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Information Driven Selling

Oracle Trade Management (Channel Management). Information Driven Selling. Tisha Bocian Senior Solution Consultant. Agenda. High Level Business Flow Trade Management Functionality Trade Planning Budgets Claims Indirect Sales Planning Revenue Recognition Solution Key Takeaways.

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Information Driven Selling

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  1. Oracle Trade Management (Channel Management) Information Driven Selling Tisha Bocian Senior Solution Consultant

  2. Agenda • High Level Business Flow • Trade Management Functionality • Trade Planning • Budgets • Claims • Indirect Sales Planning • Revenue Recognition Solution • Key Takeaways

  3. Develop Trade Mktg Plan Develop Marketing Plan Order Management Orders Processed Fund Administrator Market Manager via Telesales EDI or Field Sales Create Budget for Campaigns Define Budget Eligibility Rules General Ledger Create and Execute Brand Campaign Allocate Trade Budget to Sales Hierarchy Buy One Get One FreePromo Account Manager PRICING Financials Issue Checks Create Credit Memo/ or On-Account Credit Update G/L Trade Deal: 5% Off-Invoice 5% Accrual Book Create Trade Promotions Product Forecast Ship Rebate/ Lump Sum $10k Accrued Demand Planning 5% Accrual Posted to Checkbook and G/L Invoice Customer Claims $10,000 Lump Sum and 5% Accrual Advise AR to Post Credit Process Claim View Checkbook Close Claim Back-End OM Process Customer Remits Payment Investigate Claim Update Budget Approval Process View Orders Claim Lines: $10,000 $1,500 Verify Performance Short Pays Invoice $11,500 Settle Claim View Discounts Associate to Earnings Deduction is Created in AR A Complex Process Offer, Free Goods, Discounts Applied Discounts Posted to Checkbook

  4. Trade Management: Trade Management

  5. Trade Management: Trade Planning

  6. Trade Management: Budgets

  7. Trade Management: Claims

  8. Trade Management: Indirect Sales Planning

  9. Automate Reclass (FIFO Basis) Disti Order Ships Invoice Generates Recognize Revenue Defer Revenue Rev.Adj. API Update “Inventory In” Update “Inventory In” Update “Inventory Out” Call AR API New “Ending Inventory” New “Ending Inventory” Receive POS Data Revenue Flow

  10. Recognize Revenue Upon Sell-Thru By Utilizing Revenue Adjustment API Utilize to Trigger Reclass from Deferred to Realized via Revenue Adjustment API

  11. Reporting Solution to Match Deferred Revenue with Deferred COGS Report is Generated to Support a Journal Entry to Reclass Deferred COGS Note: R12 will provide a more automated solution.

  12. Key Take Aways • Trade Management is a broad product offering • Capture and monitor promotions such as special pricing requests, ship & debits, rebates and price protection • Workflow-driven approval policies • Capture and cleanse POSdata • Capture Distributor inventory levels • Link liability via accrual into GL to ensure safe, conservative accounting • Automated claim & deduction management system • Utilize POS as a trigger for revenue recognition

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