Oracle Trade Management
Agenda
 Oracle Trade Management Overview
 Customer Success
 Roadmap
Oracle Trade Management
Overview
The Business of Trade Management
Establishing
Quotas
Understanding
The Impact
Allocating
Budgets
Resolving
Customer
Issues
Account
Planning
Manage
Indirect Sales
Channel
Compliance
Monitoring
Promotion
Planning
Plan
Execution
Oracle Trade Management
Functionality
Key
Account
Integrated
Promotion
Indirect
Sales
Claims &
Deductions
Management
Execution
Processing
Settlement
Collaboration - Integration - Visibility
Enterprise Integration
• Advanced Pricing
• Inventory
• Supply Chain
• Marketing
• Financials
• TCA
Key Account Management
Process
Budget
Execute
• Allocate sales volume by account/product
• Fund budgets for targeted use
• Communicate plans to accounts
• Create & approve offer
• Apply to order management
Budget
Plan
Execute
Monitor
Measure & Improve Sales Performance
Plan
Monitor
• Set & allocate sales budget
• Create account plan
• Forecast volume and ROI
• Monitor actual sales vs quota / target
• Monitor actual ROI
• Capture retail & competitive pricing
• Monitor retail performance
Budget Management
Need
Results
 Flexible process to create
and manage budgets and
track liabilities
 Target trade funds to
specific products, regions,
channels, geographies, &
customers through Budget
Eligibility
 Minimize financial risks
through continuous tracking
of fund balances
Solution
 Fixed/Fully Accrued Budgets
 Fund Allocation and
Budgeting based on Eligibility
 Adjustments –
Automatic/Manual
Account Manager Dashboard
Need
Results
 Sales force automation tool
that provides account
planning, monitoring, &
analysis
 360o view of customer
 Proactively manage
expectations
 Increased sales efficiency
and effectiveness
Solution
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Account planner
Promotion evaluations
Promotion forecasting
Sales & order tracking
Retail monitoring
Account plan
Key Account Management
Features
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Account Manager Dashboard
Current Order Status
Quota and Budget Allocation
Sales Performance Analysis
Evaluation of Offers
Retail Monitoring
Budget by Product, Brand,
Customer, Territory
 Fixed Budgets
 Fully Accrued Budgets with
Accrue to Customer or Sales
 Threshold to Monitor Usage
 Checkbook Views
 Drilldown to Orders from
Checkbook
 View of Current and Potential
Liabilities
 Promotional Accrual/Rebate
Tracking
 General Ledger (GL) Integration
for Accrual/Rebate
 Option to Post Off-Invoice
Discounts to GL
 Account Generator Workflow
Integrated Promotion Execution
Process
Create
Execute
Financials
• Accruals & Off Invoice
• Volume offers
• Scan data
• Validate eligibility
• Price sales orders
• Calculate accruals & discounts
• Full accounting
• GL integration
Create
Approve
Execute
Track
Financials
Align, Automate, Analyze All Business Areas.
Approve
Track
• Approval routing
• Budget controls
• Track orders
• Monitor liabilities
• Manage expenditures
Trade Promotions
Need
 Ability for account managers to
create effective and flexible
promotions and track
performance and ROI
Solution
 Comprehensive Offer and
Discounts Types
 Promotion Forecasting and
Versioning
 Record and Track Customer
Performance Commitments
 Checkbook Views of
Promotional Spend
Results
 Improve account and
promotion profitability
 Minimize deductions and
invoice errors
 Track liabilities in real-time
Promotion Execution
OFFER TYPES
Off-invoice
Budgets
Accrual
Terms Upgrade
Promotional Goods
Lump Sum
Accounting
Scan Data
Volume
Order Value
Trade Deal
Net Accrual
Order
Management
General Ledger
Integrated Promotion Execution
Features
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Offer Evaluator
Offer Worksheet
ROI Calculator
Forecasting
Oracle Integration
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Oracle Advanced Pricing
Oracle Order Management
Oracle General Ledger
Oracle Receivables
Oracle Payables
Oracle Inventory
Oracle Partner
Relationship Management
Oracle Marketing
 Historical Evaluation of
Offers
 Budget Validation
 Volume Based Performance
Validation
 Comprehensive Support for
Promotion Types
– Off-Invoice Discount
– Volume Accrual/Rebate
– Lump Sum Payments
– Buy-One-Get-One-Free
– Net Sales Accrual
– Terms Upgrade
– Order Value Discount
Indirect Sales Management
Process
Import
Validate & Compute
• XML Gateway
• WebADI for flat files
• Chargeback
• Generate outbound XML
messages for disputes
• Special Pricing
• Allow re-submissions and
• 3rd Party Accrual
corrections
• Price Difference
• Monitor indirect inventory
• Advanced WAC & Inventory Validations
Import
Cleanse
Data
Validate &
Compute
Monitor
Pay
Monitor
Align POS Management with Other Enterprise Processes.
Cleanse Data
Pay
• Check data completeness
• Map & convert distributor data to
internal data structure
• DQM integration
• Associate or create accruals
• Pay by check or credit
Indirect Sales Management
Need
• Import & validate high volumes of
complex indirect sales data
Solution
• Import by XML or flatfile
• DQM integration
• Support of various processes
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Results
• Reduced time & resources
• More accurate payments
• Providing solid data foundation for
further analysis
• Superior support of the distribution
channel
Charge-backs
Special pricing
Third party accrual
Price difference
Manufacturer
DIRECT
SALES
Distributor
INDIRECT
SALES
Retailer
Indirect Inventory Tracking
Need
• Track inventory of customer
/ distributor to support
business processes or
analysis
Solution
• Automated tracking of
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inventory in and inventory
out
Tracking by customer,
product and time
Flexible adjustments
Results
• Reduced time & resources
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in tracking data
Validate partner claims
Providing solid data
foundation for further
analysis
Chargeback Processing
Need
Results
• Import & validate high volume
• Reduced time & resources
of complex chargeback
• Validated calculations
transaction data in managing
• More accurate payments
distributors / wholesalers
Solution
3. Distributor Charges
• Configurable price list to
back $40 ($100-$60)
capture end customer
agreements
Manufacturer
• Buying group support
Manufacturer1
Retailer
1. Manufacturer-Distributor
.
• WAC validation
Agreement- $60
Agreement $100
• Inventory validation
2. Retailer buys at $60
Distributor
Retailer
Third Party Accruals
Manufacturer
2.
ManufacturerCustomer
Promotion
1. Distributor sells to
Customer
Distributor
Customer
Indirect Sales Management
Features
 POS Data Management
 Chargeback Submission
 Third Party (End Customer)
Accrual
 Customer/Partner Inventory
Tracking by Product and
Time
 Price List Validations
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Customer and Product
Eligibilities
Effective Dates of
Agreement
Customer Invoices
Acquisition Cost
Customer Inventory Level
 Special Pricing (Ship & Debit)
Validation
 Tolerance Threshold by
Customer
 Duplicate Submission
Checking
 Payment by Check or Credit
 Outbound Dispute Report
 Data Quality Management
 EDI and XML Data Support
Claim & Deduction Settlement
Process
Create
Research
• AR integration for deduction /
overpayment
• Claim / debit claim in TM
• Convert customer reason
• Promotional accrual search
• Settle by check, credit,
debit, charge-back, write• Duplicates & Splits
off
• Task template / notes / attachments
• Adjust receipts & invoices
• 360 deg view of customer
• Post to GL for
promotional claims
Create
Assign
Research
Resolve
Approve
Resolve
Monitor Days Outstanding, Analyze Root Causes.
Assign
Approve
• Assign owner and team member by • Configurable approval rules
Territory – customer, geography,
claim type / reason
• By API
Claims and Deduction Management
Need
Results
 Minimize claims processing
costs and increase customer
satisfaction
 Best of breed auto-resolution
 Minimize the cost/ time required
to clear deductions
 Identify invalid claims
 Reduce days outstanding
 Efficiently process promotional
payments and deductions
Solution
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Claim Types/Reasons
Task Management
Research
Claim Aging
Claim Splits
Claims Settlement/Autoresolution
 AR integration
Claim & Deduction Settlement
Features
 Support for All Claims –
Claim, Deduction, Debit
Claim, Overpayment
 Full Deduction Management
 Payment of Promotional
Claim and Deduction by
Check or Credit
 Buying Group
Accrual/Rebate View
 Deduction Settlement by
Credit, Write-Off, Chargeback
 Automatic Write-Off
Threshold by Customer
 Lockbox Integration
 Handling Subsequent
Receipt for Invoices
 Autopay
 Netting of Overpayments and
Deductions
 Customer Reason Code
Mapping
 Mass Claim Settlement
 Pay over Earnings by
Thresholds
 Promotional
Payment/Customer Balance
Summary View
 Related Customer Support
Oracle Trade Management
Account Manager
Dashboard
Sales Quota
Management
Indirect Sales
Management
Budget Management
Oracle E-Business Suite
Claims & Deduction
Settlement
Oracle Trade Management
Customer Success
TM Customers in All But 2 Continents!
Oracle Trade Management Customers
Total Customers: 61
 By Industry
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Automotive Utilities
Life Sciences
3%
3%
8%
23 in Consumer Goods
High Tech
15 in High Tech
25%
14 in Industrial Mfg
5 in Life Sciences
Industrial
2 in Automotive
Manufacturing
2 in Utilities
23%
Consumer
Goods
38%
Oracle Trade Management Customers
High Tech Industry
Oracle Trade Management Customers
Industrial Manufacturing Industry
Key Takeaways
 True Sales Force Automation for iterative
selling process
 Solution is more than just TPM
–
Spans departments and user roles including
marketing, sales, partner management, claim &
deduction management, indirect sales
management
 Winning competitive deals vs. ‘best of breed’
and suite players
Oracle Trade Management
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