Rebates in a Trade
Promotion 
Use
A rebate is a special discount granted to a customer depending on the customer's sales volume within a specified time period.
You normally
define a rebate in a particular sales area with a customer, the rebate
recipient. A rebate usually
consists of several individual agreements in the form of 
condition records.
Each rebate has a unique number and
a globally unique identifier (GUID). Rebates and rebate conditions both refer
to a trade promotion.
With SAP CRM
5.0, you can use two different types of rebate in CRM: the ERP rebate and the
CRM rebate. The CRM rebate can only be used when billing also takes place in
CRM. For more information about the CRM rebate, see rebate
processing.
Which type of rebate processing you use depends on the sales area and the campaign type and is set up in the Customizing for conditions in marketing.
For simplicity’s sake, we use the term “rebates” to refer to
both types of rebate processing in marketing. From a technical point of view,
the CRM rebates, which are generated by the Marketing Planner, are entries in
the rebate due
list. The ERP rebates generates here are rebate agreements.
You should not confuse the entries generated by the Marketing Planner in the rebate due list with the rebate agreements that are created in CRM rebate processing in sales.
Variable and Fixed Trade Spends
Within the context of SAP Trade Promotion Management there are two types of rebates:
· Rebates for fixed trade spends, in particular for funds.
Here, fixed means that you decide on the exact amount to be paid when the agreement is made.
· Rebates for variable trade spends, which are normally paid at the end of a trade promotion.
In this case, variable means that the trade spends depend on the quantity, weight, or sales volume.
Rebate Payments
Rebate payments are often only made when the validity period of the rebate expires (common exceptions are fixed agreements).
For sales-dependent rebate conditions, the system tracks all receipts (invoices, credit, and debit memos) that are relevant for rebate processing in ERP or CRM, depending on the rebate application used.
The system automatically posts accruals (the amount specified in the condition record), so that FI-CO accounting has an overview of the agreement’s accumulated value or the approximate sum of the rebate payments.
For sales-dependent rebate conditions, the system does not post accruals automatically.
Upon final settlement of the agreement, the customer is sent a credit memo for the entire value of the rebate agreement.
Prerequisites
For detailed information on Customizing, see Customizing for Rebate Processing.
Features
Rebate generation
For the system to be able to generate rebates, you must maintain the following fields in the Marketing Planner:
¡ Customer Type/Customer
Planning customers can be individual customers, hierarchy nodes, or target groups. In the case of an individual customer, the system copies the customer (or the partner of the role Payer) as a rebate recipient in the header of the rebate agreement. For more information, see the section Rebate Recipient. The use of target groups as a planning customer only makes sense in a pure CRM scenario, since target groups are not transferred to the ERP system.
¡ Campaign Type
With this field, the system determines the condition generation type, which influences the automatic determination of condition types and tables.
For more information on generating conditions, see Condition Generation in a Trade Promotion.
¡ Planning Profile Group
For more information on this, see Volumes/Trade Spends Planning.
¡ Planning Time
¡ Sales Area
· Tab page Products
You define which products you want to sell in a trade promotion.
· Tab page Volumes/Trade Spends
You determine the fields on the Volumes/Trade Spends tab page as well as the automatic determination of condition types, condition tables, and the values of the key figure planning.
During condition generation of ERP rebates, the system assigns the correct sequential number to the rebate agreement. This ensures that no gaps occur during the number assignment.
If no condition types with the usage BO exist for the specified trade spends in Customizing, the system does not create a rebate agreement during condition generation. Make the required settings in Customizing of SAP CRM under Customer Relationship Management ® Marketing ® Marketing Planning and Campaign Management ® Condition Maintenance ® Define Condition Generation ® Pricing Condition Types.
Rebate recipient
The standard rebate recipient is determined during the condition generation. The planning customer is used in the determination:
· Business partner
When partner function 00000004 (Payer) is maintained, this recipient is selected. When this partner function is assigned to more than one business partner, the first one is selected. When no partner function 00000004 (Payer) is maintained, the business partner is selected.
· Business partner hierarchy node
¡ When only one business partner is assigned to the hierarchy node, this business partner is selected and the rebate recipient is determined as described above
¡ When more than one business partner is assigned a random selection is made and the rebate recipient is determined using business partner rules.
· Target group
With the target group, one business partner from this target group is selected randomly and the rebate recipient is then determined using business partner rules. If the target group is empty, no rebate is generated since there is no rebate recipient. This can be ensured by determining a default rebate recipient.
You can customize the standard determination for rebate recipients using the BAdI /BON/RECIP_DETERMINE (for the generation of ERP rebates) and CRM_MKTPL_CRMR_IF (for the generation of CRM rebates).
Rebate Status
The rebate status is displayed together with the associated trade spend. The following rebate statuses are possible for the trade spend: Open, For Settlement, and Settled.
The
assignment of the ERP rebate status For
Settlement depends on the minimum status you defined in Customizing. For
more information, see Interaction of Rebate
Agreements with the ERP System.
Displaying Rebates in a Trade Promotion
You can display the rebates for your trade promotion in the SAP GUI by choosing Extras ® Display Rebates. In the People-Centric UI, you can find them on the Rebates tab page.
Trade Promotion Status
· ERP rebate
You cannot delete a trade promotion for which you have already generated rebates. To delete a trade promotion, you must ensure that it is not linked with any outstanding rebates. You can only delete ERP rebates with the status Open. However, you cannot delete these manually. You can only delete them by deleting the trade spends linked to them. You cannot delete trade spends linked to ERP rebates with the status For Settlement or Settled. Similarly, you cannot delete the related trade promotions. Trade promotions with ERP rebates with the status Settled can be archived.
· CRM rebate
A trade promotion cannot be deleted if it is linked to CRM rebates (rebate due lists) with the status For Settlement or Settled. CRM rebates with the status Open are automatically deleted when you delete a trade promotion. You cannot delete CRM rebates manually. You can only delete them through the related trade spend. You can only delete trade spends whose rebates have a status other than For Settlement or Settled. The same is true of the associated trade promotion.
When you lock a trade promotion, this has no effect on rebates and rebate conditions. Only the campaign determination conditions are affected.
When you close or reject a trade promotion, the status of the associated rebates is automatically set to For Settlement.
Split Criteria
A new rebate agreement is created for each trade spend.
Ensure that a condition type is defined in Customizing for each trade spend. Otherwise the system cannot generate any conditions.
The trade spends are separated from each other because the payment time can differ for each trade spend. Payment is also often linked to a certain requirement that has to be checked, for example, reserving a certain shelf space for a product. The variable agreements are normally settled separately for all customers at the end of a trade promotion.
Hierarchy Nodes
When hierarchy nodes are used, the system can expand the hierarchies:
· If a hierarchy is defined for the spend type in the variable key of the condition table, the planning customer is not expanded.
· If you have defined a condition table containing customer number or payer in the variable key for the spend type, then the planning customer is expanded into individual customers.
You can make the required settings in Customizing of SAP CRM under Customer Relationship Management ® Marketing ® Marketing Planning and Campaign Management ® Condition Maintenance ® Define Condition Generation ® Condition Tables.
Target Groups
If you use target groups as a planning customer, the planning level determines how many rebates are generated via the planning profile layout.
When planning with individual business partners, one rebate per business partner view is displayed on the planning area of the Volumes/Trade Spends tab page.
When planning with business partner hierarchies, there is one rebate (and thus one rebate recipient) for each hierarchy node.
When planning on product level (without customer field), the standard behavior is as follows:
1. The system generates a rebate and determines at random a business partner from the target group as the rebate recipient.
2. If the target group is empty, no rebate is generated and thus there is no rebate recipient.
3. The rebate recipient is determined via the BAdI /BON/RECIP_DETERMINE (for ERP rebates) or the BAdI CRM_MKTPL_CRMR_IF (for CRM rebates).
To override the standard behavior and enable generation of multiple rebates for a target group, you can implement the BAdI CRM_MKTPL_KPI_BADI. For more information, see the IMG under Customer Relationship Management ®Marketing ®Marketing Planning and Campaign Management ® Key Figure Planning ®Business Add-Ins ® BAdI: Enhanced Functionality for Key Figure Planning.