Sales and Distribution (SD) Overview

1. Sales and Distribution (SD) Overview

2. FI Financial Accounting SD Sales & Distribution MM Materials Mgmt. CO Controlling PP Production Planning AM Fixed Assets Mgmt. R/3 SM Service Manage- ment EC Enterprise Controlling Integrated Solution Client / Server Open Systems QM Quality Management PS Project System PM Plant Maintenance WF Workflow HR Human Resources IS Industry Solutions

3. SD • Mechanisms to execute the business processes used in the selling, shipping and billing of products and services • Tightly coupled data flow to the other SAP modules — Integration • Flexible and robust functionality that is tailored through configuration

4. Master Data Foreign Trade Sales Support Sales Sales Info System Shipping Billing Transportation SD Components

5. SD Overview — Master Data • Detailed information about customers, materials and business partners • Flexible data structures that support the business environment • Specialized master data to support sales order processing

6. SD Overview — Sales Support • Provides the functionality to support the staff involved in business development and customer service processes • Primary functions • Sales Prospects • Contact Persons • Competitors and Competitive Products • Sales Activities • Direct Marketing

7. Primary base for customer order management Highly customizable Sophisticated pricing Integrated ATP Integrated credit management Sampling of functions Inquiries & Quotes Sales Orders Returns Contracts & Scheduling Agreements Consignment Rush Orders & Cash Sales Back Orders & Subsequent Deliveries Credit & Debit Memo Requests SD Overview — Sales

8. SD Overview — Shipping • Main functions • Picking, Packing & Inventory management • Generate Shipping Documents • Transportation Management • Routes • Transportation Scheduling • Delivery Scheduling, Returns Deliveries & Stock Transfer

9. SD Overview — Billing • Invoice Generation — automatic or manual • Comprehensive set of billing functions • Linked documents — e.g. invoice & credit memo • Real-time integration with finance (FI) • Fully integrated and comprehensive pricing

10. SD Overview — S I S • Flexible tool that allows one to collect, consolidate, and utilize data from sales and distribution processing • A component of the Logistic Information System (LIS)

11. Transportation Foreign Trade

12. Sales & Distribution - Process Flow -

13. Customer Order Picking Goods Issue Accounts Receivable Billing Supply Chain Process Final Payment

14. Quotation Sales Order SAP Process Steps Sales Shipping Delivery Note Picking Post Goods Issue Billing Billing FI A/R Post Incoming Payment

15. Sales — Inquiry & Quotation • Support pre-sales processes • Are time sensitive • Automatic availability check • Automatic pricing • No impact to FI • Can be used as reference documents

16. Core of customer order management No impact to G/L Can reference existing documents Copies key information from master data Automated standard functions ... availability check MRP updating pricing credit check delivery scheduling export control shipping & route determination Sales — Sales Order

17. Shipping — Delivery Note • Initiates the shipping process • Control document for shipping processes — maintains status of each processing step • Re-confirms: availability, credit, foreign trade, delivery scheduling • Facilitates transportation planning

18. Shipping — Picking & Packing • Picking: Physical activity of moving goods from the warehouse for further processing (packing, loading) • Packing: Determines packing materials and packing details • Advanced processing includes, e.g. batch mgmt., serial number control

19. Shipping — Post Goods Issue • Completes the shipping process • Typically performed when customer takes ownership • Updates inventory • Updates G/L accounts • Cost of goods sold • Inventory

20. Billing • Generate customer invoice • Updates FI • Customer account • G/L accounts: revenue, discount, etc. • Applies relevant pricing • Updates customer credit

21. Sales & Distribution - Organizational Structures -

22. Sales Organization Client 860 Pastime Corporation Company Code CC00 Domestic Sales Europe Asia Pacific Sales Organization Sales Organization Sales Organization So00 EURO APAC Direct Wholesale Retail Wholesale Wholesale Distribution Channel Distribution Channel Distribution Channel Distribution Channel Distribution Channel DI WH RE WH WH Baseball Softball Baseball Softball Baseball Softball Baseball Cricket Baseball Division Division Division Division Division Division Division Division Division BB SB BB SB BB SB BB SB BB

23. Sales Organization • Sells and distributes products, negotiates terms of sales and is responsible for these business transactions • Critical organization element to the definition of business markets • A business transaction is linked to one Sales Organization

24. Distribution Channel • Identifies how products and services reach the customer • Can be assigned to one or more Sales Organizations

25. Division • Often times used to define product line distribution • Organization level to which customer specific information and requirements are maintained — e.g. pricing, partial delivery • Assigned to one or more Sales Organizations

26. Sales Area • Organizational element comprised of: • Sales Organization • Distribution Channel • Division • Will be used to link together the organizational aspects of sales to customers • Used for statistical analysis

27. Sales Area

28. Sales Area

29. Sales Office • Typically defines a territory or market area • Linked to one or more Sales Areas • Optional organization structure

30. Internal Sales Organization

31. Sales Group • Sales Group • Sub-division of a sales office, territory or market

32. Sales Person • Sales Person • Defined in HR — Personnel Admin. • Specifically defines an individual rather than a position (sales rep.) in sales processing

33. Internal Sales Organization

34. Shipping Point & Loading Point • Shipping Point • Location that performs all delivery related activities • Assigned a factory calendar • A delivery can be processed from only one shipping point • Loading Point • A subdivision of the shipping point used for more specialized handling

35. Shipping Organization

36. Sales & Distribution - Master Data -

37. SD Master Data - Core Elements Master Data Customer Material • Pricing

38. Sales: text Foreign Trade: Import Data Basic Data 1 - 2 Classification Sales: sales org. 1 - 2 Sales: general/plant Purchasing Costing 1 - 2 Purchase order: text MRP 1 - 4 Forecasting Storage 1 - 2 Warehouse Management 1 - 2 Quality Management Accounting 1 - 2 Material Master — Sales: sales org. 1 -General Data Basic Unit of Measure Division Material Group Sales Unit Delivering Plant Cash discount -Tax data Country Tax category Tax classification -Quantity stipulations Min. order quantity Min. delivery quantity Delivery unit

39. Material Master — General Data Base Unit of Measure The Base Unit of Measure is the unit of measure in which stocks are managed within your company. Division You may enter the Division which your product is in for sales (defaults if entered in the Basic data screen). Material Group A (freely definable) key that’s used to group several materials or services for analysis/reporting as well as search by match code. Sales Unit This is the unit of measure in which the material is sold, if different from the base unit of measure. Delivering Plant Plant, from which the material is available for sale. This is a default value only. Cash discount Indicator used for materials, which allow for a cash discount.

40. Material Master — Tax data & Quantity stipulations Tax data Country Country Tax category Taxes, applicable to this material (e.g. Federal, State taxes in US, VAT in GB) Tax classification taxable, exempt Quantity stipulations Min. order quantity Min. quantity a customer can order (in base unit of measure). Min. delivery quantity Min. delivery quantity to a customer. Delivery unit Only multiples of this number will be delivered to the customer.

41. Sales: text Foreign Trade: Import Data Basic Data 1 - 2 Classification Sales: sales org. 1 - 2 Sales: general/plant Purchasing Costing 1 - 2 Purchase order: text MRP 1 - 4 Forecasting Storage 1 - 2 Warehouse Management 1 - 2 Quality Management Accounting 1 - 2 Material Master — Sales: sales org. -Grouping terms Matl statistics group Material pricing grp Volume rebate group Acct assignment grp Commission group Item Category group

42. Material Master — Grouping terms Matl statistics group Helps to determine which data the system updates in the Logistics Information System (LIS). Material pricing grp A way to group materials with similar pricing conditions. Volume rebate group A material can be assigned to a volume rebate group (e.g. Low Rebate, High Rebate) if the material qualifies for rebate. Acct assignment grp A grouping of materials with the same accounting requirements (used to determine revenue and sales deduction accounts) Commission group Several materials can be assigned to the same commission group, if the commission sharing between representatives is the same for these materials (e.g. Rep.A: 6%, Rep.B: 10%, Rep C: 12%). Item Category group A grouping of materials, that helps the system determine the Item Category. Item Category determines how a specific item is processed by system. E.g. a text item is not relevant for pricing.

43. Sales text Foreign Trade: Import Data Basic Data 1 - 2 Classification Sales: sales org. 1 - 2 Sales: general/plant Purchasing Costing 1 - 2 Purchase order: text MRP 1 - 4 Forecasting Storage 1 - 2 Warehouse Management 1 - 2 Quality Management Accounting 1 - 2 Material Master — Sales: general/plant General data Base unit Gross weight Net weight Avail. Check Shipping data (times in days) Trans. Grp LoadingGrp Packaging material data Matl grp ship. matls General plant parameters Negative stock

44. Material Master — General data & Shipping data (times in days) General data Base unit The Base Unit of Measure is the unit of measure in which stocks are managed within your company. Gross weight In Base Units of Measure. Net weight In Base Units of Measure. Avail. Check Tells the system when to do an availability check, as well as which MRP elements (such as purchase orders, reservations) to include in the check. Shipping data (times in days) Trans. Grp Transportation groups are groups of materials that have the same transportation requirements. For example, all goods that need refrigeration. Loading Grp Loading groups define materials that have the same loading requirements, such as forklift truck, or crane.

45. Material Master — Packaging material data & General plant parameters Packaging material data Matl grp ship. matls, or Material group shipping materials Freely definable group name, which is used to indicate groups of materials with similar shipping materials, such as liquids or bulk, for example. General plant parameters Negative stock Check mark indicator, which specifies whether negative stock is allowed at that plant.

46. Sales text Foreign Trade: Import Data Basic Data 1 - 2 Classification Sales: sales org. 1 - 2 Sales: general/plant Purchasing Costing 1 - 2 Purchase order: text MRP 1 - 4 Forecasting Storage 1 - 2 Warehouse Management 1 - 2 Quality Management Accounting 1 - 2 Material Master — Sales texts - Sales texts Text specific to the material and in an appropriate language.

47. Account Groups • Account group determines which fields are to be used in defining customer master data

48. Field Status Field status controls the use of each field within the customer master determining whether a field is required, optional, suppressed or display only Field status controls are also relevant to a specific activity — create, change, or display

49. Sales & Distribution - Customer Master -

50. Customer Master