Deal Master  

Use

The deal master is a functionality available in the Marketing Planner that allows you to create deals.

A deal is a set of promotional constraints that are applied to a pre-defined set of customers for pre-defined products. They can be created and maintained both online and offline and are used as templates for trade promotions.

Deals are usually created at headquarter level by the trade marketing manager and are distributed to and used by the account manager to create account level trade promotions. The account managers use the deals as guidelines for creating their trade promotions.

The account managers can accept the planning suggestions from the trade marketing managers or they can modify a trade promotion created from a deal. However, the trade promotion must stay within the functional limits stated by the deal (dates, trade spends, product hierarchy, budget and so on).

Any trade promotions that are created in CRM Mobile Sales are sent to the trade promotion manager in CRM Enterprise for approval. Once the trade promotion is approved, the account manager can begin with the next step which is selling and negotiating trade promotions with the customers. Once the customer accepts a trade promotion, he sets the status to Released. This triggers the generation of conditions and the data is sent to SAP ERP for accounting purposes. The account manager can also trigger condition generation from the field. The conditions are then generated during the upload to CRM Enterprise.

Integration

·         Deal and trade promotion planning information is retrieved from SAP BI.

·         Deal and trade promotion data is exchanged between CRM Enterprise and CRM Mobile Sales.

Prerequisites

·         You must create a business partner group hierarchy with more than one level (transaction BPH). Then assign this in the IMG activity Customer Relationship Management → Marketing → Marketing Planning and Campaign Management →Basic Data → Assign Customer Hierarchy Tree. This is used as the basis for your deal hierarchy and without this, you will not be able to work with deals. Note also, that if you don’t use a business partner hierarchy from SAP R/3, then you cannot send conditions to ERP because no hierarchy exists there.

·         You need to carry out the IMG activity Customer Relationship Management → Marketing → Marketing Planning and Campaign Management →General Settings → Check Data Volume for Deal Generation if you want to limit the volume of data generated when you generate your deal hierarchy.

·         You can set up additional checks for deals in the IMG activity Customer Relationship Management → Marketing → Marketing Planning and Campaign Management → Additional Business Add-Ins (BAdIs) for Marketing Planning → BAdI: Additional Checking and Controlling Options

·         If you want to carry out hierarchical planning for your deals, you need to carry out the IMG activity Customer Relationship Management → Marketing → Marketing Planning and Campaign Management → Key Figure Planning → Define Planning Profile Group. In this activity, you should set the indicator With subordinate projects when you assign a planning profile to a planning profile group.

·         You also need to make the following settings in SAP SEM for hierarchical planning: You must have a planning layout that contains 0CRM_MKTELM. Hierarchical planning is only possible if you have assigned a marketing element. It does not work if the planning layout contains a marketing element plus another attribute such as a product group or product hierarchy.

 

Activities

Deals are created in the Marketing Planner in the same way as trade promotions. You must assign a suitable business partner hierarchy in the Customer field.

Generating Deals

Once you have created the top-level deal and entered the necessary information, the deal hierarchy can be generated by choosing  Generate Deals. You can generate a complete or partial deal hierarchy depending on the number of levels in the assigned business partner hierarchy, with the newly created deal automatically becoming the top node of the hierarchy. When you select this icon, you will be asked how many levels you wish to generate and you can choose accordingly. You can also restrict the data volume generated by carrying out the Customizing activity Check Data Volume for Deal Generation described under Prerequisites.
Once you have generated the deal hierarchy, this icon will be disabled as you may only have one top node and only this top node may be used to generate a deal hierarchy. The Customer field is also read-only as is the Planning Profile Group field for all subsequent fields in the hierarchy.

Cascading Changes
 The  Cascade Changes icon allows you to ensure that the changes you make to the top-level node are copied down to the lower-level deals. These changes are actually cascaded when you save your entries but you can use Cascade Changes to simulate the results before you actually save anything. Note that Cascade Changes only works for planning data if you are using hierarchy planning. It does not work if you are using a regular planning profile.

The data that is cascaded is as follows; basic data, products, trade spends, target groups, success key figures, partners, texts, user status. Changes to documents are not cascaded.

The data of the lower-level deals is then automatically overwritten. However, you can set the system status so that these changes are not always cascaded down (changes are not cascaded down when a subordinate deal’s status is set to Locked, Rejected, or Finished). For example, you may want to exclude a certain branch of the hierarchy from the changes.

Note that this only applies to lower-level deals. If you have generated trade promotions from a deal (see Generating Trade Promotions from Deals), this does not apply to them.

Once you have generated a deal hierarchy, a deal cannot be deleted unless it is the top deal. If you delete the top deal, the whole deal hierarchy is deleted. At a lower-level, you can choose status Rejected to exclude a particular deal.

To copy a deal hierarchy, you can do this in the same way as with all other marketing objects using Create -> Deal by Copying.

Editing Deals

If you are editing the hierarchy, it is locked to other users. Only one member can work on the deal hierarchy at a time. Certain roles may be assigned to users. This gives them authority to operate at a certain level in the deal hierarchy.

Once you have created a deal hierarchy, you cannot move deals in the hierarchy or move other objects under a deal.

Planning for Deals

The key figure planning related to a deal is maintained under the Volumes/Trade Spends tab strip.Planning for deals is very similar to that for trade promotions.  Planning can be done for the node itself or for the whole deal hierarchy. (Note, however, that hierarchical planning is not possible at Mobile level). You start by assigning trade spends to deals. You can then specify a proposed quantity and amount for the assigned trade spends.  For deals, planning data is maintained at the marketing element level. For trade promotions, planning data is maintained at the product level.  When you generate a trade promotion, the deal planning data is only copied and distributed to the desired level of detail of the planning profile group assigned to the trade promotion. To copy the deal planning data, the source profile field (in the deal) must be assigned in the planning profile group for the trade promotion in the Customizing activity Customer Relationship Management → Marketing → Marketing Planning and Campaign Management → Key Figure Planning → Define Planning Profile Group.
SAP provides the standard planning profile group 4DLM (standard/deal on product group) with the planning profile 4TPM0010. This should be used as your source profile in the above activity if you are copying the deal planning layout to a trade promotion.
Deals contain less information than trade promotions because here no conditions are generated. At deal level, you are concerned with top-down planning so that the changes can be cascaded down to the rest of the deal hierarchy. Planning can then only be copied to the trade promotion if you have entered a planning profile group for the trade promotion. Trade promotion level could be, to show brand share, for example.

Distributing Deals to CRM Mobile Sales

When a deal is released, it can be sent to the field. Deals can be created or changed in CRM Mobile Sales but you cannot generate a deal hierarchy here. Account managers then use them as templates to create trade promotions for their respective accounts. Deals and trade promotions have a 1:n relationship. A trade promotion is only linked to one deal and a deal can have many subordinate trade promotions.