied to BW and displayed to the user when creating a Trade

Promotion The Trade Promotion Planner enters the Uplift for the promotion, which is then sent to SCM The Demand Planner gets the information of the Total forecast, which includes the Baseline

and Uplift information.


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5 Process Steps: Content


5 process steps

Roles


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TPM: Major Process StepsHeadquarter PlanningConsensus Plan Top Down, Bottom Up, Middle Out Budgeting, Volume, Revenue, Profitability, Spending PlanningDeal / Promotion Templates

Sell-in & NegotiationFact-based Proposal GenerationPromotion Driven Demand Planning Integrated to Supply Chain PlanningFlexible Contract Management

Retail Execution, Validation & SettlementPricing Conditions Connected to Order Entry Resulting in Accurate InvoicingCapture In-store Observations for Sales Rep ExecutionAll Data Sent Up-stream for Analysis

Pre & Post Evaluation & AnalysisKPI ReportingTracking of Funds & VolumeSyndicated Data ProvidersPlan vs. Actual

Field Account PlanningPre-analysis of EventsEvent based Volume and Spending ForecastsSales Planning: Total Volume Sales Forecasting

A 5 step closed loop process was created to describe how the process is carried out in many CP companies.

Not all companies follow this model completely and there is no defined ‘best practice’. Ideally the process covers the following process: First of all there is a pre-evaluation phase,

followed by the head-quarter sales and promotion planning. This is the top-down phase. Then the account managers does the bottom-up planning and the sell-in to the retail account. After closing the deal with the retailer, the integrated and automated process runs, which is

called “Retail Execution, Validation and Settlement”. This step involves a field sales reps going into a retail store to check that the agreement is being upheld, the validation of the event and then settlement.

This fully automated process is not yet offered by any other software provider than SAP today.


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Headquarter PlanningConsensus Plan (One Number Plan) Top Down, Bottom Up, Middle Out Sales Budgeting, Volume, Revenue, Profitability, Spending PlanningDeal Creation – Products, Customers, Timing, Spending Rules


Retail Execution, Validation & SettlementPricing Conditions Connected to Order Entry Resulting in Accurate InvoicingAbility to Capture In-store Observations for Sales Rep ExecutionAll Data Sent Up-stream for Analysis

Pre & Post Evaluation & AnalysisKey Performance Indicator ReportingIntegration from Syndicated Data ProvidersPlan vs. Actual Tracking of Funds & Volume

Field Account PlanningPre-analysis of Prior EventsEvent Planning: Volume and Spending ForecastsSales Planning: Total Volume Sales Forecasting

SAP TPM Delivers Business Value

Potential Real-World Problem

HQ attempts to establish annual budgets by channel and division

When they distribute their initial figures to their direct reports, they are sometimes met with stiff resistance or “negotiating”

Their direct reports challenge the figures based upon different historical data

The process can break down, take longer than it should, breed discontent and damage morale

SAP Solution

One integrated system where all roles are working from the same data sources and “one version of the truth” would prevent this occurrence

Consensus Planning: Top-down and Bottom-up • Division • Channel • Product

Sales Planning: Targets and Budgets • Revenue and Unit Volume • Profit Contribution • Trade Funds

Creation and dissemination of Deal Structure Calendar paradigm for reviewing, creating editing Baseline forecast determination via SCM APO Maintain multiple versions of plans Attach and transfer strategy documents to field


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HQ wants to reduce the original planning budget from $1Billion to $800 Million.

The change message goes out, but the field works on a separate system and does not update the cut-backs everywhere

They can not even tell what commitments have already been made to the customers

It becomes a “wait and see”, “cross your fingers exercise to determine what is spent

SAP Solution

One integrated system with one set of data and real time visibility prevents this breakdown from occurring

Pre-analysis of historical performance Download master data and planning packages What-if scenario planning On-line and off-line creation of trade promotions • Pre-populated volumes • Multiple merchandising tactics • Multiple payment methods

Upload promotion plan to on-line system Approval routing via workflow TPM BW reports


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Sales Management is expected to report the current liability of all TPM event spending in their geography

Sales Manager figures that there are 1,500 events in the field comprised of multiple tactics and small dollar amounts, all over 100 independent spreadsheets

Sales Manager realizes there is no way to accurately account for the existing status of all these dollars in the time allowed

CFO puts tremendous pressure on Sales Manager for accurate information in order to comply with FASB requirements

SAP Solution

One integrated system with real time visibility makes this exercise a one minute drill and prevents anyone in the field from having to stop what they would otherwise be doing, namely selling


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Brand Management has cut their consumer promotion budget based on poor year-to-date sales performance vs. plan

They eliminate a few Free Standing Insert (FSI) coupon drops, and sampling programs but fail to notify the sales force of the change

The sales reps proceed to secure display support on the assumption that this consumer marketing support will be there

The displays are built in the stores, but the product doesn’t sell as expected because the consumer pull never materializes

The sales force now faces some very unhappy customer store managers and have lost much credibility. They cease selling consumer support in the future

SAP Solution

One integrated system with real-time updates that link consumer support to trade promotion management prevents this problem from ever occurring

Conduct fact-based presentations to customers Prepare standard charts & graphs for presentation Standard materials to support merchandising Assess incremental risk and opportunity Manage status changes Automatically generate pricing condition records Update condition records to R/3 via CRM Update volume forecasts to APO via BW Provide promotion contract for acceptance


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TPM: Major Process Steps


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SAP TPM Delivers Business ValuePotential Real-World Problem

Retailer Buyer has agreed to allow Star Cookies Brand displays in all of their ‘A’ and ‘B’ size stores during week 43

Account Manager communicates information to field and submits forecast

Demand Planners secure volume to be delivered just in time for week 43

Retailer Buyer calls Account Manager during week 40 and informs him there is a change; Spring Fresh will have to run week 42

Account Manager must revise forecast, change the pricing condition records and communicate the change to all sales reps who have stores for that retail account

Promotion runs week 42, but displays are empty due to the product not arriving in time. It finally shows up a week late and gets refused. Deductions then ensue due to invoice errors

SAP Solution

One integrated system connected to ERP and APO would have automatically handled all the changes with one click and drag of the mouse

Contact and Activity Management Manage account merchandising plans • Stores to visit • Programs to pre-sell

Field sales rep’s capture store outlet information All data sent upstream for analysis Account Manager authorizes payments Settlement via robust rebate functionality Funds posted to general ledger accounts Full suite of standard reports and analytics


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Retail Buyer agreed to mandate displays in all 100 stores for a fee of $2,000 per store

Account Manager then communicated this authorization to field sales force

Sales Reps went out and sold displays to 85 of the 100 stores with the Retail Buyer’s mandate

Typically, an Account Manager has tremendous difficulty tracking display compliance across stores, and has difficulty proving that they received less compliance then what was promised for lower payment

SAP Solution

TPM connected Mobile Sales allows the Account Manager to send a survey to all reps with those retail stores to verify whether or not a display was obtained

This information would then allow the Account Manger to inform the Buyer of actual compliance being lower than 100%, thus saving the company $30,000

Contact and Activity Management Manage account merchandising plans • Stores to visit • Programs to pre-sell

Field sales rep’s capture store outlet information All data sent upstream for analysis Account Manager authorizes payments Settlement via robust rebate functionality Funds posted to general ledger accounts Full suite of standard reports and analytics


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TPM: Major Process Steps

“True” customer P&L reporting Exception and alert reporting Sales management cock-pit Integration of syndicated data KPI reporting for high level analysis Funds tracking by status & hierarchy Multiple plan versions compared to actual Full suite of standard reports


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Account Manager settles payment for a promotion and releases payment not realizing that the customer has already deducted for the event

Accounts Receivable Clerk sees a deduction, but is unaware of a promotion for that amount. They then gather as much information as possible and forward it to the Account Manager for resolution and clearance

Unfortunately the deduction came in on a separate invoice and did not contain enough information for the Account Manager to resolve it. They return it to the Accounts Receivable Clerk for further processing

The paperwork nightmare continues until the company finally writes off the liability

SAP Solution

Full visibility via Portals for the Account Manager and the Accounts Receivable Clerk could have prevented the Account Manager from authorizing the payment for what had already been deducted


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CEO launches a new “Best Practices” initiative across the organization

The Trade Marketing Manager is expected to report upon which TPM events were most successful in terms of ROI, volume lift and absolute profitability. They are also expected to report on which customers are most profitable including TPM expense, cost of sales and cost of service. These results are expected to enable the sharing of Best Practices across the organization

It becomes an exercise in futility. After countless hours trying to assemble the available data, reconcile discrepancies and project unavailable data, the TPM Director delivers the report

The CEO asks a few questions and quickly recognizes that the information is not reliable

SAP Solution

SAP’s closed-loop, connected system captures all relevant data in a real-time mode and supports all the necessary cost components for easy reporting via BW


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Roles: Content


5 process steps

Roles


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Headquarter PlanningVP’s of Finance, Sales Marketing, Trade MarketingRegion Sales and Trade Marketing Managers

Sell-in & NegotiationAccount Managers

Retail Execution, Validation & SettlementAccount Managers Sales Reps for in-store activityAccount Receivable Clerks for deductions

Pre & Post Evaluation & AnalysisVP’s of Finance, Sales Marketing, Trade MarketingRegion Sales and Trade Marketing ManagersAccount Managers

Field Account PlanningAccount Managers

TPM: Roles Involved

There are many roles involved with the process Trade Promotion Management. This makes it a collaborative effort and the coordination of all the participants is challenging.

Other roles that could be involved include: • Demand Planner – checks that production can create the right goods at the right time • Financial Planner – checks that the financial goals of the promotion fit within the

company’s rules • Brand Manager – checks that the brand is positioned in order to gain high market share


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Trade Promotion Management: Unit Summary


understand the TPM process in terms of the mySAPBusiness Suite

understand the different components used

understand which roles are involved



© SAP AG 2006

Top Down Sales Planning

Unit 6 Deal Master









Preface


© SAP AG 2006,

Headquarter Planning

Sell-in & Negotiation

Retail Execution, Validation & Settlement

Pre & Post Evaluation & Analysis

Field Account Planning

TPM: A Closed-loop Business Process

Headquarter: Strategic Sales & Promotion Planning The strategic planning group sets the company‘s goals and distributes them through the

organization based on any business rules The Trade Marketing Manager receives his targets, processes them and passes them on


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Roles

Content

Details of BI Sales and Promotion Planning


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Top Down Sales Planning: Unit Objectives


be able to understand the connection between the sales planning and promotion planning

be able to understand how CP companies could plan their sales and marketing activities

appreciate the flexibility of the planning tool



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Roles

Roles: Content



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Sales Planning Data flow (Example)

Approved Plan

Plan at Country levelStrategic Planning Group (Jack Wagner)

Top down to Product Category

Plan

Approved Plan

Plan at Country, Product CategoryTrade Marketing Manager (Mike Monroe)

Top down to Channel, Customer

Plan Approved Plan

Plan at Country, Brand levelBrand Manager (Jenny Smith)

Top down to Channel

Plan

Approved Plan

Plan at Product Category, CustomerAccount Manager (Sam Fisher)

Top down to Region

Plan

Approved Plan -will appear as the Target for the receiver of the budget i.e. the role below

This is an example of how a Top-Down/Bottom-Up planning can be set up in BW The “Strategic Planning Group” set the goals for the entire company. These goals include the

sales volume that must be achieved but also the budgets that are available. These values are combined in a Contribution Scheme allowing profit planning

All values wil be distributed and disaggregated down to lower levels in the hierarchy


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Roles

Details of BI Sales and Promotion Planning: Content



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Planning along the Customer Hierarchy

CustomerCountry

Channel Region

OutletUSA

Mass merchant

Rema

South

Rema Store1006

Manufacturer

USA

Supermarket chainsMass merchant

Rema Store1006

Rema Store1008

Rema Store1010

Rema Store1012

North South

Rema

Rema Store1014

Rema Store1016

Emma‘s Shop

Emma'sShop1066

Emma'sShop1068

Emma'sShop1070

North South

Emma'sShop1072

Cash & Carry

Joe'sStore1106

Joe'sStore1108

Joe'sStore1112

North South

Joe‘s Stores

Joe'sStore1114

Joe'sStore1110

Joe'sStore1116

Jim's Mart1026

Jim's Mart1028

Jim's Mart1030

North South

Jim‘s Mart

Jim's Mart1032

EverythingAt Al´s1206



North South


Everything at Al‘s



Inter-Market1086

Inter-Market1088

Inter-Market1090

North South

Inter-Market1092

Intermarket

Emma'sShop1074

Emma'sShop1076

Jim's Mart1034

Jim's Mart1036

Inter-Market1094

Inter-Market1096

Budgets and Goals are distributed down the Customer Hierarchy This is an example for a Customer Hierarchy that was created in R/3 and used in CRM. CRM

hierarchies could also be used.


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Planning along the Product Hierarchy

Product Category

Product Sub-Category

Product Group

Sweets & Snacks

Sweets Cookies Chocolate

Premium

Star Chocolate Cookies - CPT_ST_001

Dark Chocolates Milk ChocolatesFancyFudgeBonbons

Star Almond Cookies – CPT_ST_002

Star Cinnamon Cookies – CPT_ST_003

Products

Star Mint Cookies – CPT_ST_004

Star Cream Cookies – CPT_ST_005

Planning is conducted at Product Category Level

Budgets and Goals are distributed down the Product Hierarchy The Product Hierarchy used can be the R/3 product hierarchy (R3PRODHIER) or other

Hierarchies


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Sales Planning

Planning Folders

Product Category

being Planned

Sales Planning can be very complex and a simple example is shown here to explain the functionality

This example shows the calculation of a contribution margin scheme, which contains also historical data (e.g. “Actuals 2002”) and a target column, which contains pre-given values from e.g. the CFO • Actual 2002: the historical sales volume from 2002 resulting from Sales Orders received

into R/3 and the values extracted to • YTD 2003: the historical sales volume for 2003 up to September (the starting point of the

demo scenario) resulting from Sales Orders received into R/3 and the values extracted to BW

• Forecast 2004: is the expected volume for 2004; it is an extrapolation of 2002 and 2003 (weighted average)

In the locator area (“Worklist”) you can insert any characteristics you want to plan on (e.g. product master/hierarchies)

All key figures listed here are just exampes and can be easily exchanged All caculated key figures (e.g. “TPM Total”) are customized via a simple functionality in BW

(SEM-BPS)


© SAP AG 2006,

Sales Planning

Planning Folders

Product Category

being Planned

The values from the tab “Overall Plan 2004” have been disaggregated to the accounts (tab: Revenue 2004 – Accounts)

The user can easily compare the plan that he has approved and the amounts that the field has approved.


© SAP AG 2006,

Top Down Sales Planning: Unit Summary


understand the connection between the sales planning and promotion planning

understand how CP companies could plan their sales and marketing activities

appreciate the flexibility of the planning tool


© SAP AG 2006

Promotion Planning Online and Offline

Unit 6 Deal Master









Preface


© SAP AG 2006,

PRE-

POST-

Evaluation&Analysis

Customer Sell-In&

Negotiation

Field Planning

Headquarter:Strategic Sales & Promotion

Planning

RetailExecution

&Validation

A Closed-loop Business Process

Field Planning The account manager has received his goals and budgets and now wishes to create trade

promotions


© SAP AG 2006

Promotion Planning Online and Offline

Contents:

Navigation through the Marketing Calendar

Promotion Planning in the Marketing Planner

Introduction to Promotion Planning in MSA

Calendar and Marketing Planner in Mobile Application

Trade Promotion and Consumer Activities (Campaigns)


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Markting Calendar

Content

Marketing Planner

Promotion Planning in Mobile Sales

Trade Promotions and Consumer Activities


© SAP AG 2006

Promotion Planning Online and Offline: Unit Objectives


navigate around the Marketing Calendar

create Trade Promotions

understand the need for integration into the Mobile Sales Application

recognize the differences between on and off-line planning

understand the link between Trade Promotions and Consumer Activties

Trade Promotion Terminology can be located in the Glossary.


© SAP AG 2006

Marketing Calendar

Marketing Calendar: Content

Marketing Planner




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Calendar Usage

The Account Manager has a look at the the Marketing Objects (Campaigns, Deals or Trade Promotions) that concern him

Query – Define which Marketing Objects are displayed

View – Define how are they displayed

Period – Define the time scales

Time Line – Define the time period shown

Legend – Define how the objects are shown

Split Screen – Show related events

Split screen: show related Trade and Marketing events on one screen


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Set a promotion overviewSingle point of entry for deal maintenance (time period, spending rules, products, geography etc.)Trade Promotions AND Consumer Activities (soft and hard links)

Marketing Planning

The promotion calendar is the single point of entry for all data relating to trade promotions or consumer activities

It is also helpful to get an overview for all promotional events Trade Promotions and consumer events can be moved or the time periods extended/reduced Different keys (legends) are available; showing campaign type or status in different colours The time periods are flexible (quarter, monthly, weekly ...) Navigation tree on the left is personally configurable (product hierarchy, cusotmer hierarchy,

brand, product groups, promotion ...) Zoom-in/zoom-out Hard and soft-links between trade promotions and media campaigns Comprehensive print options Personalized queries that dictate what is shown on the calendar (e.g. „show me all trade

promotions that I have created, show me all promotions for customer ‚x‘“)


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Calendar in the People Centric UI

In a portal the calendar has the same functionality but there are a few differences: • Queries are created in the marketing planner


© SAP AG 2006

Markting Calendar

Marketing Planner: Content

Marketing Planner




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Marketing Planner

In PCUI, there are different options to access the Marketing Planner:

Choose the Marketing Calendar as single point of entry Call the Marketing Planner by marking a single trade promotion Choose ´Details´ from the context menu or create a new trade promotion and maintain the details

or

Go to the Marketing Planner directly and choose a trade promotion from the list or use the search functionality in the navigation area


© SAP AG 2006

Marketing Planner

In SAPGUI, there are different options to access the Marketing Planner:

Choose the Marketing Calendar as single point of entry Call the Marketing Planner by a double-click on the promotion to view the details or create a new trade promotion

or

Go to the Marketing Planner directly and choose an existing trade promotion or use the search functionality in the navigation areaor create a new trade promotion


© SAP AG 2006,

Promotion PlanningIn mySAP CRM 4.0 or higher it is possible to create trade promotions in the Marketing Planner

Details

Navigation

PCUI showing Trade Promotions in the Marketing Planner Trade Promotion is a new object in the Marketing Planner


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Trade Promotion Details in SAPUI

Navigation

Favorites

Header

Details

SAPUI showing Trade Promotions in the Marketing Planner

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Marketing Planner online

A Trade Promotion contains the following detail tabs

Basic DataTextsAttachmentsChannelTarget GroupsProductsTrade SpendsConditionsAgreementsAllocationsPartnerAnalysisAdministration

The detail tabs provide the necessary structure to view the information for the trade promotion, e.g.: • Basic Data: shows all the important data, that partially are mandatory. Some of the

elements are control functions, such as Planning Profile Group, Action profile • Attachments: Documents can be attached, e.g. presentation needed when visiting the

customer • Target Groups: A target group is needed to create an • Products: Assignment of products (product groups) • Trade Spends: The fixed and variable trade spends and the uplift figures will maintained by

using the SEM Inplace • Conditions: The condition records can be seen in detail • Agreements: Agreements and their details are visible (in SAPUI this is located via the

menus) • Analysis: Reports for a single trade promotion are available here

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© SAP AG 2006

Markting Calendar

Promotion Planning in Mobile Sales: Content

Marketing Planner



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© SAP AG 2006,

Solutions for TPM in Mobile Sales

Remote working is important in many markets.

Account Managers need to plan promotions offline as they are often on the road

Field sales reps need solutions to support store visits with calendar-, activity-, survey- and order processing

Data from and to the mobile clients are replicated with the centralserver everytime the systems are connected

Nearly all functionality is available off-line as on-line.

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Mobile Sales Application – Calendar

Navigation

The offline capability of the Field planning will take place in the mobile sales application (MSA).

The mobile sales application will use the same functionality as in the online application, i.e. • Marketing Calendar • List view of the calendar

Also, reporting and offline planning capability is provided in MSA

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Mobile Sales Application – Marketing Planner

Navigation

Details

The same information is visible on the mobile sales application as in the online application

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Mobile Sales Application – Activities

Activities are used to plan one's daily work

Activities in the mobile application can be accessedeither via the Calendaror directly via the Activities folder in the Navigation Area

Activities can be linked to a trade promotion manually or automatically

Activities provide surveys for validating a trade promotion, e.g. check store compliance

Activities are normally created automatically on the back of the Trade Promotion and sent to the person responsible‘s MSA.

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Mobile Sales Application – Activity Calendar

Activities are shown in the Activities/Calendar

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Mobile Sales Application – Store Visit (Activity)

Promotion

The Activity has many details including the related Trade Promotion

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Mobile Sales Application – Survey

Activities can contain surveys for the field sales force to check store compliance. This is important for the manager to know that the stores were in agreement with the trade promotion before agreeing to settle the promotion and by the fees. The manufacturer does not want to pay if the retailer does not participate fully in the event

The survey details can be seen when accessing the Survey folder in the navigation area The survey is freely definable Survey data stored in BW can be used for reporting

© SAP AG ICP600 5-109

© SAP AG 2006

Markting Calendar

Trade Promotions and Customer Activities: Content

Marketing Planner



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Trade Promotion and Campaigns - Introduction

The Brand Manager faces the challenge to increase the overall brand equity by:

positioning and selling existing products on the market

introducing and positioning new products on the market

selling-in to Retailers (in line with the Account Manager)

alignment and coordination of the different marketing efforts

Plan Consumer and Media Campaigns in Campaign Management

The Brand Manager has to coordinate different marketing activities to gain overall market share for the brand or to increase the brand equity

Consumer and Media campaigns can be planned (e.g. product related) in line with trade promotions

The Brand Manager could work closely together with the Trade Marketing Manager and the Account Manager

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Consumer Activities in the Marketing Calendar

Linked trade promotion with consumer activity

Promotion

Campaign

The Marketing Calendar provides the option to see all consumer activities that are either ‚soft-linked‘ or ‚hard-linked‘ to the trade promotions.

This is realized by the split screen. The business benefit of this is that all planners have visibility to events in the organization even if they are created by other people. This helps to reduce conflicting events.

A soft link is created if the sales organization and the product is maintained in the campaign that corresponds to the products in the trade promotions.

A hard link can be created by establishing a fix link between the objects campaign and trade promotion. This can only be a 1:n relationship. If the campaign is then moved, the trade promotions follow.

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• Costs can be planned for a campaign• Success Key figures can be generated and saved in SEM/BW• BW Reporting is freely configurable

Consumer Activities in the Marketing Planner

SEM planning functions can be used to distribute the costs to individual products to aid in product profitability reporting

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Data MaintenanceSeparate maintenance for Trade Promotions and Consumer Activities

Target GroupsAssign Target Group

Consumer Activities in the Marketing Planner

Target Groups can be added to the campaign using the segment builder from mySAP CRM If products are directly supported by the campaign, they can be entered on the products tab. The assignment of a Sales organization on the cost tab is mandatory to be able to see the ‚soft-

links‘ between trade promotions and consumer activities (BW reporting) Product catalogs can also be assigned if they are supported

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Promotion Planning online and offline: Unit Summary


navigate around the Marketing Calendar

create Trade Promotions

understand the need for integration into the Mobile Sales Application

recognize the differences between on and off-line planning

understand the link between Trade Promotions and Consumer Activities (Campaigns)

© SAP AG ICP600 5-115

© SAP AG ICP600 5-116

Tools Exercises

Unit: Promotion Planning Online Topic: Marketing Planner

At the conclusion of this exercise, you will be able to: • Use the Marketing Planner to create Trade Promotions

The CP Manufaturer is planning its Trade Promotions for the Year 2004. Many have already been created but new ones are required. You will create Trade Promotions.

1-1 Logon on to the Training System your trainer provides with the user and password

that the trainer supplies 1-1-1 How can one create a Trade Promotion?

Navigate to the Marketing Calendar from the SAP Menu ’Marketing -> Marketing Planning and Campaign Management -> Marketing Calendar …….’ When accessing the Marketing Calendar the user dependent query is shown. Create a trade promotion. What kind of data is filled automatically, where does this information come from?

Check the details for your query! Check the User Settings in the Calendar! Remember the Customer Defaults (see CRM Customizing Course!) Where in the calendar do you create a trade promotion (next to a product?)?

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Choose a time period in 2004 to create your trade promotion. Let your promotion start around the middle of the month. Please start your promotion on a Monday. When creating the promotion the system calls the Marketing Planner for the detailed maintenance of the promotion.

1-1-2 Please create your trade promotion with the following data:

Header Information: C/2004-CPT-xxx-001 where xxx is the group number Description: Trade Promotion Group xxx Search valid Business Partners by using the Search Term “TPM” in your search. Please use one of the displayed Business Partners to create your trade promotion for. When starting your search you find one tab “Group Hierarchy node”. Choose this tab and please explain what “hierachy node” means! Data maintenance - Details Basic Data: Please fill the Basic data as follows: Campaign Type / Objective / Tactic: Choose the following

The campaign type is already filled! The tactic chosen is the one that proved to be efficient. This can be seen in the Analysis done prior to the creation of a trade promotion.

Choose the objective and tactic you would like to see in your trade promotion. Priority: Choose a priority you would like to see in your promotion. Planning Profile Group: Use the ‘Trade Promotion Standard’ as planning profile group.

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Through the planning profile group the link to the SEM Layout is established (refer to the Customizing Training)

Sales Area (if required – see user defaults in Calendar): Maintain the Sales Area Data as follows: Sales Organization: US Consumer Products; Distribution Channel: Direct Sales; Division: Cross Division.

1-2 You want to enter additional comments to your trade promotion, as you saw that a competitive CPG company is promoting a new product group (resembling the one you promote) by low price offers. Add a text to comment on the strategy you have decided to use. Go to the tab ‘Notes’, choose texttype ‘Strategy’ to add your comment.

1-3 Go to the products tab: Have products been assigned to the promotion? If yes, please specify why?

___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________ If no products are defaulted, choose one or more products starting with “CPT_” to plan for in your trade promotion:

1-4 How would you add an entire promotable group?

___________________________________________________________________

If you want to add a promotable group you will add it by assigning a product group.

© SAP AG ICP600 5-119

1-5 How would you offer the customer a lump sum payment? How would you offer a discount? Plan Uplifts 1-5-1 You want to spend a sum of $ 10,000 as a lump sum. 1-5-2 You want to give a discount of $ 0.80 per case.

How are your trade spends distributed? ________________________________________________________________

1-5-3 You expect to sell more products due to the promotion. The additional sales volume you expect is an amount of 500.

How would you enter this amount? And what does this mean, respectively, why do you enter this amount?

________________________________________________________________ What is the uplift per week? ________________________________________________________________ Does the promotion compare well with the company´s benchmark (Uplift Ratio, ROI, Incremental costs and Incremental margin)? What indicators do you have? ________________________________________________________________ ________________________________________________________________

1-5-4 Create Conditions 1-6 Have the Pricing Conditions been created correctly?

___________________________________________________________________ Go to the conditions tab to see the condition details and verify that they are correct!

1-7 How do you find more detailed information regarding the planned figures (Analysis)? Explain the key figures you find here.

___________________________________________________________________

1-8 How can you create a hard copy of the promotion?

© SAP AG ICP600 5-120

___________________________________________________________________

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Solutions

Unit: Promotion Planning Online Topic: Marketing Planner

At the conclusion of this exercise, you will be able to: • Use the Marketing Planner to create Trade Promotions

The CP Manufaturer is planning its Trade Promotions for the Year 2004. Many have already been created but new ones are required.


that the trainer supplies 1-1-1 How can one create a Trade Promotion?

You can create a Trade Promotion by either using the Marketing Calendar or the Marketing Planner. Navigate to the Marketing Calendar from the SAP Menu ’Marketing -> Marketing Planning and Campaign Management -> Marketing Calendar …….’ When accessing the Marketing Calendar the user dependent query is shown. Create a trade promotion. In order to create a trade promotion press your left mouse and use ‘drag and drop’ to maintain the time period you want to create the trade promotion for.

© SAP AG ICP600 5-122

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The Marketing Planner opens and you can define the details. What kind of data is filled automatically, where does this information come from? Please see the TIP below for the answer:

The type ‘TPM Price Promotion’ is filled in due to your query!

The Sales area is taken from the User Setting:s in the Calendar,if maintained..

Additional Dates are taken from Customer Defaults (see CRM Customizing Course) The product/product group can be defaulted if you create the trade promotion directly for the product (see example above)

Choose a time period in 2004 to create your trade promotion. Let your promotion start around the middle of the month. Please start your promotion on a Monday. If you do not change the user settings (see tip), you have to maintain the Sales Area data on the Basic Data Tab every time you create a trade promotion. When creating the promotion the system calls the Marketing Planner for the detailed maintenance of the promotion.

1-1-2 Please create your trade promotion with the following data:

Header Information: C/2004-CPT-xxx-001 where xxx is the group number Description: Trade Promotion Group xxx Search valid Business Partners by using the Search Term “TPM” in your search. Please use one of the displayed Business Partners to create your trade promotion for. When starting your search you find one tab “Group Hierarchy node”. Choose this tab and please explain what “hierachy node” means!

© SAP AG ICP600 5-124

________________________________________________________________ The hierarchy node is part of the customer hierarchy. It contains hierarchy nodes itself and at the lowest level the single business partner grouped under this node. If you create a Trade Promotion at a hierarchy level, all the BPs below are included in the promotion, i.e. conditions will be created for them. ________________________________________________________________

Data maintenance – Details Basic Data: Please fill the Basic data as follows: Campaign Type / Objective / Tactic: Choose the following

The campaign type is already filled! The tactic chosen is the one that proved to be efficient. This can be seen in the Analysis done prior to the creation of a trade promotion.

Choose the objective and tactic you would like to see in your trade promotion. Priority: Choose a priority you would like to see in your promotion. Planning Profile Group: Use the ‘Trade Promotion Standard’ as planning profile group.


Sales Area (if required – see user defaults in Calendar):

© SAP AG ICP600 5-125

Maintain the Sales Area Data as follows: Sales Organization: US Consumer Products; Distribution Channel: Direct Sales; Division: Cross Division.

1-2 You want to enter additional comments to your trade promotion, as you saw that a competitive CPG company is promoting a new product group (resembling the one you promote) by low price offers. Add a text to comment on the strategy you have decided to use. Go to the tab ‘Notes’, choose texttype ‘Strategy’ to add your comment.

1-3 Go to the products tab: Have products been assigned to the promotion? If yes, please specify why? Products assigned to the promotion can automatically be proposed from the calendar (see 1-1.1 ). If no products are defaulted, choose one or more products starting with “CPT_” to plan for in your trade promotion:

Add products by pressing , choose a product

1-4 How would you add an entire promotable group? In order to add a promotoble goup, Go to the tabwriter ‘Products’. Add products

by pressing , choose a product group (e.g. cookies) and press ‘Enter’.

If you want to add a promotable group you will add it by assigning a product group.

1-5 How would you offer the customer a lump sum payment? How would you offer a

discount? Plan Uplifts 1-5-1 You want to spend a sum of $ 10,000 as a lump sum.

Go to tabwriter ‘Volumes/Trade Spends’ and press . Then enter the following details by using F4: Spend type: ‘Fixed Trade Spend’, then use either the spend category ‘Display Fees’ or ‘Feature Fees’; choose ‘Lump Sum’ as Spend Method.

1-5-2 You want to give a discount of $ 0.80 per case.

Go to tabwriter ‘Volumes/Trade Spends’ and and press . Then enter the following by using F4: Spend type: ‘Variable Trade Spend’, then use the spend category ‘Discount’; choose ‘Off Invoice’ as Spend Method. Choose the Discount Method ‘per case’.

© SAP AG ICP600 5-126

Press ‘Enter’ to verify that everything was entered correctly and that the dates, condition type etc. are filled.

Highlight both trade spends and press Button to send the informtion to the SEM. The appropriate columns in the Inplace Layout will then be displayed and active. Use the Inplace Layout to enter the Fixed Spend of $ 10,000 and the Variable Spend of $ 0.80. Use the line ‘Total’ to enter the amounts and choose the correct column according to your trade spends you use for this trade promotion. Press ‘Enter’.

© SAP AG ICP600 5-127

How are your trade spends distributed? The fixed trade spends are distributed equally down to the products, if more then one product are listed.. The variable trade spends are displayed for each product listed.

1-5-3 You expect to sell more products due to the promotion. The additional sales volume you expect is an amount of 500. How would you enter this amount? And what does this mean, respectively, why do you enter this amount? You have to enter this amount in the column ‘Uplift’. It means that you expect the sales volume to rise, which then has an effect on production. Additional goods are needed in stock to satisfy the demand due to the promotion. The uplift is added to the baseline. Both figures are summed up to the total promoted volume. What is the uplift per week? The uplift is distributed down to the weeks equally (no buying pattern).

To see the distributed uplift click on to open it. You will see the weekly buckets as shown in the example below:

Does the promotion compare well with the company´s benchmark (Uplift Ratio, ROI, Incremental costs and Incremental margin)? What indicators do you have? The traffic lights give a hint whether the promotion is in line with the company benchmarks. The definition of company benchmarks is set in the SEM. When changing the uplift, for example to a higher figure, the first traffic light might change.

1-5-4 Create Conditions On the Volume/Trade Spends Tab you have to mark the lines (trade spends) you want the conditions to be generated for. Then you have to

press and the conditions are generated. This is indicated by the changed status in the column ‘Conditions’.

1-6 Have the Pricing Conditions been created correctly? The system will automatically create the condition records. This is indicated by the status “generated”which can be seen in the column “conditions” on the “Volumes/Trade Spends” Tab. As the conditions are generated automatically they have to be correct. Go to the conditions tab to see the condition details and verify that they are correct!

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There is no need to do anything manually in the system. The condition records are available when Sales orders are created either in the CRM system or in the R/3 system. Scales can be added only on the conditions tab.

1-7 How do you find more detailed information regarding the planned figures (Analysis)? Explain the key figures you find here. Go to the Analyses Tab in your trade promotion and choose the report ‘Pre-Analysis’ from the list. The report you receive will look similar to the one shown below.

The analysis shows what the numbers look like with a promotion on the one hand, and without a promotion, on the other hand: The Baseline Volume is the planned volume for the products assigned to the promotion. This figure comes from the APO system and therefore is the same for both columns shown. The uplift volume is the planned uplift due to the promotion and therefore will add up to the Total Volume. The revenue is calculated based on the Sales Volume, which is assumed, to be the same as the total volume planned. The TPM Total sums up the single Trade Spends planned for this trade promotion. The net revenue is calculated by substracting the TPM Total from the Revenue. In the case the net revenue is lower with promotion, then without, this means that based on these figures the trade promotion would not be a success. For sure it would be expected that due to the promotion the variance for the net revenue would be better (would show a positive figure). During the planning process the Pre-Analysis report can give hints on how the details should be defined to make a single trade promotion contribute better to the overall company success. Changes could be done for example by changing the trade spends, and/or rising the uplift etc. to find out what the trade promotion should look like to be a success.

1-8 How can you create a hard copy of the promotion?

Use the button to view a SmartForm print preview of the promotion. Acrobat Reader opens. In order to close the preview window press .

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Exercises

Unit: Consumer Acitivities Topic: Consumer Activities in the Marketing Planner

At the conclusion of this exercise, you will be able to:

• Use the Marketing Planner to create a campaign

The CP Manufaturer is planning Consumer Activities for the Year 2004. Consumer activities e.g. Coupon Drops can increase the sales volume for certain products, especially when these activities take place at the same time as trade promotions are running.


that the trainer supplies 1-1-1 How can one create a Campaign?

You can create a Campaign by either using the Marketing Calendar or the Marketing Planner. Navigate to the Marketing Planner from the SAP Menu ’Marketing -> Marketing Planning and Campaign Management -> Marketing Planner …….’ Create a campaign.

1-1-2 Please create your campaign with the following data: Header Information: C/2004-CAM-xxx-001 where xxx is the group number Description: Campaign xxx Data maintenance - Details Basic Data: Please fill the Basic data as follows: Campaign Type / Objective / Tactic according to your preferences. Priority:

© SAP AG ICP600 5-130

Choose a priority you would like to see in your promotion. Planning Profile Group: Use the ‘Cost Planning + SKF 00’ as planning profile group.


Maintain the planning data and the Currency ‘EUR’.

1-2 You want to enter additional comments to your campaign, as you saw that a

competitive CPG company is promoting a new product group (resembling the one you promote) by low price offers. Add a text to comment on the strategy you have decided to use. Go to the tab ‘Notes’, choose texttype ‘Strategy’ to add your comment.

1-3 Go to the products tab: Assign a product starting with ‘CPT_’ 1-4 You need to go to the costs tab to maintain details for the Sales Area and products.

If you want to establish a ‘soft link’ to the trade promotions running for the same products you need to maintain data on Sales Area and products.

You need to transfer the details for the Sales Area and products to the SEM in order to be able to maintain the figures for your campaing costs.

1-5 Leave the marketing planner and go to the marketing calendar to have a look at

your promotions and the linked campaigns.

© SAP AG ICP600 5-131

Solutions

Unit: Consumer Acitivities Topic: Consumer Activities in the Marketing Planner

At the conclusion of this exercise, you will be able to:

• Use the Marketing Planner to create a campaign

The CP Manufaturer is planning Consumer Activities for the Year 2004. Consumer activities e.g. Coupon Drops can increase the sales volume for certain products, especially when these activities take place at the same time as trade promotions are running.


that the trainer supplies 1-1-1 How can one create a Campaign?

You can create a Campaign by either using the Marketing Calendar or the Marketing Planner. Navigate to the Marketing Planner from the SAP Menu ’Marketing -> Marketing Planning and Campaign Management -> Marketing Planner …….’ Create a campaign.

Choose . and choose Campaign from the displayed list.

© SAP AG ICP600 5-132

1-1-2 Please create your campaign with the following data: Header Information: C/2004-CAM-xxx-001 where xxx is the group number Description: Campaign xxx Data maintenance - Details Basic Data: Please fill the Basic data as follows: Campaign Type / Objective / Tactic according to your preferences. Priority: Choose a priority you would like to see in your promotion. Planning Profile Group: Use the ‘Cost Planning + SKF 00’ as planning profile group.


Maintain the planning data and the Currency. Maintain ‘EUR’ in the field currency.

1-2 You want to enter additional comments to your campaign, as you saw that a

competitive CPG company is promoting a new product group (resembling the one you promote) by low price offers. Add a text to comment on the strategy you have decided to use. Go to the tab ‘Notes’, choose texttype ‘Strategy’ to add your comment.

1-3 Go to the products tab: Assign a product starting with ‘CPT_’

Add products by pressing , choose a product

© SAP AG ICP600 5-133

1-4 You need to go to the costs tab to maintain details for the Sales Area and products.

If you want to establish a ‘soft link’ to the trade promotions running for the same products you need to maintain data on Sales Area and products.

Add a new line by pressing , and maintain the following:

and add the product you have choosen on the producst tab already, e.g.:

You need to transfer the details for the Sales Area and products to the SEM in order to be able to maintain the figures for your campaing costs.

Highlight the row and press to make the SEM aware of the data. Maintain the figures in the Inplace-Layout according to your preferences. After having maintained figures, save your campaign.

1-5 Leave the marketing planner and go to the marketing calendar to have a look at

your promotions and the linked campaigns.

Your user defined query shows all the trade promotions which fulfill the defined

attributes. Click on to show the linked campaigns. The campaign you have maintained will pop up in the lower section of the split screen.

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Deal Master

Unit 6 Deal Master









Preface

© SAP AG ICP600 6-136

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PRE-

POST-

Evaluation&Analysis

Customer Sell-In&

Negotiation

Field Planning


Planning

RetailExecution

&Validation


& Promotion Planning The strategic planning group sets the company‘s goals and distributes them through the

organization based on any business rules By the help of the “Deal Master” you can set up in this step also general agreements, which is

a kind of template for the Account Manager lateron A “Deal” can contain e.g. dates, products, discounts, agreements etc. All pre-given settings then are copied into a trade promotion automatically as a kind of pre-

given information

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Business Background

Content

System Demonstration

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Deal Master: Unit Objectives


understand Deals

create Deals in CRM


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Business Background

Business Background: Content


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Deal Master – General Information

What is a Deal Master ?

Information distributed from Marketing Managers to Account ManagersA template for Trade PromotionsA guideline to create Trade Promotions for customersDeal creation and maintenance only in CRM EnterpriseModification of Deal information in a Trade PromotionDeal and Promotion Planning information in BWSupports ongoing communication processes between the Trade Marketing Managers and the Account Managers in an easy to use and secured environment.Supported by SAPGUI and PC UI

The Deal Master’s main objective is to create Trade Promotions templates to be distributed to Account Managers. Deals can be created and maintained only in CRM Enterprise. It is a way of distributing brand strategies through the organization, i.e. the field knows what the HQ wants in the way of promotional activity.

Account Managers in CRM Mobile or CRM Enterprise will use the Deals as guidelines to create Trade Promotions for their respective accounts.

Account Managers could accept the planning suggestions of theirTrade Marketing Manager in the proposed Deal when creating a Trade Promotion.

Account Manager can also modify a Trade Promotion created from a Deal. (Note: during its lifespan a Deal cannot be modified at the Account manager level). A Trade Promotion can be slightly different from its parent Deal but must stay within the functional limits stated by the Deal (dates, trade spends, product hierarchy, budget, etc.)

The Deal and Trade Promotion planning information is stored and retrieved from BW server.

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CRM OnlineMarketingCalendar

SEM/BW

MarketingPlanner

Deal Master

data

DealMasterDeal

Master

Trade promotions

DealPlanning

Data

CRM Middleware

Trade promotion

informationDealsTrades

Deal Master

CRM Mobile

In CRM Online, a deal is created and maintained. The planning information for trade spends is stored in BW.

The deals are used as templates for the creation of trade promotions. The deal planning information is retrieved from BW.

Pricing information is communicated via BW (SEM-BPS). When approving a trade promotion, the pricing conditions are generated

© SAP AG ICP600 6-142

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Deal Hierarchy

Top Level

Walmart Zellers

Region North Region South Region North Region South

District 1 District 2 District 3 District 4 District 1 District 2 District 3 District 4

Promotion Promotion Promotion Promotion Promotion Promotion

A Deal (normally) is created at a higher level in the customer hierarchy The Deal is distributed down through the entire customer hierarchy or just to a certain

customer hierarchy level • Planning data (trade spends) can be defined in the deal and will then be distributed down

through the entire hierarchy, but you also have the possibility to plan the figures for each deal on a lower hierarchy node independently

After having set up a deal the planner (e.g. the Account Manager) then is able to create a trade promotion with respect to the deal, which means that each detail of the deal is also copied automatically into the trade promotion

Changes on a higher level are cascaded down through the hierarchy

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Generate a Trade Promotion from a Deal

Data copied or defaulted from a Deal to a Trade Promotion

Trade Promotion IDCustomer hierarchy node Basic data DatesTextsDocumentsChannelsSegmentsProductsProduct CatalogPlanning DataTrade SpendsPartners

The Trade Promotion ID is defaulted by the system. The user has the possibility to overwrite the ID.

The description should be input by the user. Customer hierarchy node: The customer hierarchy node will be copied from the Deal to the

Trade Promotion. It is possible to change the node to any customer hierarchy node or business partner assigned to the original customer hierarchy node

Basic Data: The fields Campaign Code and Action Profile are blank in the copied Trade Promotion. They can be filled out later.

© SAP AG ICP600 6-144

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Business Background

System Demonstration: Content


© SAP AG ICP600 6-145

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Deal Master: Unit Summary


understand Deals

create Deals in CRM

© SAP AG ICP600 6-146

© SAP AG ICP600 6-147

Exercises

Unit: Deal Master Topic: Deal

At the conclusion of this exercise, you will be able to: • Use the Marketing Planner to create a deal

The Trade Marketing Manager plans deals on the Business Partner hierarchy. He makes suggestions e.g. on dates and products. The Account Managers in the next step use the deals to plan their trade promotions. The Account Managers can accept the planning suggestions of their Trade Marketing Manager in the proposed Deal when creating a Trade Promotion or modify the Trade Promotion. A Trade Promotion can therefore be slightly different from its parent Deal but must stay within the functional limits stated by the Deal (dates, trade spends, products, budget, etc.).

1-1 Log on to the Training System your trainer provides with the user and password

that the trainer supplies. 1-1-1 Open the Marketing Planner from the SAP Menu

’Marketing -> Marketing Planning and Campaign Management -> Marketing Planner…….’

Press and select ‘Deal’ from list.

During its lifespan a Deal cannot be modified at the Account manager level. As you are not assigned to a specific role and it´s authorizations you are able to create deals, modify deals and will be able to create and change trade promotions as well.

© SAP AG ICP600 6-148

1-1-2 Please create your Deal with the following data:

Header Information: Enter the ID according to the following pattern: ID C/2004-dea-xxx-001 where xxx is the group number Enter the description for your Deal: Deal xxx Enter your customer by using F4. Use the ‘Group Hierarchy Node’ from the pop up to find a node which you want to use. Use one of the nodes starting with ‘CPF’ e.g. REMA HQ. Make sure that you choose not only one single store. Basic Data: Define the type, objective, tactic and priority you would like to see in your deal.

Use the planning profile group for deals: Dealmaster (TPM); Technical name : CPTD.

Planning Profile Group: ‘Dealmaster TPM’. Dates: Plan the deal for a period of your choice within 2004. Sales Area: Maintain the Sales Area (using F4) if not yet filled by the user defaults. Use the following: ‘US Consumer Products, Direct Sales, Cross Division’

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1-2 Products: Assign the promotable group ‘Premium Cookies’ (CP1) to the deal.

The Standard process will have the Trade Marketing Manager create a Deal at the promotable group level. The hierarchy node you create the Deal for will be the top node of the Deal Hierarchy. When there are multiple levels the user can choose whether he wants to create the deals for all subordinate levels or only for one of them.

Save your Deal. The following buttons are available in the Deal.

Deal Buttons:

Generate Deals

Cascade Change

Generate Trade Promotion

1-3 Generate Deals for the subordinate levels by using the appropriate button. Please

only generate deals for 1 or 2 levels. Save your deal.

The Deals are generated for the subordinate Business Partner Hierarchy nodes and Business Partners. All the information available on the root node is distributed down to the subordinate levels. In the navigation area you can see the complete deal hierarchy.

1-4 What has happened? Please describe briefly.

_________________________________________________________________ _________________________________________________________________ _________________________________________________________________

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1-5 You decide to change the objective for all of your Deals. Make the change in the

root node. Cascade the changes down to all the subordinate deals. Check if your change was distributed down to all your deals correctly. Change the status for one of your subordinated deals to status ‘released’.

Only when a deal is in status ‘released’ a trade promotion can be generated from the deal.

1-6 As an Account Manager, you would like to create trade promotions for your

customers. Use the locator to choose from the subordinate Deals the one which is in status

‘released’ (to open the locator press ). Use this Deal to create a Trade Promotion for it. Create the trade promotion for this Deal. Change the name of your trade promotion and maintain all the details (according to what you did in the first exercise).

A Trade Promotion generated from a Deal will not be linked to this Deal via the tree hierarchy, but via a “soft link” (the Deal GUID will be stored within the TPM attributes), Basic data tab:

Save your trade promotion.

1-7 Optional

Change the layout on the product tab to have a better view of the columns displayed. Go to and choose from the list. Go to the ‘columns’ tab and select on the lefthand side in this pop up all the entries that you do not want to see in your future layout.

Mark the entries and press to hide them. They will now be displayed on the left hand side of the pop up. Go to the display tab and optimize the columns. Press to save your user specific layout.

© SAP AG ICP600 6-151

Solutions

Unit: Deal Master Topic: Deal

At the conclusion of this exercise, you will be able to: • Use the Marketing Planner to create a deal

The Trade Marketing Manager plans deals on the Business Partner hierarchy. He makes suggestions e.g. on dates and products. The Account Managers in the next step use the deals to plan their trade promotions. The Account Managers can accept the planning suggestions of their Trade Marketing Manager in the proposed Deal when creating a Trade Promotion or modify the Trade Promotion. A Trade Promotion can therefore be slightly different from its parent Deal but must stay within the functional limits stated by the Deal (dates, trade spends, products, budget, etc.).


that the trainer supplies. 1-1-1 Open the Marketing Planner from the SAP Menu

’Marketing -> Marketing Planning and Campaign Management -> Marketing Planner…….’

Press and select ‘Deal’ from list.

During its lifespan a Deal cannot be modified at the Account manager level. As you are not assigned to a specific role and it´s authorizations you are able to create deals, modify deals and will be able to create and change trade promotions as well.

© SAP AG ICP600 6-152

© SAP AG ICP600 6-153

1-1-2 Please create your Deal with the following data: Header Information: Enter the ID according to the following pattern: ID C/2004-dea-xxx-001 where xxx is the group number Enter the description for your Deal: Deal xxx Enter your customer by using F4. Use the ‘Group Hierarchy Node’ from the pop up to find a node which you want to use.

Press to see all hierarchy nodes being available. Use one of the nodes starting with ‘CPF’ e.g. REMA HQ. Make sure that you choose not only one single store.

Choose e.g. Basic Data: Define the type, objective, tactic and priority you would like to see in your deal.

Use the planning profile group for deals: Dealmaster (TPM); Technical name : CPTD.

© SAP AG ICP600 6-154

© SAP AG ICP600 6-155

Planning Profile Group: ‘Dealmaster TPM’. Dates: Plan the deal for a period of your choice within 2004. Sales Area: Maintain the Sales Area (using F4) if not yet filled by the user defaults. Use the following: ‘US Consumer Products, Direct Sales, Cross Division’

1-2 Products: Assign the promotable group ‘Premium Cookies’ (CP1) to the deal.

Go to the product tab and press to enter a new line. Go to the column ‘Product Group’ and choose the entry CP1 from the list. Press ‘Enter’

The Standard process will have the Trade Marketing Manager create a Deal at the promotable group level. The hierarchy node you create the Deal for will be the top node of the Deal Hierarchy. When there are multiple levels the user can choose whether he wants to create the deals for all subordinate levels or only for one of them.

Save your Deal. The following buttons are available in the Deal.

Deal Buttons:

Generate Deals Cascade Change Generate Trade Promotion

1-3 Generate Deals for the subordinate levels by using the appropriate button. Please

only generate deals for 1 or 2 levels. Save your deal. When saving, the entire downstream Deal hierarchy will be saved.

The Deals are generated for the subordinate Business Partner Hierarchy nodes and Business Partners. All the information available on the root node is distributed down to the subordinate levels. In the navigation area you can see the complete deal hierarchy.

© SAP AG ICP600 6-156

1-4 What has happened? Please describe briefly. The deal hierarchy was created. The Deal used for the generation will become the root node of the Deal hierarchy (unless it is already part of a hierarchy which was partially generated). Once the Deal hierarchy has been generated, the ‘Generate Deals’ button is disabled.

1-5 You decide to change the objective for all of your Deals. Make the change in the

root node. Cascade the changes down to all the subordinate deals. Open the top node of your deal hierarchy and make your changes. Press to distribute the changes down to the subordinate levels. Check if your change was distributed down to all your deals correctly. Mark one of the subordinated deals in the navigation area to open it. Within the work area this deal is now displayed. Go to the basic data tab to check if the objective you changed before is displayed correctly. Change the status for one of your subordinated deals to status ‘released’.

Only when a deal is in status ‘released’ a trade promotion can be generated from the deal.

© SAP AG ICP600 6-157

1-6 As an Account Manager, you would like to create trade promotions for your customers. Use the locator to choose from the subordinate Deals the one which is in status

‘released’ (to open the locator press ). Use this Deal to create a Trade Promotion for it. Go to the basic tab and change the status (lower left of the tab) by using F4 to ‘released’. Mark this Deal to open it in the Work Area. To create a trade promotion for this Deal press . All the predefined data is now available in your trade promotion. Change the name of your trade promotion and maintain all the details (according to what you did in the second exercise). Change the name of your trade promotion to a speaking one and maintain all the details). Please refer to the 2nd exercise. Save your trade promotion

A Trade Promotion generated from a Deal will not be linked to this Deal via the tree hierarchy, but via a “soft link” (the Deal GUID will be stored within the TPM attributes), Basic data tab:

© SAP AG ICP600 6-158

1-7 Optional Change the layout on the product tab to have a better view of the columns displayed. Go to and choose from the list. Go to the ‘columns’ tab and select on the lefthand side in this pop up all the entries that you do not want to see in your future layout.

Mark the entries and press to hide them. They will now be displayed on the left hand side of the pop up. The result could look as the example shown here:

Go to the display tab and make the following entry:

Press to save your user specific layout.

Make the following entries in the pop up that is displayed to make this layout user specific. This layout will now be displayed whenever you log on to the system with your user.

© SAP AG ICP600 7-159

© SAP AG 2006

Interface to Demand Planning

Unit 6 Deal Master









Preface

© SAP AG ICP600 7-160

© SAP AG 2006

Business Process

Content

Integration of TPM with SCM

© SAP AG ICP600 7-161

© SAP AG 2006,

Interface to Demand Planning: Unit Objectives


understand the need for integration to Demand Planning

understand how Demand Planning affects Promotion Planning


© SAP AG ICP600 7-162

© SAP AG 2006

Business Process

Business Process: Content


© SAP AG ICP600 7-163

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PRE-

POST-

Evaluation&Analysis

Customer Sell-In&

Negotiation

Field Planning


Planning

RetailExecution

&Validation


Field Planning The Account Manager has received his goals and budgets and now wishes to create trade

promotions

© SAP AG ICP600 7-164

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CRM-SCM Integration

Trade Promotion Management allows the integration of Sales to Demand and Supply Network Planning

Plan and exchange planned volumes

Increase communication between Sales and Demand Planning

Implement the corresponding business processes

optimize your supply chain planning

Trade Promotion Management includes the enabling of the link between the sales planning cycle and the demand- and supply network planning in SAP SCM. This checks whether the planned uplift can be met by the ability to supply this increased demand.

Therefore, this enables the customer to include the constraints given by the capacity of the supply chain in the sales planning cycle.

© SAP AG ICP600 7-165

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Demand Planner

The Demand Planner usually checks the availability of goods needed to fulfill the demand plan

One of his major tasks is to ensure that the right goods are at the right time at the right place in the right amount and quality

Therefore he needs to consider actual and planned data provided by different sources, e.g. logistics and sales.

Avoiding out of stocks is an important part of any trade promotion process. Out of Stocks not only lose money for the retailer and manufacturer, but make it less likely that a retailer will agree to run future promotions

The integration to demand planning is an attempt to remove surprises from the supply chain

© SAP AG ICP600 7-166

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What happens without SCM Integration

A wing showing a lower price and the shelf is empty. This happens all to often and results in a trade promotion that was ineffective

© SAP AG ICP600 7-167

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Business Process

Integration of TPM with SCM: Content


© SAP AG ICP600 7-168

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SCMBW (SEM-BPS)CRM

Campaign Planning – UpliftBottom up planning of campaign related uplift

Sales Planning – BaselineTop down allocation ofmonetary expectations

Demand PlanningPlausibility check baseline

Supply Network PlanAvail.-to-supply total demand

Provide historical dataBaseline /Campaign related sales

Sales Planning /Campaign PlanningCorrected baseline / uplift

Provide historical dataBaseline / uplift

mySAP SCM: Demand & Supply Network Planning

CRM / SCM Integration

Possibilities with my SAP SCM: Make volume planning in CRM / SEM available to APO demand planning Make available-to-supply volume of APO SNP available to volume planning in CRM / SEM Provide actuals in CRM / SEM / BW Transfer actuals to APO

© SAP AG ICP600 7-169

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Data Flow: Demand Planning Integration

ERPSCM


CRM 5.0


(Marketing Planner)

Actual InfoCube

uplift

(incremental sales

volume)

plan data


Demand Planning

CO-PA

SD

actual data baseline (copy via SEM function)

Baseline forecast

Total forecast


The planned baseline is transferred from SCM to BW and will be displayed in the Marketing Planner in a Trade Promotion

The uplift is planned in CRM and passed over to SCM

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SCM Demand Planner

The Individual Promotions can be seen with the individual uplifts per product per week Each promotion can be released

© SAP AG ICP600 7-171

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SCM Demand Planner

In the planning book the following important information is available: • The demand plan for each product can be seen distributed by the single weeks but

aggregated over all customers • The uplifts from promotions can be seen to increase the total demand • The capacity limit is checked and alerts are shown by the traffic lights • If the capacity limit is reached the alert color changes accordingly and a mail can be sent

© SAP AG ICP600 7-172

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Interface to Demand Planning: Unit Summary


understand the need for integration to Demand Planning

understand how Demand Planning affects Promotion Planning

© SAP AG ICP600 8-173

© SAP AG 2006

Sell-in, Execution and Validation

Unit 6 Deal Master









Preface

© SAP AG ICP600 8-174

© SAP AG 2006,

PRE-

POST-

Evaluation&Analysis

Customer Sell-In&

Negotiation

Field Planning


Planning

RetailExecution

&Validation


Sell-in & Negotiation Fact-based Presentation Materials Flexible Tool to Capture and Communicate Changes Driven by Customers Fact-based Proposal Generation Promotion Driven Demand Planning Integrated to Supply Chain Planning Flexible Contract Management

© SAP AG ICP600 8-175

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Sell-in, Execution and Validation

Contents:

Sell-in (fact based selling)

Integration of Conditions from CRM to ERP

Validation (Store Compliance) with Surveys in CRM

© SAP AG ICP600 8-176

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Sell-in, Execution and Validation: Unit Objectives


understand fact based Sell-in

understand the integration of CRM to ERP and its importance in the Consumer Goods Industry

understand how the integration of conditions turns the planning directly into execution

see how surveys based on smart forms can be used to allow manufactures to check store compliance


© SAP AG ICP600 8-177

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Fact-Based Sell-in and Validation

Account Managers need

to manage the relationship with the customers

to sell the companies products to customers

to negotiate terms and conditions with customers

to negotiate promotions with customers

information from the point of sale

accurate data and material to work with customers

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Accurate information on hand

strengthens the Account Managers position

enables him to persuade his customer to work with his company when running promotions

allows him to evaluate qualitative and quantitative results of Customer Acitivities

Validation of store compliance and transparency is the prerequisite for successful cooperation:

Surveys can be developed in line with the customer

An Account Manager always needs current data and material when working with his customer He has to sell his promotions and therefore needs to negotiate with, for example the category

managers, to properly define the terms for the trade promotions Having all accurate information on hand strengthens his position and enables him to persuade

his customer to work with his company, and not with competitors, when running promotions.

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A basis for negotiations with customers are Trade promotion information

on a mobile deviceas a hardcopy in reports

SAP CRM Mobile Sales offers functionality to process and support Trade Promotion Management on a mobile device

A hard copy of trade promotions can be quickly printed out in pdf format. All information of the trade promotion can be printed. The layout of the print outs is flexible and managed via SmartForms. Each retailer could

receive promotion details in the format they require for their records. This could replace the printing of contracts.

The Marketing Calendar can also be printed and used as additional information

© SAP AG ICP600 8-180

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Sales Order in ERP

Most CP companies receive a large proportion of their sales orders in R/3 via EDI From the CRM Marketing the generated pricing conditions as well as the campaign finding

conditions are transferred to the Backend (R/3 – ERP). • During the order entry the system determines the existing campaign via the campaign

finding condition (based on customer/product/pricing date) and assigns the corresponding condition records

Correct condition generation is a prerequisite for an accurate order entry process. This is guaranteed through integration from CRM to R/3

As a result, deductions, for example due to incorrect invoicing, can be reduced Sales orders could also be created in CRM (i.e. via e-selling or IC) or via the mobile sales

application

© SAP AG ICP600 8-181

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Mobile Sales Application – Survey

Activities can contain surveys for the field sales force to check store compliance You can validate a trade promotion or campaign using a questionnaire. This questionnaire

contains all the marketing project data that should be checked at the site of the trade promotion (for example, product, placing, price, time period). In the SAP CRM Marketing Planner you can assign a questionnaire to a marketing project by generating activities.

Surveys normally are being used by the sales force in order to check whether the agreed promotion guidelines (e.g. a display) are realized in the stores or not. This can have an impact on e.g. the rebate agreement (e.g. if just 80% of stores realizes the guidelines maybe the settlement will be decreased about 20%)

© SAP AG ICP600 8-182

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Sell-in, Execution and Validation: Unit Summary


understand fact based Sell-in

understand the integration of CRM to ERP and its importance in the Consumer Goods Industry

understand how the integration of conditions turns the planning directly into execution

see how surveys based on smart forms can be used to allow manufactures to check store compliance

© SAP AG ICP600 9-183

© SAP AG 2006

Post Evaluation

Unit 6 Deal Master









Preface

© SAP AG ICP600 9-184

© SAP AG 2006,

PRE-

POST-

Evaluation&Analysis

Customer Sell-In&

Negotiation

Field Planning


Planning

RetailExecution

&Validation


After or during a promotion it is possible to determine how sucessful the campaign is/was In this course, only internal data will be used but external data could be included if it were

available in BW

© SAP AG ICP600 9-185

© SAP AG 2006,

Post Evaluation

Contents:

What means “Post Evaluation”?

Standard Content

© SAP AG ICP600 9-186

© SAP AG 2006,

Post Evaluation: Unit Objectives


understand how promotion effectiveness can be measured

understand how Plan-Actual comparisons can be used

see the effect on learnings


© SAP AG ICP600 9-187

© SAP AG 2006,

Post Evaluation

Post Evaluation is a means tomeasure promotion effectivenesscontrol spendingimprove further planning steps

There are several ways to set up Post Evaluation:via BW-reports (BeX-Analyzer or portal)from within CRM Marketing Planner or outside CRMusing BW (SEM-BPS) (e.g. to simulate the actuals)…

The evaluation of Plan/Actual figures are based on BW reports and is one of the most required reports in the scenario.

The definition of which kind of reports, respectively, and which figures are used depends on the company's definition of key figures for success measurement.

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BW-report within CRM Marketing Planner

Post Evaluation of an individual Trade Promotion, which is embedded directly in CRM Marketing Planner.

BW report can also be executed in BW directly (Input of Trade Promotion ID necessary but automatic from the Marketing Planner).

Promotion Effectiveness can be determined to include factors such as customer, tactic, product, region, time etc.

Return on Investment can also be calculated using the cost of goods sold information from R/3.

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BW-report in a portal

Data from each promotion can be used to update the Promotion Effectiveness Report The Data Mining Workbench could also be used to obtain the Uplift Coefficients Post Analysis becomes pre-analysis for future promotions

© SAP AG ICP600 9-190

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understand how CRM supports reporting

understand how promotion effectiveness can be measured

see the effect on learnings

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Part II – TPM Relevant Master Data


Unit 15 Reporting


Unit 17 Conclusion






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TPM Relevant Master Data

After completing Part II of this course, you will be able to:

understand the master data relevant for TPM

understand the TPM specific customizing within CRM and R/3

understand the pricing specifics for TPM

understand how to set up the prerequisites for the Sell-in, Execution and Validation

know about how Reporting supports the process

know about the TPM Roles available for the Portal

know the basics for TPM in Mobile Sales

understand what is important to know about master data for Trade Promotion Management understand the Trade Promotion planning specific customizing within CRM and R/3 for the

Marketing Planner and Calendar (incl. Deal master) understand the pricing specifics for TPM understand how to set up the prerequisites for the Sell-in, Execution and Validation know about how Reporting supports the process know about the TPM Roles available for the Portal know the basics for TPM in Mobile Sales

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Customer/Customer HierarchyBusiness Partner/Business Partner Hierarchy

TPM Relevant Master Data – Content

Target Group

Material/Product Hierarchies

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TPM relevant master data: Unit Objectives

After completing this unit, you will be able to understand:

how BP/Customer master data are used within the TPM process

how BP Hierarchies are used

how products and product groups are used for promotion planning


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Customer / Customer HierarchyBusiness Partner / Business Partner Hierarchy

Customer / Customer Hierarchy: Content

Target Group

Material / Product Hierarchies

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In ERP you will set up master data for Trade Promotion Management in the following areas

Customer and Customer Hierarchy

Material/Product and ERP Product Hierarchy

Material Hierarchy and Promotable Group

In CRM you can define additional hierarchies (additional to the ones downloaded from ERP)

Business Partner Hierarchy

Product (Brand) Hierarchy

BP Master data in R/3 and CRM

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ERP Customer Hierarchies downloaded to CRM can be used for pricing

Hierarchies created in CRM are defined to reflect the

Business partner's organizational structures and can be defined according to the individual needs

BP Hierarchies are Sales Area independent

The Hierarchy category specifies in which function a hierarchy tree is used

Hierarchies in CRM

The hierarchy category 01 for pricing is delivered as the standard setting. It contains a check that guarantees that a business partner is uniquely assigned at a specific

time to a hierarchy node.

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Business Partner Group Hierarchy

Example of a Business Partner Group Hierarchy

3%discount

BP20BP10 BP50BP30

BP60

BP40

Head office

South-east

North South

South-west

From DD/MM/YYYYTo DD/MM/YYYY



The graphic shows the organizational structure of a company with various branches, according to the region to which they belong.

Hierarchy for mapping a business partner's organizational structures. The business partner group hierarchy allows you to map complex organizational structures of

a business partner (e.g. buying group, co-operative or chain of retail outlets). When you create a hierarchy tree, you form groups of business partners (e.g. for purchasing

groups). You can use them for statistical purposes and for marketing analyses. With the help of business partner groups, you can create hierarchy nodes in order to construct

a hierarchy structure. The hierarchy structure is sales area-independent. You can use the hierarchy for pricing. In order to do this, you store conditions like pricing

arrangements at a higher level of an organizational structure. These conditions can then be transferred to the lower levels.

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Hierarchy Tree created in CRM

The usage for the Hierarchy is specified through the category

The usage for the Hierarchy is specified through the category

The Hierarchy Category specifies the usage

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Customer Hierarchy

CustomerCountry

Channel Region

OutletUSA

Mass merchant

Rema

South

Rema Store1006

General Manufacturing

USA

Supermarket chainsMass merchant

Rema Store1006

Rema Store1008

Rema Store1010

Rema Store1012

North South

Rema

Rema Store1014

Rema Store1016

Emma‘s Shop

Emma'sShop1066

Emma'sShop1068

Emma'sShop1070

North South

Emma'sShop1072

Cash & Carry

Joe'sStore1106

Joe'sStore1108

Joe'sStore1112

North South

Joe‘s Stores

Joe'sStore1114

Joe'sStore1110

Joe'sStore1116

Jim's Mart1026

Jim's Mart1028

Jim's Mart1030

North South

Jim‘s Mart

Jim's Mart1032




North South


Everything at Al‘s



Inter-Market1086

Inter-Market1088

Inter-Market1090

North South

Inter-Market1092

Intermarket

Emma'sShop1074

Emma'sShop1076

Jim's Mart1034

Jim's Mart1036

Inter-Market1094

Inter-Market1096

Budgets and Goals are distributed down the Customer Hierarchy

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Hierarchy Tree downloaded from ERP in CRM

The Hierarchy downloaded from ERP is used for

pricing

The Hierarchy downloaded from ERP is used for

pricing

Only the R/3 hierarchy is relevant for pricing and is being used within the Trade Promotion Management process

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The customer Hierarchy Tree assigned for the Marketing Planning and Campaign Management determines

the hierarchy tree that will be used to assign (planning) customers within the Marketing Planner

whether the Marketing Planner uses the hierarchy tree downloaded from ERP or one of the hierarchies created in CRM

the hierarchy nodes that users can assign in the Marketing Planner

Customer Hierarchy Assignment

CRM IMG: Marketing Marketing Planning and Campaign Management Basic Data …

If the R/3 customer hierarchy is used and a Trade Promotion is planned with a business partner as a hierarchy level the system generates only one condition record for this certain level

Using a CRM business partner hierarchy the system will create one single condition record for each business partner under the hierarchy level

In both cases there will be an automatic condition exchange to R/3

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The customers/customer hierarchy is used for planning purposes within a trade promotion

All details defined in the trade promotion are valid for either

one single customer

or for the chosen Hierarchy node and all levels underneath

Customer and Customer Hierarchy

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Field Mapping example

0CRM_PROD (Brand Hierarchy – NEPRODH)

Brand Hierarchy

NEPRODH

Product Hierarchy

C1_BP_TPM_01 (from CRM) attached to 0BPARTNER)

0BP_GRP – hierarchy nodes

BU_PartnerBusiness Partner Hierarchy

0MATL_GROUPPRC_GROUP1MVGR1Promotable Group

0CRM_PROD (crm)

0MATERIAL (r/3)

PRODUCT_IDMATNRMaterial

0CRM_PROD

Hierarchies (technical name)

R3PRODHIER

Brandhier

R3PRODHIERR3 Product Hierarchy

Material Hierarchy

0CRM_BP_SALESR3-CRM

0000008699/20001009

8699Customer Hierarchy

0BPARTNER – from CRM

0CUSTOMER – from R/3

BU_PartnerKUNNRCustomer

APOBIBWCRMR/3

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Target Group: Content

Target Group


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Target Group / Segment Builder

To allow greater flexibility for the definition of the PlanningCustomer in a Trade Promotion, you can use the Segment Builderto create your own Target Groups.

Use

Attribute Lists that contain e.g. BP Master Data, BP Marketing Attributes etc.

a graphical interface that supports you creating logicalcombinations of the selected Attributes

to create your own Target Groups for a Trade Promotion.

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Segment Builder

Before you can begin using the Segment Builder, the following preparatory steps are necessary:

In Customizing, you have to make the relevant settings for the Segment Builder. Presentation of the Distribution • SAP IMG CRM -> Marketing -> Segment Builder -> Define Attribute Types and Assign

Attribute Types to Display Types. You have set up at least one attribute list containing all the attributes required for profile

modeling. • SAP menu -> Marketing -> Segmentation of Business Partners -> Marketing Segments ->

Maintain Data Sources for Segment Builder - Create Data Source - Create Attribute List

© SAP AG ICP600 10-208

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Material / Product Hierarchies: Content

Target Group


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Products are organized in Product Hierarchies.

You can define product hierarchies in R/3 and/or in CRM

The ERP Product Hierarchy (R/3PRODHIER) is subdivided into

product categories

product sub categories

product groups

products

A Product Hierarchy defined in CRM can be designed and structured freely

Material/Product and Product Hierarchy

Product Hierarchies that will be used in TPM (or in Campaign Management) have to be assigned to the Marketing Application

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Product Hierarchy Example

Product Category

ProductSub-Category

Sweets & SnacksCPT00

SweetsCPT0000100

CookiesCPT0000105

ChocolateCPT0000110

PremiumCPT000010500000105

Star Chocolate Cookies - CPT_ST_001

Dark ChocolatesFancyCPT000010500000100

FudgeCPT000010000000105

BonbonsCPT000010000000100

Star Almond Cookies – CPT_ST_002

Star Cinnamon Cookies – CPT_ST_003Products

Product Category

ProductSub-Category

Personal HygieneCPT10

Hand CreamCPT1000100

Facial CreamCPT1000105

Star Mint Cookies – CPT_ST_004

Star Cream Cookies – CPT_ST_005

© SAP AG ICP600 10-211

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To use the ERP Product Hierarchy in CRM you have to download it

Product Hierarchies that will be used in Trade Promotion Management (or as well in Campaign Management) have to be assigned to the Marketing Application

Assign Product Hierarchy

IMG Path: Customer Relationship Management Marketing Marketing and Campaign Management Product Assignments Assign Product Hierarchy

The assigned product hierarchies can be used for the following objects: campaigns, campaign elements, trade promotions and trade promotion elements. A maximum of 2 product hierarchies can be assigned

In the Marketing Planner, users may assign products one at a time, or they may use product categories to assign several products at once. The product hierarchy determine the product categories being available. When using R3PRODHIER as the hierarchy, all the product categories defined in R3PRODHIER will be available as possible entries

Product Hierarchies downloaded from R/3 can only be changed in the R/3 system

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A CRM Product Hierarchy is subdivided into Product Categories (and Category Hierarchies)

Product Categories are used to group products together by different criteria

CRM Product Hierarchy

Category 001 ‘Star’ within Hierarchy

BRANDHIER

Category 001 ‘Star’ within Hierarchy

BRANDHIER

Products can be assigned to one or more product categories, but to only one product category per category hierarchy. If you want to assign a product to more than one product category, you must therefore have more than one category hierarchy.

The product category defines which set types are allowed for a product. If a product is assigned to more than one product category, all set types for the categories to which the product is assigned are allowed for the product.

Example: You define the product category "Monitor". Each monitor has the attributes "Screen Diagonal" and "Refresh Frequency". You assign these attributes to the set type "Technical Data" and assign the set type to the product category "Monitor". As a result, you can maintain values (such as 21", 100 Hz) for each product assigned to the product category "Monitor".

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Product listings determine which products are valid for a specific combination of customer and product or product category during a certain time period

SAP CRM offers two solutions to maintain listinginformation in the system

PPR can be used with CRM 4.0 or higher

Listings can be used with CRM 5.0 to determinelistings based on condition technique

If Product Listing functionality is required, only one of the two solutions should be chosen for theimplementaiton

Listings / Partner Product Ranges

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To use the PPR in the Marketing Planner, you have to assign the PPR type to the application and flag ‘Check PPRs in Business Transactions and applications’

The PPR Type itself defines the attributes and characteristics of a Partner Product Range

Partner Product Ranges

IMG: Customer Relationship Management Master Data Partner/Product Range General Settings General Setting for Partner/Product Range

The PPR type controls: • In which objects the partner/product range can be used • The sort sequence of business partners and products • The possible references in a partner product range

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Listings

With CRM 5.0, you can determine Product Listings based on condition technique.

This enables you to usemore sophisticated Listing functionalityReplication of listing data with ERPReplication of listing data with CRM Mobile Sales

To configure the listing procedure in detail, use the customizing tree with all branches SAP IMG CRM -> Master Data -> Listing …..

To assign the Listing procedure to the Marketing Application, you define the following customizing steps

SAPIMG CRM -> Marketing -> Marketing Planning and Campaign Management -> Product Assignments -> Listings and PPRs -> Assign Listing Procedures and Set PPR Indicator • Determine per Sales Ara and Campaign type if

- Partner Product Ranges (PPR by setting the corresponding flag) - or Listing functionality should be considered (by determining the corresponding listing

type, exclusion and Listing version)

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Product Master data provides 5 different fields to maintain Product Groups

Products can be classified in Product Groups for different purposes

Product Groups for TPM contain products that normallyare promoted together

Promotable group – Product Group

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Product Groups can be used as selection criteria to assign products to

Campaigns,

Campaign Elements,

Trade Promotions

and Trade Promotion Elements

Product Master data provides 5 different fields to maintain Product Groups. Only one of the fields/Product Groups can be assigned in the Marketing Planner

Product Group in the Marketing Planner

IMG Path: Customer Relationship Management Marketing Marketing Planning and Campaign Management Product Assignments Assign Product Group

In the Marketing Planner, users may assign products one at a time, or they may use product group values to assign several products at once. The product group values that users can assign are determined by the product group being assigned

Up to 5 product groups can be defined

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The Product group being assigned in CRM reflects the Material Group in ERP

Product Group/Material Group

Material Group Customizing in ERP

Product Group in CRM

Material Group in ERP

The product groups/material groups can be used when maintaining the product master on the sales screen

The material groups are defined in R/3 IMG: Logistics General -> Material Master -> Settings for key fields -> Data relevant to Sales and Distribution -> Define Material Groups

© SAP AG ICP600 10-219

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TPM relevant master data: Unit Summary


understand how BP/Customer master data are used within the TPM process

understand how BP Hierarchies are used

how products and product groups are used for promotion planning

© SAP AG ICP600 10-220

© SAP AG ICP600 11-221

© SAP AG 2006

Marketing Planner (Key Figure Planning)


Unit 15 Reporting


Unit 17 Conclusion






© SAP AG ICP600 11-222

© SAP AG 2006

Trade Promotion Conditions Customizing

General Settings

Content

Promotion specific Customizing

Key Figures Customizing

© SAP AG ICP600 11-223

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Marketing Planner: Unit Objectives


configure the general settings necessary for Trade Promotion Management

customize the promotion specific settings in CRM and ERP

set up all prerequisites for Key Figure Planning for Trade Promotions

know the specific process underlying the trade promotion execution (campaign determination, rebate agreement)


© SAP AG ICP600 11-224

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Conditions Customizing

General Settings

General Settings: Content



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Define the logical systems that are used with TPM to enable the data flow between CRM, ERP and BI.

BI Update needs to be activated. Data needs to be sent to BI automatically upon creation of a Trade Promotion.

General System and Integration Settings

IMG: Customer Relationship Management Marketing Marketing Planning and Campaign Management System Landscape Define Target System (R/3, BI, CPRO)

IMG: Customer Relationship Management Marketing Marketing Planning and Campaign Management System Landscape Activate BI Update

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The ERP Integration Type triggers the transfer of Marketing Elements to ERP and the creation of the corresponding WBS elements in Project System in ERP. The integration can either be done automatically (type: Middleware) or manually (type: online).

General System and Integration Settings

IMG: Customer Relationship Management Marketing Marketing Planning and Campaign Management System Landscape Define ERP Integration Type

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Actual costs and revenues for your marketing projects can be allocated in SAP ERP

Work breakdown structure (WBS) elements as a part of the SAP ERPProject System (PS) can be used as a container for collecting actual costs and revenues resulting from your marketing projects

WBS elements (ERP) as collectors of actual costs or revenues can be matched up with marketing elements (CRM) as collectors of planned costs or revenues to calculate campaign success in SAP BW

In mySAP CRM Customizing, you specify editing masks that reflect SAP ERP PS naming conventions for WBS elements. Those naming conventions are specified in SAP ERP PS Customizing

ERP Integration - Project System

mySAP CRM Marketing Planner R/3 Project System

You need to maintain the site in the Administration Console (transaction smoeac). Select Sites as the object type in the top-left corner and then create the site. In the Object Information: Site part of the screen, you then need to assign the site type.

To maintain data for a site, choose the Site Attributes button. Here you can see the relevant attributes from the R/3 System. The R/3 destination must be maintained as a site attribute as customers, business partners and hierarchies cannot be matched in CRM.

You then need to create and maintain a subscription for this site. This links the BDocs to the site you have created. You do this on the tab page Subscriptions.

© SAP AG ICP600 11-228

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General Settings

Promotion specific Customizing: Content



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The Header Data for the Trade Promotion comprises

Object ID, the unique key for this promotion that has to be inline with editing mask defined for the WBS element

The description, a meaningful text for the Trade Promotion

The Business Partner, Business Partner Hierarchy Node or Target Group for whom the Trade Promotion is intended to run

Header Data for Promotions

Marketing Object ID Technical description in line with the mask defined for the WBS element in the Project System (R/3) • If Project System is not used, there is no restriction for the definition of the Marketing

Object ID Customer • The customer can either be a single business partner or a business partner hierarchy node • The Field contains the Planning Customer ID of the customer assigned to the trade

promotions and trade promotion elements • It may contain one of the following values:

- the business partner ID (when the customer is a single business partner) - the group hierarchy node ID (when the customer is a group hierarchy)

In this activity, you create editing masks in which you define which separators are to be used

to structure the marketing project numbers and it should be in line with the formatting mask that you define in Project System in ERP • In CRM: IMG Customer Relationship Management Marketing Marketing

Planning and Campaign Management System Landscape Define Formatting Mask for Marketing Projects

© SAP AG ICP600 11-230

• In ERP: SAP IMG Project System Operative Structures Work Breakdown Structures (WBS) Project Coding Mask Define Project Coding Mask

There are various other settings that can be done for the integration of WBS Elements to reflect more specific requirements

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The Basic Data for the definition of a Trade Promotion comprise a wide variety of settings and reflect

Promotion Type, Objectives, Tactics and Priority are business classifications that can be used for analysis in BI

Organizational data is triggered by the company specific organizational structure

The Planning Profile Group (Group of BI planning profiles) is essential for the Key Figure Planning for Trade Promotions

Customer specific settings, such as Buying Pattern Type to determine standard customer behaviour

Basic Data settings and Customizing

© SAP AG ICP600 11-232

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Basic Data for Trade Promotions

Basic data (extract): Type/objectives/tactics: The Type field defines the type of promotion and is used to help

categorize individual trade promotions. The type is one of the attributes of a trade promotion which can be used in SAP BI to compare the success rates of different promotions.

The Promotion type also controls the condition generation process Planning profile group: Planning profile groups contain one or more planning profiles. By

assigning them to a trade promotion, you are then able to use the corresponding planning profiles from SAP BI. Depending on the type of business you usually need to have at least 2 different Planning profile groups (For Standard and Free Goods condition types). For different reasons, additional Planning Profile Groups may be necessary.

Buying pattern type: You can include a buying pattern for a trade promotion. You can define the buying pattern types in Customizing for Marketing Planning and Campaign Management under Basic Data -> Define Default Buying Pattern Types.

Dates: You can enter the dates for your campaign. You also have the option of entering additional dates, for example, the dates for buying in stock for a campaign. These can be defined in Customizing for Marketing Planning under Basic Data -> Define Additional Date Ranges.

Organizational data can also be populated automatically

© SAP AG ICP600 11-233

© SAP AG ICP600 11-234

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Campaign/Trade Promotion Types

Objectives

Tactics

Priorities

Additional Date Ranges

Buying Pattern Types

Customizing for Basic Data

In the Marketing Planning application, the field order is Type, Objectives, Tactics. In the SAP IMG, you need to maintain Objectives and Tactics first, and then assign them to the Campaign/Trade Promotion Types you created. Use the following SAP IMG paths:

CRM IMG: Customer Relationship Management Marketing Marketing Planning and Campaign Management Basic Data Define Objectives

CRM IMG: Customer Relationship Management Marketing Marketing Planning and Campaign Management Basic Data Define Tactics

CRM IMG: Customer Relationship Management Marketing Marketing Planning and Campaign Management Basic Data Define Types/Objectives/Tactics

© SAP AG ICP600 11-235

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Campaign / Trade Promotion Types

reflect the business and therefore are defined in combination with objectives and tactics

are used to categorize trade promotions and to compare success rates of different campaigns

are used to define Customer Defaults

are used to determine the Condition Generation Type

Customizing for Basic Data – Campaign Types

There are no restrictions to the number or category of campaign types you may define. In the Marketing Planner, they can be selected in the field Campaign Type on the tab page Basic Data.

In this example you see the • Campaign Type: CPTP – Price Promotion • Objective: CPTA – Brand Awareness • Tactics: CPTE – Display

CPTF – Feature ….. CRM SAP IMG: Customer Relationship Management -> Marketing -> Marketing Planning

and Campaign Management -> Basic Data -> Define Types/Objectives/Tactics

© SAP AG ICP600 11-236

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Objectives

The objective is one optional criterion by which evaluations on the success of a campaign or trade promotion can be run in the Business Information Warehouse

Tactics

Tactics are freely definable and can be used to evaluate campaign or trade promotion effectiveness in the Business Information Warehouse

Priorities

Priorities can be defined to support the company internal work process

Customizing for Basic Data – Objectives, Tactics, Priorities

CRM SAP IMG: Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Basic Data -> Define Objectives

CRM SAP IMG: Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Basic Data -> Define Tactics

CRM SAP IMG: Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Basic Data -> Define Priorities for Marketing Projects

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Additional Date Ranges can be used to differentiate common phases of a Trade Promotion, for example to determine time frames, important for the supply chain.

Buy-Period (Period for which the granted conditions are valid. Retailers use this phase to fill their stock). The period type ‘BUYING’ determines the timeframe the system proposes to generate the conditions for

Pre-Dip (Phase with lower Sales volume, as orders will be created during the Buy Period. The Retailer knows that he will get a discount in the near future and will withhold ordering)

Post-Dip (Phase with lower Sales volume, as stock is high due to additional purchases in Buy period. The Retailer takes advantage of the promotional discount to over stock his inventory. Pre and post dips can also be described as investment buying )

Customizing for Basic Data – Additional Date Ranges

Additional date ranges are added to the planned and actual date ranges on the Basic Data tab page of the Marketing Planner.

You can define up to 5 additional date ranges. These dates could be, for example, buying periods, promotion dates, pre-dip or post-dip date ranges, whatever best suits your business needs

CRM SAP IMG: Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Basic Data -> Define Additional Date Ranges.

© SAP AG ICP600 11-238

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Customer Defaults are defined to

populate Additional Date Ranges

calculate Uplift volumes to reflect a standard buyingbehaviour of the customer

The Customer Defaults are

based on the sales area, planning customer and campaign type

entered on the marketing-specific Customer Defaults screen

Definition of Customer Defaults

You should define a buying pattern types in Customizing for Marketing Planning and Campaign Management under Basic Data -> Define Default Buying Pattern Types.

The information that you enter on this page on the tab pages Default Dates and Buying Patterns can be seen on the Basic Data page in the Marketing Planner. The buying pattern defined in Customer Defaults is used to populate promotion planning data.

© SAP AG ICP600 11-239

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Example for Customer Defaults

Use transaction CRM_MKTPL_DEFAULTS or SAP Menu -> Marketing -> Marketing Planning and Campaign Management -> Administration -> Maintain Customer Defaults • Enter Customer ID • Enter Sales Organization • Go on „Defaults Dates“ Tab • Select a campaign type and enter the different date ranges

This transaction is also available in the SAP Menu: Marketing Marketing and Campaign Management Administration Customer Defaults

© SAP AG ICP600 11-240

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Date Ranges – Customer Defaults

The additional dates will be calculated automatically depending on the planned start date for a specific Business Partner/Sales Area/Campaign Type combination.

Note that you cannot have gaps or overlaps between pre-dip, buying and post-dip date ranges

© SAP AG ICP600 11-241

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A buying pattern determines standard buying behaviourof customers over a particular period

Total volumes are distributed over the weeks throughout the planned promotion time according to the buying pattern

The buying pattern types are available as defaults in the Customer Defaults and on the Basic Data tab page when you create a trade promotion

Customizing for Basic Data – Buying Pattern Types

The aim of the buying pattern is to increase the accuracy of the planned increase in sales before sending the values over to Demand Planning. If no other buying pattern is assigned in a trade promotion, the system defaults to an equal distribution. If the promotion starts on any other day than a Monday, the distribution may differ.

Note that if you do not make any settings for customer defaults, then the buying pattern is distributed equally.

When defining Additional Date Ranges you need to enter a period type otherwise the additional date ranges are not seen in SAP BW. You also need to set the buying pattern indicator in this activity so that the additional dates that you define are included in the buying pattern.

You can define buying patterns, for example, for various different buying pattern types such as confectionery, drinks etc.

A buying pattern can be defined for each combination of campaign type, buying pattern type and duration.

© SAP AG ICP600 11-242

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Percentage for a weekly or daily distribution of the total volume over the promotion.

Buying Pattern Definition

A buying pattern determines how much you buy in over a particular period. Note that if you do not make any settings for customer defaults, then the buying pattern is distributed equally. In this section, we describe the buying pattern features that are important for key figure planning in SAP BW.

The dates that are transferred to SAP BW are always the planned dates plus the additional date ranges. In the Customizing activity Customer Relationship Management →Marketing →Marketing Planning and Campaign Management → Basic Data →Define Additional Date Ranges you need to enter a period type otherwise the additional date ranges are not seen in SAP BW. You also need to set the buying pattern indicator in this activity so that the additional dates that you define are included in the buying pattern.

The Buying Patterns can also be defined in the Customer Default maintenance.

© SAP AG ICP600 11-243

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Effects of Buying Pattern on the Uplift

© SAP AG ICP600 11-244

© SAP AG 2006


General Settings

Key Figures Customizing: Content



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The Key Figure Planning in the Marketing Planner enables companies to plan and process figures directly on the Key Figure Planning tab

The screen is split into two major parts

Trade Spend selection and processing part on the upper part of the tab, where you

select the spend types

process planning of key figures

process the generation of condition records

The planning layout in the lower part of the screen to plan the values of the key figures

Key Figure Planning in the Marketing Planner

Key figure planning from SAP BW is fully integrated with CRM 4.0 to allow you to do all your planning using the Marketing Planner as a basis.

You have the option of carrying out key figure planning using an ALV grid or Excel sheet. Alternatively you can carry out your planning in HTML. This option gives you additional

features, allowing you to synchronize dates, products, target groups, sales organizations, customers, success measures, trade spends, EEW enhancements and currencies. This can all be done directly from the Marketing Planner.

© SAP AG ICP600 11-246

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On tab “Volumes/Trade spends”

you choose one of the planning profiles available to plan the trade spends for a specific Trade Promotion

You can plan single or multiple Trade Spend Types for a Trade Promotion

All products can be planned independently. Products can be either

single products

or product groups with the option to deselect single products that do not fit to this specific promotion.

Volume and Trade Spends

Apart from the mere planning of trade spends you can do the following: retrieve the listed price of promoted products. The listed price is always displayed in the sales

unit of measure. It is retrieved from the product master using the condition technique. The system reads the condition table/type for the promoted product in the product master. To display the listed price, you must enter a Type on the Basic Data tab page and also enter sales org data.

apply the buying pattern defined for the planning customer to the trade spend key figures carry out key figure planning based on the baseline volume calculated from APO calculate promotion revenue based on baseline sales You can use the Volumes/Trade Spends tab page to plan free goods to be given away with a

Trade Promotion plan the cost of free goods and generate corresponding pricing conditions If you are using the deal master, you must enter a source planning profile. The deal’s planning

data will then be copied when you enter the planning profile group in the trade promotion you generate from a deal.

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The result of the overall customizing are the

Planning Profile Groups (Planning Layouts etc.)

Trade Spend Types

Condition Generation processing

on the Volumes/Trade Spends tab

Volume and Trade Spends Tab - Planning Layout

Various combinations of Spend Type, Spend Category, Spend method and Discount can be selected and transferred to the planning layout to plan the corresponding key figures

Condition Generation can be triggered from this tab

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The planning profile group

can be assigned to a Trade Promotion

comprises

various planning profiles

Traffic lights

BW reports

Planning Profile Groups

A planning profile group is assigned to a marketing plan or a campaign. By doing this, you define per object which planning profile is used. In addition to the user-specific settings, the relevant planning profile is then also available for this object.

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Standard planning profile groupsThere are various SAP standard Planning Profile Groups that you can use in Trade Promotion Management to work with

Business Partners, Target Groups or Hierarchy NodesStandard or Free Goods Promotions

1. The discounts apply for the entire target group. No specific discount for a BP belonging to the target group. In this case, you use planning profile group 4TPM, 4TPF or 4TPH

2. To plan different discounts per BPs belonging to the target group you can use planning profile group: 4TG1, 4TG3.

3. To plan different discount per Business partner hierarchy node. In this case, you use planning profile group: 4TG2, 4TG4. The system derives the BPH from the BP in the target group.

Planning profile groups contain one or more planning profiles. By assigning them to a promotion, you are then able to use the corresponding planning profile from SAP BI, in addition to your user-specific settings. • CRM: SAP IMG: Customer Relationship Management -> Marketing -> Marketing

Planning and Campaign Management -> Key Figure Planning -> Define Planning Profile Groups

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Planning Profile for Trade Promotion

Management

Planning Profile for Trade Promotion

Management

Planning Profile Group

Planning Profile

Planning Profile Group for Trade

Promotion Management

Planning Profile Group for Trade

Promotion Management

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Planning Profile

The key figures are displayed in planning layouts that can be designed according to your requirements

The planning profiles are defined in BImay contain key figures as well as formulas for calculated key figureshave to be of type Volumes/Trade Spends for the use in Trade Promotions

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Planning Functions

Use Planning functions to run predefined calculations in a Planning Layout

Planning Functions are integrated in the Planning Profile on theVolumes and Trade Spends tab and can be chosen by the user

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The Traffic Lights reflect company benchmarks and are used to judge trade promotions

Evaluations can be carried out with the values on the Volumes/Trade Spends tab

The evaluation results in alerts in form of Traffic Lights and show the status of a trade promotion or campaign

Predefined Alerts already exist in SAP BI:

Incremental Costs (Promotion budget/uplift quantity)

Incremental margin (net revenue/billed quantity)

Return on Investment

Uplift Ratio (Uplift quantity/base quantity)

Traffic Lights in a Trade Promotion

In SAP BW you can define “Alerts” which can reflect the company`s goals (e.g. ROI). This calculations have to be customized in SAP BW. Using the traffic lights in CRM

Marketing Planner the caculation can be displayed while planning The alerts are refreshed when you save or you can refresh the status after any changes by

selecting the Refresh icon to the left of the traffic lights.

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Traffic Lights in a Trade Promotion

Relevant Settings in SAP CRM: Go to IMG CRM → Marketing → Marketing Planning and Campaign Management → Key

Figure Planning → Define Planning Profile Groups Choose a planning profile group and then choose SAP BI Interface: Assignment of Traffic

Lights to (Groups). Choose New entries. Choose one of the four entries from the dropdown box for KPI-NO and KPI ID.

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The Trade spends are used to reflect the companiescondition structure

The following customizing steps have to be processed

Volumes and Trade Spends

spend types

spend categories

spend methods

discount methods

related volumes

Maintenance of the specific relationships

This activity allows you to carry out all of the Customizing for trade spends. It is possible to define the spend types, spend categories, spend methods, discount methods and related volumes that you wish to display in the Marketing Planner.

It is necessary to maintain specific relationships between the spend type and the following; spend category, spend method, discount method and related volume.

The selection of the Trade Spends in the Marketing Planning application is easy to use for the Trade Promotion Planner and allows the control over complex background processes like definition of the corresponding key figures in the SAP BI planning layout and the condition types for the condition generation.

CRM SAP IMG: Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Key Figure Planning -> Define Trade Spends for expected values

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General Settings

Conditions Customizing: Content



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Condition Generation for a Trade Promotion provides the following functionality

The Discounts tab page in a Trade Promotion that displays the results of the condition generation

Campaign Determination condition records

Price determination relevant condition records

Off Invoice

Rebate Agreements

Free Goods

Condition Records in Trade Promotions

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Generated Conditions

On the Conditions Tab the generated conditions are displayed

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Customizing Steps for Condition Generation

The customizing settings determine which

usages condition types and condition tables

the system creates condition records for when generating conditions

To manage the requirements of trade promotions, there are a number of specific functions for conditions

These are conditions with usage CD (campaign determination). These conditions control campaign determination when the trade promotion is executed. Campaign determination is required so that price determination takes campaign-specific condition records into account. The system creates these condition records automatically when you release the trade promotion.

These are conditions with usage PR (price determination), BO (rebate agreement) or FG (free goods). These conditions control price determination when the trade promotion is executed. The system creates these condition records when you start the condition generation on the Trade Spends/Volumes tab. • Conditions for Campaign Determination:

If you generate condition records with the usage BO (rebate agreement), the system automatically creates rebate agreements.

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ProcedureMaintain Condition Maintenance GroupAssign Condition Maintenance GroupDefine Condition Generation TypeAssign Condition Generation Type, Campaign Types and Sales Areas

Procedure Maintain a condition maintenance group under IMG CRM → Master Data → Condition

Technique → Condition Maintenance Group. Include the condition types and condition tables that you use for condition generation in a condition maintenance group.

Assign the condition maintenance group to the IMG CRM application under CRM → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Assign Condition Maintenance Group. If you want to generate rebate conditions, set automatic determination of the rebate type under IMG CRM → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Determine Agreement Type in a Trade Promotion.

Define a condition generation type under IMG CRM → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Define Condition Generation Type

Assign the condition generation type, campaign types and sales areas under Customer Relationship Management → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Assign Condition Generation Type.

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Example: Condition Maintenance in SAP CRM - 1

ActivitiesDefine Condition Maintenance Group

Assign Condition Types and condition tables to the Condition Maintenance Group

Define the condition maintenance group and assign all the condition types and condition tables that you want to use for Trade Promotions the Marketing application. SAP CRM IMG: Customer Relationship Management -> Master Data -> Condition Technique -> Create Condition Maintenance Group

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Assign Condition Maintenance Group

Assign the defined Condition Maintenance Group to the CRM Application. SAP CRM IMG: Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Condition Maintenance -> Assign Condition Maintenance Group

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Condition Generation

Campaign Type Sales Area

Condition Generation type

Trade Spends Pricing condition types

Condition type / Conflict resolution

BP Type Product Level

Pricing

Rebate Application ERP / CRM

Condition Table

Pricing Condition type

Campaign Determination

Condition tables

Condition type Condition table

Key figure

NPL Subtotals Key figure price type

Condition Generation is one of the most central customizing steps in TPM. You define the relation of many other customizing settings for TPM

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The following customizing steps are necessaryAssign Condition Generation typePrice Determination relevant condition typesCampaign Determination relevant condition typesCondition Tables for each condition type the system uses for generating conditionsOne corresponding Condition type for every combination of Spend type, Spend category, Spend method and Discount method

Maintain the condition types for conditions relevant to price determination under Customer Relationship Management → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Define Condition Generation Type → Pricing Condition Types

Maintain the condition type for campaign determination conditions under Customer Relationship Management → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Define Condition Generation Type → Campaign Determination Condition Type.

Define the condition tables for each condition type which the system uses for generating conditions under Customer Relationship Management → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Define Condition Generation Type → Condition Tables

Define condition types and condition tables that the system uses to display values from condition records in key figure planning on the Trade Spends/Volumes tab. SAPIMG: Customer Relationship Management → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Define Condition Generation

Define Condition Generation type to determine which condition generation type applies for which Sales Area. SAPIMG: Customer Relationship Management → Marketing → Marketing

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Planning and Campaign Management → Condition Maintenance → Assign Condition Generation Type

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Assign Condition Generation Type

SAPIMG: Customer Relationship Management → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → AssignCondition Generation Type

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Condition Types Price Determination

Condition Type Campaign Determination

Here you determine a relationship between trade spends and the condition type. Define all possible combinations of trade spends an assign the corresponding condition type Assign the condition generation type and define how the system handles conflicts CRM SAP IMG: Customer Relationship Management -> Marketing -> Marketing Planning

and Campaign Management -> Condition Maintenance -> Define Condition Generation

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Condition tables

Here you define the settings that the system uses for generating conditions. The settings you make here are relevant for • Generating condition records from key figures on the Volumes/ Trade Spends tab page.

The condition records are for the usages PR (pricing), BO (rebate), or FG (free goods) in this case.

• Changing the status of a trade promotion to released. In this case, the system generates condition records for the usage CD (campaign determination).

• Displaying key figures (for example, standard price) that refer to condition records on the Volumes/Trade Spends tab page.

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Rebate Application

Net Price List

Before you assign the Rebate Processing, customize first the steps necessary for the corresponding rebate processing:

1. Customize all necessary settings for a Rebate Process under CRM -> IMG -> Customer Relationship Management -> Rebate Processing

2. Customize all necessary settings for Rebate Processing in CRM Marketing under CRM -> IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Condition Maintenance -> ERP Rebate Processing and/or CRM -> IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Condition Maintenance -> CRM Rebate Processing

If you want to use the Net Price List functionality, you need to assign the corresponding key figures

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Data volumes

Large numbers of business partners and/or products in a marketing project can lead to a large volume of data when you generate conditions.

You can define the point at which the system should sent out a warning. In this case, the system will issue a message to warn the user that the volume of data is high but will still generate conditions.the maximum number of conditions that the system will generate. If you try to generate more condition records than this defined number, you will receive an error message and the conditions will not be generated.

SAP CRM IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Condition Maintenance -> Check Data Volumes for Condition Generation

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Condition Generation in a Trade Promotion

With the button ‘Generate Conditions’ the system will create condition records for each trade spend planned

The Condition records control the operational execution of your trade promotion. Conditions are, for the most part, generated automatically.

Condition generation then converts these trade spends to condition records.

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Condition Generation in a Trade Promotion

Usage CD (Campaign Determination): When a sales order is created, the campaign determination is carried out and if a promotion is found, then the conditions are applied

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Campaign Determination condition records control Campaign Determination when the Trade Promotion is executed.

Campaign Determination is required so that price determination takes campaign-specific condition records into account.

These condition records are created automatically when you release the Trade Promotion

Campaign Determination

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Campaign Determination – Usage and Prerequisites

UsageSystem determines a corresponding campaign when a Sales Order is created.The costs of the corresponding conditions are collected on thecampaign object (WBS Element in ERP)This functionality enables the evaluation of the campaign success

PrerequisitesCampaign determination in CRM Enterprise is controlled via the condition technique

you have made the required settings in SAP ERPyou loaded the settings to SAP CRMyou assigned the campaign determination procedure to transactions, thereby activating campaign determination

The system determines a corresponding campaign when a sales order item is created within the framework of campaign determination. Connecting a campaign with a business transaction makes it possible to evaluate a campaign’s success. You can analyze how successful a campaign was in SAP Business Information Warehouse, for example, how many sales orders were placed as a result of a specific campaign. In addition to this, campaign-relevant pricing is also possible.

Automatic campaign determination is available to you in CRM Enterprise, CRM Mobile and in the Interaction Center.

Campaign determination in CRM Enterprise and in the Interaction Center is controlled via the Condition Technique Condition but it is not part of the pricing procedure.

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Campaign Determination – Functional Scope

Functional ScopeAutomatic campaign determination in a sales order as a result ofentering business partner, pricing date and product. Determination of different prices, discounts or free goods depending on the campaignThe system only carries out a new campaign determination, if thefollowing data is changed:

Sales organizationDistribution channelHeader divisionSold-to-partyProductPricing date

Automatic campaign determination in a sales order as a result of entering business partner, pricing date and product. Linking the campaign with the business transaction and display via the document flow as well as at transaction header and item level. A campaign linked with a business transaction is also transferred into a follow-up document. However, each item in the business transaction can only be linked with one campaign.

Transfer of campaign with the business transaction to SAP R/3 If you enter a campaign manually in a business transaction, it cannot be overwritten by one

that has been found automatically.

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Configuration: CRM – Single/Multiple Promotions

Assign Determination ProcedureThe Multible Promotion Campaign Determination procedure can beassigned to the required organizational units, a document pricingprocedure, and to a customer pricing procedure. In this way, campaign determination is activated in the salestransaction

Multiple Promotions Not ActiveA Compatible with ERP ( Sort by Sequence)A Compatible with ERP ( Sort by Sequence)B Compatible with ERP and MSA (Simple Sort Order)

SAPIMG: Customer Relationship Management -> Basic Functions -> Campaign Determination -> Assign Determination Procedure

NOTE! To support the Multiple Promotions function, field CMPGN_ID_MULTI has been added to the field catalog. If you enter this field in the condition table, it means that the data records found in campaign determination can overlap. This means that you can assign several campaigns/trade promotions to an order item.

SAP ERP IMG -> Integration with other mySAP.com Components -> Customer Relationship Management -> Basic Functions -> Campaign Determination -> Maintain Field Catalog

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Configuration: ERP – Single/Multiple Promotions

Activation of Campaign Determination for Multiple Promotion

SAP ERP IMG -> Integration with other mySAP.com Components -> Customer Relationship Management -> Basic Functions -> Campaign Determination -> Activate Campaign Determination

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Campaign Determination in a Trade Promotion

Usage CD (Campaign Determination): When a sales order is created, the campaign determination is carried out and if a promotion is found, then the conditions are applied

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Quotation and Order Management

Assigned trade promotions are visible at the header and item level

One or multiple trade promotions can be assigned to an order item, depending on customizing settings. Pricing takes in account all conditions determined by the multiple promotions

One is always the main promotion – for cost assignment and reporting purposes

The Marketing tab is available only if the functionality is switched on

Available in CRM Enterprise and Mobile Sales

Integrated with SAP ECC for processes such as sales order, billing, controlling

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A rebate is a special bonus granted to a customer depending on his sales volume within a specified time period and/or compliance of prior consultations.

Normally you agree upon a rebate agreement in a particular sales area with a customer, the rebate recipient. A rebate agreement usually consists of several individual agreements that are stored as condition records.

Rebate Agreements for a fixed trade spends define the exact payment amount during creation of the agreement

Rebate Agreements for variable trade spends are paid out at the end of the trade promotion based on quantity, weight or sales volume

Rebate Agreements

The Rebate Processing is split in to two sections, the CRM Rebate Processing got separated from the ERP Rebate Processing.

SAP CRM IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Condition Maintenance -> ERP Rebate Processing

SAP CRM IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Condition Maintenance -> CRM Rebate Processing

Processing • When you use rebate agreements in Trade Promotions, all relevant data from the Marketing

Rebate Planner is transferred to the SAP ERP system for subsequent processing. - SAP ERP or SAP CRM (depending on the rebate application that is chosen) tracks all

receipts (invoices, credit and debit memos) relevant for rebate processing. - SAP ERP automatically posts accruals so that accounting in FI-CO has an overview of

the cumulative value of the rebate agreements. • There are two ways of carrying out settlements in SAP R/3:

- On the Basic Data tab in the SAP CRM Marketing Planner, set the status of the trade promotion to `Released`. When saving the trade promotion, the system automatically sets the status of the corresponding rebate agreement to ‘To Be Settled’.

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- On tab “Volumes/Trade Spends” press button “Release for Settlement”. In doing so you can manually trigger the settlement of individual rebate agreements.

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Rebate Agreements in a Trade Promotion

Rebate Agreements for the Fixed Trade

Spends

Rebate Agreements for the Fixed Trade

Spends

As soon as rebate agreements are released for settlement, you can no longer change rebate agreements and rebate conditions in SAP CRM. You can however partly or fully settle the rebate agreement.

If you change the status of the rebate agreement in SAP ERP, the system transfers the rebate agreement back to SAP CRM.

For sales-dependent rebate conditions, the system tracks all receipts (invoices, credit and debit memos) in SAP ERP that are relevant for rebate processing. The system automatically posts accruals (the amount specified in the condition record), so that FI-CO accounting has an overview of the agreement’s accumulated value or the approximate sum of the rebate payments.

For sales-dependent rebate conditions, the system does not post accruals automatically. Upon final settlement of the agreement, the customer is sent a credit memo for the entire value

of the rebate agreement.

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Rebate Agreements in a Trade Promotion - Features

Automatic Creation of Rebate AgreementsTo enable the system to automatically create rebate agreements, maintain the following Tabs:

Basic DataProductVolume/Trade Spends

Tab page Basic Data: • Planning Customer: The Planning customer of a Trade Promotion can be an individual

Business Partner, a Hierarchy Node or a Target Group. For individual customers, the system transfers this customer (or the partner of the Payer role) as rebate recipient to the header of the rebate agreement.

• Campaign type: The system uses this field to determine the condition generation type that influences the automatic determination of condition types and condition tables.

• Planning profile group / Planning Time / Sales area Tab page Products: Define which products you want to distribute in a trade promotion. Tab page Trade Spends/Volumes: Definition of the fields on the Volumes/Trade Spends tab

page, as well as the automatic definition of condition types and condition tables and the values for key figure planning.

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Rebate Agreements in a Trade Promotion - Features

Hierarchy NodesIf hierarchy nodes are used, the system can expand the hierarchies

When hierarchy nodes are used for trade promotion planning, the system can expand the hierarchies:

It is possible to decide if the system should generate one rebate agreement on hierarchy level or if it should determine every customer in this hierarchy to create a single rebate agreement for each customer or payer.

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Customizing for Rebate Agreements

Prerequisitesyou have maintained the necessary Rebate processing customizing in SAP ERP or SAP CRM

ProcedureDefine the condition types and condition tables for the different spend typesMaintain the automatic assignment between campaign and agreement typeEnsure that condition maintenance group contains all condition types and keys for the rebateMaintain a country and currency for the sales organizationDefine how the system handles condition records when rebate agreements are deletedDefine number range interval for the rebate agreements

Define the condition types and condition tables for the different spend types: • Customizing for Trade Spends/Volumes: IMG CRM Management → Marketing →

Marketing Planning and Campaign Management → Key Figure Planning → Define Trade Spends for Expected Values

• Customizing for Conditions: IMG CRM → Marketing → Marketing Planning and Campaign Management → Condition Maintenance

Automatic assignment: IMG CRM → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Define Agreement Type in a Trade Promotion.

Ensure that the condition maintenance group contains all condition types and keys for the rebate and maintain a country and a currency for each sales organization.

Deletion of rebate agreements: IMG CRM → Marketing → Marketing Planning and Campaign Management → Condition Maintenance → Define Condition Record Handling when Deleting Agreements.

Number range interval: IMG CRM → Marketing → Marketing Management and Campaign Planning → Condition Maintenance → Define Number Ranges for Agreements.

The system uses the partner role “Payer” as rebate recipient for rebate agreements in the trade promotion. If the partner role Payer is not maintained in Customizing, the partner itself is used.

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Define Agreement Type in a Trade Promotion

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It is common practice in many industries that when you sell certain goods, you deliver other goods free of charge to the customer, or you do not charge the customer for a portion of the goods sold.

When maintaining Free Goods for a Trade Promotion, you have to make sure that the planning profile group is suitable for Free Goods

Maintaining Free Goods in a Trade Promotion

Assign a free product to the products for which you want to give away free goods. a. If you want to give an inclusive bonus quantity, set the flag Include Free Product. b. If you want to give an exclusive bonus quantity, ensure that flag “Include Free Product” is

not set. Enter the discount type and the discount category on tab “Volumes/Trade Spends”. Enter the quantity of free products and push button “Generate Conditions”. On the Discounts tab page you can now maintain the condition records manually or create new

ones. You can change between inclusive and exclusive bonus quantities at any time by changing the

Free Goods Type. For exclusive bonus quantities, the Free Products field can also be inputted.

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Configuration: Integration of the Net Price List Results

Assign Key Figures for Net Price List integration in Condition Generation

The Volumes/Trade Spends tab allows the integration of Net Price List results in the planning layout. This leads to improvements of theaccuracy

of the displayed key figuresof the calculated key figures (like supplier or retailer margin,profitability etc.)your decision making

The integration of the Net Price List Results allows a pre-calculated customer net price on the Volumes/Trade Spends tab

SAP CRM IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Condition Maintenance -> Define Condition Generation

Under Net Price List Subtotal, you determine the type of net price list, for example, Gross Price, Net Price, Tax Price or one of the six subtotals available.

You can map several key figures to different totals/subtotals related to the Net List Price. First you have to create the Price List (SAP menu -> Master Data -> Price List -> Create Price

List)

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Configuration: Integration of the Net Price List Results

Integration of the Net Price List Results in Volumes and Trade Spend Planning

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Marketing Planner: Unit Summary


to configure the general settings necessary for Trade Promotion Management

to customize the promotion specific settings in CRM and ERP

set up all prerequisites for Key Figure Planning for Trade Promotions

know the specific process underlying the trade promotion execution (campaign determination, rebate agreement)

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Tools Exercises

Topic: Marketing Planner

At the conclusion of this exercise, you will be able to: • Use the Marketing Planner to create Trade Promotions • Do the customizing for a special campaign

Your targets are to win new customers and to increase revenue. You want to promote four products of the Product Group CP1 (Premium Cookies). You want to make a Trade Promotion. You decide that you want to use two tactics – one is to present the products at a special place with a big display. The other tactic is a temporary price reduction. You think that this Trade Promotion has a high priority. After you have had a look at your reports from the last year, you decide to make your Trade Promotions with Customer Rema North and Customer Rema South. You also know that Customer Rema North has a new store, therefore you want to expand the buying period for your Trade Promotion about 4 weeks. The best time to start your promotion is the 1st, February 2004. Each group should select another start date. You want to spend $2000 for feature and $3000 for display. Also, you give the Customer North a Promotion Discount of 15%. For both customers you calculate with an uplift from 1500.

1-1 Log on to the Training System with the user and password that the trainer supplies.

If possible, each group should use another customer like Rema North or Rema South. Discuss that with your trainer. 1-1-1 Define new objectives according to your targets

OAxx – OAxx-Win New Customer-xx OBxx – OBxx-Increase Revenue-xx

1-1-2 Create a new tactic

TAxx – TAxx-Special Place & Display-xx TBxx – TBxx -Temporary Price Reduction-xx

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1-1-3 Define a new campaign type for the Category Trade Promotion

CTxx – CTxx-Price-Promotion-xx Here you should also assign the tactics and the objectives to this campaign type (OAxx – TAxx and OBxx – TBxx).

1-1-4 Assign condition generation type

Here you should assign the condition generation type ZTPM to the sales area (US Philadelhpia/Final Customer Sales/Cross Division) and the campaign type CTxx.

1-1-5 Check if your additional date ranges are in the system for sales area US

Philadelhpia/Final Customer Sales/Cross Division and the Customers Rema north and Rema South. Explain the additional date ranges!

1-1-6 Check if the R/3-CRM Customer Hierarchy is assigned.

Where do you find this hierarchy? Give a short description.

1-1-7 Explain the usage of Customer Defaults!

1-1-8 Expain the usage of Buying Patterns!

1-1-9 Now you want to create the Trade Promotions for Rema North and Rema South.

ID C/2004-CPT-xx1-001 for Customer North and where xx is a group number ID C/2004-CPT-xx2-001 for Customer South and where xx is a group number Description: Trade Promotion Group xx1 or xx2 Customer: F4 each group choose a different BP (Explain hierarchy node)

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Basic data Tab Campaign Type / Objective / Tactic - Choose yours. Priority Planning Profile Group: Trade Promotion Management (Standard) Sales Area Enter the Start date of your Trade Promotion

Product Tab

Define your own layout Enter promotable group for Premium Cookies Volume/Trade Spends Tab Create a Trade Spend Spend Type Spend Category Spend Method Discount Transfer Trade Spends Enter the values in SEM layout Finally generate the conditions Check, if the conditions are generated

Tab.

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SameTools Solutions

Topic: Marketing Planner

1-1 Log on to the Training System with the user and password that the trainer supplies.

If possible, each group should use another customer like Rema North or Rema South. Discuss that with your trainer. 1-1-1 Define new objectives according to your targets

Navigate to the customizing at SAP CRM system – Tx “spro” SAP IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and CPress “New Entries” and enter OAxx – OAxx-Win New Customer-xx OBxx – Obxx-Increase Revenue-xx Save Create your own Transport Request – ICP100_TPM_PART2_MKTPL_00

1-1-2 Create a new tactic

Navigate to customizing in the SAP CRM system SAP IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Mangement -> Basic Data -> Define Tactics Press “New Entries” and enter TAxx – TAxx-Special Place & Display-xx TBxx – TBxx -Temporary Price Reduction-xx Save Add it to your Transport Request

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1-1-3 Define a new campaign type

Navigate to customizing in the SAP CRM system SAP IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Mangement -> Basic Data -> Define Campaign Types/Objectives/Tactics Press “New Entries” and enter “CTxx – CTxx-Price-Promotion-xx” with category “Trade Promotion and Deal” Here you should also assign the tactics and the objectives to this campaign type. Mark the row with the new campaign type and double-click in the Campaign Types/Objectives – folder. Press “New Entries” and select the objective OAxx – OAxx-Win New Customer Mark the row with the objectives and double-click in the Campaign Types/Objectives/Tactics – folder. Press “New Entries” and select the tactics TAxx – TAxx-Special Place & Display Save your entries Do it again with the combination OBxx - TBxx Save

1-1-4 Assign condition generation type

Here you should assign the condition generation type to the sales area and the campaign type SAP IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Mangement -> Condition Maintemace -> Assign Condition Generation Type Press “New Entries” Enter CTxx for the just created campaign type in the first column. Enter O 50007162 for Sales Organization, C1 for Distribution Channel, 00 for Division and ZTPM for Cond.Gen.Type Save

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1-1-5 Check if your additional date ranges are in the system.

Navigate to customizing in the SAP CRM system SAP IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Mangement -> Basic Data -> Define Additional Date Ranges Double-click on Trade folder You see the buying period, pre-dip and post-dip phase Explain the additional date ranges!

1-1-6 Check if the R/3-CRM Customer Hierarchy is assigned.

Navigate to customizing in the SAP CRM system SAP IMG -> Customer Relationship Management -> Marketing -> Marketing Planning and Campaign Management -> Basic Data -> Assign Customer Hierarchy Tree You find customer hierarchy tree R/3-CRM Where do you find this hierarchy? Navigate to customizing in the SAP CRM system SAP menu -> Master Data -> Business Partner -> Maintain Group Hierarchy Select Hierarchy Tree and press “Find” Double-click on” R3-CRM” Open hierarchy 300850/CPF1C100 Give a short description. e.g.: USA – Mass Merchants – Customer HQ – Customer North and than the outlets

1-1-7 Explain the usage of Customer Defaults!

Customer defaults are created for a specific BP, Sales Area, Campaign Type combination. It reflects the ‘standard’ Dates for a promotion created for this constellation based on experiences. You can define the duration of each additional date range. During the creation of a Trade Promotion the dates will be calculated automatically after entering the ‘Planned Start Date’.

1-1-8 Expain the usage of Buying Patterns!

Buying Patterns reflect the specific buying behavior for a specific BP, Sales Area, Campaign Type, Product Grouping (Buying Pattern Type) combination. You can define the allocation of quantities normally ordered. This is visible in the Drill-Down of the ‘Uplift’ colum in the planning layout.

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These figures will be sent to SCM.

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1-1-9 Now you want to create the Trade Promotions for Customer North and

Customer South. Go to SAP menu - > Marketing -> Marketing Planning and Campaign Management -> Marketing Planner or transaction CRM_MKTPL ID C/2004-ICP-xx1-001 for Customer North and where xx is a group number ID C/2004-ICP-xx2-001 for Customer South and where xx is a group number Description: Trade Promotion Group xx1 or xx2 Customer: F4 each group choose a different BP (Explain hierarchy node) Basic data Tab Campaign Type / Objective / Tactic Enter for campaign type: “CTxx – CTxx-Price Promotion-xx” Enter for Objectives: “OAxx – OAxx-Win New Customer” or “OBxx – OBxx-Increase Renvenue” Enter for Tactics: “TAxx – TAxx-Special Place & Display” or “TBxx – TBxx -Temporary Price Reduction” Priority: select “High” Planning Profile Group: “Trade Promotion Management (Standard)” Sales Area: Sales Org.: 50007162, Distr.Ch. C1, Div. 00 Enter the Start date of your Trade Promotion and press enter

Product Tab

Define your own layout: use Button

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Enter promotable groups: Enter Product Groups CP1

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Volume/Trade Spends Tab Select Planing profile “CPT1000 TPM SEM Inplace Profile (CRM) Spend Type: 1. FTS – Fixed Trade Spend (both Trade Promotions) 2. FTS – Fixed Trade Spend (both Trade Promotions) 3. VTS – Variable Trade Spend (only Customer North) Spend Category: 1. DSF – Display Fees (both Trade Promotions) 2. SPF – Feature Fees (both Trade Promotions) 3. OIV – Discount (only Customer North) Spend Method: 1. LUMPSUM – Lump Sum (both TP´s) 2. LUMPSUM – Lump Sum (both TP´s) 3. OFF - Off-invoice (only Customer North) Discount: 3. CENT – per cent (only Customer North) Enter the values in SEM layout: First you must transfer the trade spends to SEM-BW – mark the rows and press Button

Enter in column “Promo. Discount” “15,00 %” – only for customer North Enter in column “Bonus for Display” “3000,00 USD” Enter in column “Bonus for Features” “2000,00 USD” Enter in column “Uplift Volume” e.g. “1500” Finally you generate the conditions: mark the trade spend rows and press Button

Check, if the conditions are generated: Go to Tab.

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Marketing Calendar (Query, Views)


Unit 15 Reporting


Unit 17 Conclusion






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Marketing Calendar

Contents:

General Functionality

Search Tables and Search Criteria

Graphic Profile

Views

Field Settings for Table View

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Content


Graphic Profile

Views / Field Settings for Table View

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Marketing Calendar: Unit Objectives


set up the customizing for views and queries for the Marketing Calendar

make the user specific settings


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General Functionality: Content


Graphic Profile


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The Marketing Calendar as the central point of entry supports Marketing Professionals to

gain an overview of all marketing objects within a certain time range (user specific setting)

look at all Marketing projects from several perspectives, e.g. by brand, customer, customer group or combinations of them

see all basic information at a glance (name, status, time range)

make attribute values visible by color configuration (Attribute: Status = Released Green, Status = To be Approved Yellow

Marketing Calendar

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The Marketing Calendar as the central point of entry supports Marketing Professionals to

view the Interlinking of different events, such as campaigns and promotions

look at all Marketing projects displayed in a list and use additional functions like mass change and copy from year to year

print calendar information (calendar or list of promotions)

use MS Excel if required (customize field mapping)

Marketing Calendar cont.

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Marketing Calendar

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Marketing Calendar Detailed functions

The following functions are available in Marketing Calendar:Create, copy, delete and print your marketing projects Specify how the search result should be displayed

Expand / Collapse view mode Enlarge / Reduce bar-size Change displayed time frame

Project AssignmentsSplit screen and display projects dealing with the same products(Campaigns / Promotions)Split screen and display assigned projects (Campaigns / Promotions)Create / Remove project assignment (Campaigns / Promotions)

Color SettingsSpecify, whether color of bars should be based on Status or on Campaign TypeLegend for used colors

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Customizing Steps - Overview

The following steps are necessary in customizing:

go to Customer Relationship Management ? Marketing ? Marketing Planning and Campaign Management ? Marketing Calendar ?

Define Search TablesDefine Search CriteriaAssign Search CriteriaAssign Graphic Profile for Marketing CalendarDefine Views for Marketing CalendarDefine Field Settings for Table View

Query

Calendar

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Search Tables and Search Criteria: Content


Graphic Profile


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Define Search Tables

UsageIn this activity you determine the tables and structures from which potential search fields are taken for the query in the calendar application.

RequirementsYou only need to carry out this activity if you have created additional assignment tables for campaign management and fields should be taken from this table as potential search fields for the query in the calendar application.

Standard SettingsThe following entries are delivered as standards:

Table CRM_MKTPL_ATTR (CRM-specific attributes)Structure CRMS_MKTPL_CLDR_SF (additional search fields)

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Define Search Criteria

UsageYou define search criteria that you want to use for the query in the calendar

RequirementsIf you want to use fields from tables/structures as search fields in a search criteria, you need to ensure that these fields are in a table or structure that has been maintained in the activity „Define Search Tables“

Search criteria beginning with '0' are part of the standard delivery. If you require additional search criteria, you should use an ID in one of the namespaces provided.

ActivitiesFirstly maintain an ID and a language-dependent description for the search criteria. Then select the table/structure and the field that you wish to use as a search field.

First maintain an ID and a language-dependent description for the search criteria. Then select the table/structure and the field that you wish to use as a search field. You can select a field directly in the maintenance view; if this is unique, the table/structure is set automatically. If you have set the search field so that it can be selected more than once, you can enter complex search criteria for the search field in the calendar application.

Define search criteria „PROMO_TYPE – Promotion Type“ Add the fields: • Search Criteria Table CRMS_MKTPL_CLDR_SF - Search Criteria CAMP_YEAR • Search Criteria Table CRMS_MKTPL_CLDR_SF - Search Criteria CUSTOMER_ID • Search Criteria Table CRMS_MKTPL_CLDR_SF - Search Criteria PRODUCT_CAT • Search Criteria Table CRM_MKTPL_ATTR - Search Criteria CAMP_TYPE

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Assign Search Criteria

UsageHere you can assign the search criteria you defined in the preceding activity to categories from the Marketing Planner, for example, to a campaign or trade promotion.

ActivitiesAssign a search criteria to the required category.The settings that you make here control the selection options that you have in the Marketing Calendar for search criteria.

Example:

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Graphic Profile: Content


Graphic Profile


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Assign Graphic Profile for Marketing Calendar - 1

UsageIn this activity you enter all of the graphic profiles that you wish to make available in the user settings for the marketing calendar. You must make an entry here before you use the calendar. The profiledefines how the calendar is displayed, ie, the colors, shapes and so on.You can also decide on the color for each campaign type (type view) and for each status (status view) for every graphic profile.

Default ProfilesGroup MKTP - Name COLOUR - Index 1Group MKTP - Name COLOUR - Index 2Group MKTP - Name COLOUR - Index 3Group MKTP - Name PATTERN - Index 1

The first three profiles are color profiles and use color as thedifferentiating factor. Profiles 1 and 2 use the whole color palette. The third profile does not use the color green.The fourth profile uses templates to differentiate between the different graphic elements.

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Assign Graphic Profile for Marketing Calendar - 2

RequirementsYou can only select profiles that are entered in the Customizing table TBCG. You can maintain this table using the Customizing transaction BCG2. When you create a new graphic profile using BCG2, it is recommended that you copy the available profiles andchange these.The color assignments for campaign types can only be implementedafter Customizing for the campaign types.A graphic profile is made up of 5 individual profiles:

Tile groupGraphic element groupColor groupShape group andOption profile

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Views / Field Settings for Table View: Content


Graphic Profile


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Define Views for Marketing Calendar

View levelView level

Group levelGroup level

You have to maintain the following fields: View level: Identification of view, Description (appears as text in the selection box), Category

(object category for which the view is permitted), Class (ABAP-OO class that implements the interface), IF_CRM_MKTPL_CLDR_VIEW (the actual view is set up by implementing the method REFRESH), Drag & Drop (indicates whether drag and drop is permitted in the view),

Category hierarchy: If the view displays a product hierarchy, you can enter the name of the hierarchy here

Column level: Sequential number (sequential number of the column on the left-hand side of the calendar), column heading, Size (width of the column), Expandable (indicates whether hierarchy levels can be shown or hidden by double-clicking)

The following views are delivered as defaults: Trade Promotion, Promotion, Customer, Customer and product hierarchy, Product hierarchy • Campaigns: Campaign, Product hierarchy

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Define Field Settings for Table View

UsageIn this activity you define the fields in the table view for theMarketing Calendar.This allows you to define for all components in the table structure whether the corresponding field should be display only, changeable or changeable as part of a mass change. You can also assign a different label to the one defined in the data dictionary. This is displayed in the title bar of the table.

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Marketing Calendar: Unit Summary


set up the customizing for views and queries for the Marketing Calendar

make the user specific settings

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Tools Exercises

Unit: Promotion Planning Online Topic: Marketing Calendar

At the conclusion of this exercise, you will be able to: • Use the Marketing Calendar

The CP Manufacturer is planning its Trade Promotions for the Year 2004. Many have already been created but new ones are required. First, in the roles of the Account Manager you will use the Marketing Calendar to find out what Promotions have already been planned in the system.


that the trainer supplies. In this first step a query will be created in the calendar. Open the Marketing Calendar. 1-1-1 Navigate to the Marketing Calendar from the SAP Menu

Marketing -> Marketing Planning and Campaign Management -> Marketing Calendar

Show all the trade promotions in Year 2004 of the Promotion Type “TPM Price Promotion” (CPTP). Create a query by using the button to open the query details. Save your query as ‘TPM Price Promotions 2004’ as the default query.

This is transaction CRM_MKTPL_CALENDAR Make sure that you create your query by finding Trade Promotions by Campaign Type.

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The Default Query means that every time the Marketing Calendar is opened, this query will run and pre-populate the Calendar with Trade Promotions. The query definition has no influence on the settings for the time scale.

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Check that the time period is the correct one to ensure that the year 2004 is displayed.

1-1-2 How many promotions are displayed (you can use different views to list the promotions).

_____________________________________________________________

Use the legend button to find the answers to the questions that follow!

1-2 You now have a list of all the TPM Price Promotions for year 2004 shown on the

calendar. What do the colors mean?

Color Meaning

1-3 Change the view of the Calendar to show the Trade Promotions according to the Customer and Brand. Additionally, display the promotions for different time periods (monthly/weekly).

1-4 Show the status of the promotions using the button and changing the radio button.

What do the colors mean?

Color Meaning

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1-5 What additional time periods are associated with each promotion? What do they

mean?

Additional time period (description)

Meaning, please describe briefly!

1-6 What is the marketing department doing? How can you find out which activities are

planned for the chosen time period? Please describe.

________________________________________________________________ ________________________________________________________________ ________________________________________________________________ ________________________________________________________________

The link is depending on the customizing entries and the maintenance on the cost tab in the campaign!

1-7 How is a hard link between the trade promotion and the marketing activity

established?

________________________________________________________________ ________________________________________________________________

1-8 How would you present all the detailed information on a trade promotion in a hard copy?

________________________________________________________________ ________________________________________________________________

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Optional

1-9 Show the list view but do not make Mass Changes. Which functionalities are available? What do you have to do to see additional columns?

___________________________________________________________________ ___________________________________________________________________ ___________________________________________________________________

Change the list view and save it as user specific layout (use the description TPM-XXX; XXX for your group number)

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SameTools Solutions

Unit: Promotion Planning Online Topic: Marketing Calendar

At the conclusion of this exercise, you will be able to: • Use the Marketing Calendar

The CP Manufacturer is planning its Trade Promotions for the Year 2004. Many have already been created but new ones are required. First, in the roles of the Account Manager you will use the Marketing Calendar to find out what Promotions have already been planned in the system.


that the trainer supplies. In this first step a query will be created in the calendar. Open the Marketing Calendar.

1-1-1 Navigate to the Marketing Calendar from the SAP Menu

Marketing -> Marketing Planning and Campaign Management -> Marketing Calendar…….

Show all the trade promotions in Year 2004 of the Promotion Type “TPM Price Promotion” (CPTP). Create a query by using the button to open the query details.

1. In the query definition define the following details:

Find: Trade Promotion; By: Trade: Promotion Type; Year 2004; Campaign Type: TPM Price Promotion

This is transaction CRM_MKTPL_CALENDAR Make sure that you create your query by finding Trade Promotions by Campaign Type.

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2. Press ‘Start’ to execute the query. All promotions will be displayed in the lower part of the Marketing Calendar. Save your query as ‘TPM Price Promotions 2004’ as the default query.

The Default Query means that every time the Marketing Calendar is opened, this query will run and pre-populate the Calendar with Trade Promotions. The query definition has no influence on the settings for the time scale.

3. Press Enter the required description and press ‘Save Default’.

Press to close the query details.

The query definition has no influence on the settings for the time scale.

4. If not the whole year is displayed, choose the correct time period by

using the Button and maintain the relevant dates.

1-1-2 How many promotions are displayed (you can use different views to list the promotions).

You can choose different views (choose from F4: )for displaying the promotions found with your query.The number of promotions varies according to the number that has been created in the system.

Use the legend button to find the answers to the questions that follow!

1-2 You now have a list of all the TPM Price Promotions for year 2004 shown on the

calendar. What do the colors mean?

Use the legend to find the solutions, e.g.:

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Color Meaning

Yellow Campaign type: TPM Price Promotion

Grey Aggregations

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The ‘Aggregations’ in the calendar show that under a closed hierarchy node trade promotions are available, e.g. choose view ‘customer and brand’ and close the hierchy nodes by doubleclicking if required. The grey bar indicates that trade promotions exist for the node ‘Star’:

1-3 Change the view of the Calendar to show the Trade Promotions according to the Product Hierarchy. Additionally, display the promotions for different time periods (monthly/weekly).

Click on Button to define the settings. On tab ‘Start Date’, you define the view and the period for your query. Choose ‘Customer and Brand’ and ‘Weekly’

and Press . The view can always be changed. Change the Period now by choosing ‘Monthly’ in the drop down list to see the differences .

1-4 Show the status of the promotions. What do the colors mean?

You can see the status of every single trade promotion by moving the cursor on the trade promotion: the name, status and type is displayed in a separate rectangle. The status can as well be indicated by the color of the bar representing the trade promotion in the calendar. If you do not see the status, but the campaign type, you have to change the type of color coding.

Check this by pressing . Flag ‘Status’ and confirm within the pop up displayed. Now the colors for the different status can be checked by using the legend, press

to see the details.

1-5 What additional time periods are associated with each promotion? What do they mean? The additional time periods are defined in customizing.

You are able to see the additional timeframes by pressing . You can choose a maximum of two to be displayed on the calendar at any one time. Flag the ones you would like to see and confirm.

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Additional time period (description)

Meaning, please describe briefly!

Buy period

Period for which the granted conditions are valid. Retailers use this phase to fill their stock.

Pre-Dip

Phase with lower Sales volume, as orders will be created during the Buy Period. The Retailer knows that he will get a discount in the near future and will withhold ordering.

Post-Dip

Phase with lower Sales volume, as stock is high due to additional purchases in Buy period. The Retailer takes advantage of the promotional discount to over stock his inventory. Pre and post dips can also be described as investment buying.

1-6 What is the marketing department doing? How can you find out which activities are

planned for the chosen time period? Please describe?

The link is depending on the customizing entries and the maintenance on the cost tab in the campaign!

In the Marketing Calendar you have the option to show all existing marketing campaigns when corresponding to the trade promotions by using the Split

Screen. Press to show them. This link is product related, which means: All the marketing activities are shown in the bottom part that use one of the products also being used in one of the trade promotions (shown on the left hand side of the calendar). The prerequisite is that in the campaign the product and the Sales Organization are maintained on the cost tab. It would also be possible to create a query to show the campaigns in the place of the Trade Promotions. The advantage of the split screen is that both objects can be seen at the same time.

1-7 How is a hard link between the trade promotion and the marketing activity

established? In order to find out which marketing activities are hardlinked you have to mark a

trade promotion and click on to see the marketing campaign being linked directly to your promotion (or vice versa). You establish such a link by marking a

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trade promotion in the upper screen and a campaign in the lower screen (use shift to highlight at the same time) and press . This link can be de-established by marking one of the linked objects (either the trade promotion or the campaign) and pressing . The relationship between the objects campaign and trade promotion can only be: 1:n.

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1-8 How would you present the calendar information on trade promotions in a hard

copy?

When using the pop up to choose the print option appears. Enter a valid printer. If no printer is installed (e.g. Citrix) a printer must be installed in Windows

Optional 1-9 Show the list view but do not make Mass Changes. Which functionalities are

available? What do you have to do to see additional columns?

When choosing the list view by pressing different functionalities are available, one of which is the printing function. Mass changes are possible and it is also possible to copy promotions/campaigns from one year to another. If you would like to see additional columns, you can choose an existing layout or change the displayed one and save it e.g. as user specific layout.

Use the button layout settings and choose from the list of options ‘Change layout’. Add an additional column and save the newly created layout as user specific layout: TPM-XXX; XXX stands for your group number. Choose one column from the ‘Column set’ on the right side of the pop up and transfer it to the ‘Columns’ by pressing . Press and save the layout as indicated above.

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Prerequisites for Sell-in, Execution and Validation


Unit 15 Reporting


Unit 17 Conclusion






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Fact based Sell-in

Content

Validation via In store Validation

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Sell-in, Execution and Validation: Unit Objectives


understand which functionality supports the Sell-in process

set up the configuration to support In-store observation


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Fact based Sell-in

Fact based Sell-in: Content


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During the Sell-in, you negotiate the planned trade promotions with your customer (retailer)

The Sell-in process is supported by

General Sales or promotion information provided online (Mobile Sales Application)

using a calendar print-out

using a hardcopy for detailed promotion information (based on SAP smart forms)

Sell-in

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To make the print-out available for a trade promotion the following customizing steps are necessary

Assign the appropriate form to the object class trade promotion (SAP delivered)

CRM_MKTPL_DEFAULT_TRADE

You can use the print preview and the direct output as well within an action profile. You then have to assign the appropriate action profile to the trade promotion (SAP delivered)

CRM_MKTPL_TPM

Trade promotion print out - Customizing

IMG: CRM Marketing Planning and Campaign Management Print Preview Assign Forms to Marketing Planner

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Fact based Sell-in

Validation via In store Validation: Content


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After the Trade Promotion has started to run you validate it with the retailer. The validation itself is carried out on site by field sales representatives.

The Validation process is supported by

using Survey information (based on the SAP Survey Suite)

provided online (Mobile Sales Application) or

using a hardcopy of the survey

Validation

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In order to make a survey available for promotion validation the following steps have to be carried out

Define a questionnaire via the Survey Suite for the Marketing Application

Define all prerequisites within the Activity Management like

transaction definition

set up and assignment of communication channel

Validation – Customizing

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The following process steps are necessary to link a Survey to the Trade Promotion via the Business Activity Generation

Create a target Group (Extras Generate target Group)

Choose the Communication Channel you have defined

Release and save the Trade Promotion

Trigger the execution job (Extras Target Group to Channel), see next slide

Validation – Process execution

Create a target group by going to Extras Generate target group. The generated target group can be seen on the segment tab

Choose communication medium: on the Channels tab page select the required communication medium

Release and save the trade promotion Send the target group to channel by choosing the execution job via Extras “Target group to

channel“ schedule a job.

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The job execution can be performed immediately or at a later point in time

Schedule job starts the process.

1. Schedule execution job

2. Check transfer statusThe transfer status indicates if the related target group has been executed successfully.

For more details, choose Log.

Triggering the execution job

The execution can be scheduled immediately or can be scheduled to run at a later point in time.

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Validation – Process Results from the Marketing Calendar

Relationships

Activity Details

Questionnaire

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understand which functionality supports the Sell-in process

set up the configuration to support In-store observation

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Mobile Sales Basics


Unit 15 Reporting


Unit 17 Conclusion






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Mobile Sales Basics

Contents:

Integration of Trade Promotion Management within the Mobile Sales Application

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Content

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Mobile Sales Basics: Unit Objectives


explain the system environment that is necessary for TPM with Mobile Sales

explain the 5 step closed loop process in detail and the Account Manager role involved throughout planning, execution and validation within the Mobile Sales Application

name the steps necessary to use the required functionality on the Mobile Client


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Content

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BI

Trade Promotion Planning – Integrated Approach

Sales and Trade

Promotion Plan

Historical Sales and Scan Data

CRM Server:Marketing Planner

Mobile Account and Promotion Planning

Query

CRM Middleware

Planning data

SAP ERP:CO-PA

AC NielsenUSA

Integration of the mobile solution within TPM • Integration through CRM Middleweare of SAP BI for Trade Promotions • The planning functionality is available offline • DHTML is used as a front end within Mobile Sales and CRM Server

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Trade Promotion Planning I

SAP BISAP CRM ServerSAP CRM Mobile

Save thetrade promotion

Plan trade spendsand uplift

Replicate data

Synchronize data

System receives data

Create the trade promotion

System generatesconditions

Trigger conditiongeneration

You create the trade promotion on the mobile client. In the Marketing/Details tile set, enter the details for the trade promotion, including its

objectives, assigned planning customer, and validity dates. See Basic Data for Trade Promotions. You also assign products and partners to the trade promotion.

You maintain trade spends and plan for the uplift of the trade promotion so you can determine its impact on meeting your annual sales targets.

After you have entered the data of the trade promotion, you press the button for the condition generation. The conditions aren’t generated on the mobile client.

To load your trade promotion and planning data to CRM Enterprise, synchronize the mobile client with the server. This also makes the trade promotion data available to sales team members.

The system replicates your data to CRM Enterprise and SAP BW receives the planning figures.

During synchronization, CRM Enterprise generates conditions for the trade promotion, based on the trade spends you have entered. These conditions are visible on the mobile client.

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Trade Promotion Planning II

SAP BISAP CRM ServerSAP CRM Mobile

“Release” the promotion

Plan trade spendsand uplift

Replicate data

Synchronize data

System receives data

Create the trade promotion

System generatesconditions

Replicate data

Synchronize data

Receive promotion data

Change promotion data

Trigger conditiongeneration

You create the trade promotion on the SAP CRM server. Set the status of the trade promotion to released. By synchronizing the laptop with the server, load the promotion data from CRM Enterprise so

that you can perform trade promotion planning offline. Then you are able to change the data of the trade promotion. For triggering the condition

generation you press the button “Condition generation” (the ‘real’ condition generation takes place after synchronization with the CRM Enterprise)

To load the trade promotion and planning data to CRM Enterprise you have to synchronize the mobile client with the server.

The system replicates your data to CRM Enterprise and the SAP BW system receives the planning figures.

During synchronization, CRM Enterprise generates conditions for the trade promotion, based on the trade spends you have entered.

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Mobile Sales Basics: Unit Summary


know the system environment that is necessary for TPM with Mobile Sales

name the steps necessary to use the required functionality on the Mobile Client

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Reporting


Unit 15 Reporting


Unit 17 Conclusion






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Reporting

Contents:

TPM business content in BW

Info Source, Info Cubes and update rules (incl. routines)

Master data and transaction data

Analytics

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TPM Business Content in BI

Content

Data Mining

Master and Transactional Data

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Reporting: Unit Objectives


look for the relevant BW business content

explain the data flow for both master and transaction data

understand the identification of R/3 with CRM data


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TPM Business Content in BI: Content

Data Mining

Analysis

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Sales & Marketing Planning

Sales & Marketing Actuals

(Mapping accordingto hierarchies

Sales & Marketing Knowledge

Plan/Budget Check

PromotionPost-

EvaluationPlan-ActualComparison

PromotionPre-

Evaluation

Overview

All reports - ideally - would only be performed on the plan/actual cube after transfer of actuals from the actual cube.

Analysis of actuals could also be done on the actual cube. For matter of consistency, reporting on the plan/actual cube only appears more advantageous.

This is also the way the BW business content is set up.

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BW-Content (BW 3.1. Add-on Content 3.3. - extract)

With BW Rel.3.1, Add-on content 3.3. there are 46 pre-defined queries and at least 4 Info-Cubes ready-to-use for the Trade Promotions Management process.

In an implementation project these queries can be easily activated and used.

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Available content

Content is basis for both plan and actual data

Master ata: new InfoObjectsnew characteristicsnew key figures

Transactional dataInfoSource: 0CO_PA_4 (standard CO-PA)update rules: several routinesInfoCubes: 0CP_SLSC7 / 0CP_SLSC6Queries

data mining model for determination of uplift factors (includingInfoCube and ODS)

© SAP AG ICP600 15-371

© SAP AG 2006,

ERPSCM


CRM 5.0


(Marketing Planner)

Actual InfoCube

uplift

(incremental sales

volume)

plan data

copy actual data by SAP BI function (including hierarchy derivation)

Demand Planning

CO-PA

SD

actual data baseline (copy via BI function)

Baseline forecast

Total forecast


Supply Chain Integration

The most important key figures in the TPM scneario are“baseline” and “uplift” volume: • Baseline Volume = expected sales volume without trade promotions • Uplift Volume = incremental sales volume caused by trade promotions in addition to the

baseline volume Without supply chain integration it may happen that the planned sales volume (demand plan)

exceeds production capacities. Therefore, demand planning in APO can be integrated with TPM (optional).

Actual volumes are transferred to APO demand planning where a forecast for the baseline volume is performed.

The baseline data is copied to BW and can be displayed during trade promotion planning. The planned uplift volumes are transferred to APO and a total demand plan can be made

(baseline + uplift) in order to compare with available capacity

© SAP AG ICP600 15-372

© SAP AG 2006


Data Mining: Content

Data Mining

Analysis

© SAP AG ICP600 15-373

© SAP AG 2006,

Data mining model for uplift prediction

Purpose of the data mining model:generate an expected uplift volume to support the planning process (uplift volume proposal, simulation)based on baseline volume and data on historical promotions

Key Steps:feed historical promotions into the prediction modelrun the prediction processprovide the results as uplift factors (in a repository called knowledge infocube)run simulation process for a planned promotioncalculate a promotion uplift proposal

Calculation of uplift factor: for amount of price reduction, promotion mechanics (tactic), product category

Linear regression: identify a line of best fit through all data points, i.e. historical promotions Model to be calculated for each combination of discrete (limited number of values) promotion

parameters (e.g. for each tactic and product category)

© SAP AG ICP600 15-374

© SAP AG 2006,

Model details

calculation of uplift factor: for amount of price reduction, promotion mechanics (tactic), product category

linear regression: identify a line of best fit through all data points, i.e. historical promotions

model to be calculated for each combination of discrete (limited number of values) promotion parameters (e.g. for each tactic and product category)

Flexible Modification: different parameters for prediction and simulation

add characteristics in infocubes if not yet included and ensure correct sourcingupdate training query and prediction querymodify data mining model fieldsupdate planning level to include characteristics

© SAP AG ICP600 15-375

© SAP AG 2006,

Data Mining model: uplift prediction

Consolidation ODS

PredictionModel

Plan-Actual InfoCube

PredictionQuery

TrainingQuery

PredictionResult

ParameterUpload

KnowledgeInfoCube

Parameter + ResultUpload

Flat File

Identify and store regression function

© SAP AG ICP600 15-376

© SAP AG 2006,

Simulation Process Overview

Execute Function:

Plan-Actual InfoCube

Read Uplift Factor (Planning Function)

Save Plan Data

Planning Layout(Marketing Planner)

Start Simulation (Execute Function)

Display Proposal (Simulation Result)

Show Traffic Lights (Simulation Result)

Data Mining model: uplift prediction

Knowledge InfoCube

Fill InfoCube(options)

a) Generate with analytical functions

b) Upload of purchased flat files

c) Manual data entry into layout

© SAP AG ICP600 15-377

© SAP AG 2006


Analysis: Content

Info Sources, Info Cubes, Update Rules

Analysis

© SAP AG ICP600 15-378

© SAP AG 2006,

Any BW report can be directly displayed in the Marketing Planner (SAP GUI or portal user interface)

In-place Analysis

Example:

The benefit is obvious: You can plan and monitor your marketingactivities in one place!

SAP BW in-place analysis is new with CRM 4.0. You can define parameters for BW analyses in CRM: • You may want to look at a pre-evaluation of your campaign, produce a final evaluation

after the campaign or compare planned/actual values. Prerequisites: • A query must be defined in SAP BW • In the Web Application Designer, a Web template must be generated based on this query. • A SAP BW report must be assigned in CRM Customizing to the related planning profile

group. Choose IMG: CRM Marketing Marketing Planning and Campaign Management Key Figure Planning.

© SAP AG ICP600 15-379

© SAP AG 2006,

A SAP BW report must be assigned in CRM Customizing to the related planning profile group

In-place Analysis - Prerequisites

SAP BW parameters, like server, port, query ID, and so on, must be defined in CRM Customizing

Requirements: • You should have already created a query in SAP BW and, on the basis of this, generated a

Web template in the Web Application Designer. Enter the following information in Customizing: • A number, which is freely definable • A description: This is what you will see on the Analysis tab page to display the report • The server and port from which the report is downloaded • The template ID for the Web report: This is the name given to the Web template in the

Web Application Designer • The variable for the report: This information is taken from the query and is the external ID

for the marketing element.

© SAP AG ICP600 15-380

© SAP AG 2006,

Several reports may be assigned to one planning profile group

In-place Analysis

Then switch to the Analysisdrop-down box on the Analyses tab page of theMarketing Planner.

Finally, you may choose one of the available reports and choose Enter.

You simply maintain theplanning profile group on the Basic Data tab page of the Marketing Planner.

Once you have entered the information in customizing, you should go to settings in the Marketing Planner and choose the Key Fig. Planning tab page.

Here you can select up to 10 reports that you can enter for selection. The reports that you enter here can then be called up on the Analysis tab page. You can see all of the reports that are available by selecting the input help for the Analysis field.

You can also set these reports so that they may be called up outside of the Marketing Planner.

© SAP AG ICP600 15-381

© SAP AG 2006,

Reporting: Unit Summary


set up and use the BW business content for TPM

explain the data flow for both master and transaction data

understand the identification of R/3 with CRM data

© SAP AG ICP600 15-382

© SAP AG ICP600 16-383

© SAP AG 2006

TPM in Portal


Unit 15 Reporting


Unit 17 Conclusion






© SAP AG ICP600 16-384

© SAP AG 2006

Standard Roles and content for CP Industry

Content

TPM Documentation

© SAP AG ICP600 16-385

© SAP AG 2006,

TPM in Portal: Unit Objectives


understand how you can use TPM within the Portal

understand the roles and content of the Consumer Products Industry specific roles delivered by SAP

explain tasks of different roles in TPM


© SAP AG ICP600 16-386

© SAP AG 2006


Standard Roles and content for CP Industry: Content

TPM Documentation

© SAP AG ICP600 16-387

© SAP AG 2006,

Relationship Between the TPM Roles

Facials

Cleansing

Superchain

Galaxy

Health& Care

Brand Manager

Moisturizers

Facials

Cleansing

Galaxy

Health& Care

Account Manager

Moisturizers Superchain


Currently, three different CP-specific roles are delivered: Brand Manager, Account Manager and Trade Marketing Manager. Corresponding worksets are available for download.

The Brand Manager is in charge of selling-in his brand to all Retail customers. Usually he works with several, some times hundreds of account managers who are in charge of selling in his brand to their accounts.

The Account Manager focuses on selling into one special retail account. He is in charge of all listed products to this account. If the brand managers offer him different promotions, then he can normally decide to sell them to sell-in his accounts. He could also create his own deals.

The Trade Marketing Manager combines the view of the Account and Brand Managers. He is usually in charge of both, a series of Brands and Accounts.

© SAP AG ICP600 16-388

© SAP AG 2006,

Account Manager

Superchain

Health & Care

Moisturizers

Account Manager

Facials

Cleansing

Galaxy

Account Managers are at the center of Customer Relationship Management. They know the customer business process and decision makers. They are constantly planning, selling, executing, monitoring, refining, evaluating, and reporting on the products and programs their company offers in an effort to drive both the customer’s success as well as their own product’s success. In addition, their internal enterprise requires information about the customers in order to develop stronger business strategies, provide better programming, and deliver higher levels of customer service, resulting in improved customer satisfaction and profitability, around both brand and customer programs.

Account Managers are responsible for: • Providing a single point of access for all customer information and planning data • Monitoring and analyzing activities and promotions set up with the customer

Typical challenges are to provide better information, to improve the competitive situation or to improve the customer relationship.

© SAP AG ICP600 16-389

© SAP AG 2006,

Workset of the Account Manager Portal

Home is the first workset in the Portal

This workset provides general and personal information and serviceswhich the Account Manager needs for his or her daily work.

It contains current and critical information which an Account Manager needs at the very beginning of his or her working day, such as alerts or the day’s activities.

It also contains groupware integration (calendar, e-mail).

For being informed the workset includes a news page, as well as theInfo center with access to the content management.

© SAP AG ICP600 16-390

© SAP AG 2006,


The workset Activity Management enables the Account Manager to plan, monitor, and process business activities and tasks.

The integration of the transaction to maintain activities (BSP) allows the Account Manager to search existing activities according to several criteria, to display and maintain them, or to create new activities.

Overview • “Today’s Activities” of the Sales Manager • Open tasks of the Sales Manager (“My Tasks”) • Overdue activities of the Sales Team (“Overdue Activities of My Team”) • Analysis: “Activities in My Region” • Links to Yahoo! (for example, travel planning)

Activities • Search and list activities • Display and change detail information of one selected activity • Create new activities

Analysis • Cockpit with four activity analyses

© SAP AG ICP600 16-391

© SAP AG 2006,


The workset Accounts & Products summarizes customer-specificand product-specific data.The tab includes:

The workset Account Management helps the Account Manager to obtain an overview of the accounts and detailed information about specific accounts.The workset Field Planning helps the Account Manager to plan all the marketing events that have to be set up with his orher account.The workset Products helps the Account Manager to see details about products which are relevant to his or her area.The workset Sales helps the Account Manager to get an overview of the sales activities of the account as well as to create sales documents.

Account Management • Overview, Accounts, Marketing Calendar, Partner Product Range, Contacts, Customer

Defaults, Analysis Field Planning • Sales Planning, Marketing Calendar, Marketing Planner

Products • Overview, Products, Analysis

Sales • Overview, Orders, Analysis

© SAP AG ICP600 16-392

© SAP AG 2006,


The workset Analytics provides the Account Manager with a complete set of reports which allow different views on (historical) data.

Accordingly, the reports are grouped into:

Promotions

Sales

Accounts

Promotions • Promotion Portfolio Analysis: Analyze the factors that influence the success of trade

promotions • Promotion Uplift: Analyze the economic success of a trade promotion; Comparison

between the actual uplift and the planned uplift • ROI – Top 10 Promotions: Overview of the most successful trade promotions

Sales: • Regular Sales and Promotional Sales: Historical data on regular sales and promotion

Accounts • The performance report for an Account Manager • Customer Engagement: Check to what extent he has already achieved the annual targets • Budget Availability: Determine how much of his budget is already used • Account Forecast: Calculate the sales forecast and adjust budgets. • Payment History: Analyze the payment behavior of the account.

© SAP AG ICP600 16-393

© SAP AG 2006,


Galaxy

Health & Care

Moisturizers


Facials

Cleansing

Superchain

Trade Marketing Managers for a consumer product company are the link between the sales organization and the brand marketing organization. They are responsible for a consolidated point of view from the sales organization, providing all of the sales communication from the brand to the field. They are also responsible for consolidating all promotions and activities planned by the brand and account management.

Trade Marketing Managers are responsible for : • The definition of the trade strategy, the development of a trade marketing plan or the

coordination of the trade marketing activities. Typical challenges are: • To identify the most effective trade engagement strategy • To provide a consistent effective sales communication to the field • To quickly share best practices throughout the organization

© SAP AG ICP600 16-394

© SAP AG 2006,

Workset of the Trade Marketing Manager Portal

Home is the first Tab in the Portal

This workset provides general and personal information and services,which the trade marketing manager needs for his daily work.

It contains current and critical information, which a trade marketing manager needs at the very beginning of his working day, such as alerts or the day’s activities.

It also contains groupware integration (calendar, e-mail).

For being informed the workset includes a news page, as well as theInfo Center with access to the content management.

© SAP AG ICP600 16-395

© SAP AG 2006,


The tab My Cockpit contains all kind of applications that the trade marketing manager needs to run his daily business. This worksethas an operational focus.

The tab includes:

The workset Activities enables the Trade Marketing Manager to plan, monitor, and process business activities and tasks.

The workset Field Planning includes all kind of tools to lead, track, and review ongoing trade marketing activities and to approve the plans that are prepared by the Brand and Account Managers.

The workset Strategic Planning provides the Trade Marketing Manager with a centralized environment to work on his own planning, which is more high level and has a strategic focus.

Activities

• Overview, Activities, Analysis Field Planning

• Overview, Marketing Calendar, Marketing Planner, Sales Planning Strategic Planning

• Overview, Balanced Scorecard, Balanced Scorecard Monitor

© SAP AG ICP600 16-396

© SAP AG 2006,


The workset Analytics allows the TMM to access all kind of reports from one location. Here he finds all necessary data to track andreview the ongoing activities in his area of responsibility.

The workset includes:

Promotions

Market

Accounts

The workset Promotions provides the trade marketing manager an overview of all kinds of reporting related to promotions, for example success of a promotion, spend budget plan versus actual, and so on.

The workset Market shows the trade marketing manager detailed information on the own situation in the market and in comparison to competitors.

The workset Accounts gives the trade marketing manager a high-level overview on the current situation.

© SAP AG ICP600 16-397

© SAP AG 2006


TPM Documentation: Content

TPM Documentation

© SAP AG ICP600 16-398

© SAP AG 2006,

General TPM documentation

A detailed description of the TPM scenario can be found in the knowledge warehouse under „CRM – Customer Relationship Management“. As it is a CP-industry specific marketing scenario, the same information can be found in „Marketing“ as well as in „Industry-specific CRM“.

© SAP AG ICP600 16-399

© SAP AG 2006,

Documentation of CP roles

Documentation about the available business packages for the CP-roles is also available in the knowledge warehouse.

There are two relevant links: „Business Package for SAP CRM 4.0“ and „Administrating the Business Package for SAP CRM 4.0“.

© SAP AG ICP600 16-400

© SAP AG 2006,


„Administrating the Business Package for SAP CRM 4.0“ contains general information as well as a short introduction to the relevant roles.

© SAP AG ICP600 16-401

© SAP AG 2006,


In „Business Package for SAP CRM 4.0“ you can find a more detailed description of delivered roles. Among them are also the CP roles (Account Manager, Brand Manager and Trade Marketing Manager).

© SAP AG ICP600 16-402

© SAP AG 2006,


Each role contains documentation of the worksets as well as a business and technical description of the iview pool.

© SAP AG ICP600 16-403

© SAP AG 2006,

TPM in Portal: Unit Summary


understand how you can use TPM within the Portal

understand the roles and content of the Consumer Products Industry specific roles delivered by SAP

explain tasks of different roles in TPM

© SAP AG ICP600 16-404

© SAP AG ICP600 17-405

© SAP AG 2006

Conclusion


Unit 15 Reporting


Unit 17 Conclusion






© SAP AG ICP600 17-406

© SAP AG 2006,

Overall Summary

During this Workshop you have learnt about

the Industry Background and why CP companies benefit from using TPM for their Marketing Activities

the system environment that is necessary for TPM and you have gained an impression of how the process works

the 5 step closed loop process in detail and the various roles involved throughout planning, execution and validation

the integration of CRM, BI, ERP, SCM & Portal

the User Interfaces: PCUI via Portal, the SAPGUI and the main differences

how the Mobile Sales Application is used within this process

© SAP AG ICP600 17-407

© SAP AG 2006,

Conclusion

Contents:

Trade Promotion Management SummaryClosed Loop ProcessBusiness BackgroundSystem LandscapeMaster dataMarketing CalendarMarketing Planner

Important to know

© SAP AG ICP600 17-408

© SAP AG 2006,

Conclusion: Unit Objectives


summarize the background and benefits of the SAP Trade Promotion Management

summarize the basis customizing steps

know what to lay emphasis on, when working in a TPM implementation


© SAP AG ICP600 17-409

© SAP AG 2006,

Long term promotions

Whenever promotions for long periods are to be set up, consider to use a specific layout (e.g. avoid weekly distribution of volumes)

Important to know – key words

© SAP AG ICP600 17-410

© SAP AG 2006,

WRAP UP

Wrap up

QUESTIONS?

© SAP AG ICP600 17-411

© SAP AG 2006,

Conclusion: Unit Summary


understand what to lay emphasis on, when working in a TPM implementation

summarize the background and benefits of the SAP Trade Promotion Management

summarize the basis customizing steps

know what to lay emphasis on, when working in a TPM implementation

© SAP AG ICP600 17-412

© SAP AG 2006,

Course Summary


have an overview of the Trade Promotion Management Process and it’s Business Background

have a detailed hands-on understanding of the TPM process

have a sound knowledge of the technical landscape and architecture of the Closed Loop Process

set up the configuration and customizing for CRM and BI

© SAP AG ICP600 17-413

© SAP AG 2006

Optional: Account Planning


Unit 15 Reporting


Unit 17 Conclusion






© SAP AG ICP600 17-414

© SAP AG 2006,

Sales Planning Cycle

Headquarter:Strategic sales and promotion planning

Field planning



PRE-

POST-


Trade Promotion Planning

In the area of field planning Trade Promotion Management is available with SAP CRM Release 4.0

© SAP AG ICP600 17-415

© SAP AG 2006,

Sales Planning Cycle

Headquarter:Strategic sales and promotion planning

Field planning



PRE-

POST-


Account Planning


Account Planning integrates the existing Trade Promotion Management solution into a total sales plan for an account.

© SAP AG ICP600 17-416

© SAP AG 2006,

Effective Account Planning

Tracking of sales promotions and costs is essential

Sales volume forecasting must be accurate and based on facts

Empower your account managers to give their best

Prevent surprises and generate revenue more swiftly

Know what is being spent and where

Let all levels of your organization benefit from streamlined planning processes

Improve sales efficiency thanks to integrated planningTargets and budgets from above accurately reflect the market and customers’ requirements

© SAP AG ICP600 17-417

© SAP AG 2006,

Empower Your Account Executives

Do your account executives feel that:They are able to negotiate confidently with their customers?Their targets and budgets accurately reflect their market?Their goals are attainable?Planning is beneficial to them?

An improved and efficient account planning process benefitsStrategic PlannersSales ManagersandAccount Executives

Winning over your account executives will improve the accuracy and effectiveness of your account planning process

© SAP AG ICP600 17-418

© SAP AG 2006,

Effective Account Planning

Account Planning supports employees at all levels of your company

Account executives can:

Plan non-promoted sales volume and spends for their accounts

Use knowledge of other relevant promotions and marketing campaigns to their advantage

Sales managers benefit from:

Insight into planned revenues and spends

Accurate information for sales forecasts and target planning

Supply planners are supported by:

Accurate volume plans and forecasts

Predictable demands on production or procurement

© SAP AG ICP600 17-419

© SAP AG 2006,

mySAP CRM Account Planning

Account plans enable account managers to:Enter non-promoted sales figures for an accountPlan regular sales as well as regular discountsPlan account-related costsInclude planned promotion volumes and costsSee the total sales forecast plus corresponding promotional and non-promotional costsPredict revenue and contribution margins

=Sophisticated Picture of All Planned

Revenue, Associated Costs, and Contribution Margins

© SAP AG ICP600 17-420

© SAP AG 2006,

mySAP CRM Account Planning

Embedded Account Planning in the CRM system means that:

BW-BPS planning functions and layouts are supported

Discounts can be generated as pricing conditions and used in sales transactions

Related trade promotion details are visible

Listings or partner/product ranges can be used to provide product choices

Partner functions and authorizations can be maintained

Documents can be attached; notes can be written and saved

© SAP AG ICP600 17-421

© SAP AG 2006,

Features of mySAP CRM Account Planning

Planning layouts:Contain a combination of display and entry fields for key figuresDisplay prefilled data for promotions and historical sales figuresAllow account executives to enter planned sales, costs, and discountsProvide planning tools that automatically calculate total profits, costs, and contribution margin

Contribution margin with

automatically calculated totals for

revenue and profit

Volume planning with totals from

previous year and entry fields for non-promoted planned

sales

© SAP AG ICP600 17-422

© SAP AG 2006,


Condition generation:Discounts/rebates entered in the account plan can be linked withpricing conditionsThe conditions are transferred to the ERP system and are available for use in sales ordersWhen you create a sales order for the same account and product, the agreed prices are automatically calculated

Account PlanCustomer MegaMart South

Product Ice CreamChoc Chip

Discount 10%

Sales OrderSold-to MegaMart South

Item Product Price

10 Choc Chip -10%

© SAP AG ICP600 17-423

© SAP AG 2006,


Example: Edit Authorization based on Territory Management

Territory management to control who is authorized to create and change account plansAssignment of employees to territories possible

Jane Miller

Food and Drink Corp

ChocolateRob William

Account Plan: Food and Drink Corp, UK Division

Account Manager: Jane MillerProduct Category: Soft Drinks

Products:

Panda Pop

Cheery Cola

Zingy Lemon

Soft Drinks

Soft Drinks UK

Soft Drinks USA

© SAP AG ICP600 17-424

© SAP AG 2006,

mySAP CRM Account Planning – Component View

BI CRM Server SAP ERP

System trackspromotional volume, trade spends and historic sales volume

System receivesplan data

System loads data

Plan regular volumeand spends byaccount

System generatespricing conditions

System receivespricing conditions

© SAP AG ICP600 17-425

© SAP AG 2006,

Historic sales data

ERPCRMAccount planning

Portal, SAPGUI, or CRM Mobile Client

Volume planning

Spending planning

Gross revenue

Profit contribution/net revenue calculation

BW-BPS

BW ActualPlan

mySAP CRM Account Planning – System Landscape

© SAP AG ICP600 17-426

© SAP AG 2006,

Benefits of mySAP CRM Account Planning for:

Account Managers

See how their plans affect forecasts and profit

Can control costs from trade spends, discounts, etc

Can plan according to customer and market requirements

Sales Planners

Transparent planning process

Integration in multi-tier planning

Top-down data distribution

Bottom-up data aggregation

Production Planners

Reduces inventory levels

Prevents out-of-stock situations

Stabilizes production planning

Your company as a whole

Minimal manual effort and administration for all employees

Decreased cost of ownership as integration prevents need for multiple systems and data sets

© SAP AG ICP600 17-427

© SAP AG 2006,

Further Information

Presentations: SAPNet alias crm-sales

-> Sales Planning and Forecasting -> Account Planning

Alias crm-marketing

-> Trade Promotion Management

Documentation:

SAP Library for Customer Relationship Management -> Enterprise Sales -> Account and Contact Management

Configuration information:

SAP Solution Management for Customer Relationship Management -> Enterprise Sales -> Account and Contact Management

© SAP AG ICP600 17-428

© SAP AG ICP600 18-429

© SAP AG 2006

Part III – TPM Overview


Unit 19 Data Flow



© SAP AG ICP600 18-430

© SAP AG 2006

Loose Integration / Close Integration

Overview TPM Scenario

Content

Component View

Planning Architecture

BI Content

System Requirements

© SAP AG ICP600 18-431

© SAP AG 2006,

TPM Overview: Unit Objectives


differentiate between “Sales Planning” & “Marketing and Campaign Planning”

to explainhow the Sales Planning and the Marketing and Campaign Planning is positioned in the Trade Promotion Management Process

the landscape (with its mandatory and optional components)

the Sales Planning Process and its link to the Trade Promotion Planning

the different roles and their requirements concerning the right tools

© SAP AG ICP600 18-432

© SAP AG 2006,

PRE-

POST-

Evaluation &Analysis

Customer Sell-In&

Negotiation

Field Planning


Planning

RetailExecution

&Validation


© SAP AG ICP600 18-433

© SAP AG 2006,

TPM – Component View




PRE-

POST-


Field planning

ERP

BW

BW (SEM-BPS)

CRM

MobileMobile

SCM

SAP BW (SEM-BPS) in the Treade promotion Management process is used mainly in the steps: The Headquarter planning and Field Planning

© SAP AG ICP600 18-434

© SAP AG 2006,

Customer Relationship Analytics

You can choose from a range of planning applications to assistyou in your planning tasks for customer relationships

Planning applications are integrated with SAP CRM to differing levels of closeness

Loose Integration – Sales PlanningClose Intergation – other planning applications

The different types of integration mean that you can execute theplanning applications in different ways:

Execute the loosely integrated sales planning applications eitherfrom within SAP SEM or from within SAP CRM Execute the closely integrated planning applications from withinSAP CRM

Besides the general application „Sales Planning“ SAP also delivers an example scenario for „Sales and Promotion Planningfor the Consumer Products Industry

The planning applications are integrated with SAP CRM to differing levels of closeness. Sales Planning, e.g., is only loosely integrated with SAP CRM – that means the integration is restricted solely to the master and actual data that was extracted from SAP CRM.

The other planning applications are closely integrated with SAP CRM. The master and actual data is supplied directly from SAP CRM when planning is executed, without it first having to be extracted into SAP BW.

Different ways for execution of the planning applications: • Execute the loosely integrated sales planning applications either from within SAP SEM or

– once you have made the respective settings – from within SP CRM (SAP CRM 3.1 or higher).

• Execute the closely integrated planning applications from within SAP CRM. This applies, e.g., to marketing planning and promotion planning, which forms part of the planning application „Sales and Promotion Planning for the Consumer Products Idustry“. To execute these closely integrated planning applications, you use CRM MArketing Planner. Plan data is entered in SAP CRM using DHTML in the SAP GUI.

© SAP AG ICP600 18-435

© SAP AG 2006,

Planning applications with loose integration

The integration occurs via the masterand actual data has been extractedfrom CRM into BW before

Loose integration is used in TPM-step „Headquarter-Planning“

FeaturesYou can use different front ends for entering plan data (independent ordependent of the SAP GUI)When performing planning, you can use the planning status to indicate manually the status of a planning task

In the case of planning applications that are loosely integrated with SAP CRM, integration occurs via the master and actual data that has been extracted from SAP CRM into SAP BW. Consequently, these planning applications can be performed directly from within SAP SEM

For such planning applications, variables for the responsibilities in particular play a significant role. They form the basis for generating the worklist for a planner

Furthermore, the loosely integrated planning functions use a special user interface based on planning folders

You can perform planning in different front ends: • Independent of the SAP GUI: MS Excel (standalone, not Microsoft Excel in Place) or

Dynamic HTML (DHTML) in the Web Browser • Dependent on the SAP GUI: SAP List Viewer (ALV), MS Excel in Place in the SAP GUI

or DHTML in SAP GUI Planning Status: When performing planning, you can use the planning status to indicate

manually the status of a planning task (e.g. New, In Process, For Approval, Rejected / To Be Processed, Approved)

© SAP AG ICP600 18-436

© SAP AG 2006,

Example: Headquarter Planning (Sales Planning)

© SAP AG ICP600 18-437

© SAP AG 2006,

Planning applications with close integration

Master and actual data required for planning is drawn directly from CRM when planning is executed

Close integration is used in TPM-step „Field Planning“

FeaturesYou can valuate the value of a key performance indicator (KPI) and display it as an alert in CRM

Some of the planning applications for CRM are closely integrated with SAP CRM. This means that the master and actual data required for planning is drawn directly from SAP CRM when planning is executed. Furthermore, you perform the closely integrated planning functions directly from within SAP CRM, using for example the Marketing Planner.

Plan data is entered in Dynamic HTML using an enhanced planning layout

© SAP AG ICP600 18-438

© SAP AG 2006,

Example: Field Planning (SEM-in-place)

© SAP AG ICP600 18-439

© SAP AG 2006,

Key Figure Planning Architecture

mySAP NetWeaver

SAP Enterprise Portal

SAP CRM Application Server

Opportunity Planning

Opportunity Planning

SAP BW

SEM-BPS Planning Workbench BPS Layouts

Master DataMaster DataPlan DataPlan Data



Marketing &Campaign Planning


SAP SEM-BPS

Sales Planning &Forecasting

Sales Planning &Forecasting

Planning Services Enhanced Layouts

CRM / BW Mapping

Strategic Service

Planning

Strategic Service

Planning

Planning is an essential step in the CRM Sales Management process • In short, planning is made an integral part of the operational process. It is therefore no

longer just a static task that has to be fulfilled once a year. Instead, it is performed regularly as a rolling forecast.

• Sales planning and forecasting includes steps extending from planning strategic sales targets at the company level to planning operational targets, which is performed by the individual sales employees and key account managers.

• The planning application for sales planning is located in the SAP BW (SEM_BPS) and forms part of mySAP CRM Analytics.

Marketing and campaign planning is just one aspect of the Marketing & Campaign Management process • The marketing plan is used as a framework for planning, structuring, and budgeting

marketing projects • Performance can be monitored during the execution of a plan and reactions can be

triggered • Finally, you can use the results as a basis for evaluating future projects

© SAP AG ICP600 18-440

© SAP AG 2006,

CRM-SEM-SCM Integration in TPM – Component View

SAP SCMSAP BW (incl. SEM)

ConsolidateHeadquarter Plan

Demand Planning

Replan Marketing Activities

Marketing Planning

SAP CRM

Headquarter Planning

Review Alerts & KPI Reports

BAPI Promotion Planning

Supply Planning

Simulate Demand & Supply Plan

Forecast of Basic Demand

SCM/CRM 4.0

Process Description: • A forecast of the basic demand is created in SAP APO Demand Planning. • A Sales Plan is created in SAP BW (Headquarter Planning). • To fulfill this Sales Plan, Marketing Activities are created in SAP CRM (Campaigns/ Trade

Promotions). • The campaigns can be transferred directly to SAP APO Promotion Planning via a BAPI;

standard availability with SAP APO 4.0 & CRM 4.0. • Any data stored in Info Cubes (i.e. key figure data) can be exchanged between SAP

SEM/CRM & APO. The transfer process (copy of local Info Cubes) is triggered by SAP BW.

• SAP SCM should now plan / check the availability of the products. However, SAP SCM (SNP) works only on Product-Location level. Therefore, disaggregation to this detailed planning level is necessary.

• Promotion, Demand & Supply Planning is carried out in SAP APO. • All plans / results can be transferred to SAP BW for review and reporting. • Finally, plans can be adapted and simulated.

© SAP AG ICP600 18-441

© SAP AG 2006,

TPM Overview: Unit Summary


differentiate between “Sales Planning” & “Marketing and Campaign Planning”

explainhow the Sales Planning and the Marketing and Campaign Planning is positioned in the Trade Promotion Management Processthe system landscape (with its mandatory and optional components)the Sales Planning Process and its link to the Trade Promotion Planningthe different roles and their requirements concerning the right tools

© SAP AG ICP600 18-442

© SAP AG ICP600 19-443

© SAP AG 2006

Data Flow


Unit 19 Data Flow



© SAP AG ICP600 19-444

© SAP AG 2006

Data Flow

Content

Master Data (hierarchies)


© SAP AG ICP600 19-445

© SAP AG 2006,

Data Flow: Unit Objectives


explain different data sources for master and transactional data

explain the usage of different InfoProviders and their effects on the realization of the planning process

explain the integration of the SCM Key Figures in the planning process

© SAP AG ICP600 19-446

© SAP AG 2006

Data Flow

Data Flow: Content



© SAP AG ICP600 19-447

© SAP AG 2006,

Data Flow: Prerequisites

ERPCRM 5.0

Trade Promotion object (Marketing

Planner)

0CUSTOMER0MATERIAL

campaign determination, pricing procedure

master data

master data

SD

master data

BI0BPARTNER0CRM_PROD

master data

Set up the replication processes of Master Data from ERP to CRM Set up the campaign determination and pricing procedure in ERP and replicate settings to

CRM Extract the required master data from ERP and CRM to BW. The objects 0BPARTNER,

0CRM_PROD, 0CUSTOMER and 0MATERIAL are examples, many others are required

© SAP AG ICP600 19-448

© SAP AG 2006,

Data Flow: Key Figures

SD

CRM 5.0

ERP

Condition Records

Planning:Key Figure is BI InfoObject

CO-PA:Condition Type

Value Field

Transfer Structure:Value Field BW InfoObject

Marketing Planner: Key Figure

Condition Type

Actuals:Key Figure is BI InfoObject

When planning and releasing a trade promotion in CRM, key figures from the volumes and trade spends tab are • saved in BW in a planning InfoCube • translated into condition types. These condition records are then transferred to SD in ERP.

For the posting of actual data, condition types are mapped to value fields in (Controlling – Profitability Analysis) CO-PA.

Value fields are mapped to key figures in the transfer rules in BW. In this way, plan and actual data can be compared.

© SAP AG ICP600 19-449

© SAP AG 2006,

Data Flow: Creating a Trade Promotion

ERP


CRM 5.0


(Marketing Planner)

Actual InfoCube

campaign, pricing conditions, rebate agreements, campaign

determination records

WBS element

plan data(volume, revenue, costs)

actual data

For InfoObject 0CRM_MKTELM

master data


CO-PA

SD

PS

Work Breakdown Structures (WBS) are created in Project Systems (PS). This is optional but allows to capture all costs of a trade promotion.

To determine the Campaign (Trade Promotion) additional Campaign Determination condition records are generated and replicated to ERP automatically.

Master data and plan data is pushed to BW when a trade promotion is created

© SAP AG ICP600 19-450

© SAP AG 2006,

Key Figure Planning Architecture (component view)

mySAP NetWeaver




CRM Planning ApplicationsCRM Planning Applications

SAP SEM-BPS

SEM Planning ApplicationsSEM Planning Applications

SAP BWPlanPlan

ActualActual

Bex AnalyzerPlan/Actual Comparison

Bex AnalyzerPlan/Actual Comparison

SAP CRM

or SAP ERP


SAP SCM

APOAPO

Transactional Data

(Sales Orders)

Transactional Data

(Sales Orders)

TPM_OutTPM_Out

Demand PlanningMaster Data Master Data

Master Data (Business Partner,

Product Hierarchies)



At regular intervals, the system transfers actual data into the “Actual” InfoCube. The actual data is provided broken down into the most smallest units (product, business partner).

But these data is not only transferred as original data but also (while copying it from the actual to the plan InfoCube) updated in consolidated form for the respective nodes of the product hierarchy or business partner group hierarchy.

By means of this hierarchy derivation the vertical breakdown of targets is made efficient by the higher management based on historical data.

Prerequisites: • Master data needs to be available in BW • Transactional data needs to be extracted to enable plan/ actual comparison

© SAP AG ICP600 19-451

© SAP AG 2006,

Data Flow: Component View (I)

SAP SCMSAP BW (SEM-BPS)SAP CRM

HQ PlanningStrat. Planning Group

CM Scheme

HQ PlanningTrade Market. Manager

CM Scheme

HQ PlanningAccount Manager

CM Scheme

VolumeUplift Baseline

Trade Promotion PlanningAccount Manager

Vol & Trade Spends

Baseline Uplift

Plan

Act.

SCM Outaggregation

Target

Target

COPA

Listprice

Function Module

liveCachee

Extrac-tor

StagingEngine

Demand & Supply PlanningDemand Planner

Forecast

Promotion Plan.Demand Planner

VolumeTotal Vol

BaselineUplift

B A P I

SupplyNetworkPlanning

ERP

A forecast of the basic demand is created in SAP SCM-DP (in connection with marketing we call it “Baseline”) and stored in a BW InfoCube “Out”. The data is transferred to SEM/BW with an SEM-BPS planning function (type formula mapping)

The actual data comes from sales orders that were sent to COPA and then extracted to BW InfoCube “Actual”. The data is transferred to the InfoCube “Plan” with an SEM-BPS planning function ( hierarchy derivations)

A Sales Plan is created in SAP SEM (Headquarter Planning). Each planning member is planning within a Contribution Margin Scheme.

To fulfill this Sales Plan, Marketing Activities are created in SAP CRM (Marketing Planner). The campaigns/ promotions can be transferred directly to SAP SCM Promotion Planning via a

BAPI; standard availability with SAP APO 4.0 & CRM 4.0.

© SAP AG ICP600 19-452

© SAP AG 2006,

Data Flow: Component View (II)

SAP SCMSAP BW (SEM-BPS)SAP CRM

HQ PlanningStrat. Planning Group

CM Scheme

HQ PlanningTrade Market. Manager

CM Scheme

HQ PlanningAccount Manager

CM Scheme

VolumeUplift Baseline

Trade Promotion PlanningAccount Manager

Vol & Trade Spends

Baseline Uplift

Plan

Act.

SCM Outaggregation

Target

Target

COPA

Listprice

Function Module

liveCache

Extrac-tor

StagingEngine

Demand & Supply PlanningDemand Planner

Forecast

Promotion Plan.Demand Planner

VolumeTotal Vol

BaselineUplift

B A P I

SupplyNetworkPlanning

ERP

Any data stored in Info Cubes (i.e. key figure data) can be exchanged between SAP SEM/CRM & APO. The transfer process (copy of local Info Cubes) is triggered by SAP SEM.

SAP APO should now plan / check the availability of the products. However, SAP APO (SNP) works only on Product-Location level. Therefore, disaggregation to this detailed planning level is necessary.

Promotion, Demand & Supply Planning is carried out in SAP APO. Alerts can be created to inform all planners of critical situations. All plans / results can be transferred to SAP BW for review and reporting. Finally, plans can be adapted and simulated.

© SAP AG ICP600 19-453

© SAP AG 2006

Data Flow

Master Data (Hierarchies): Content



© SAP AG ICP600 19-454

© SAP AG 2006,

Master Data – Business Partner Hierarchy

Country

General Manufacturing

USA

Mass merchant

Rema Store1012

North

Rema

Rema Store1014

Rema Store1016

North

Emma‘s Shop

Rema Store1006

Rema Store1008

Rema Store1010

South

0BP_GRP_A01

0BP_GRP_A02

0BP_GRP_A03

0BP_GRP_A04

0BPARTNER

0BPARTNER

0BPARTNER

0BP_GRP

0BP_GRP

0BP_GRP

0BP_GRP

0BPARTNER

0BPARTNER

0BPARTNER

Channel

Customer

Region

B. Partn.

B. Partn.

B. Partn.

What is connected how stored in which and whichmaster data hierarchical structure

For higher hierarchy nodes the InfoObject 0BP_GRP is used. The InfoCube contains a series of InfoObjects, which references to 0BP_GRP. During hierarchy derivation and planning, these InfoObjects are filled with the appropriate values. So the external BW hierarchy is transformed into a combination of characteristics.

Hint: Please note that the Sales Planning user-exits do not work with hierarchies which are built up on more than two different characteristics.

© SAP AG ICP600 19-455

© SAP AG 2006,

Master Data – Product Hierarchy

Prod.Category

R3PRODHIER

Sweets & Snacks

Cookies

Premium Basic

Star ChocolateCookies

0CRM_PR_A01

0CRM_PR_A02

0CRM_PR_A03

0PROD_CATEG

0PROD_CATEG

0PROD_CATEG

0CRM_PROD

Prod. Sub-Category

Prod.Group

Product

What is connected how stored in which and which master data hierarchical structure

Star AlmondCookies

Star CinnamonCookies

0CRM_PROD

0CRM_PROD

0CRM_PROD

0CRM_PROD

0CRM_PROD

For higher hierarchy nodes the InfoObject 0PROD_CATEG is used. The InfoCube contains a series of InfoObjects, which references to 0PROD_CATEG. During hierarchy derivation and planning, these InfoObjects are filled with the appropriate values. So the external BW hierarchy is transformed into a combination of characteristics.

Hint: Please note that the Sales Planning user-exits do not work with hierarchies which are built up on more than two different characteristics.

© SAP AG ICP600 19-456

© SAP AG 2006,

Key Figure Planning Architecture (component view)

mySAP NetWeaver





SAP SEM-BPS


SAP BWPlanPlan

ActualActual

SAP CRM

or SAP ERP


SAP SCM

Copy of0CP_SLSC9

Copy of0CP_SLSC9

Transactional Data

(Sales Orders)

Transactional Data

(Sales Orders)

TPMAPOOUTTPMAPOOUT






Copy of0CP_SLSC6

Copy of0CP_SLSC6

APOAPOCopy of0CP_SLSC7

Copy of0CP_SLSC7

In a first step you can calculate the baseline sales quantity in SAP SCM, transfer it to SAP BW using SAP SEM-BPS and then display it in an enhanced planning layout in SAP SEM-BPS, which is embedded on the Trade Spends/Volumes tab page in the SAP CRM Marketing Planner.

Hint: If you do not calculate the baseline sales quantity in SAP SCM, you can also load this data as external data in SAP BW or manually fill the appropriate column for the enhanced planning layout.

The mapping between the different InfoObjects and the derivation of attributes has to be realized for the transfer of the baseline from SAP SCM to BW.

Hint: The detailed customizing settings are explained in the following units.

© SAP AG ICP600 19-457

© SAP AG 2006

Data Flow

Supply Chain Integration: Content



© SAP AG ICP600 19-458

© SAP AG 2006,

Calculate Total Demand Volume

BASELINE

+

UPLIFT

___________

TOTAL Demand

© SAP AG ICP600 19-459

© SAP AG 2006,

Data flow: Unit Summary

You should now be able to explain:

the different data sources for master and transactional data

the usage of different InfoProviders and their effect on the realization of the planning process

the integration of the SCM Key Figures in the planning process

© SAP AG ICP600 19-460

© SAP AG ICP600 20-461

© SAP AG 2006

Concept Customizing Trade Promotions


Unit 19 Data Flow



© SAP AG ICP600 20-462

© SAP AG 2006

Close Integration to SAP CRM

Content

BW Planning environment

Settings for Planning Services

Integration to SAP SCM

© SAP AG ICP600 20-463

© SAP AG 2006,


design of BW (SEM-BPS) planning environment

enhanced planning layouts

use of the CRM/BW Mapping Table

integrate CRM and BW functionality

integrate the SCM key figures in the planning process

Concept Customizing Trade Promotions: Unit Objectives

© SAP AG ICP600 20-464

© SAP AG 2006


Close Integration to SAP CRM: Content

BI Planning environment



© SAP AG ICP600 20-465

© SAP AG 2006,

Key Figure Planning Architecture (CRM/SEM Integration)

mySAP Technology

Transport Layer – RFC

SAP SEM-BPS





CR

M /

BW

M

appi

ngSAP BW

Planning ServicesEnhanced Layouts BADIs

SEM-BPS Planning Objects (layouts, functions, profiles, etc.)

Master DataMaster DataPlan DataPlan Data

CRMPlanning Adapter

The Marketing & Campaign Planning is an application with close integration to SAP CRM. • Some of the planning applications for Customer Relationship Analytics are closely

integrated with SAP CRM. This means that the master and actual data required for planning is drawn directly from SAP CRM when planning is executed. Furthermore, the closely integrated planning functions are executed from within SAP CRM, using for example the Marketing Planner. Plan data is entered in DHTML using an enhanced planning layout

Hint: There is a documentation of the BADIs available in the Solution Manager.

© SAP AG ICP600 20-466

© SAP AG 2006,

Key Figure Planning Customizing

5 quick steps to key figure planning

• BW data model: Define transactional InfoCube with characteristics and key figures required for planning & analysis

• BW (SEM-BPS) planning environment: Design planning area, planning levels, planning packages, planning layouts, planning profiles

• Enhanced Layouts: Enhance planning layouts with calculated key figures and drill-downs

• CRM/BW Mapping Table: Maintain mapping table in CRM to enable CRM <-> SEM/BW synchronization

• Planning Profile Group: Create planning profile group in CRM to connect the SEM planning layouts

© SAP AG ICP600 20-467

© SAP AG 2006,

mySAP BW Cube Structure (w/o APO-Cube)

mySAP BW (SEM-BPS) mySAP CRM

mySAP BW

SAP CRM / SAP ERP

CPT_SLSC7

Plan + Actual Actual

0CP_SLSCA

BexAnalyser

Master Data

Utilize delivered standard BW Business Content for Trade Promotion Planning:

Enhance the InfoCube by additional characteristics and key figures if required

SAP delivers Business Content for the SAP Trade Promotion Management Business Scenario, which is tailor-made for the requirements of this scenario. If you want to use this Business Content you must firstly transfer it to the active version.

© SAP AG ICP600 20-468

© SAP AG 2006,

BW data model

Info Cubes relevant für Trade Promotion Management:0CP_SLSC7 (Actual data)0CP_SLSCA (Plan/Actual data)0CP_SLSCB (Visit Reports) - Optional0CP_SLSC9 (TPM Baseline Sales Quantity) - Optiona

© SAP AG ICP600 20-469

© SAP AG 2006,

Combine BW SEM-BPS: Multiplanning-Area

InfoCubeTransactualdata

InfoCube BPS with plan data and actual data (read access)

Copy and revaluate actual data/ correct manually

"Transactional Cube" "BasicCube"

Version concept: Actual and plan

Actual Plan DeviationCust A

Cust B

Query: Plan-Actual-Deviation

Standard area: Plan (BPS)

Standard area: Plan (BPS)

Standard area: Actual (BPS)

Standard area: Actual (BPS)

Multi area (BPS)

Multi area (BPS)

After the consolidated and non-consolidated actual data of the R/3 System were updated by extraction into BW BasicCubes, you should create your own transactional InfoCube in BW for planning. It must not show the same level of detail as the BasicCube.

It is advisable to already enter the characteristic “version” when you are designing the BasicCube, which in contrast to the R/3 version concept allows any number of actual versions. However, this is only particular to the area of consolidation, for example, statutory and profit center consolidation.

In order to subsequently copy the actual version of the BasicCube into the plan of the transactional cube, it is necessary in SAP BW to first link both of the cubes to their own individual SEM-BPS standard planning areas.

Both standard planning areas are brought together in a "cross-cube multi area". This lets the user copy the operational actual data from the sender to the receiver cube, in order to make manual corrections or revaluations of the actual data.

You can form queries for the purpose of reporting on the basis of transactional cubes with which you can analyze the plan to actual deviations. Working with web-based queries is also possible.

© SAP AG ICP600 20-470

© SAP AG 2006


BW Planning Environment: Content




© SAP AG ICP600 20-471

© SAP AG 2006,

The planning environment consists of a hierarchical classificationand is the central working environment for planning with SEM-BPS. On this screen all the Customizing functions are displayedto model the planning architecture. You can also carry out planning from this screen.

The planning environment consists of the following structure:

Planning Area

Planning Level

Planning Package

Planning Function

Parameter group

BI Planning Environment

Planning Area: In the planning area, by selecting a BW InfoCube, you determine the range of key figures and characteristics with which you want to plan in the planning area

Planning Level: With a planning level, you restrict the amount of data supplied from the InfoCube to whatever is relevant to your planning task. You do this by selecting the desired key figures and characteristics. In the planning level, you can select characteristic values that are to remain constant for all planning packages in the planning level. In the context of the planning level, you also determine which planning functions are to be offered, for example, revaluation or distribution.

Planning Package: In a planning package, you can make further restrictions or refine the settings made in the planning level. A planning package can be seen technically as a subset of the higher-level planning level and it describes the data basis on which the planning functions operate. From an enterprise planning perspective, planning packages can serve as worklists where you define a subtask of the total planning task for each planning package and then process this as a manageable task.

© SAP AG ICP600 20-472

© SAP AG 2006,

Business Content

Regarding a detailed Trade Promotion Planning SAP delivers an example scenario „Sales and Promotion Planning for theConsumer Products Industry“, which helps you to implement thisscenario

You can carry out the scenario using a planning layout and a planning sequence

System PrerequisitsSAP BW 3.5SAP CRM 4.0, SP01 or higher

© SAP AG ICP600 20-473

© SAP AG 2006,

Available Business Content

CP: Sales Planning with Promotions Planning Area: 4TPM1000 (Multi Planning Area)

CP: Sales and Promotions - Plan+ActualPlanning Area: 4TPM2000 (InfoCube 0CP_SLSC6 -> 0CP_SLSCA)

CP: Sales and Promotions – Actual:Planning Area: 4TPM3000 (InfoCube 0CP_SLSC7)

CP: Uplift Knowledge: Planning Area: 4TPM4000 (InfoCube 0CP_SLSC8)

CP: APO-SEM IntegrationPlanning Area: 4TPM5000 (Multi Planning Area)

CP: APO Baseline : Planning Area: 4TPM6000 (InfoCube TPMAPOOUT)

CP: TPM Baseline:Planning Area: 4TPM7000 (InfoCube 0CP_SLSC9)

© SAP AG ICP600 20-474

© SAP AG 2006,

BW (SEM-BPS) Planning Environment

Leave open all characteristics with multiple

values

Select all characteristics

with single values

Fix all characteristics with single

determined values

bps0

For the data to be transferred successfully between SAP CRM and SAP BW the following prerequisites need to be fulfilled: • The planning level must contain all the characteristics and key figures that are necessary

for planning. • For technical reasons, the planning level has to contain the key figure Key Figure for

Displaying the Planning Layout (0KEYFG_FLAG). • For characteristics that are automatically filled from SAP CRM, do not enter any values in

the Selection tab page. • For characteristics that are not automatically filled from CRM, enter in the Selection tab

page one or more fixed values. Note that intervals are not permitted as fixed values; only one or several single values are permitted.

• Create an ad hoc planning area for the planning level. This planning area is then automatically filled with the data from CRM.

• The layout header only contains characteristics that are filled with a single value from SAP CRM.

© SAP AG ICP600 20-475

© SAP AG 2006,

A planning layout is a tool to manually enter plan data for a combination of characteristics and key figures, and also to display or change existing plan data for this combination.

The planning layout consists of various basic settings and theactual planning screen where the plan data is displayed. In thebasic settings, you determine which of the existing key figuresare to appear in the planning screen, and how the key figures and characteristics are to be arranged on the screen (for example, whether characteristic values are to be listed in the lead columnor as the title of data columns).

In the planning screen (depending on the basic settings you havealready made), you can make further changes to the appearanceof the layout (for example, change fonts, insert logos).

Planning Layout - Generals

A planning layout must contain at least one key figure. But you can also include as many key figures as are available in the planning level. On the other hand, every layout must contain all the characteristics of the planning level.

© SAP AG ICP600 20-476

© SAP AG 2006,

Planning Layout - Generals

All planning layouts are based on the following schematic structure. However, variations from this basic schematic structure are possible(for example, the lead column may contain key figures instead of characteristic values)

Header area

Characteristic 1Characteristic 2….

Char. value 1Char. value 2Char. value 3…

Lead column

Value 1 Value 2Value 3…

Value 1 Value 2Value 3 …

…

…………

Data column 1 Data column 2

© SAP AG ICP600 20-477

© SAP AG 2006,

Planning Layout

characteristics with multiple values in the

lead column

characteristics with single values in the header

characteristics with single determined

values in the header

always include the key figure 0KEYFG_FLAG for

technical reasons

bps0

The Planning Layouts are data-driven. While creating a promotion, there are no figures to display in the layout.

This is the reason why no figures are available. To make sure that a layout is always displayed you have to use this "Dummy-Key Figure", which then is always filled.

© SAP AG ICP600 20-478

© SAP AG 2006,

Planning Profile

You define planning profiles when you want to set up a user-specific selection of planning objects. These profiles filter out those planning objects that you are interested in from all theplanning profiles that exist in the system.

Using planning profiles helps you to retain an overview even in large planning environments, since you can hide all those objectsthat are not currently relevant.

In addition to the possibility to create personalized views of theplanning objects, you can also use the planning profile to structure the quantity of all planning objects according to functional points of view.

© SAP AG ICP600 20-479

© SAP AG 2006,

Planning Profile

To create a new planning profile, in the menue bar choose Profile Create. Enter a technical name and a description of the profile and confirm your entries. Define the properties of the profile. • To assign a planning area, a planning level or a planning package to the profile, select it on

the right part of the screen and transfer it to the left part. Hint: When you want to use planning profiles while customizing, you have in addition the

possibility to add global sequences to the profile or to make a selection from the variables which belong to the planning areas contained in the profile, using the Sequences and Variables pushbuttons.

© SAP AG ICP600 20-480

© SAP AG 2006,

Enhancing the Planning Layout

Use

The planning layouts can be easily enhanced which enables you tochange what is displayed in the entry screen for manual planning. For example, you can include a key figure scheme to display additional calculated key figures

PrerequisitesFor technical reasons the planning level and the layout has to contain the Key Figure for Displaying Planning Layouts (0KEYFG_FLAG)The totals line needs to be hidden in the original planning layout.The header of the layout to be enhanced only contains characteristics that are filled with a single value from SAP CRM

© SAP AG ICP600 20-481

© SAP AG 2006


Settings for Planning Services: Content




© SAP AG ICP600 20-482

© SAP AG 2006,

Enhancing the Planning Layout

key figure scheme to define calculated

key figures

lead columns to define dimensions in planning layout (e. g. drill-down)

preview for instant result of customizing

upx_mntn

You can enhance an existing planning layout planning services. • From the SAP Easy Access screen in SAP SEM-BPS choose Business Analytics

Customer Relationship Analytics Planning Services Change Planning Area (TX: upx_mntn)

• Choose a planning area, for example CP: Sales Planning with Promotions (4TPM1000). • From the SAP Easy Access Screen choose Business Analytics Customer Relationship

Analytics Planning Services Settings for Planning Services. • Choose Enhance Planning Layout. • Choose a planning layout, for example Promotion Planning on a Weekly Basis

(4TPM1551) and maintain the necessary settings on the tab pages Lead Columns and Key Figure Scheme.

© SAP AG ICP600 20-483

© SAP AG 2006,

CRM/BW Mapping Table

Maintain mapping table in CRM to enable CRM <-> BW(SEM) synchronization

SAP delivers the mapping table with BW standard business content InfoObjects

InfoObjects can be replaced in the implementation project as custom entries

spro in CRM(CRM 4.0)

In this IMG activity, you set up the integration between the operational data in SAP CRM and the CRM planning applications in SAP BW (SEM-BPS). You achieve this by assigning InfoObjects in the SAP Business Information Warehouse (SAP BW) (which forms the data basis for SAP SEM) to fields in SAP CRM. When a corresponding planning application is executed, the InfoObjects are filled with data from the assigned fields in SAP CRM.

You can use Mapping Table - System Entries to display the field assignments delivered by SAP for a planning application. You can overwrite these delivered assignments by entering your own under Mapping Table - Customer-Specific Entries. As soon as you assign a different InfoObject to a field, then your entry takes priority over the delivered entry.

© SAP AG ICP600 20-484

© SAP AG 2006,

Planning Profile Group

flag to activate the HTML front-end

create planningprofile groups

spro in CRMassign planning

profiles to planningprofile group

Planning profile groups contain one or more planning profiles. By assigning them to a marketing plan or campaign, you are then able to use the corresponding planning profile, in addition to your user-specific settings.

You can also assign a KPI evaluation for alert to your planning profile group. Once you have done this, you can evaluate your key figures on the Volumes/Trade Spends tab page.

© SAP AG ICP600 20-485

© SAP AG 2006,

What-If Analysis (Traffic Lights)

In the Marketing Planner you can display the status of a planned trade promotion using red, amber or green traffic light icons. To do this, you can use the alerts predefined in SEM-BPS. You can also modify existing alerts or define your own ones.

During promotion planning, the planner should be able to see at a glance the ratio of uplift (incremental increase in sales volume) to base (base sales volume). The higher the value for the ratio "uplift / base", the better:

For ratios < 0.01 => red traffic light For ratios > 0.01 => yellow traffic light For ratios > 0.10 => green traffic light

You determine and valuate KPIs by defining a planning function of the type Formula Extension (FOX) in SEM-BPS. When making the settings for sales planning, you define the KPI for the FOX planning function by giving it a description.

You then have to transfer the defined KPI to SAP CRM. You do this in Customizing for CRM under Marketing > Marketing Planning and Campaign Management > Key Figure Planning > Define Planning Profile Groups > SEM-BPS Interface: Assignment of Traffic Lights to Groups.

© SAP AG ICP600 20-486

© SAP AG 2006,

Predefined Alerts

You can use the following four alerts that are contained in the CP: Sales Planning with Promotions planning profile (4TPM0001) for SAP SEM-BPS:

Incremental Costs (4TPM1596)

This alert shows the ratio of promotion budget to uplift quantity. This ratio gives you an idea of how high the costs for the expected uplift could be.

Calculation: Budget (0BUDGET) / Uplift Quantity (0UPLI_QTY)

The higher the value of this ratio, the better:Red traffic light, if incremental costs < 0,5Yellow traffic light, if 0,5 > incremental costs > 2Green traffic light, if incremental costs > 2

Incremental margin (4TPM1598)

This alert shows the ratio of net revenue to billed quantity. This ratio gives you an idea of how the margin could develop as a result of the planned trade promotion.

Calculation: Net Revenue (0COPANETRV) / Billed Quantity (0BILL_QTY)

The higher the value of this ratio, the better:Red traffic light, if incremental margin < 1Yellow traffic light, if 1 > incremental margin > 10Green traffic light, if incremental margin > 10

© SAP AG ICP600 20-487

© SAP AG 2006,

Predefined Alerts

Return on Investment (4TPM1594)

This alert shows the return on investment (ROI) that a trade promotion could generate.

Calculation: Uplift Quantity (0UPLI_QTY) / Billing Quantity (0BILL_QTY)) x (Net Revenue (0COPANETRV) / Budget (0BUDGET))

The higher the value of this ratio, the better:Red traffic light, if ROI < 1Yellow traffic light, if 1 > ROI > 5Green traffic light, if ROI > 5

Uplift Ratio (4TPM1592)

This alert shows the ratio of uplift quantity to base quantity. This ratio gives you an idea of the effect the planned trade promotion could have on sales.

Calculation: Uplift Ratio = Uplift Quantity (0UPLI_QTY) / (Billing Quantity (0BILL_QTY) – Uplift Quantity (0UPLI_QTY))

The higher the value of this ratio, the better:Red traffic light, if uplift ratio < 0.01Yellow traffic light, if 0.01 > uplift ratio > 0.10Green traffic light, if uplift ratio > 0.10

© SAP AG ICP600 20-488

© SAP AG 2006,

Traffic Light – FOX Formula

*Step 1: data declarationDATA UPLIFT TYPE F.DATA BASE TYPE F.DATA RATIO TYPE F.DATA GRADE TYPE I.DATA UOM TYPE 0BASE_UOM.DATA WEEK TYPE 0CALWEEK.DATA PROD TYPE 0CRM_PROD.DATA PGRP TYPE 0PROD_CATEG.

UPLIFT = 0.BASE = 0.

*Step 2: value determinationFOREACH UOM.FOREACH WEEK.FOREACH PROD.FOREACH PGRP.

BASE = BASE+ {0BASE_QTY,UOM,WEEK,PROD,PGRP}.

UPLIFT = UPLIFT+ {0UPLI_QTY,UOM,WEEK,PROD,PGRP}.

ENDFOR.ENDFOR.

ENDFOR.ENDFOR.

*Step 3: Traffic Light determination*Grade 1 = Green*Grade 2 = Yellow*Grade 3 = Red

IF BASE > 0.

RATIO = UPLIFT / BASE.

IF RATIO < 0.01.GRADE = 3.

ELSE.IF RATIO > 0.01.GRADE = 2.IF RATIO > 0.10.

GRADE = 1.ENDIF.

ENDIF.ENDIF.MESSAGE I400(UPX_KPI) WITH RATIO GRADE.

ENDIF.

To perform KPI valuation, you use a FOX planning function that fills both of the variables in message UPX_KPI 400. These variables express the value and the corresponding rating. There are three possible ratings: green, yellow and red traffic light. To calculate these ratings, you have all of the formula extension functions at your disposal (see Formula Extension (FOX)). • Choose Strategic Enterprise Management Business Planning and Simulation Cross-

Application Planning Planning Workbench. • Define a FOX planning function for the relevant planning level. • Define an ad hoc planning package for the planning level. • Create a parameter set for the FOX planning function. • Choose Settings for Planning Services KPI Valuation for Alert Planning Function. • Choose the combination of planning level, ad hoc planning package, planning function, and

parameter set, and give the combination a name.

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© SAP AG 2006


Integration to SAP SCM: Content




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© SAP AG 2006,

Integration of SAP CRM and SAP SCM

Integration between SAP CRM and SAP SCM enables you to:

1. Transfer baseline sales quantities from SAP SCM to SAP CRM

The baseline sales quantity is the basis for planning trade promotions

2. Transfer the uplift quantity from SAP CRM to SAP SCM

The planning of trade promotions can be included in Demand Planning (DP) and Supply Network Planning (SNP) in SAP SCM

You can calculate the baseline sales quantity in SAP SCM, transfer it to SAP BW using SAP SEM-BPS and then display it in an enhanced planning layout in SAP SEM-BPS, which is embedded on the Trade Spends/Volumes tab page in the SAP CRM Marketing Planner.

NOTE: If you do not calculate the baseline sales quantity in SAP SCM, you can also load this data as external data in SAP BW or manually fill the appropriate column for the enhanced planning layout.

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CRMSCM

SEM

BW

DPSNP

CampaignManagement

CRM-SCM Integration for TPM

Strategic Planning

BW

Historical data were copied from SAP BW to the salesplanning-cube and from sales planning-cube to SAP SCM. Then this data are loaded from cube to SAP SCM for forecasting the baseline within the Demand planning

From SAP SCM the forecasting data are transfered to BI (APO- and Salesplanning Cube) Planning in CRM: Create the promotion and plan the total and uplift and transfer the

Promotional data (uplift and total) to APO (via BAPI) Planning in APO: Change status of Promotion in Demand planning and calculate total demand

volume in demand planning. Then release Demand planning to Supply Network Planning (SNP) and calculate Quantities of available-to-supply in SNP

Processing of the results: Export SNP result to APO-Cube and Supply plan to salesplanning cube, compare the sales planning data with the results and adapt Promotion if necessary.

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Transfer of Baseline Sales Quantity - Process Flow

1. In the SAP SCM Business Information Warehouse, create a master info cube APO Output (TPMAPOOUT)

2. Make the baseline sales quantity available in the APO Output InfoCube (TPMAPOOUT)

3. In SAP BW (SEM-BPS) maintain the required attributes for the planning areas

a) Planning area CP: SCM Baseline (4TPM6000). In the RFC Connection field, enter the SCM system that contains the InfoCube APO Output (TPMAPOOUT). In the InfoCube field, enter the InfoCube APO Output (TPMAPOOUT)

b) Planning area CP: TPM Baseline (4TPM7000). In the RFC Connection field, enter the BW system that contains the InfoCubeBaseline Sales Quantity (0CP_SLSC9). In the InfoCube field, enter the InfoCube Baseline Sales Quantity (0CP_SLSC9)

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4. In SAP BW (SEM-BPS) maintain the version and value type in the planning function Return Planning Data to suit your needs

5. In SAP BW (SEM-BPS) execute the planning function Return Planning Data (4TPM5111) in the planning area SCM Integration: SCM → SEM (4TPM5000). This planning function is in planning profile CP: Sales Planning with Promotions(4TPM0001)

6. The system transfers the baseline sales quantity from the InfoCube APO Output (TPMAPOOUT) to the InfoCube Baseline Sales Quantity (0CP_SLSC9)

Transfer of Baseline Sales Quantity - Process Flow

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You should now be able to explain and configure:

Design of BW (SEM-BPS) planning environment

Enhanced Planning Layouts

Usage of the CRM/BW Mapping Table

Integration between CRM and SEM

The integration of the SCM Key Figures in the planning process

Concept Customizing Trade Promotions: Unit Summary

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© SAP AG 2006

Exercise

Implementing the SEM-CRM integration for Trade Promotion Planning

In the following scenario you have the task to realize the Trade Promotion Planning in your company. Therefore, you use the SAP BW as a common planning platform to integrate and consolidate your sales plan with marketing plans. The necessary data basis is already available within your SAP BW.

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© SAP AG ICP600 20-497

Tools Exercises

Unit: Concept & Customizing Trade Promotion Planning

Topic: Exercise: Implementing the BW-CRM integration for Trade Promotion Planning

At the conclusion of this exercise, you will be able to configure:

• Design of BW (SEM-BPS) planning environment

• Enhanced Planning Layouts

• CRM/BW Mapping Table

• Integration between CRM and BW (SEM-BPS)

• Integration of the APO Key Figures in the planning process

In the following scenario you have the task to realize Trade Promotion Planning in your company. Therefore you use the SAP BW as a common planning platform to integrate and consolidate your sales plan with marketing plans. The necessary data basis is already available within your SAP BW.

1-1 The first thing you want to do is to set-up the BW (SEM-BPS) planning

environment. Go into the Planning Workbench.

1-1-1 Call up your planning workbench [bps0] and select Planning Area “TPM: Plan+Actual Gr01 – TPMGR##”. Select planning level “TPM: SEM-in-Place Planning – TPMPL##” and customize the Selection tab. Fix the following characteristics: • CRM Plan Version AMTP • Value Type 50

Take the following rules into account:

• Leave open all characteristics with multiple values

• Flag all characteristics with single values

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• Fix all characteristics with single determined values

Save the information by choosing Planning Save all 1-1-2 Set up your SEM-in-Place planning layout. Create the respective planning

function and maintain the following settings: Technical name: TPMPL## Description: SEM-in-Place Layout Gr## Save the information by choosing Planning Save all

Double-click on the Ad hoc package right mouse-click on “Manual planning” in area “Planning functions” Create Layout In the layout builder take the following settings into account: General settings:

• Key Figures in Data Columns • Header: Business Partner, CRM Marketing Elem.,

CRM Plan Version, CRM Sales Org., Currency, Distribution Channel, Division, Tactic, Value type

• Lead Column: Base Unit, Calendar Year/Week, Product, Product Group 1, Promotion Phase, Sales Unit

Layout: The Header Area should look like the following:

The Lead columns should look like the following:

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The Data columns should look like the following:

Call up the last step of the layout builder, monitor the result and save your settings.

1-1-3 Create a planning profile that includes your Planning Area, Planning Level and Planning Layout

Technical name: TPMPP## Description: Promotions Profile Gr## Save the information by choosing Planning Save all

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Make sure that you copy all planning functions by firstly push the arrow button!

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1-1-4 Before you realize the connection to CRM you have to enhance the derivation settings in your planning area.

The promotions are planned on characteristic Calendar Year/ Week. But you want to see the aggregated Uplift for the Calendar Year in the planning of the Account Manager.

Create a new characteristic relation of type EXIT for characteristic Calendar Year/Week. Select the radio button for the “Derivation, Combination Check and Proposal”. Use the following Exits: • UPX_DATES_DERIVE • UPX_EXEC_CHECK_DUMMY

Save the information by choosing Planning Save all

1-2 In the Marketing Planner the user should be provided with several enhanced functionalities – like automatic calculations and drill downs. 1-2-1 Thus you now want to go into the Settings for Planning Services and

enhance the planning layout. Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] and set your planning area “TPM: Plan+Actual Gr## -TPMGR##. After having set the correct planning area enter transaction “Settings for Planning Services” [upx_mntn], call up your layout in the change modus and hide all characteristics in the header area.

1-2-2 You now want to set up the Key Figure Scheme. Use the following

information you see below in the key figure scheme (for the integration of the APO baseline, leave the parameters of the function module open). Begin firstly with the integration of all calculated key figures into the layout (marked with symbol “ ” in the image below) and the function module for Baseline. Be aware to maintain also possible enhanced settings as e.g. “Char. for Currency/UoM” – 0CURRENCY. In the enhanced settings hide the following key figures: Promotion Discount %, Uplift factor, Regular Discounts, Uplift Quantity BUoM, Billing Qty: Base UoM, Layout Flag. In the enhanced settings set the following key figures to “Display only”: Promotional Discount, Dir. Promotional Costs, Budget, List Price/Base UoM, Regular Rebate, Regular Sales Price, Regular Discounts, Billing

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Qty: Base UoM, Baseline Revenue, Total Promoted Volume, Revenue, Net Revenue and Layout Flag. Save the information by choosing Planning Save all Example:

Always test your settings using the Preview tab.

Key Figure Scheme:

For baseline use Function Module UPX_KPI_KF_PLEVEL_READ

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Although there is no SCM systems connected in your planning landscape (so you will not see any value in the layout) insert the key figure and function module in order to simulate this functionality.

The next step is to customize the settings for the leading columns. It should be possible to drill down from product group to product level in the lines, and in the columns the planner can drill down to promotion phases and calendar weeks. Go to the Preview and test your settings. Change settings for Lead Columns (set e.g. the flag for “Planner can set lock”) and retest. Save the information by choosing Planning Save all

2-1 You now want to connect your planning layout with the CRM Marketing Planner.

2-1-1 Before you connect the CRM-SEM check the integration settings. Go into the CRM system. Have a look at the CRM/BW mapping table. Check the RFC connections.

Transaction SPRO IMG Integration with other mySAP components Strategic Enterprise Management

Change Mapping Between CRM Fields and InfoObjects You can use Mapping Table - System Entries to display the field assignments delivered by SAP for a planning application. You can (don’t do that now) overwrite these delivered assignments by entering your own under Mapping Table - Customer-Specific Entries. As soon as you assign a different InfoObject to a field, then your entry takes priority over the delivered entry.

2-1-2 Now you want to create a Planning Profile Group in SAP CRM in IMG.

Technical name: TP## Description: TPM: Profile Gr## Assign your planning profile with Plan Type “Volume/ Trade Spends” and Version “0000000000”. Save the information by choosing Planning Save all

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3-1 Now you want to test the results of your activities. Process the Trade Promotion Planning.

3-1-1 Go into the Marketing Planner, create a Trade Promotion and use your

own planning profile group.

SAP Menu Marketing Marketing Planning and Campaign Management Marketing Planner Press Create Button Trade Promotion ID: C/2005-CPT-3##-001 where ## is the group number Description: Trade Promotion Group ## Customer: 300790 Campaign Type: TPM Price Promotion Objective: Increase Revenue Tactic: Display Priority: medium Planning Profile Group: “TP## - TPM Group ##” Sales Organization: O 50007162 US Consumer Products C1 C1 00 Cross-division Buying pattern: Sweets & Snacks Factory Calendar: USA Start date: fill in your birthday in the year 2005; in field “Week” enter 1 & confirm => according to your settings all dates now will be maintained automatically Go to the tab ‘Products’. Add products by pressing the “+” button, choose product group CP0 and press ‘Enter’. Go to tab ‘Volumes/Trade Spends’ and append a row. Then enter the following details by using F4: Spend type: ‘Fixed Trade Spend’, then use spend category ‘Display Fees’; choose ‘Lump Sum’ as Spend Method and confirm. Append an additional row. Then enter the following by using F4: Spend type: ‘Variable Trade Spend’, then use the spend category ‘Discount’; choose ‘Off Invoice’ as Spend Method. Choose the Discount Method ‘per case’ and confirm. Press ‘Enter’ to verify that everything was entered correctly and that the dates, condition type etc. are filled. Highlight both line and press Button “Transfer Trade Spends” to send the information to the SEM. The appropriate in-place layout will then be displayed. You will see the 2 additional columns

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© SAP AG ICP600 20-506

Tools Solution

Unit: Concept & Customizing Trade Promotion Planning

Topic: Exercise: Implementing the BW-CRM integration for Trade Promotion Planning

1-1 The first thing you want to do is to set-up the BW (SEM-BPS) planning environment. Go into the Planning Workbench.

1-1-1 Call up your planning workbench [bps0] and select Planning Area “TPM:

Plan+Actual Gr01 – TPMGR##”. Select planning level “TPM: SEM-in-Place Planning – TPMPL##” and customize the Selection tab. Fix the following characteristics: • CRM Plan Version AMTP • Value Type 50

Take the following rules into account: • Leave open all characteristics with multiple values • Flag all characteristics with single values • Fix all characteristics with single determined values


Right-click on your planning level TPMPL## Change level tab “Selection”

The following characteristics have multiple values: • Base Unit, Sales Unit, Calendar Year/ Week, Product,

Product Group 1, Promotion Phase The following characteristics have single values:

• Business Partner, CRM Marketing Elem., Currency, Distribution Channel, Division, CRM Sales Org., Tactic

The following characteristics have singled determined values: • CRM Plan Version, Value Type

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These characteristics have single values, which will be filled from the CRM system while creating a trade promotion. Example:

1-1-2 Set up your SEM-in-Place planning layout. Create the respective planning function and maintain the following settings: Technical name: TPMPL## Description: SEM-in-Place Layout Gr## Save the information by choosing Planning Save all

Double-click on the Ad hoc package right mouse-click on “Manual planning” in area “Planning functions” Create Layout In the layout builder take the following settings into account: General settings:

• Key Figures in Data Columns • Header: Business Partner, CRM Marketing Elem.,

CRM Plan Version, CRM Sales Org., Currency,

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Distribution Channel, Division, Tactic, Value type • Lead Column: Base Unit, Calendar Year/Week,

Product, Product Group 1, Promotion Phase, Sales Unit

Layout: The Header Area should look like the following:

The Lead columns should look like the following:

The Data columns should look like the following:

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Call up the last step of the layout builder, monitor the result and save your settings.

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1-1-3 Create a planning profile that includes your Planning Area, Planning Level and Planning Layout Technical name: TPMPP## Description: Promotions Profile Gr## Save the information by choosing Planning Save all

Press button “Planning Profile” In menu press Button “Profile” Create In section “Planning areas” (left hand side) highlight “TPM: Plan+Actual Gr## - TPMGR##” and click on the right arrow in order to copy this planning area into the grid at right hand side. Highlight planning level “TPM: SEM-in-Place planning – TPMPL01” and push it also into the section at right hand side. Highlight the corresponding planning package and push it into the section at right hand side. In the lower section at left hand side select all planning functions and drop them into the right area. Example:

Save your settings and go back to the Planning Workbench.


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© SAP AG ICP600 20-512

1-1-4 Before you realize the connection to CRM you have to enhance the derivation settings in your planning area.

The promotions are planned on characteristic Calendar Year/ Week. But you want to see the aggregated Uplift for the Calendar Year in the planning of the Account Manager.

Create a new characteristic relation of type EXIT for characteristic Calendar Year/Week. Select the radio button for the “Derivation, Combination Check and Proposal”. Use the following Exits: • UPX_DATES_DERIVE • UPX_EXEC_CHECK_DUMMY


Right-click on your planning area TPMGR## Change Area Tab “Characteristic Rels”

Open drop-down box “Type” and select “Exit”

Click on button “Detail view” . In the opening box below fill in the following information:

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Save your settings.

1-2 In the Marketing Planner the user should be provided with several enhanced functionalities – like automatic calculations and drill downs.

1-2-1 Thus you now want to go into the Settings for Planning Services and

enhance the planning layout. Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] and set your planning area “TPM: Plan+Actual Gr## -TPMGR##. After having set the correct planning area enter transaction “Settings for Planning Services” [upx_mntn], call up your layout in the change modus and hide all characteristics in the header area.

Enter transaction “upxa” and press the F4-help – select “TPM: Plan+Actual Gr## -TPMGR##”. Confirm and leave the transaction. Enter transaction “upx_mntn” and click on “Enhance Planning Layout”. Open planning level “TPM: SEM-in-Place planning – TPMPL## and click on the arrow. Right mouse click on planning layout “SEM-in-Place Layout Gr##” - select “Change” Example:

In the appearing screen at right hand side you now see the main area for the enhanced settings. You see the following:

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Go back to tab “Preview” and check the layout. Now select item “Header Area” and set the relevant flags as shown below in column “Display”.

Now again check your layout by clicking on tab “Preview”. See the difference? All the items in the header are disappeared. Save your settings.

1-2-2 You now want to set up the Key Figure Scheme. Use the following

information you see below in the key figure scheme (for the integration of the APO baseline, leave the parameters of the function module open). Begin firstly with the integration of all calculated key figures into the layout (marked with symbol “ ” in the image below) and the function module for Baseline. Be aware to maintain also possible enhanced settings as e.g. “Char. for Currency/UoM” – 0CURRENCY.

© SAP AG ICP600 20-515

In the enhanced settings hide the following key figures: Promotion Discount %, Uplift factor, Regular Discounts, Uplift Quantity BUoM, Billing Qty: Base UoM, Layout Flag. In the enhanced settings set the following key figures to “Display only”: Promotional Discount, Dir. Promotional Costs, Budget, List Price/Base UoM, Regular Rebate, Regular Sales Price, Regular Discounts, Billing Qty: Base UoM, Baseline Revenue, Total Promoted Volume, Revenue, Net Revenue and Layout Flag.

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Save the information by choosing Planning Save all Example:

Always test your settings using the Preview tab.

The integration of calculated key figures can be executed in the following way: Highlight a row in the scheme where you want to insert a new figure.

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Push button “Insert row” and enter a description into the right field and confirm. Example:

Enter the operands and possible enhanced settings (e.g.

decimals) by pushing button “Enhanced” . Save your settings.

Key Figure Scheme:

For baseline use Function Module UPX_KPI_KF_PLEVEL_READ

Enter tab “Key figure scheme” and highlight the respective row. Push button “Insert row” and select “Function” in the drop down box. Example:

In the right cell enter “Baseline” and press enter. Example:

Click on the arrow at right hand side and enter the following settings:

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Although there is no SCM systems connected in your planning landscape (so you will not see any value in the layout) insert the key figure and function module in order to simulate this functionality.

The next step is to customize the settings for the leading columns. It should be possible to drill down from product group to product level in the lines, and in the columns the planner can drill down to promotion phases and calendar weeks. Go to the Preview and test your settings. Change settings for Lead Columns (set e.g. the flag for “Planner can set lock”) and retest. Save the information by choosing Planning Save all

Lead Columns: Product Group 1, Product, Base Unit of Measure & Sales unit are “Displayed in Rows”. Confirm the transfer of time characteristics. Promotion Phase, Calendar Year/Week are “Hidden, in columns”. Product Group 1, Product have tree structure. Planner can set lock. Example:

© SAP AG ICP600 20-519

© SAP AG ICP600 20-520

2-1 You now want to connect your planning layout with the CRM Marketing Planner.

2-1-1 Before you connect the CRM-SEM check the integration settings. Go into the CRM system. Have a look at the CRM/BW mapping table. Check the RFC connections.

Transaction SPRO IMG Integration with other mySAP components Strategic Enterprise Management

Change Mapping Between CRM Fields and InfoObjects

You can use Mapping Table - System Entries to display the field assignments delivered by SAP for a planning application. You can (don’t do that now) overwrite these delivered assignments by entering your own under Mapping Table - Customer-Specific Entries. As soon as you assign a different InfoObject to a field, then your entry takes priority over the delivered entry.

2-1-2 Now you want to create a Planning Profile Group in SAP CRM in IMG.

Technical name: TP## Description: TPM: Profile Gr## Assign your planning profile with Plan Type “Volume/ Trade Spends” and Version “0000000000”. Save the information by choosing Planning Save all

Transaction SPRO IMG Customer Relationship Management Marketing Marketing Planning and Campaign Management Key Figure Planning Define Planning Profile Groups Press Button “New Entries”. Enter Tech. Name “TP##” with description “TPM: Profile Gr##” and highlight flag “New KPI Flag”. Select Category “Trade Promotion” and save your settings. Highlight your profile group and click on “Assignment of planning profiles”. Press button “New Entries” and select via the F4-help your planning profile “TPMPP##”. Select Plan Type “Volumes /Trade Spends” and enter enter “0000000000” in field “Version”. Save your settings.

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3-1 Now you want to test the results of your activities. Process the Trade Promotion Planning.

3-1-1 Go into the Marketing Planner, create a Trade Promotion and use your

own planning profile group.

SAP Menu Marketing Marketing Planning and Campaign Management Marketing Planner Press Create Button Trade Promotion ID: C/2005-CPT-3##-001 where ## is the group number Description: Trade Promotion Group ## Customer: 300790 Campaign Type: TPM Price Promotion Objective: Increase Revenue Tactic: Display Priority: medium Planning Profile Group: “TP## - TPM Group ##” Sales Organization: O 50007162 US Consumer Products C1 C1 00 Cross-division Buying pattern: Sweets & Snacks Factory Calendar: USA Start date: fill in your birthday in the year 2005; in field “Week” enter 1 & confirm => according to your settings all dates now will be maintained automatically Go to the tab ‘Products’. Add products by pressing the “+” button, choose product group CP0 and press ‘Enter’. Go to tab ‘Volumes/Trade Spends’ and append a row. Then enter the following details by using F4: Spend type: ‘Fixed Trade Spend’, then use spend category ‘Display Fees’; choose ‘Lump Sum’ as Spend Method and confirm. Append an additional row. Then enter the following by using F4: Spend type: ‘Variable Trade Spend’, then use the spend category ‘Discount’; choose ‘Off Invoice’ as Spend Method. Choose the Discount Method ‘per case’ and confirm. Press ‘Enter’ to verify that everything was entered correctly and that the dates, condition type etc. are filled.

Highlight both line and press Button “Transfer Trade Spends” to send the information to the SEM. The appropriate in-place layout will then be displayed. You will see the 2 additional columns

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© SAP AG ICP600 21-523

© SAP AG 2006

Concept Customizing Sales Planning


Unit 19 Data Flow



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© SAP AG 2006

Hierarchy Derivation

Loose Integration to SAP CRM

Content

Environment Set up

Planning Services

Responsibility Management

SAP SCM Integration

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© SAP AG 2006,

Concept & Customizing Sales Planning: Unit Objectives


Design the SAP BW (SEM-BPS) planning environment

To enhance planning layouts

Design of Planning Folders

To set Responsibility Management

To set Sales Planning Settings

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© SAP AG 2006



Loose Integration to SAP CRM: Content

Environment Set up

Planning Services


SAP SCM Integration

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© SAP AG 2006,

Five Steps for Sales Planning & Forecasting

5 quick steps to Sales Planning & Forecasting

• BW (SEM-BPS) planning environment: Design planning environment (planning area, levels, layouts, functions)

• Enhance planning layouts

• Planning Folders: Design planning folders in order to assign layouts and functions to the user interface

• Responsibility Management: Provide responsibility sources for users (user-defined variables, external BW hierarchies)

• Sales Planning Settings: Consolidate all responsibility and hierarchy information in Planning Services Customizing

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Key Figure Planning Architecture

mySAP Technology

SAP SEM-BPS


SAP CRM

or SAP ERP

SAP BW

Planning ServicesEnhanced Layouts BADIs

SEM-BPS Planning Objects (layouts, functions, folders, etc.)

Master Data (Business Partners,

Products, Hierarchies)



Plan DataPlan Data


Alternative Front-Ends

Portal based Excel Inplace Excel Client ALV GridDHTML in GUI





Transactional Data Storage (Sales Orders)

Transactional Data Storage (Sales Orders)

Actual DataActual DataBex Analyzer

Plan/ActualComparison

Bex AnalyzerPlan/ActualComparison

The Sales Planning & Forecasting is an application with loose integration to SAP CRM. • In the case of planning applications that are loosely integrated with SAP CRM, integration

occurs via the master and actual data that has been extracted from SAP CRM into SAP BW. Consequently, these planning applications can be performed directly from within SAP SEM.

• For such planning applications, variables for the responsibilities in particular play a significant role. These variables are used to generate the worklist for a planner.

• You can easily enhance a planning layout created in SEM-BPS for manual planning. This enables you to change what is displayed in the entry screen for manual planning. For example, you can include a key figure scheme to display additional calculated key figures. If you want to enhance a planning layout that has characteristics in the lead columns, you can arrange the characteristics in a hierarchical tree structure, whereby the nodes can be displayed either collapsed or expanded. Enhanced layouts can be displayed using DHTML.

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© SAP AG 2006



Environment Set up: Content

Environment Set up

Planning Services


SAP SCM Integration

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Design Planning Environment

Design aggregation levels

Design layouts and planning functions

Assign “user-exit” variables

to relevant dimensions

bps0

always include the key figure 0KEYFG_FLAG for technical

reasons in the layout

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Version Handling

Versions in the TPM Scenario helpsyou to better manage the salesplanning process

Since planning uses both top-down and bottom-up planning procedures, the data at the different levels of aggregation remain consistent

To ensure that the plan data can becompared on the different levels, it isstored in different versions

Sales Manager

Sales Employee

Global

Target Setter

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© SAP AG 2006,

Account Manager

Strategic Planning Group


Versions in the TPM process

Forecast

FORECAST 60

Version Value TypePlan

SPG 20

Version Value Type

Approved Plan

SPG 50

Version Value Type

Plan

TMM 20

Version Value Type

Approved Plan

TMM 50

Version Value Type

Approved Plan

AM 50

Version Value Type

Plan

AM 20

Version Value Type

Actuals

# 10

Version Value Type

Approved Plan -will appear as the Target for the receiver of the budget i.e. the role below

A possible top-down/bottom-up scenario could look like: The CFO, part of the Strategic Planning Group, will review the growth plan. He then passes his plan onto the Trade Marketing Manager.

The job of the Trade Marketing Manager is to take the high-level goal number that the CFO has established and determine how to grow sales in the different channels to achieve this goal. The Trade Marketing Manager then has to allocate the Trade Funds that are available in the Products’ budget for the Account Managers to optimize the sales tactics, product introductions, promotions, and customer service at each of their accounts. The goal is to use these Trade Funds wisely – to spend in time periods and areas that will ensure increased growth and profitability for the company. Once the Trade Marketing Manager has determined how to allocate the Trade Funds he passes his plan onto the Account Manager.

The account manager then enters his planning where he sees his targets for the next year. He realizes that he has to create some more trade promotions in order to fulfill his plan.

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© SAP AG 2006



Planning Services: Content

Environment Set up

Planning Services


SAP SCM Integration

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© SAP AG 2006,

Enhanced Planning Layout

FeaturesCalculated key figuresDrill-DownsLocal Top-Down DistributionLockingDisplay/hide key figuresExit for special selectionsetc.

If the settings options offered under Settings for Planning Services are insufficient for your requirements, you can use the Business Add-In (BAdI) Changing the Enhanced Layout (UPX_LAYOUT_RENDER) to access the settings for generating the DHTML planning screen.

If the enhanced planning layout is to be used in the SAP GUI, activate for the corresponding planning folder the Dynamic HTML (DHTML) display for the layout. You do this from within the SAP menu under Business Analytics -> Customer Relationship Analytics -> Planning Services -> Settings for Planning Services → Layout Display for Planning Folder.

You have to create a planning profile and a planning folder in transaction „upxpm“ if you want to use the enhanced planning layout for Loose Integration or for close integration to SAP CRM respectively.

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Enhanced Layouts

key figure scheme to define calculated

key figures

lead columns to define dimensions in planning layout (e. g. drill-down)

preview for instant result of customizing

upx_mntn

You can enhance an existing planning layout using planning services. Hint: The totals line needs to be hidden in the original planning layout. If the key figures are contained in the data columns, a totals line is displayed by default. To hide this line, choose Lead Column Settings in the layout and deactivate the Show Total indicator.

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Enhanced Planning Layout - Header

In the Header, you can change the way the header characteristics are displayed in the enhanced planning layout.

Features: • You can hide and show characteristics. • You can determine whether a characteristic value is displayed with or without its

description. • You cannot change the sequence of the header characteristics. You can only do this in the

BPS layout.

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Enhanced Planning Layout – Lead Column 1

In the Lead Columns tab page, you can organize the characteristics into a sequence to produce a clearer overview. For example, you can first display just the totals at the highest level, allowing the planner to expand the structure to see the single values if required. This is useful with time characteristics and characteristics involving hierarchical relationships (such as product group and product).

One way of enhancing the standard planning layout in SEM-BPS is to change the display settings for the lead columns

The planning layout taken as the basis for the enhanced planning layout needs to contain characteristics in the lead columns.

The time characteristics in this original planning layout are only contained in the lead columns in specific combinations.

The time characteristics have to be in an hierarchical relationship. For example, fiscal year and fiscal year/period can occur together in the lead columns but not fiscal year and calendar month.

The following combinations are not permitted in the key columns: Characteristics relating to the fiscal year and characteristics relating to the calendar year and weeks and months

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Filter: For each InfoObject with the symbol filter, the values can be accessed in the input screen from within a dropdown list box. This setting is not possible for Key Figures: General.

Display in Columns: The individual values for each InfoObject in the lead column with the symbol across (black arrow right) are displayed in the columns. When several InfoObjects have this symbol, the values are multiplied together.

Display in Lines: The individual values for each InfoObject in the lead column with the symbol down (black arrow down) are displayed in the lines of the layout. When several InfoObjects have this symbol, the values are multiplied together. If you select the symbol tree (hierarchy) in addition to the symbol , the values are arranged hierarchically in a tree structure without being multiplied together.

Display Collapsed in Lines/Columns: If InfoObjects have the symbol tree or hidden across, only the total is displayed and the single values are at first hidden. The single values can then be displayed in the columns (for symbol hidden across ) or lines (for symbol hidden down) by expanding the node. If the single values can be expanded in the lines, you can use an indicator to specify that an additional column is added to the layout to display the proportion of the total that the single values represent.

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Display as Block: When you select an InfoObject in the lead column to be displayed as a block (by activating the symbol block ), separate, smaller layouts are created for all of the values of this InfoObject. If you select several InfoObjects as a block, one block is displayed for each combination of characteristic values. By choosing this display type, you can include a third dimension in what is actually just a two-dimensional entry screen.

The block display is not permitted for Time Characteristics: General, just for specific time characteristics that have been transferred individually (see the section “Transferring Time Characteristics” below).

A block layout is particularly useful for planning objects that consist of one header and several items (such as a CRM opportunity with several products). The system always places the aggregated information in the first block, which automatically becomes the header. Here, aggregated information is contained in data records that are not assigned at item level. In the Key Figure Scheme tab page, you can use the block layout to specify for each key figure whether it is to be displayed just in the header, just in the item, or on both levels.

To improve performance during plan data entry, we recommend using the following settings: Use the filter to reduce the size of the entry screen. Avoid using hierarchies with large numbers of levels.

If you need to use such hierarchies, it is preferable to use Display Collapsed in Lines as opposed to Display in Lines in the lowest level for trees that are expanded by default.

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Enhanced Planning Layout – Distribution

Distribution: You can specify which reference should be used for the top-down distribution: Equal distribution across all fields - Proportional distribution on the basis of the previous values in a field

Distribution on the basis of a key figure in the key figure scheme. You release a key figure for distribution by setting the Reference for Distribution in Layout indicator in the key figure scheme under the enhanced settings for a row.

An indicator in the Lead Columns tab page allows you to specify whether the planner, when performing planning, is authorized to change the reference that you set.

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Enhanced Planning Layout – Time Characteristics

Transferring Time Characteristics: You can customize the settings for the lead column display so that they apply to all the time characteristics or just to individual time characteristics:

You make the settings to be applied for all time characteristics under Sequence of the InfoObjects in the line Time Characteristics: General.

To make settings to be applied to one or more specific time characteristics, select the characteristics concerned under Transfer of Time Characteristics. This causes the system to enter the transferred time characteristics under Sequence of the InfoObjects, replacing the line Time Characteristics: General. This allows you to display, for example, the year as a block and the months in the columns.

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Enhanced Planning Layout: KeyFigure Scheme 1

A key figure scheme is an easy-to-use tool that allows you to set up mathematical relationships between the key figures of a planning layout.

Each key figure in the original planning layout that the enhanced layout is based on is displayed as a line in the key figure scheme

For the calculations, you can apply the four basic mathematical operations. Moreover, you can calculate percentage variations of a key figure relative to another key figure.

You need to assign each calculated key figure a unit of measure or a currency. You do this by choosing the Enhanced pushbutton.

Including a user-defined function: If the default functions in the key figure scheme fall short of your requirements, you can program a function module and add the result to the key figure scheme. To do this, choose the entry Function in the Key Figure column and enter the name of the function module in the Enhanced Key Figure Scheme dialog box. Use the delivered function module UPX_KPI_KF_DEMO_FUNCTION as a template for your own function module.

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You can use all the lines of a key figure scheme plus any calculated key figures defined previously as operands for a calculated key figure.

Changing the name of key figures originating in the original layout Duplication of key figures originating in the original layout: Additional calculations might require a key figure to occur twice in the layout. However, the key figure in question should only be ready for input in one of these instances to avoid data inconsistencies.

Displaying key figures in the layout: You can specify whether a key figure can be changed or whether it is read-only. You can also hide a key figure in the layout if it is only required in the key figure scheme for additional calculations, for example.

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You can use the operator Comparison (CO) to check whether a key figure is greater than another one and thereby set up an excess warning. The system checks whether the value of the right operand is greater than the value of the left operand. If this is the case, the system writes 1 (otherwise 0) to the key figure of the corresponding row in the key figure scheme and highlights the value of the right operand in red in the planning layout. The key figure to which the result is written can be a calculated key figure or a key figure from SAP BW. It has to be set as either Hidden or Display Only.

E.g. you want to compare the current actual data with the planned costs and to receive a warning when the actual costs exceed the plan costs. For this, you create the following row in the key figure scheme: Calculated Key Figure = Plan Costs CO Actual Costs”

If you also want to display by how much the actual costs exceed the plan costs, you define an additional row in the key figure scheme: Difference = Actual Costs – Plan Costs

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Additional calculations might require a key figure to occur twice in the layout. However, the key figure in question should only be ready for input in one of these instances to avoid data inconsistencies.

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Enhanced Planning Layout: Calculation Rules

Rules Governing the Aggregation of a Calculated Key Figure

If, instead of using a key figure from SAP BW as the result of aformula, you define a calculated key figure then the following applies for the aggregation of these calculated key figures:

In the following cases, the result of a formula is a key figure that can be aggregated (in all other cases, the result is a key figure that cannot be aggregated):

In the case of formulas with the operator / divided by, it must be possible to aggregate the left operand.

In the case of all other operators, it must be possible to aggregate at least one operand.

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Enhanced Planning Layout: Calculation Rules

Rules for Entries in a Totals RowIf you change in the totals row a key figure that cannot be aggregated (such as price), the following applies:

If the key figure cannot be calculated but forms instead the input parameter for a formula, then a value entered in the totals row is copied to the levels beneath it.

If the key figure is calculated, that is to say, it is the result of a formula, then a value entered in the totals row is not copied downwards; instead, the other values of the formula are recalculated.

If you have defined the formula as “Revenue = Quantity * Price ”, then the price is the input parameter for the formula. If in this case you change the price at the totals level to 6.00, then the value 6.00 is entered for all quarters. This price is then applied to calculate the new revenue for each quarter.

If, however, you have defined the formula “Price = Revenue / Quantity”, then the price is the result of the formula. If in this case you change the price at the totals level to 6.00, then the totals row is first recalculated. Quantity and revenue are then distributed top-down, and the price is recalculated for each quarter. In the case of disproportional distribution, a different result may occur compared to when the price is copied over.

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Enhanced Planning Layout: Preview

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Enhanced Planning Layout: Locking

Flag for Locking & Effect at User-

Frontend

The locking function is an input help so that you do not have to enter all of the data manually and can instead use distribution to determine a section of the data automatically.

The Planner Can Set Lock indicator is selected in the Lead Columns tab page. The following principles apply: For the distribution, the distribution rule currently set is applied. If you lock a cell that forms part of a formula in the key figure scheme, then all other cells of the formula are also locked.

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Design Planning Folders

Assign planning functions to the user interface

Assign planning layouts to the user interface

upxpm

A planning folder is used to put together business-related planning levels, planning packages, planning layouts, and planning functions within a planning area that was defined before. The objects put together in this way are presented in a special user interface when executing the planning folder, and convey the users the impression of a contained planning application, which is easy to operate.

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Hierarchy Derivation: Content

Environment Set up

Planning Services


SAP SCM Integration

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Hierarchy Derivation Settings

bps0Characteristic Relations

Use following Exits for Derivation & Comb. ProposalUPX_EXIT_HIERARCHY_DERIVEUPX_DATES_DERIVE

Use following Exit for Comb. CheckUPX_EXEC_CHECK_DUMMY

upx_mntnHierarchy Derivation Characteristic Sequence

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Specifying Hierarchies

Decide on characteristic sequence in hierarchy

upx_mntn

The prerequisite for using both – top-down and bottom-up - planning procedures is that the individual characteristic values for planning are ordered in a hierarchical sequence. The information for drawing up the hierarchical sequence can be taken from different sources: • An external BW hierarchy • The CRM organizational structure displayed in SAP BW (relevant for Sales Planning). • The attributes for a characteristic in the planning area

In the Hierarchy Derivation, you specify not only the source of the hierarchy information but also the form in which the individual nodes of the source hierarchy are to be transferred. You can specify for each node whether the characteristic from the source hierarchy should be copied directly or derived. Under Characteristic Sequence, you then specify the exact hierarchical sequence of the characteristics.

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Responsibility Management: Content

Environment Set up

Planning Services


SAP SCM Integration

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WagnerJexecutesupx_exec

responsibilitiesfor user WagnerJare checked

All possiblePlanning Foldersare selected

char = BP Hier. Country

value = USA

UEX-Var in headerfor BP Hier. Country

or lower nodesof the BP Hierarchy

Result: Repertory of PFs& Worklist of first

PF is displayedfor WagnerJ

bps0: Resp-Variables(1)

upx_mntn:announce

Resp-Variables

bps0: UEX-Var(2)

included in Level& Charact. in

header of Layout!Hierarchies!

What happens while Jack Wagner is entering into his Planning?

What is checked in the background?

What has to be customized?

(1) variable type = characteristic value; replacement type = user-specific value → you have to create it!!!!(2) variable type = characteristic value; replacement type = User Exit → generated by the system when entering

the upx_mntn for the Planning Area you‘re working with

By suitably setting the different attributes of a variable, you can centrally administer the worklist of all employees, who execute planning in your company, by using variables. In this way, you reduce the number of planning objects to be set up and maintained (in particular the planning packages and profiles), and you centrally control which scope for action your employees should have when executing planning with regard to the variable values.

Procedure: As an administrator, you first define relevant planning tasks (for example product group, sales region) for a specific planning role (for example Trade Marketing Manager), and assign these to a variable with the replacement type User-specific values.

Subsequently, you add all users to the variable, who are involved in the execution of planning tasks in your company.

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Provide Responsibility Sources

Responsibility can be taken from different sources

This responsibility comes from a user-

defined variable

upx_mntn

Under Origin of the Responsibilities, select the variables that you created in the planning environment for the definition of Worklists.

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Portal Connection

Integration over BSP• Look for the BSP Application UPX_EXEC2

• Take URL and enhance with e.g. client, language, planning area

• http://iwdfim02.wdf.sap.corp:1080/sap/bc/bsp/sap/upx_exec2/start.htm?sap-client=800&sap-language=en&AREA=4CRMPLAN

Web Browser You need to have determined the URL for the Business Server Pages application (BSP application) for sales planning. To do this, perform the following steps: In your SAP SEM system, call up the Object Navigator in your ABAP Workbench (by choosing in the SAP menu Tools ABAP Workbench Overview Object Navigator). Select the entry BSP Application in the Repository Browser. In the field beneath it, enter upx_exec2 and confirm your entry. Choose Pages with Flow Logic and double-click start.htm.In the Properties tab page, you see the URL that you can use to call up sales planning directly in the browser or in your portal. The server in the URL is the application server for your SAP SEM system. If the system uses more than one application server, you can use all of these servers in the URL. You can enhance this URL further by adding a question mark to the end of the URL and then adding further parameters, each separated by an ampersand (&). The following parameters are possible: • SAP-CLIENT=<three-digit client number> • SAP-LANGUAGE=<two-characteristic language abbreviation> • AREA=<Planning Area>

You can alternatively call up the Planning Services -> Select “Settings for Planning Area” -> here you will find the URL as well.

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Baseline Integration (component view)

mySAP NetWeaver





SAP SEM-BPS


SAP BWPlanPlan

ActualActual

SAP CRM

or SAP ERP


SAP SCM

Copy of0CP_SLSC9

Copy of0CP_SLSC9

Transactional Data

(Sales Orders)

Transactional Data

(Sales Orders)

TPMAPOOUTTPMAPOOUT






Copy of0CP_SLSC6

Copy of0CP_SLSC6

APOAPOCopy of0CP_SLSC7

Copy of0CP_SLSC7

In a first step you can calculate the baseline sales quantity in SAP SCM, transfer it to SAP BW using SAP SEM-BPS and then display it in an enhanced planning layout in SAP SEM-BPS, which is embedded on the Trade Spends/Volumes tab page in the SAP CRM Marketing Planner.

Hint: If you do not calculate the baseline sales quantity in SAP SCM, you can also load this data as external data in SAP BW or manually fill the appropriate column for the enhanced planning layout.

In the SAP SCM Business Information Warehouse, create the master info cube APO Output (TPMAPOOUT), which contains the following info objects. • Characteristics: APO Planning version (9AVERSION), APO Product (9AMATNR), APO

Location (9ALOCNO) • Time Characteristics: Calendar/Week (0CALWEEK) (optional: Calendar Year/Month

(0CALMONTH)) • Key figures: Supply Plan (Basis) (9ASPLANB) (optional: Supply Plan (Promo)

(9ASPLANP), Supply Plan (Total) (9ASPLANT)) • Units: Unit of measure (0UNIT)

Make the baseline sales quantity available in the APO Output InfoCube (TPMAPOOUT). For more information, see SAP Note 438307.

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SAP SCM Integration: Content

Environment Set up

Planning Services


SAP SCM Integration

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Example: Mapping for Transfer Baseline

TPMAPOOUTAPO Out Sales Planning

0CP_SLSC9

0CRM_PROD

0MATERIAL

0APO_PROD

0BPARTNERZBPARTNER

9AMATNR

In SAP BW maintain the attributes for the planning areas as follows: Planning area CP: APO Baseline (4TPM6000) • In the RFC Connection field, enter the SCM system that contains the InfoCube APO

Output (TPMAPOOUT) and In the InfoCube field, enter the InfoCube APO Output (TPMAPOOUT).

Planning area CP: TPM Baseline (4TPM7000) • In the RFC Connection field, enter the BW system that contains the InfoCubeBaseline

Sales Quantity (0CP_SLSC9) and in the InfoCube field, enter the InfoCube Baseline Sales Quantity (0CP_SLSC9).

In SAP BW maintain the version and value type in the planning function Return Planning Data (4TPM5111) to suit your needs.

Execute the planning function Return Planning Data (4TPM5111) in the planning area APO Integration: APO SEM (4TPM5000). This planning function is in planning profile CP: Sales Planning with Promotions (4TPM0001).

The system transfers the baseline sales quantity from the InfoCube APO Output (TPMAPOOUT) to the InfoCube Baseline Sales Quantity (0CP_SLSC9).

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Concept Customizing Sales Planning: Unit Summary


Design of BW (SEM-BPS) planning environment

Enhance planning layouts

Design Planning Folders

Set the Responsibility Management

Set Sales Planning Settings

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Unit 1 TPM Overview

Unit 2 Data Flow



Preface

Appendices

Course Content Part III

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Go through the exercises using IDES data or your own data.

Read the online documentation.

Read the Implementation Guide (IMG).

Read Release Notes.

Recommended Follow-Up Activities

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Exercise

Unit: Concept & Customizing Sales Planning Topic: Case study: Implementing a One Step Sales

Planning Process

At the conclusion of this case study, you will be able to configure:

• SAP BW (SEM-BPS) planning environment

• Enhancements of Planning Layouts

• Planning Folders

• Responsibility Management

• Sales Planning Settings

One of the most important tasks performed by sales employees is to draw up a sales plan on the basis of their current sales. This provides management with an insight into the expected Cash Flow, and other business indicators.

In the following scenario you have the task to realize a so-called Top Down / Bottom Up Headquarter Planning in your company. Therefore you use SAP BW (SAP SEM-BPS) as a common planning platform to integrate and consolidate your sales plan with marketing plans. The necessary data basis is already available within your SAP BW.

In this exercise you concentrate on the layout of a contribution margin scheme for the Trade Marketing Manager.

1-1 Preparation

1-1-1 Log-on data: Please refer to the trainer 1-1-2 The following exercise refers to TPM step “Headquarter-Planning” and

your task is to set up the planning layout “Contribution Margin Scheme” for the Trade Marketing. The expected result looks like the following:

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1-1-3 For your work take the following information into consideration: • The so called “Worklist” should contain the country-level “USA”

and Product-Categories “Household”, “Sweet & Snacks” and “Entertainment

• The key figures should be in the lead columns • In the layout builder check whether all required characteristics and

key figures are maintained in your planning level • To differentiate between the different plans and users you have to

use characteristics “CRM Plan Version” and “Value Type”. Have a look at the following overview:

CRM Plan Version Value Type

Actual/ YTD # 10

TMM VPS AM AM SPG SPG Plan 20 Approved Plan 50

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2-1 The first thing you normally have to do is to set-up the BW structures and the BW (SEM-BPS) planning environment. You will use your own plan data InfoCube. This is already being done in the system.

2-1-1 Go to the Planning Workbench [bps0] and enter the Planning Profile

customizing. Create your own planning profile. Technical name: TPMHQ## Description: TPM: Top Down Planning Gr## Set this planning profile for your following activities. Save the information by choosing Planning Save


2-1-2 You now want to design the layout for the Trade Marketing Manager. Call up the planning level for the Trade Marketing Manager and have a look at the characteristics and key figures. Be sure they are the same as the following. You possibly have to change the settings. Characteristics tab: • 0BP_GRP_A02 Business Partner Group - Level 1 (Country) • 0CALYEAR Calendar year • 0CRMVERSION CRM Plan Version • 0CRM_PR_A01 CRM-Product Hierarchy Level 1 (Category) • 0CRM_SALORG Sales Organization CRM • 0CURRENCY Currency key • 0DISTR_CHAN Distribution Channel • 0DIVISION Division • 0SALES_UNIT Sales unit • 0VTYPE Value Type for Reporting

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Key Figures tab: • Sales Quantity 0INV_QTY • Revenue 0COPAREVEN • TPM Variable CPT_BUD_V • TPM Fixed CPT_BUD_F • TPM Total CPT_TOTS • Discount 1 for 0CURR. 0DISCOUNT_1 • Total Regular Discounts 0REG_DISC • Net revenue 0COPANETRV • Cost of Sales 0COPACOGS • Contribution margin 1 0COPAMRGN1 • Special Direct Costs of Sales 0SPCDSLS_CS • Profit margin for direct sales costs 0CONTADSCO • Consumer Marketing Costs 0MARKETING • Profit after Mark./Sales 0CONTAMSS • Percentage CPT_PERC • Flag for Planning Layout Display 0KEYFG_FLAG

Make sure you choose the correct InfoObjects.

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2-1-3 On the Selection tab page define:

Field Name Value BP Group Level 2 USA Washington DC 20002 CRM Plan Version CRM Product Level 1 Household Calendar year Currency USD Distribution Channel C1 Division 00 CRM Sales Org. 50007162 Sales unit CSE Value type

For BP Group Level 2 and CRM Product Level 1 you have to decide which characteristics you want to see in the worklist for the Trade Marketing Manager. You normally are using variables, which are not created at the moment! For testing purposes enter first fixed values (Business Partner “USA” & Product “Household”), because you want to test your layout and the integration of actual data. After implementing the Hierarchy Derivation and the Responsibility Management you will then replace these values by variables.

Save the information by choosing Planning Save

2-1-4 Double-click on the already created ad-hoc package. 2-1-5 Create a planning layout and customize the settings accordingly to the

information in section 1-0. Beware that you want to have BP Group Level 2 and CRM Product Level 1 in the worklist. Layout Technical name: TPMLA## Description: TMM Contribution Margin Gr## Save the information by choosing Planning Save

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When you decide which characteristics you want to include in the header, lead or data columns remember what you want to see on the planning screen and in the worklist for the Trade Marketing Manager. Have a look at the image in section 1-0-2. When including the key figures don’t use the comparison flag.

3-1 The Sales Planning application requires a user-front-end – a “planning folder”. Design a Planning Folder in order to assign your layout and function to the user interface.

The first step is to select the right planning area. Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area. To customize the planning folder use Customer Relationship Analytics transaction “Edit Planning Folders” [upxpm]. Don’t use the generic transaction!

3-1-1 Create the planning folder using the following settings:

Planning Folder Technical name: TPMTM## Description: Trade Marketing Manager Gr## Planning Folder Area: TPM: Plan+Actual Gr## Attributes when Exec.: Folder w/o separate Output area, Not Web- enabled Include your layout in the Input Layouts folder. Save the information by choosing Planning Save

3-1-2 Now you want to test the results of your previous activities. Logon to the

system with the user of the Trade Marketing Manager: User: monroem Password: welcome Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area. “Execute Sales Planning” [upx_exec]

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Nothing should be displayed! Why?

At this point of time you haven’t realized the Responsibility Management, which is important for the worklist generation.

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3-2 Before you realize the Responsibility Management you have to do the settings for the Hierarchy Derivation.

3-2-1 The first step is to customize the characteristic relations for the Business

Partner Hierarchy in your planning area “TPM: Plan+Actual Gr## -TPMGR##” that is connected to your plan InfoCube. Enter the planning area in the change mode and create a new entry of type EXIT in tab Characteristic Rel. Select radio button for “Derivation, Combination Check and Proposal”. Use the following Exits: • Source Char: 0BPARTNER • Target Chars: 0BP_GRP_A02 • UPX_EXIT_HIERARCHY_DERIVE • UPX_EXEC_CHECK_DUMMY Save the information by choosing Planning Save all

Maybe there is already one entry maintained. You can leave it there since you created it the day before for the SEM-in-place exercise! For this exercise begin with the second entry.

3-2-2 The next step is to customize the characteristic relations for the Product Hierarchy.

Enter the planning area in the change mode and create a new entry of type EXIT in tab “Characteristic Rel.”. Select the radio button for the “Derivation, Combination Check and Proposal”. Use the following Exits: • Source Char: 0CRMPROD • Target Chars: 0CRM_PR_A01 • UPX_EXIT_HIERARCHY_DERIVE • UPX_EXEC_CHECK_DUMMY Save the information by choosing Planning Save all

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3-2-3 The next step is to consolidate the hierarchy derivation settings also in the

Planning Services. Enter Customer Relationship Analytics transaction “Settings for Planning Services” [upx_mntn] and create two external BW Hierarchies: For the Business Partner Hierarchy and for the Product Hierarchy. For the Business Partner Hierarchy use External BW Hierarchy “General Manufacturing” and fix characteristic “Business Partner”, whereas the Business Partner Groups should be derived. For the Product Hierarchy use External BW Hierarchy “Product Hierarchy” and fix characteristic “Product”, whereas the “Product Category” should be derived. Save the information by choosing Planning Save all

3-2-4 In step “Characteristic Sequence” create two new entries for both

hierarchy derivation entries and customize the derivation sequence. Save the information by choosing Planning Save all

3-3 Go back to the Planning Workbench and enter the planning level of the Trade

Marketing Manager. In section 2-0-3 you entered in tab “Selection” the characteristic “USA” for “BP Group Level 2” and for characteristic “CRM Product Level 1” you maintained “Household”. Now you want to change the characteristics by variables. 3-3-1 In a first step you include the UEX-variables in the planning level.

When you try to include the variables the F4-help is empty. Why? What do you have to do?

Depending on your settings the UEX-variables aren’t yet included in your planning profile. Go into the Planning Workbench and call up the planning profile for the Trade Marketing Manager. Include all the variables in your profile. Save and set your profile and go back to the Planning Workbench, where you now are able to include the variables. In the case that you can’t insert the right variable delete first

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the values in your planning level, which you have entered before. Go again into the transaction “Settings for Planning Services”, press back-button, push “Yes” for saving changes. Go into the planning profile customizing and try again.

3-3-2 Now you want to test the results of your previous activities again. Log on to the system with the user of the Trade Marketing Manager: User: monroem Password: welcome Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area. “Execute Sales Planning” [upx_exec]


At this point of time the system knows which characteristics (those which are filled with the UEX-variables) should be filled with user-specific values. But you haven’t yet defined those variables with the user-specific values.

3-3-3 Finalize your activities for the Responsibility Management.

In your planning area create a new variable of type “Characteristic Value” for the responsibility of user “Monroem” – the Trade Marketing Manager. Assign the following:

BP Group Level 2: “USA / Washington DC 20002” CRM Product Level 1: “Households”, “Snacks” & “Entertainment”

Technical name: TPMTM## Description: Responsibility TMM Gr## Variable Type: Characteristic Value Save the information by choosing Planning Save all

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You haven’t yet finished. The last step in the responsibility customizing is the “announcement” of those variables, which are relevant for the Responsibility Management.

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3-3-4 Go to the “Settings for Planning Services” [upx_mntn]. Create a new entry for each responsibility variable under Origin of Responsibilities Variable in SEM-BPS Description: “Trade Marketing Manager - Country/ProdCat” Select Variable: “Responsibility TMM Gr##” Save the information by choosing Planning Save all

Enter transaction Settings for Planning Services [upx_mntn]. Click on arrow “Origin of Responsibilities” and then on arrow “Variable in SEM-BPS”. Right-mouse click Create. Enter the description and select your variable Example:

3-3-4 To ensure you get a DHTML display you now have to customize the

correct display mode. In transaction “Settings for Planning Services” [upx_mntn] call up “Layout Display for Planning Folder” in change mode and switch the display into a DHTML Layout. Save the information by choosing Planning Save all

3-3-5 Now you want to test the results of your activities. Logon to the system with the user of the Trade Marketing Manager: User: monroem Password: welcome Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area [TPMGR##] “Execute Sales Planning” [upx_exec]

Now the Trade Marketing Manager should get his user-specific Worklist! By selecting an entry of the worklist the planning folder and the Actual and YTD data are displayed. It is also possible to

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enter plan data.

4-1 Enhanced Planning Layout At this point of time you can execute the planning of the Trade Marketing Manager. The actual data is displayed (if not then you`ve chosen the incorrect product level) and you can enter plan data. And in background the Hierarchy Derivation and the Responsibility Management are working. But now you want to enhance your planning layouts to work with automatic calculations and to get a tree structure in the leading columns.

4-1-1 Go into the planning workbench [bps0], call up the layout of the Trade

Marketing Manager and hide all characteristics in the header of your layout.

Example:

4-1-2 Now go into the “Settings for Planning Services” [upx_mntm]. Call up

your layout in the change mode. Customize the automatic calculation of the Contribution Margin Scheme. When necessary use calculated key figures (perhaps you have to use them also as subtotals which have to be hidden) and overwrite the description of certain KPI´s. Take the following key figure scheme as an example and test your layout using the preview tab.

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Design the following Key Figure Scheme:

In the enhanced settings , set the decimal places to “0” for all key figures. For row 50, 80, 110, 130 set flag “Display Only”. For the Calculated Key Figures use the following settings:

• Subtotal: Hidden, Display Only, Char. for Currency/UoM = 0CURRENCY

• CM%: Display Only, Decimal Places = 2, Unit of Measure = %

4-1-3 Now you want to test the results of your activities. Logon to the system with the user of the Trade Marketing Manager: User: monroem Password: welcome Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area. “Execute Sales Planning” [upx_exec]

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4-2 Planning Functions At this point of time you can execute the planning. The actual data is displayed as well as the YTD figures. You can enter Plan data. And in addition in the background the Hierarchy Derivation and the Responsibility Management are working. And additionally the leading columns are displayed in a tree structure and you are working with automatic calculations. But now you want to provide the planner with planning functions that make planning much easier. 4-2-1 All entered planed values should be copied from column “Plan 2004” to

column “Approved Plan”. Therefore you now want to customize a Copy Function. Implement the following combinations

From To

Plan 2004 Approved Plan

Create a planning function of type “Copy” Technical name: TPMGR## Description: Copy Plan > Appr. Plan GR##

Take into account the different plan versions, calendar year and value types!

Now you want to test the results of your activities. Go into your layout, enter plan values and copy them into column “Approved Plan”. Logon to the system with the user of the Trade Marketing Manager: User: monroem Password: welcome Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your multi planning area. “Execute Sales Planning” [upx_exec]

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Solutions

Unit: Concept & Customizing Sales Planning Topic: Case study: Implementing a One Step Sales

Planning Process

At the conclusion of this case study, you will be able to configure: • SAP BW (SEM-BPS) planning environment • Enhancements of Planning Layouts • Planning Folders • Responsibility Management • Sales Planning Settings

One of the most important tasks performed by sales employees is to draw up a sales plan on the basis of their current sales. This provides management with an insight into the expected Cash Flow, and other business indicators. In the following scenario you have the task to realize a so-called Top Down / Bottom Up Headquarter Planning in your company. Therefore you use SAP BW (SAP SEM-BPS) as a common planning platform to integrate and consolidate your sales plan with marketing plans. The necessary data basis is already available within your SAP BW. In this exercise you concentrate on the layout of a contribution margin scheme for the Trade Marketing Manager.

1-1 Preparation

1-1-1 Log-on data: Please refer to the trainer 1-1-2 The following exercise refers to TPM step “Headquarter-Planning” and

your task is to set up the planning layout “Contribution Margin Scheme” for the Trade Marketing. The expected result looks like the following:

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1-1-3 For your work take the following information into consideration:

• The so called “Worklist” should contain the country-level “USA” and Product-Categories “Household”, “Sweet & Snacks” and “Entertainment

• The key figures should be in the lead columns • In the layout builder check whether all required characteristics and

key figures are maintained in your planning level • To differentiate between the different plans and users you have to

use characteristics “CRM Plan Version” and “Value Type”. Have a look at the following overview:

CRM Plan Version Value Type

Actual/ YTD # 10

TMM VPS AM AM SPG SPG Plan 20 Approved Plan 50

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2-1 The first thing you normally have to do is to set-up the BW structures and the BW

(SEM-BPS) planning environment. You will use your own plan data InfoCube. This is already being done in the system.

2-1-1 Go to the Planning Workbench [bps0] and enter the Planning Profile

customizing. Create your own planning profile. Technical name: TPMHQ## Description: TPM: Top Down Planning Gr## Set this planning profile for your following activities. Save the information by choosing Planning -> Save


Planning Workbench [bps0] button “Planning Profile” in menu press button “Profile” Create In section “Planning areas” (left hand side) highlight “TPM: Plan+Actual Gr## - TPMGR##” and click on the right arrow in order to copy this planning area into the grid at right hand side Highlight planning level “Trade Marketing Manager TPMTM300” and push it into the area at right hand side. Highlight the corresponding planning package and push it into the section at right hand side In the lower section at left hand side select all planning function of the planning level and drop it into the right area

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Example:

Save your settings and go back to the Planning Workbench

2-1-2 You now want to design the layout for the Trade Marketing Manager. Call

up the planning level for the Trade Marketing Manager and have a look at the characteristics and key figures. Be sure they are the same as the following. You possibly have to change the settings.

Characteristics tab: • 0BP_GRP_A02 Business Partner Group - Level 1

(Country) • 0CALYEAR Calendar year • 0CRMVERSION CRM Plan Version • 0CRM_PR_A01 CRM-Product Hierarchy Level 1

(Category) • 0CRM_SALORG Sales Organization CRM • 0CURRENCY Currency key • 0DISTR_CHAN Distribution Channel • 0DIVISION Division • 0SALES_UNIT Sales unit • 0VTYPE Value Type for Reporting

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Key Figures tab: • Sales Quantity 0INV_QTY • Revenue 0COPAREVEN • TPM Variable CPT_BUD_V • TPM Fixed CPT_BUD_F • TPM Total CPT_TOTS • Discount 1 for 0CURR. 0DISCOUNT_1 • Total Regular Discounts 0REG_DISC • Net revenue 0COPANETRV • Cost of Sales 0COPACOGS • Contribution margin 1 0COPAMRGN1 • Special Direct Costs of Sales 0SPCDSLS_CS • Profit margin for direct • sales costs 0CONTADSCO • Consumer Marketing Costs 0MARKETING • Profit after Mark./Sales 0CONTAMSS • Percentage CPT_PERC • Flag for Planning • Layout Display 0KEYFG_FLAG

Make sure you choose the correct InfoObjects.

2-1-3 On the Selection tab page define: Field Name Value BP Group Level 2 USA Washington DC 20002 CRM Plan Version CRM Product Level 1 Household Calendar year Currency USD Distribution Channel C1 Division 00 CRM Sales Org. 50007162 Sales unit CSE Value type

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For BP Group Level 2 and CRM Product Level 1 you have to decide which characteristics you want to see in the worklist for the Trade Marketing Manager. You normally are using variables, which are not created at the moment! For testing purposes enter first fixed values (Business Partner “USA” & Product “Household”), because you want to test your layout and the integration of actual data. After implementing the Hierarchy Derivation and the Responsibility Management you will then replace these values by variables.

Save the information by choosing Planning -> Save

2-1-4 Double-click on the already created ad-hoc package. 2-1-5 Create a planning layout and customize the settings accordingly to the

information in section 1-0. Beware that you want to have BP Group Level 2 and CRM Product Level 1 in the worklist.

Layout Technical name: TPMLA## Description: TMM Contribution Margin Gr## Save the information by choosing Planning -> Save

When you decide which characteristics you want to include in the header, lead or data columns remember what you want to see on the planning screen and in the worklist for the Trade Marketing Manager. Have a look at the image in section 1-0-2. When including the key figures don’t use the comparison flag.

You want to define your individual contribution margin scheme in the rows. You want to design the description of the key figures at left hand side. Thus you have to select “Key Figures in Lead Column”. The Trade Marketing Manager will start planning on country-product category-level. Those characteristics (which will be replaced by variables later on in the planning level) have to be included in the header area, as well as those characteristics that are filled with fixed values. Thus you have to leave the following characteristics in the header area:

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• BP Group Level 2 (WORKLIST) • CRM Sales Org. • Currency • Distribution Channel • Division • CRM Product Level 1 (WORKLIST) • Sales unit Example:

The key figures should be at left hand side (“Lead Column”). Example:

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In the data columns you want to see data from different sources (e.g. the planning data from the Trade Marketing Manager) for different years and different status. Thus you have to include the following characteristics in the data column: • Calendar year (years) • CRM Plan Version (roles) • Value type (status) Example:

3-1 The Sales Planning application requires a user-front-end – a “planning folder”.

Design a Planning Folder in order to assign your layout and function to the user interface.

The first step is to select the right planning area. Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area. To customize the planning folder use Customer Relationship Analytics transaction “Edit Planning Folders” [upxpm]. Don’t use the generic transaction!

3-1-1 Create the planning folder using the following settings:

Planning Folder Technical name: TPMTM## Description: Trade Marketing Manager Gr## Planning Folder Area: TPM: Plan+Actual Gr##

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Attributes when Exec.: Folder w/o separate Output area, Not Web-enabled Include your layout in the Input Layouts folder. Save the information by choosing Planning -> Save

In transaction “Edit Planning Folder” [upxpm] press Icon “Create new Planning Folder”. Enter the required fields. Example:

Look for your planning area in area “Levels” on left hand side, double-click on the planning level and planning package of the Trade Marketing Manager and allocate your layout (TMM Contribution Margin Gr## - TPMLA##) to the “Input Layouts” in the main area by using drag & drop. Enter an object description (see screenshot below) and confirm your input. Example:

Save your settings.

3-1-2 Now you want to test the results of your previous activities. Logon to the

system with the user of the Trade Marketing Manager:

User: monroem

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Password: welcome Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area. “Execute Sales Planning” [upx_exec]

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At this point of time you haven’t realized the Responsibility Management, which is important for the worklist generation.

3-2 Before you realize the Responsibility Management you have to do the settings for

the Hierarchy Derivation. 3-2-1 The first step is to customize the characteristic relations for the Business

Partner Hierarchy in your planning area “TPM: Plan+Actual Gr## -TPMGR##” that is connected to your plan InfoCube. Enter the planning area in the change mode and create a new entry of type EXIT in tab Characteristic Rel. Select radio button for “Derivation, Combination Check and Proposal”. Use the following Exits: • Source Char: 0BPARTNER • Target Chars 0BP_GRP_A02 • UPX_EXIT_HIERARCHY_DERIVE • UPX_EXEC_CHECK_DUMMY Save the information by choosing Planning -> Save all

Maybe there is already one entry maintained. You can leave it there since you created it the day before for the SEM-in-place exercise! For this exercise begin with the second entry.

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Source Char: 0BPARTNER Business Partner Target Chars: 0BP_GRP_A02 BP Group Level 2 0BP_GRP_A03 BP Group Level 3 0BP_GRP_A04 BP Group Level 4 0BP_GRP_A05 BP Group Level 5 FM: Derivation: UPX_EXIT_HIERARCHY_DERIVE FM: Comb. Proposal: UPX_EXIT_HIERARCHY_DERIVE FM: Comb. Check: UPX_EXEC_CHECK_DUMMY Note: Maintain the settings for Business Partner Group Level 3 to 5 by using the button! Example:

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3-2-2 The next step is to customize the characteristic relations for the Product

Hierarchy.

Enter the planning area in the change mode and create a new entry of type EXIT in tab “Characteristic Rel.”. Select the radio button for the “Derivation, Combination Check and Proposal”. Use the following Exits: • Source Char: 0CRMPROD • Target Chars: 0CRM_PR_A01 • UPX_EXIT_HIERARCHY_DERIVE • UPX_EXEC_CHECK_DUMMY Save the information by choosing Planning -> Save all

Create a new entry of type EXIT. Select the radio button for the “Derivation, Combination Check and Proposal” and enter the following: Source Char: 0CRMPROD Product Target Chars: 0CRM_PR_A01 CRM Product Level 1 0CRM_PR_A02 CRM Product Level 2 0CRM_PR_A03 CRM Product Level 3 FM: Derivation: UPX_EXIT_HIERARCHY_DERIVE FM: Comb. Proposal: UPX_EXIT_HIERARCHY_DERIVE FM: Comb. Check: UPX_EXEC_CHECK_DUMMY

Note: Maintain the settings for CRM Product Level 2 to 3 by using the button! Save your settings.

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Example:

3-2-3 The next step is to consolidate the hierarchy derivation settings also in the

Planning Services. Enter Customer Relationship Analytics transaction “Settings for Planning Services” [upx_mntn] and create two external BW Hierarchies: For the Business Partner Hierarchy and for the Product Hierarchy. For the Business Partner Hierarchy use External BW Hierarchy “General Manufacturing” and fix characteristic “Business Partner”, whereas the Business Partner Groups should be derived. For the Product Hierarchy use External BW Hierarchy “Product Hierarchy” and fix characteristic “Product”, whereas the “Product Category” should be derived. Save the information by choosing Planning -> Save all

3-2-4 In step “Characteristic Sequence” create two new entries for both

hierarchy derivation entries and customize the derivation sequence.

Save the information by choosing Planning -> Save all

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1. Derivation Sequence for business partner hierarchy: Click on arrow “Derivation Sequence” in the locator, right mouse click > Change. Overwrite the name of the first sequence with “Business Partner Hierarchy and select the respective entry in field “Hier. Derivation”. Example:

In field “Sequence” set the arrows according to the desired derivation [the highest level will be distributed down , whereas all other levels will be aggregated up ] and arrange the levels by using the “Up” or “Down” button. Example:

2. Derivation Sequence for product hierarchy:

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Handle this sequence as the business partner sequence: Example:

Save your settings

3-3 Go back to the Planning Workbench and enter the planning level of the Trade

Marketing Manager. In section 2-0-3 you entered in tab “Selection” the characteristic “USA” for “BP Group Level 2” and for characteristic “CRM Product Level 1” you maintained “Household”. Now you want to change the characteristics by variables.

3-3-1 In a first step you include the UEX-variables in the planning level.

When you try to include the variables the F4-help is empty. Why? What do you have to do?

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Depending on your settings the UEX-variables aren’t yet included in your planning profile. Go into the Planning Workbench and call up the planning profile for the Trade Marketing Manager. Include all the variables in your profile. Save and set your profile and go back to the Planning Workbench, where you now are able to include the variables. In the case that you can’t insert the right variable delete first the values in your planning level, which you have entered before. Go again into the transaction “Settings for Planning Services”, press back-button, push “Yes” for saving changes. Go into the planning profile customizing and try again.

Replace your settings by the following variables.

Trade Marketing Manager: Variables

BP Group Level 2 – BP_GRP06 CRM Product Level 1 – CRM_PR03

Example:

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3-3-2 Now you want to test the results of your previous activities again. Log on to the system with the user of the Trade Marketing Manager:

User: monroem Password: welcome Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area. “Execute Sales Planning” [upx_exec]


At this point of time the system knows which characteristics (those which are filled with the UEX-variables) should be filled with user-specific values. But you haven’t yet defined those variables with the user-specific values.

3-3-3 Finalize your activities for the Responsibility Management.

In your planning area create a new variable of type “Characteristic Value” for the responsibility of user “Monroem” – the Trade Marketing Manager. Assign the following:


Technical name: TPMTM## Description: Responsibility TMM Gr## Variable Type: Characteristic Value Save the information by choosing Planning -> Save all

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Go back to the Planning Workbench and enter your planning area in the change mode tab “Variables” “Create”

Example:

Include the following characteristics in the variable:

Trade Marketing Manager BP Group Level 2 CRM Product Level 1

Example:

In field “Replacement Type” select “User-Specific Values” and set a flag to “Restriction of Values Required by User” and “Input Allowed by User”.

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Example:

Create a new entry for the according user (“monroem”). Double click on user “monroem” and set via the F4-help the following values:


Example:

Note: To every product level you have to maintain also the

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correct BP Group level. Save your settings

You haven’t yet finished. The last step in the responsibility customizing is the “announcement” of those variables, which are relevant for the Responsibility Management.

3-3-4 Go to the “Settings for Planning Services” [upx_mntn].

Create a new entry for each responsibility variable under Origin of Responsibilities Variable in SEM-BPS

Description: “Trade Marketing Manager - Country/ProdCat” Select Variable: “Responsibility TMM Gr##” Save the information by choosing Planning -> Save all

Enter transaction Settings for Planning Services [upx_mntn]. Click on arrow “Origin of Responsibilities” and then on arrow “Variable in SEM-BPS”. Right-mouse click Create. Enter the description and select your variable Example:

3-4-1 To ensure you get a DHTML display you now have to customize the

correct display mode. In transaction “Settings for Planning Services”

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[upx_mntn] call up “Layout Display for Planning Folder” in change mode and switch the display into a DHTML Layout.

Save the information by choosing Planning -> Save all

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3-5-1 Now you want to test the results of your activities. Logon to the system with the user of the Trade Marketing Manager:

User: monroem Password: welcome

Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area [TPMGR##] “Execute Sales Planning” [upx_exec]

Now the Trade Marketing Manager should get his user-specific Worklist!

By selecting an entry of the worklist the planning folder and the Actual and YTD data are displayed. It is also possible to enter plan data.

4-1 Enhanced Planning Layout

At this point of time you can execute the planning of the Trade Marketing Manager. The actual data is displayed (if not then you`ve chosen the incorrect product level) and you can enter plan data. And in background the Hierarchy Derivation and the Responsibility Management are working. But now you want to enhance your planning layouts to work with automatic calculations and to get a tree structure in the leading columns.

4-1-1 Go into the planning workbench [bps0], call up the layout of the Trade

Marketing Manager and hide all characteristics in the header of your layout.

Example:

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4-1-2 Now go into the “Settings for Planning Services” [upx_mntm]. Call up

your layout in the change mode. Customize the automatic calculation of the Contribution Margin Scheme. When necessary use calculated key figures (perhaps you have to use them also as subtotals which have to be hidden) and overwrite the description of certain KPI´s. Take the following key figure scheme as an example and test your layout using the preview tab.

Design the following Key Figure Scheme:

In the enhanced settings , set the decimal places to “0” for all key figures. For row 50, 80, 110, 130 set flag “Display Only”.

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For the Calculated Key Figures use the following settings: • Subtotal: Hidden, Display Only, Char. for Currency/UoM =

0CURRENCY • CM%: Display Only, Decimal Places = 2, Unit of Measure = %

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4-1-3 Now you want to test the results of your activities. Logon to the system with the user of the Trade Marketing Manager:

User: monroem Password: welcome Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your planning area. “Execute Sales Planning” [upx_exec]

4-2 Planning Functions At this point of time you can execute the planning. The actual data is displayed as well as the YTD figures. You can enter Plan data. And in addition in the background the Hierarchy Derivation and the Responsibility Management are working. And additionally the leading columns are displayed in a tree structure and you are working with automatic calculations. But now you want to provide the planner with planning functions that make planning much easier.

4-2-1 All entered planed values should be copied from column “Plan 2004” to

column “Approved Plan”. Therefore you now want to customize a Copy Function. Implement the following combinations From To Plan 2004 Approved Plan Create a planning function of type “Copy” Technical name: TPMGR## Description: Copy Plan > Appr. Plan GR##

Take into account the different plan versions, calendar year and value types!

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Go into your Planning Workbench [bps0] and call up your planning level & package. Right-mouse click on the name of your planning level, select “Create a planning function”. Select type “Copy” and enter the description. Example:

In the opening menu select characteristics “CRM Plan Version”, “Calendar Year” and “Value type” from box “Field list” into box “Fields to be changed” Example:

Save your settings. Now do a right-mouse click on you planning function and select “Create Parameter Group”. Enter the following settings:

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Save your settings.

Now you want to test the results of your activities. Go into your layout, enter plan values and copy them into column “Approved Plan”. Logon to the system with the user of the Trade Marketing Manager: User: monroem Password: welcome Use the Customer Relationship Analytics transaction “Change Planning Area” [upxa] to set your multi planning area. “Execute Sales Planning” [upx_exec]

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Glossary

Term Definition Account See customer Account Manager

Sales manager who is authorized to manage all aspects of sales account responsibilities from price and volume negotiation to contract closure. He also develops promotional activities in conjunction with the marketing department. He may have more than one Account.

Baseline (Volume)

This key figure indicates the volume that would have been shipped in the absence of any promotional activity. When no promotion is present, Baseline Volume = Total Volume. Baseline volume is a key figure, which has to be calculated by the means of a statistical model. Baseline refers to a company’s sales. Baseline values bought in from a syndicated data provider have always the word “Retail” added.

Brand Group of products that is publicly distinguished from other products so that it can be easily communicated and usually marketed. Branding is a widely applied means of CPG manufacturers to create a top of mind awareness among consumers for the manufacturer’s products.

Bottom-up A method that starts at lowest level and moves up to higher levels. Opposite of top down.

Brand Equity The value or worth of a Brand. Brand Manager

Manager in the consumer goods industry responsible for marketing of special brands. His primary goal is increasing Brand equity.

Budget In conjunction with trade promotions, a budget embraces true cost (like the payment for a feature ad to the retailer) as well as sales deductions. We often treat the term “budget” synonymous to “spending allowance” and also “investment allocated to promotions” although it’s not always a true investment in terms of a capital transfer.

Campaign A marketing activity that is directed at the consumer, includes media (TV, Radio etc) or coupons

Category Group of products which are perceived to have a similar use for a consumer like “chocolate”, “soft drinks”, or “washing powder”. In a retail store, products of the same category can generally be found together.

Class of Trade Group of customers with common operating behaviors. Example: mass, retail, club, military, drugs, etc.

Closed Loop Scenario

A complete cycle from the analysis of data to applying the results in the operational areas. The results are then returned from the operational level to be fed back into the analysis. This constitutes

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a closed loop incorporating analysis, operation, and feedback. COGS Cost of Goods Sold. Production and distribution cost for products. Conditions Methods by which a manufacturer “pays” a retailer for

merchandising performance, including (but not limited to) variable case rates, fixed funds, free-goods and scan-pay type conditions.

Consumer You and me. Everybody who buys consumer products for final use.

Consumption "Consumption" denotes a retailer's sales to consumers measured as value, in equivalent units, or in units. This key figure derived from scanner data by a syndicated data provider.

CRM Enterprise

Formely CRM Online.

CRM Server The hardware on which a CRM Enterprise Solution is installed. CRM Mobile (MSA)

Mobile Sales Application. SAP´s software Solution for Laptops.

Customer Sold-to in an invoice. This is the standard assignment in CO-PA. For trade promotion management this is usually the retailer.

Customer Lifetime Value (CLTV)

A key figure that expresses the profit-making potential of a typical customer within a given customer segment for specific lifetime periods of a customer relationship. It is used to estimate whether it is worth investing in the acquisition of prospective customers or in the retention of existing customers in this segment. The customer lifetime value is calculated from the customer retention rate and the average profit made per customer in a particular customer segment.

Customer Portfolio Analysis

General analysis of customer segments: Analysis of a multidimensional view of company’s customer base, displayed in a matrix.

Deal Set of promotional constraints applied to a pre-defined set of customers, for predefined products.

Deal Master Tool used by a Headquarter Planner (Trade Marketing Manager) to create and maintain Deals.

Equivalized Unit (EQU)

A unit based consumption figure is not related to a product's size, and a product's size is not related to its effect at consumption (e.g. "washing power" for detergents). Therefore, syndicated data provider have introduced "equivalent units" to make sales figures comparable and addable across products on a quantity basis.

Event Created by field sales personnel to register the participation of a customer in a particular promotion. An event is created in background as a campaign element object (CPT), or perhaps promotion.

Field Sales Planning

Definition and predetermination of corporate objectives for single products or product groups after simulation of processed internal and external data. Contains both operational and strategic planning.

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Hierarchy Planning

Key figure planning on a hierarchy.

Key Account Manager

A marketing or sales and distribution manager in a company exclusively responsible for annual agreements with key accounts on sales quantities and sales prices, marketing activities for and with the key account, assortment decisions and terms of delivery and. A key account manager can also be regarded as the key account’s “single point of contact” in the company.

Learning Analysis of data without physically storing the results as key figure values. They mainly contribute to the “gut feeling”.

List Price The starting price for a customer at which products are sold (without taxes). In our data model, this price corresponds to 0PR0 or PR00 in R/3.

Marketing Planner

Application located in CRM Enterprise, used to maintain all types of marketing objects: Campaigns, Trades, and Deals.

(Promotion) Mechanics

Trade promotion activity type like feature, display, feature & display, reduced price to drive consumption.

Merchandising Event

Campaign that target Consumers (for example display).

Negotiation Negotiation (usually annual negotiations) with the retailer to predetermine strategic and financial objectives in detail

Payment method

A method that specifies how payment is to be made: check, bill of exchange, or bank transfer

Post-Evaluation

Plan/ actual comparison and efficiency review of trade promotions

Pre- Evaluation

Collecting and preparing of internal data and data from external sources at the beginning of a trade promotion

Product Type General classification of products such as material, service or financing

Promotion An agreement for a product or product group. A promotion has a limited time period and can include different sales deals

Promotion Planning

Allows the targeted sales quantity for each product or product group on a trade promotion to be planned

Regular Selling Price

List price minus sales deductions, which aren’t related to a promotion.

Retailer An individual or firm that sells goods and services directly to the consumer.

Retail Execution

Execution of the complete logistical process in connection with a trade promotion

Retail Price Same as shelf price RFM analysis (Recency, Frequency, Monetary)

The analysis of the customer base for the purposes of promotion optimization according to the parameters: R "Recency" expresses how long ago a customer made his most recent purchase; F "Frequency" expresses how often a customer makes a purchase; M "Monetary value" expresses how much a customer spends on

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his purchases. Reliable indicator for a customer's receptiveness to a trade promotion. The results of the analysis can be used to optimize the target group selected for a promotion and increase promotion's profitability

Sales Area A Sales Area consists of a Distribution Channel, a Division, and a Sales Organization. A Sales Area can implement a Class of Trade.

Scoring Data mining method for analysis of customer behavior Sell-In Consent of agreements after negotiation: Key account manager

introduces planning to the retailer and creates sales order by arrangement.

SEM Sales Planning Application

Online planning application in SEM-BPS which especially solves issues related to arbitrary (CRM) hierarchies in conjunction with planning responsibilities

Shelf Price The price a consumer has to pay for a product per consumption unit.

Spend method Method of payment Subordinate Deal

Deal generated from a top-node Deal, based on its business partner hierarchy.

Syndicated Data

Syndicated data is commonly denoted as scanner or consumption data: * Retail measurement data captures regularly “point-of-

purchase” and “causal” information from retail channels. Basic measures are - retail sales - retail sales in EQU by category - shelf price - distribution - sample based merchandising activity like feature, display,

feature & display, reduced price * Consumer panel data captures regularly the purchases of a

significant number of consumers in a country Top-down

A method that starts at highest level and moves down to detailed levels. Opposite of bottom down.

Top-down Planning

Strategic assignment of sales volume and trade spend objectives, normally established at the ‘brand’/’national’ level and distributed down to the ‘brand’/’customer’ level.

Trade Promotion

Marketing activity of a consumer products manufacturer in cooperation with one or several retailers limited to a period of time. A trade promotion often includes significant temporary price reductions and additional mechanics like displays and/or featuring to increase public awareness and drive the consumers’ buying behavior.

TPM Trade Promotion Management (TPM) covers the entire process to strategically plan, communicate, tactically plan, execute, validate and analyze merchandizing events targeted at increasing the

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market share of a consumer products manufacturer. Uplift (Volume)

The difference between Total and Baseline Volume in a period. Denotes the true sales increase caused by a trade promotion. Uplift and baseline refer to a company’s sales. Uplift and baseline values bought in from a syndicated data provider have always the word “Retail” added.

Validation Checking and validation of adherence to the given agreements in the context of a trade promotion

Volume Common term in the consumer products industry used for quantities shipped to customers.