Planning Level: Planning for Key Accounts 

Technical Name: 4TPM9200

Use

You can use this planning level to carry out annual planning and rolling planning for quantities, trade spends, revenue, and contribution margins. 

Planning Layouts for Annual Planning

The following planning layouts and enhanced planning layouts are provided for annual planning:

Quantity (Year) (4TPM9210)

You can plan the regular sales quantity for a key account in the Plan Non-Promotion column.  The planning layout provides the following historical values from SAP R/3 for the planning:

·        Actual previous year non-promotion: regular sales quantity from previous year

·        Actual previous year (TPM): promotion sales quantity from previous year, determined from the difference between the total sales quantity and the regular sales quantity.

·        Actual previous year total: total sales quantity from previous year

·        % promotion actual previous year: percentage share of promotion sales quantity in the total sales quantity of the previous year

·        Price previous year: average price of previous year, determined from the quotient of historical revenue and historical total sales quantity

You can also access the following plan values:

·        Plan promotion (TPM): planned promotion sales quantity (from SAP CRM Trade Promotion Planning)

·        Plan total:planned total sales quantity

·        % promotion plan: percentage share of planned promotion sales quantity in the planned total sales quantity

·        Forecast current year: current valid plan from the last rolling planning, cumulated over the entire current fiscal year

·        Target:Top-down plan target from the hierarchically superordinate level for the plan year

·        Plan – target:Difference between the planned total sales quantity and the top-down plan target

Trade Spends (Year) (4TPM9220)

You can plan the values Regular discounts (0REG_DSCNT), Other sales deductions (0COPAODSCNT), Listing fee (0CP_LSTFEE), and Other customer costs (0OTHCUSTCST). The planning layout lets you take account of the following values in planning:

·        Promotion discount: variable discount that is planned for a trade promotion (0OFFR_DSCNT)

·        Free goods discount: Free goods discount that is planned for a trade promotion (0FRGO_DSCNT)

·        Rebate (scan):variable rebate that is planned for a trade promotion, based on scanner data (0BONUS_SCAN)

·        Rebate (sales): variable rebate that is planned for a trade promotion, based on sales data (0BONUS_SHIP)

·        Variable discounts: Total variable discounts (regular discounts, promotion discounts, free goods discount, rebate (scan), rebate (sales))

·        Displays and features: fixed rebate for displays and features (0BONUS_DISP, 0BONUS_FEAT)

·        Direct promotion costs: fixed promotion costs incurred by external services (0PROMOTIONS)

·        Fixed discounts: Total fixed discounts (displays and features, direct promotion costs, listing fee, other customer costs)

·        All discounts: Total variable and fixed discounts

Contribution Margin Scheme (Year) (4TPM9230)

The planning layout shows which contribution margins would result from the planning of quantities and discounts. The planning layout is structured as follows:

Row	Key figure	Technical name	Calculation/function
10	Revenue	0COPAREVEN
20	Variable promotion discounts	Function	UPX_KPI_KF_PLEVEL_READ
30	Regular discounts	0REG_DSCNT
40	Other sales deductions	0COPAODSCNT
50	Variable account discounts	Calculated key figure	30+40
60	All variable discounts	Calculated key figure	20+50
70	Net revenue	Calculated key figure	10-60
80	Net revenue (%)	Calculated key figure	70/10
90	Internal allocation value	0INT_VALUE
100	Contribution margin 1	Calculated key figure	70-90
110	Contribution margin 1 (%)	Calculated key figure	100/10
120	Fixed promotion discounts	Function	UPX_KPI_KF_PLEVEL_READ
130	Listing fee	0CP_LSTFEE
140	Other customer costs	0OTHCUSTCST
150	Fixed account discounts	Calculated key figure	130+140
160	All fixed discounts	Calculated key figure	120+150
170	Contribution margin 2	Calculated key figure	100-160
180	Contribution margin 2 (%)	Calculated key figure	170/10
190	Net-net revenue	Calculated key figure	70-160
200	Net-net revenue (%)	Calculated key figure	190/10

 

Planning Layouts for Rolling Planning

The following planning layouts are available for rolling planning (RP):

·        Quantity (RP)(4TPM9240)

·        Trade Spends (RP) (4TPM9250)

·        Contribution Margin Scheme (RP) (4TPM9260)

These planning layouts are structured similarly to the planning layouts for annual planning. The only difference is that the plan data of the current year is compared to the historical data, not the plan data of the plan year.

Planning Functions

The following planning functions are available at this planning level:

·        Create posting periods (4TPM9285)

This planning function ensures that all (12) fiscal year periods are displayed even if some of them are not yet planned.

·        Determine revenue (4TPM9287)

The revenue is calculated from the planned sales quantity multiplied by the average price of the previous year. The average price is determined from the quotient of sales quantity and revenue from the previous year.

·        Determine internal value (4TPM9280)

The plan value for the internal value is projected from the historical internal value onto the plan quantity.

Planning Sequences

The following planning sequences are available at this planning level:

• Save quantity (4TPM928A)
• Save quantity RP (4TPM928B)

Both planning sequences contain the planning functions Determine revenue (4TPM9287) and Determine internal value (4TPM9280). They are carried out automatically when the planning layouts Quantity (4TPM9210) and Quantity RP (4TPM9240) are closed.