Oracle Trade Management

1
Oracle Trade Management
2
Agenda

• Oracle Trade Management Overview
• Customer Success
• Roadmap

3
Oracle Trade Management Overview
4
The Business of Trade Management
Establishing Quotas
Allocating Budgets
Understanding The Impact
Resolving Customer Issues
Account Planning
Manage Indirect Sales Channel
Promotion Planning
Compliance Monitoring
Plan Execution
5
Trade Managements Impact?

• WHY?
• Lack of Planning Eliminates Direction
• Poor Direction Prevents Measurement
• Lack of Measurement Reduces Analysis
• Reduced Analysis Eliminates Knowledge

6
Oracle Trade ManagementFunctionality
Integrated Promotion Execution
Claims Deductions Settlement
Key Account Management
Indirect Sales Processing
Collaboration - Integration - Visibility
Enterprise Integration

• Advanced Pricing
• Inventory

• Supply Chain
• Marketing

• Financials
• TCA

7
Key Account ManagementProcess

• Budget
• Allocate sales volume by account/product
• Fund budgets for targeted use

• Execute
• Communicate plans to accounts
• Create approve offer
• Apply to order management

Monitor
Plan
Execute
Budget
Measure Improve Sales Performance

• Monitor
• Monitor actual sales vs quota / target
• Monitor actual ROI
• Capture retail competitive pricing
• Monitor retail performance

• Plan
• Set allocate sales budget
• Create account plan
• Forecast volume and ROI

8
Sales Targets

• Need
• Automated, fact-based sales quota and target
  setting
• Solution
• Top down bottom up quota setting
• Allocation based on historical sales
• Monitor performance vs forecast

• Results
• Reduced time to allocate setting equitable sales
  objectives

9
(No Transcript)
10
Budget Management

• Need
• Flexible process to create and manage budgets and
  track liabilities
• Solution
• Fixed/Fully Accrued Budgets
• Fund Allocation and Budgeting based on
  Eligibility
• Adjustments Automatic/Manual

• Results
• Target trade funds to specific products, regions,
  channels, geographies, customers through Budget
  Eligibility
• Minimize financial risks through continuous
  tracking of fund balances

11
(No Transcript)
12
Account Manager Dashboard

• Need
• Sales force automation tool that provides account
  planning, monitoring, analysis
• Solution
• Account planner
• Promotion evaluations
• Promotion forecasting
• Sales order tracking
• Retail monitoring

• Results
• 360o view of customer
• Proactively manage expectations
• Increased sales efficiency and effectiveness

13
(No Transcript)
14
Account plan
15
(No Transcript)
16
Key Account ManagementFeatures

• Account Manager Dashboard
• Current Order Status
• Quota and Budget Allocation
• Sales Performance Analysis
• Evaluation of Offers
• Retail Monitoring
• Budget by Product, Brand, Customer, Territory
• Fixed Budgets
• Fully Accrued Budgets with Accrue to Customer or
  Sales
• Threshold to Monitor Usage

• Checkbook Views
• Drilldown to Orders from Checkbook
• View of Current and Potential Liabilities
• Promotional Accrual/Rebate Tracking
• General Ledger (GL) Integration for
  Accrual/Rebate
• Option to Post Off-Invoice Discounts to GL
• Account Generator Workflow

17
Integrated Promotion ExecutionProcess

• Create
• Accruals Off Invoice
• Volume offers
• Scan data

• Execute
• Validate eligibility
• Price sales orders
• Calculate accruals discounts

• Financials
• Full accounting
• GL integration

Create
Track
Financials
Approve
Execute
Align, Automate, Analyze All Business Areas.

• Track
• Track orders
• Monitor liabilities
• Manage expenditures

• Approve
• Approval routing
• Budget controls

18
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

19
(No Transcript)
20
(No Transcript)
21
Promotion Execution
OFFER TYPES
Off-invoice
Accrual
Terms Upgrade
Promotional Goods
Lump Sum
Scan Data
Volume
Order Value
Trade Deal
Net Accrual
Budgets
Accounting
General Ledger
Order Management
22
Integrated Promotion Execution Features

• Offer Evaluator
• Offer Worksheet
• ROI Calculator
• Forecasting
• Oracle Integration
• Oracle Advanced Pricing
• Oracle Order Management
• Oracle General Ledger
• Oracle Receivables
• Oracle Payables
• Oracle Inventory
• Oracle Partner Relationship Management
• Oracle Marketing

• Historical Evaluation of Offers
• Budget Validation
• Volume Based Performance Validation
• Comprehensive Support for Promotion Types
• Off-Invoice Discount
• Volume Accrual/Rebate
• Lump Sum Payments
• Buy-One-Get-One-Free
• Net Sales Accrual
• Terms Upgrade
• Order Value Discount

23
Indirect Sales ManagementProcess

• Import
• XML Gateway
• WebADI for flat files

• Validate Compute
• Chargeback
• Special Pricing
• 3rd Party Accrual
• Price Difference
• Advanced WAC Inventory Validations

• Monitor
• Generate outbound XML messages for disputes
• Allow re-submissions and corrections
• Monitor indirect inventory

Cleanse Data
Validate Compute
Import
Pay
Monitor
Align POS Management with Other Enterprise
Processes.

• Pay
• Associate or create accruals
• Pay by check or credit

• Cleanse Data
• Check data completeness
• Map convert distributor data to internal data
  structure
• DQM integration

24
Indirect Sales Management

• Need
• Import validate high volumes of complex
  indirect sales data
• Solution
• Import by XML or flatfile
• DQM integration
• Support of various processes
• Charge-backs
• Special pricing
• Third party accrual
• Price difference

• Results
• Reduced time resources
• More accurate payments
• Providing solid data foundation for further
  analysis
• Superior support of the distribution channel

INDIRECT SALES
DIRECT SALES
Manufacturer
Distributor
Retailer
25
Indirect Inventory Tracking

• Need
• Track inventory of customer / distributor to
  support business processes or analysis
• Solution
• Automated tracking of inventory in and inventory
  out
• Tracking by customer, product and time
• Flexible adjustments

• Results
• Reduced time resources in tracking data
• Validate partner claims
• Providing solid data foundation for further
  analysis

26
(No Transcript)
27
Chargeback Processing

• Need
• Import validate high volume of complex
  chargeback transaction data in managing
  distributors / wholesalers
• Solution
• Configurable price list to capture end customer
  agreements
• Buying group support
• WAC validation
• Inventory validation

• Results
• Reduced time resources
• Validated calculations
• More accurate payments

28
(No Transcript)
29
Third Party Accruals
Manufacturer
2.
Manufacturer-Customer Promotion
Distributor sells to Customer
1.
Distributor
Customer
30
Indirect Sales ManagementFeatures

• POS Data Management
• Chargeback Submission
• Third Party (End Customer) Accrual
• Customer/Partner Inventory Tracking by Product
  and Time
• Price List Validations
• Customer and Product Eligibilities
• Effective Dates of Agreement
• Customer Invoices
• Acquisition Cost
• Customer Inventory Level

• Special Pricing (Ship Debit) Validation
• Tolerance Threshold by Customer
• Duplicate Submission Checking
• Payment by Check or Credit
• Outbound Dispute Report
• Data Quality Management
• EDI and XML Data Support

31
Claim Deduction SettlementProcess

• Create
• AR integration for deduction / overpayment
• Claim / debit claim in TM
• Convert customer reason

• Research
• Promotional accrual search
• Duplicates Splits
• Task template / notes / attachments
• 360 deg view of customer

• Resolve
• Settle by check, credit, debit, charge-back,
  write-off
• Adjust receipts invoices
• Post to GL for promotional claims

Create
Approve
Resolve
Assign
Research
Monitor Days Outstanding, Analyze Root Causes.

• Approve
• Configurable approval rules

• Assign
• Assign owner and team member by Territory
  customer, geography, claim type / reason
• By API

32
Claims and Deduction Management

• Need
• Minimize claims processing costs and increase
  customer satisfaction
• Solution
• Claim Types/Reasons
• Task Management
• Research
• Claim Aging
• Claim Splits
• Claims Settlement/Auto-resolution
• AR integration

• Results
• Best of breed auto-resolution
• Minimize the cost/ time required to clear
  deductions
• Identify invalid claims
• Reduce days outstanding
• Efficiently process promotional payments and
  deductions

33
(No Transcript)
34
(No Transcript)
35
Claim Deduction SettlementFeatures

• Support for All Claims Claim, Deduction, Debit
  Claim, Overpayment
• Full Deduction Management
• Payment of Promotional Claim and Deduction by
  Check or Credit
• Buying Group Accrual/Rebate View
• Deduction Settlement by Credit, Write-Off,
  Chargeback
• Automatic Write-Off Threshold by Customer
• Lockbox Integration

• Handling Subsequent Receipt for Invoices
• Autopay
• Netting of Overpayments and Deductions
• Customer Reason Code Mapping
• Mass Claim Settlement
• Pay over Earnings by Thresholds
• Promotional Payment/Customer Balance Summary View
• Related Customer Support

36
Oracle Trade Management
Claims Deduction Settlement
Indirect Sales Management
Account Manager Dashboard
Sales Quota Management
Budget Management
Oracle E-Business Suite
37
Oracle Trade Management Customer Success
38
TM Customers in All But 2 Continents!
39
Oracle Trade Management Customers

• Total Customers 61
• By Region
• 51 North America
• 6 APAC
• 4 EMEA
• By Status
• 18 Planning
• 22 Implementing
• 21 Live

40
Oracle Trade Management Customers

• Total Customers 61
• By Industry
• 23 in Consumer Goods
• 15 in High Tech
• 14 in Industrial Mfg
• 5 in Life Sciences
• 2 in Automotive
• 2 in Utilities

Automotive
Utilities
Life Sciences
3
3
8
Consumer
High Tech
Goods
25
38
Industrial Manufacturing
23
41
Oracle Trade Management CustomersConsumer Goods
Industry
42
Oracle Trade Management CustomersHigh Tech
Industry
43
Oracle Trade Management CustomersIndustrial
Manufacturing Industry
44
Oracle Trade Management CustomersLife Sciences
Industry
45
Oracle Trade ManagementLive Customers

• Acco Brands
• Acuity Brands Lighting
• Alcoa/Alcoa Reynolds
• Anchor Hocking (GHP)
• Applica (Black and Decker)
• Arnotts (Campbell Soup)
• Helen of Troy
• LeSaffre Yeast Corp
• Linksys

• Mattel
• MTN
• Novopharm Canada
• Schreiber Foods
• Teva Pharmaceutical
• Toshiba Australia
• Vtech
• Waterpik

46
Oracle Trade ManagementRecent Wins

• Al Jomiah Automotive
• Largest GM dealer in Middle East
• Toshiba America Consumer Products
• U.S. arm producing TVs, DVRs, DVD, home theater
  systems and other consumer electronics
• True Manufacturing
• Manufacturer of refrigeration products for food
  industry
• Vocollect
• Manufacturer of voice technology products
• Wyse Technology
• Network-centric computing hardware and software
  provider

47
Oracle Trade ManagementRecent Wins

• Zebra Technologies
• Delivers innovative and reliable on demand
  printing solutions
• Telik INC
• Biopharmaceutical company
• Finisar Corporation
• Technology leader for fiber optic subsystems and
  network performance test systems.
• Meguiars INC
• Manufacturer of quality surface care products.

48
Strategic Roadmap
Optimize Promotions, Price and Product Mix
Increase Sales Effectiveness and Efficiency
Extend Trade Management capabilities to Indirect
Sales
Control Spending, increase Promotional ROI and
Reduce Costs
Pre-11i.9
11i.9
11i.10
Future Direction

• Advanced Analytics
• Category Mgmt
• Enhanced Indirect Sales Support

• Budget
• Trade Planning
• Claims

• Indirect Sales (POS)

• Account Manager Dashboard
• Chargeback

49
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

50
Oracle Trade Management