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
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The parts of this wheel in red, represent the Oracle Supply Chain product families. These are all the key operational systems in a company. Order Fulfillment is highlighted in larger case yellow. Lets drill down into Fulfillment now and see how Oracle can transform this critical business function.
Manage Indirect Sales Channel
Promotion Planning
Compliance
Monitoring
Plan Execution

5. Trade Management’s Impact?
WHY?
Lack of Planning Eliminates Direction
Poor Direction Prevents Measurement
Lack of Measurement Reduces Analysis
Reduced Analysis Eliminates Knowledge

6. Oracle Trade Management Functionality
Key
Account
Management
Integrated Promotion
Execution
Indirect
Sales
Processing
Claims &
Deductions
Settlement
Collaboration - Integration - Visibility
Enterprise Integration
Advanced Pricing
Inventory
Supply Chain
Marketing
Financials
TCA

7. Key Account Management Process
Budget
Allocate sales volume by account/product
Fund budgets for targeted use
Execute
Communicate plans to accounts
Create & approve offer
Apply to order management
Budget
Plan
Execute
Monitor
Measure & Improve Sales Performance
Plan
Set & allocate sales budget
Create account plan
Forecast volume and ROI
Monitor
Monitor actual sales vs quota / target
Monitor actual ROI
Capture retail & competitive pricing
Monitor retail performance

8. Sales Targets Need Solution Top down bottom up quota setting
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

10. Budget Management Need Solution Results
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

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

14. Account plan

16. 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

17. Integrated Promotion Execution Process
Create
Accruals & Off Invoice
Volume offers
Scan data
Execute
Validate eligibility
Price sales orders
Calculate accruals & discounts
Financials
Full accounting
GL integration
Create
Approve
Execute
Track
Financials
Align, Automate, Analyze All Business Areas.
Approve
Approval routing
Budget controls
Track
Track orders
Monitor liabilities
Manage expenditures

18. Trade Promotions Results Improve account and promotion profitability
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

21. Promotion Execution OFFER TYPES Budgets Accounting General Ledger
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 Management Process
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.
Cleanse Data
Check data completeness
Map & convert distributor data to internal data structure
DQM integration
Pay
Associate or create accruals
Pay by check or credit

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
DIRECT
SALES
INDIRECT
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

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
Manufacturer
Distributor
Retailer
2. Retailer buys at $60
3. Distributor Charges back $40 ($100-$60)
1. Manufacturer-Distributor
Agreement $100
Manufacturer- Retailer
Agreement- $60 1.

29. Manufacturer-Customer Distributor sells to Customer
Third Party Accruals
Manufacturer 2.
Manufacturer-Customer
Promotion 1.
Distributor sells to Customer
Distributor
Customer

30. 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
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 Settlement Process
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
Assign
Research
Approve
Resolve
Monitor Days Outstanding, Analyze Root Causes.
Assign
Assign owner and team member by Territory – customer, geography, claim type / reason
By API
Approve
Configurable approval rules

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

35. 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

36. Oracle Trade Management
Account Manager
Dashboard
Indirect Sales
Management
Claims & Deduction
Settlement
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 Customers Consumer Goods Industry
                                               

42. Oracle Trade Management Customers High Tech Industry

43. Oracle Trade Management Customers Industrial Manufacturing Industry

44. Oracle Trade Management Customers Life Sciences Industry

45. Oracle Trade Management Live Customers
Acco Brands
Acuity Brands Lighting
Alcoa/Alcoa Reynolds
Anchor Hocking (GHP)
Applica (Black and Decker)
Arnott’s (Campbell Soup)
Helen of Troy
LeSaffre Yeast Corp
Linksys
Mattel
MTN
Novopharm Canada
Schreiber Foods
Teva Pharmaceutical
Toshiba Australia
Vtech
Waterpik

46. Oracle Trade Management Recent 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 Management Recent 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 Pre-11i.9 11i.9 11i.10 Future Direction
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
Budget
Trade Planning
Claims
Indirect Sales (POS)
Account Manager Dashboard
Chargeback
Advanced Analytics
Category Mgmt
Enhanced Indirect Sales Support

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