1. Achieving Analytics Driven Decisions by Providing Leadership & the Organizational Tools and Processes that Generate Insights.

2. What Del Monte Was Trying to Solve:
Gap analysis to understand drivers and opportunities
Drive corporate end-end visibility of trade across the holistic organization:
Sales Execution
Demand Planning
Finance
Generate customer level P&L’s
Understand trade spend for better planning
Calculate accurate Broker Commissions

3. Trade Planning Business Challenges
Need holistic approach to solve Integrated Business Planning challenges
Business does not have visibility to measure the effectiveness of their Promotion spend
SVP Process is manual in excel workbooks causing delays in completing the planning for fiscal year on time.
Integrated Planning for business is adversely impacted by not having all the key indicators to generate the plan in SVP (Shipment History, Consumption Data (Nielsen, Syndicated Panel)
Lack of integration for Base and Incremental volume reporting in TPM
No material level daily promotion planning capabilities
Lack of Harmonization of Internal and External Data
Hierarchical Data Challenges with Manual Excel SVP
No Visibility to handle out of stock and on shelf availability
Limited Reporting and Analytics due to lack of integrated Data sources

4. Trade Spend – Gaps and Themes
Visibility to Trade Spend
Joined Data: Across Systems & Data Sources
Dashboards with Drilldown Capabilities & Alerts
Financial Visibility Customer Product P&L
Volume, Trade Spend, Resolved and Unresolved $
Deductions Visibility
Visibility to Plan vs. Actuals & Drivers
Year, Quarter, Month, YTD, YAGO, AOP & 6+6
Forecast Management
Trade ROI
Accurate Master Data
Product Group
New Item
Broker Commissions – Organizational Territory Structure 4

5. Deductions Settlements
TPM Simplified View
Trade Spend Reports
Deductions Settlements
Trade ROI Analysis
IT Process
External Data Lake
Red Shift (AWS)
External POS Data
Customer
Shipment
Nielsen
Iri
Product
APO
Promotions
SAP BW Datawarehouse Layer (HANA)
Sales Base Volume
IBP
Shipment
Customer Product
Applications
SAP ECC Transactions (Orders/Billing/Master Data)
Pricing Conditions
Rebate Agreements
SAP TPM
Incremental Planning
Demand Planning
Application

6. Gaps in End to End Trade Visibility
Planning process is fragmented
Base in one system
Incremental is another system
Quota and AOP not harmonized
Poor integration of Shipments(Actuals) due to master data issues
Overall Trade Spend visibility missing
Accruals and Claims adjustments outside of the system
Customer and Product P&L not reconciled with spend types
Delay in Broker commission payouts
Trade Spend vs Quota (AOP) a challenge

7. Roadmap to Cover the Gaps
Base Volume
Accrual in Actuals
Settlements Deduction Management for Promotions
Nielsen/IRI Data Harmonization for Trade ROI
Flexible and robust reporting
Trade Spend (Volume, GRAT, Profit)
Promotions Recap
Dashboards and Advanced Analytics

8. Roadmap to Cover the Gaps
End to end visibility, Optimization ROI
Accruals
ROI
FP&A P&L
CO-PA
Hi Radius
Capability
Deductions
AR/AP
Billbacks
Settlements
VSP Scorecard
Data platform
Promotion
Base Volume
POS
TPM Event management
Security (Territory Mgmt, Product and Customer Hierarchy, List Price )
Time

9. Data Flow between Disjointed Systems
Flat file
Excel/867 data
Nielsen
Data
--Consumer data
--Mapping for Cust & Prod
Flat file
Quota/Rates
High Radius
Data:
--TPM Promos
--F16 deductions
--F16 checks
Paxata
AWS - Red Shift
Data:
--APO Base (monthly)
--Nielsen (monthly)
--TPM incremental
--TPM Promo detail (daily)
--Flat file quota/rates
--BW Cubes (BPCS, Spins, Hierarchy, Actual shipped volume)
--Claims BW
Data
--BPCS
--Spins
--Hierarchy
--Actual Volume
--Incremental (daily)
--Promotion detail (daily)
SVP
Base planning
--Nielsen (monthly)
--BW Cubes (BPCS, Spins, Hierarchy, Actual shipped volume)
APO
Data
--Incremental
TPM
Data (daily)
--Incremental
--Promotion detail
O9 Reporting
Reports:
--Trade Forecast
--Promo Recap
--Trade Spend Mgmt
Flat file
ECC/Flat File –
Military
A/R
Data
--F16 Deductions & checks

10. Flow of Accruals/Settlements
Process Flow for Settlement of Promotion
TPM
Accrual Calculation at customer/account hierarchy-product/product type combination
Accrual Posting
TPM
1.1 TPM Accruals (ZB)
DR Promo Exp P&L – T-XX
CR Promo Accr. B/S - T-XX
1. TPM Accruals
DR Promo Accr. B/S - T-XX
CR Promo Exp P&L – T-XX
ECC
HighRadius
2. Settlement (DG)
DR Promo Accr.B/S – T-XX
CR Customer
3. Final Settlement/Over Spend Processing (ZD/ZO)
ECC
Accrual posted to appropriate balance sheet and expense account
CO-PA line-items having visibility to CRM Trade Promotion and Spend type with appropriate posting amounts
DR Promo Exp P&L – T-XX
CR Promo Acc B/S - T-XX

11. Trade ROI Actionable Insights
Promotion Analysis by Product
Summary View
Test Data
Test Data
Test Data
ROI
Analysis 30

12. Analytics Customer and Product P& L

13. Realized Benefits
The GAPS in TPM is because of disparate Planning and Actual Systems
Accurate Accruals and Settlements is Key to P&L and Planning for Trade Spend
Realizing the Trade Spend at Customer and Product level for different tactic type is key
Customer and Product P&L require a Trade View
Trade ROI requires lot of data harmonization to succeed