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QAD Trade Promotion Management (TPM) Jean Miller, Product Architect - Research & Development Hank Canitz, Sr. Director Marketing QAD Midwest User Group.

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Presentation on theme: "QAD Trade Promotion Management (TPM) Jean Miller, Product Architect - Research & Development Hank Canitz, Sr. Director Marketing QAD Midwest User Group."— Presentation transcript:

1 QAD Trade Promotion Management (TPM) Jean Miller, Product Architect - Research & Development Hank Canitz, Sr. Director Marketing QAD Midwest User Group MWUG March 2013

2 2 The following is intended to outline QADs general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, functional capabilities, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functional capabilities described for QADs products remains at the sole discretion of QAD. Safe Harbor Statement QAD Midwest User Group

3 Product Background -TPM Cycle -TPM vs TrM TPM Functionality -Data Setup -Promotions -Claims -Deductions -Budgeting/Accruals -Analysis/Reporting Product Status Phase II – Indirect Sales Next Steps Agenda QAD Midwest User Group

4 Trade Promotion Management – March 2013 Product Background Information QAD Midwest User Group

5 5 What do Manufacturers Need? Powerful Promotion Planning Efficient Deduction Resolution Automated Claims Processing Tight Integration with Financials Robust Reporting/Analytical Tools Trade spend averages 20% of gross sales QAD Midwest User Group

6 6 TPM Cycle QAD Midwest User Group Sales & Marketing, Supply Chain, Finance Sales & Marketing, Supply Chain, Finance Supply Chain Finance Sales & Marketing, Supply Chain, Finance Sales & Marketing, Supply Chain, Finance Optimize Localize Execute Monitor Collaborate

7 TRM is QADs solution in the Trade Management space compatible with our SE version and older releases -First offered in 1996 as an add-on to QAD version 8.6 TRM has been enhanced and modified for the past 15+ years -No major rewrites to take advantage of newer technologies or significantly upgrade User Interface Release of our QAD Enterprise Financials edition (EE) in 2008 provided opportunity to invest in a new solution TPM is the our new product offering TPM vs TRM QAD Midwest User Group

8 Latest.NETui vs. Outdated CHUI-based UI QAD code standards vs. 3 rd party code Domain/Entity vs. Division/Region Multi-currency vs. Single currency Core functions vs. Bolt-on Duplication Claim Automation in addition to Manual Claims Earned Discounts visible immediately instead of after the fact Reports Optional Budgets vs. Mandatory Budgets Immediate Discounts at Line level and Order Level TPM main advantages over TrM QAD Midwest User Group

9 Trade Promotion Management – March 2013 TPM Functionality QAD Midwest User Group

10 10 QAD Integrated Solution QAD Midwest User Group Enterprise Edition Groups Profiles Budgets Pricing Sales Orders Deductions Accruals Enterprise Edition Groups Profiles Budgets Pricing Sales Orders Deductions Accruals Business Intelligence Analysis Reporting Business Intelligence Analysis Reporting Demand Management Forecasts Demand Management Forecasts TPM Promotions Rebates Claims TPM Promotions Rebates Claims

11 Trade Promotion Management – March 2013 Data Setup QAD Midwest User Group

12 Item and Customer Attributes Attributes allow users to define additional qualifiers which further differentiate and categorize both Items and Customers. Attributes can then be used to filter on reports, browses and when defining Customer and Item Groups.

13 QAD Midwest User Group Item and Customer Groups Groups can either be Static or Dynamic Static Group Members may have a Start and End Date defining membership effectivity Browse selection on standard fields and attributes

14 Trade Promotion Management – March 2013 Promotions QAD Midwest User Group

15 Immediate Discount – Discount during Sales Order Entry Line Level / Order Level Discount %, Discount Amount, Credit Terms, Freight Terms Deferred Discount – Discount based on sales activity given in the future via payment, credit note, or deduction Bonus Goods – Additional goods given for free or discounted based on quantity or amount purchased of same or other goods during Sales Order Entry Allocated Funds – Fixed Monies given on a defined schedule based on criteria other than sales activity Deal Categories Deal Grouping with common functions QAD Midwest User Group

16 Promotion Maintenance QAD Midwest User Group Any number of Individual Customers and/or Customer Groups can be included on a Promotion

17 Promotion Maintenance QAD Midwest User Group Any number of Individual Items and/or Item Groups can be included on a Promotion

18 Multiple Deal Profiles may be added onto a single Promotion. Each Deal Category type has a different set of details which are then defined. Promotion Maintenance QAD Midwest User Group

19 Promotion – Immediate Discounts Discount Level: Line or Order Quantity Type: Amount, Quantity Amount Type: Discount %, Credit Terms, Freight Terms Combination Type : Combinable or Exclusive Volume Type: Based on total order value Apply To: Individual Lines or Trailer

20 Promotion – Deferred Discounts QAD Midwest User Group Payment Cycle: End of Promotion or Current System Generate Claim: May claims be generated or does customer have to submit claim Accumulation Period: Promotion, Month, Qtr, Year Payment Method : Credit Note or Supplier Invoice (Check) Claim Over Limit : Whether to issue hard error if claim exceeds Deal Limit

21 Promotion - Allocated Funds QAD Midwest User Group Spread Method: First Period, Last Period, Even Spread Payment Cycle: Current, End of Promotion

22 Promotion – Bonus Goods QAD Midwest User Group

23 Trade Promotion Management – March 2013 Claims QAD Midwest User Group

24 Claims created in TPM by three separate processes -Approved Promotional Deductions taken during payment application -Manual claim entry when request is received from customer -Automated Claim Generation for promotions based on setting in Promotional Deal Claim Creation QAD Midwest User Group

25 Manual Claim Entry QAD Midwest User Group - Browse displays Earned Discounts to-date for this Customer by Promotion/Deal. - If prior claims have been made against a Promotion/Deal, the Claims Taken and/or Pending Claims columns will include those amounts and the Open Balance will be adjusted accordingly. Claims must be Approved to create Financial Documents

26 System Generate Claims QAD Midwest User Group - Deals may be defined so that claims can be System-Generated. - Generate Claims function may be run wide open, or for subsets of criteria. - Status of System Claims determined by TPM Control value. - Claims may be de-selected/re-selected before final Save.

27 Claim Approval QAD Midwest User Group Claims may require approval -TPM Control setting Approval will result in a Customer Credit Note or Supplier Invoice When financial documents are posted, the daybooks from the TPM Control are used and the postings are made to the accounts previously determined in Earned Discount calculation

28 Claim Approval QAD Midwest User Group - Separate function to review/approve/reject claims.

29 29 Trade Promotion Management – March 2013 Deductions QAD Midwest User Group

30 Deduction Categories QAD Midwest User Group Deductions taken within Payment application require an approval process in TPM when the Deduction category is set to Promotion

31 Financials – Deductions QAD Midwest User Group

32 Financials – Deductions QAD Midwest User Group

33 Trade Promotion Management – March 2013 Budgeting/Accruals QAD Midwest User Group

34 Generate Accruals Maintenance

35 Standard EE Budgeting Functionality can be used to establish Trade Spend Budgets. If full budgeting capability is not required, promotions can be linked to specific Budget Topics to do simple Budget to Actual comparisons Budgeting/Accounting QAD Midwest User Group

36 Trade Promotion Management – March 2013 Analysis & Reporting QAD Midwest User Group

37 Operational Metrics -Promotions, Claims and Deductions by Status -Rejected Deductions by Deduction Category -Rejected Claims by Rejection Reason QAD Reporting Framework -Promotions by Customer Group By Item Group -TPM Accruals -TPM Generated Claims -Budget vs. Actual Comparisons -Standard Price List Reports Role-Based Collections/Centers -Brand Manager, Promotion Manager, TPM Analyst TPM Reporting Strategy QAD Midwest User Group

38 Filters by Promotion, Deal, Deal Category, Buy Dates, Item/Group, Customer/Group Displays Deals Matching Filter Criteria Collection Includes: -Deductions -Claims -Invoice Lines -Earned Discounts Promotion Activity Collection QAD Midwest User Group

39 TPM Sub-Ledger Sub-Ledger Collection allows a quick view into all Discounts given for a particular Promotion/Deal. All GL and SAF information is included for both Sales and Discount amounts

40 QAD Midwest User Group Earned Discount Collection

41 41 Trade Promotion Management – March 2013 Product Status QAD Midwest User Group

42 Phase One (Direct Sales) available for Early Adopters now. Phase Two (Indirect Sales) development underway. Working with multiple early adopters and identifying other potential customers. Possibility of having TPM available on QAD Demo Center for evaluation by interested parties. Product Status/Release Plan QAD Midwest User Group

43 Phase 2 – Indirect Business Diagram QAD Midwest User Group Manufacturer GPO (Buying Group) Indirect Customer Distributor Invoices at List Price – Std disc Invoices at Contract Price Customers Order from Distributor Admin Fee ($) $$ Chargeback (List – Contract Price) Contract Price Definition Indirect Customer Distributor Orders from Manufacturer

44 Indirect Customers/Buying Groups Contracts Pricing Sales Trace Chargeback Admin Fee Phase 2 Areas for Development QAD Midwest User Group

45 Maintenance of Indirect Customers -Subset of Core Customer data -Reference information such as HIN#, DEA#, etc. Maintenance of Buying Groups -Maintenance of Indirect Customers in Group -Automated Load of Membership changes, Additions/deletions -Audit history -Electronic upload, manual creation Phase 2 – Indirect Custs/Buying Groups QAD Midwest User Group

46 Maintenance of Contract pricing detail at Item Level Associated Distributors Link to indirect customers Automatic maintenance of pricing when group membership changes Admin Fees linked to Contracts Phase 2 – Contracts QAD Midwest User Group

47 Price Lists written into core pricing tables, maintained on Contract Best Pricing Contract pricing Priority Pricing Preferred Pricing Phase 2 – Pricing QAD Midwest User Group

48 Indirect sales reporting back to MFG Cross-reference information Electronic or Manual creation Optional Chargeback Generation Phase 2 – Sales Trace QAD Midwest User Group

49 Distributor Price – Contract Price Manual or Electronic load Cross-reference information Automatic Calculation and Validation of Chargebacks against contracts Discrepancy Handling/Reporting Phase 2 – Chargeback QAD Midwest User Group

50 Percentage back to Buying Group Supporting Documentation in full detail Electronic delivery Payment typically via Supplier Invoice (EF) Phase 2 – Admin Fee QAD Midwest User Group

51 51 Interest? – Meet with your internal TPM team to determine interest Interest Exists – Schedule a demonstration of TPM with your account mgr Take active role as Early Adopter (Upgrade to EE) or passive role and wait for GA Engage QAD in Discovery / Vision Engage QAD in 3 day Upgrade QSCAN Next Steps QAD Midwest User Group

52 JPM@qad.comJPM@qad.com 865-925-8147 HCC@qad.comHCC@qad.com 720-238-7439 Trade Promotion Management – March 2013 QUESTIONS? QAD Midwest User Group


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