Oracle Trade Management

Oracle Trade Management
Agenda
Oracle Trade Management Overview
Customer Success
Roadmap

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

Functionality
Key
Account
Integrated
Promotion
Management
Execution
Claims &
Deductions
Indirect
Sales
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
Communicate plans to accounts
Fund budgets for targeted use
Create & approve offer

Apply to order management
Budget
Plan
Execute
Monitor
Measure & Improve Sales Performance

Plan
Monitor
Set & allocate sales budget
Monitor actual sales vs quota / target
Create account plan
Monitor actual ROI
Forecast volume and 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
Account planner
Promotion evaluations
Promotion forecasting
Sales & order tracking
Retail monitoring
Account plan
Key Account Management

Features
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
Validate eligibility
Full accounting
Volume offers
Price sales orders
GL integration
Scan data
Calculate accruals &

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

Approve
Track
Approval routing
Track orders
Budget controls
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
Offer Evaluator
Offer Worksheet
ROI Calculator
Forecasting
Oracle Integration
Oracle Advanced Pricing

Oracle Order Management
Oracle General Ledger
Oracle Receivables
Oracle Payables
Oracle Inventory
Oracle Partner
Relationship Management
Oracle Marketing
Historical Evaluation of
Offers
Budget Validation
Volume Based Performance
Validation
Comprehensive Support for
Promotion Types
Off-Invoice Discount
Volume Accrual/Rebate
Lump Sum Payments
Buy-One-Get-One-Free
Net Sales Accrual
Terms Upgrade
Order Value Discount
Indirect Sales Management

Process
Import
Validate & Compute
Monitor
XML Gateway
Chargeback
WebADI for flat files
Special Pricing
Generate outbound XML

messages for disputes
Allow re-submissions and
corrections
Monitor indirect inventory
3rd Party Accrual

Price Difference
Advanced WAC & Inventory Validations
Import
Cleanse
Data
Validate &
Compute
Pay
Monitor
Align POS Management with Other Enterprise Processes.

Cleanse Data
Pay
Check data completeness
Associate or create accruals
Map & convert distributor data to

internal data structure
DQM integration
Pay by check or credit

Need
Import & validate high volumes of
complex indirect sales data
Solution
Import by XML or flatfile
DQM integration
Support of various processes
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
Results
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
in tracking data
Validate partner claims
Providing solid data
foundation for further
analysis
Chargeback Processing
Need
Results
Import & validate high volume
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 1
ManufacturerRetailer
. 1. Manufacturer-Distributor
Agreement- $60
WAC validation
Agreement $100
2. Retailer buys at $60
Inventory validation
Distributor
Retailer
Third Party Accruals
Manufacturer
2.
Distributor
ManufacturerCustomer
Promotion
1. Distributor sells to
Customer
Customer

Features
POS Data Management

Chargeback Submission
Third Party (End Customer)
Accrual
Customer/Partner Inventory
Tracking by Product and Time
Price List Validations
Customer and Product

Eligibilities
Effective Dates of
Agreement
Customer Invoices
Acquisition Cost
Customer Inventory Level
Special Pricing (Ship &

Debit) Validation
Tolerance Threshold by
Customer
Duplicate Submission
Checking
Payment by Check or Credit
Outbound Dispute Report
Data Quality Management
EDI and XML Data Support
Claim & Deduction Settlement

Process
Create
Research
AR integration for deduction /

overpayment
Claim / debit claim in TM
Promotional accrual search
Convert customer reason
Create
Resolve
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
Assign
Research
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
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

Account Manager
Dashboard
Sales Quota
Management
Indirect Sales
Management
Budget Management
Oracle E-Business Suite
Claims & Deduction

Settlement

Customer Success
TM Customers in All But 2 Continents!
Oracle Trade Management Customers

Total Customers: 61
By Industry
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
23
2 in Utilities
%
Consumer
Goods
38%

High Tech Industry

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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Oracle Trade Management

Oracle Trade Management

The Business of Trade Management

Oracle Trade Management

Collaboration - Integration - Visibility

Key Account Management

Allocate sales volume by account/product

Communicate plans to accounts

Fund budgets for targeted use

Create & approve offer

Measure & Improve Sales Performance

Set & allocate sales budget

Monitor actual sales vs quota / target

Create account plan

Monitor actual ROI

Forecast volume and ROI

Capture retail & competitive pricing

Flexible process to create

Target trade funds to

Account Manager Dashboard

Sales force automation tool

360o view of customer

Key Account Management

Account Manager Dashboard

Integrated Promotion Execution

Accruals & Off Invoice

Price sales orders

Calculate accruals &

Align, Automate, Analyze All Business Areas.

Integrated Promotion Execution

Oracle Advanced Pricing

Indirect Sales Management

Validate & Compute

WebADI for flat files

Generate outbound XML

3rd Party Accrual

Align POS Management with Other Enterprise Processes.

Check data completeness

Associate or create accruals

Map & convert distributor data to

Pay by check or credit

Indirect Sales Management

Indirect Inventory Tracking

Reduced time & resources

inventory in and inventory

Third Party Accruals

Indirect Sales Management

POS Data Management

Customer and Product

Special Pricing (Ship &

Claim & Deduction Settlement

AR integration for deduction /

Promotional accrual search

Convert customer reason

Settle by check, credit,

Monitor Days Outstanding, Analyze Root Causes.

Assign owner and team member by Configurable approval rules

Claims and Deduction Management