Trade Promotion Planning 

Purpose

This process shows you how to plan a trade promotion. Based on information from account planning, you plan the product, region, and period for which you want to carry out a trade promotion, and define the conditions of the promotion. Once this detailed planning is complete, you compare the set sales targets with the consolidated planning figures. If necessary, the planning data is adjusted in a new planning cycle.

Process Flow

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       1.      Execute query in marketing calendar (SAP CRM)

The marketing calendar is the central, initial point for data entry and as such represents your main work area. The calendar provides you with the following functions:

¡        Clear display of all trade promotions and campaigns within a certain timeframe

¡        Separate definition of queries

¡        Definition and processing of trade promotions on various planning levels

       2.      Create deal in marketing calendar (SAP CRM)

For more information about deals, see Deal Master.

       3.      Create trade promotion from deal (SAP CRM)

You generate a Trade Promotion from a deal in the marketing planner.

For more information, see Generating Trade Promotions from Deals.

       4.      Plan uplift sales quantity and sales reduction (SAP CRM)

You assign targets and key figures to the trade promotion in the Marketing Planner.

For more information, see Key Figure Planning.

       5.      Update uplift sales quantity and sales reduction (SAP BW)

       6.      Preliminary evaluation of the trade promotion (SAP CRM)

You can refer to key figures such as return on investment (ROI) for this evaluation.

       7.      Transfer trade promotion attributes (SAP BW)

Examples of attributes are time period, product, and trade spends.

       8.      Generate activities for trade promotion (SAP CRM)

By generating activities, you can allocate the trade promotion a questionnaire for the validation.  This questionnaire includes all the attributes of the planned trade promotion that you and your customer have agreed upon, such as length, price reduction, and article presentation. Using this questionnaire you can later check whether the retailer has keep to the agreements. If not, you may choose not to release the trade promotion for rebate payment.

For more information, see Assigning Questionnaires.

       9.      Update trade promotion and uplift sales quantity (SAP SCM)

For more information, see Integration between SAP CRM and SAP SCM.

   10.      Process Demand Planning and Supply Network Planning (SAP SCM)

Using the plan data from SAP CRM, you carry out Demand Planning and Supply Network Planning for the specified products and periods.

   11.      Compare plans with target specifications (SAP BW)

You align your sales, revenue and budget targets with the planned uplift sales volumes and sales deductions for the trade promotions.

   12.      Generate condition records and bonus agreements (SAP CRM)

In the Marketing Planner, you generate condition records for prices, rebate agreements, and free goods from the plan data.

For more information about conditions and rebate agreements, see Special Conditions in Trade Promotions.

   13.      Release trade promotion (SAP CRM)

If necessary, the planning data is adjusted in a new planning cycle. The trade promotion can be released automatically by the system, or by your supervisor.

   14.      System creates accounting object (SAP R/3)

The system transfers the released trade promotions and condition records to SAP R/3, where corresponding accounting objects are created using work breakdown structure (WBS) elements.

For more information, see Connection to the R/3 System.