TPM2 Funds Management

SAP CRM 2007
Detailed View Presentation
Trade Promotion Management

Part Two: Funds Management
Business Process Overview
1. Business Process Overview 2. Current Solution 3. Appendix
SAP 2007 / Page 2
Consumer Products Business Process

Board / Executive
Strategic Targets
Marketing
Brand Targets
Brand Plan
Marketing Plan Reconciliation
Sales
Sales Targets
Top Down Sales Plan Bottom Up Sales Plan
Trade Promotion Plan
Claims Management
Logistics
Demand Plan
Supply Network Plan
Production Plan
Financials
Investment Plan
Financial Statement Plan
Funds Management
Drill down of TPM Business Process

BPS Applications
Develop Overall Channel and Customer Plans:

Planning Customer Total and Target Volume
Trade Promotion Plan:

Long-term Short-term Tactics Objectives Templates
Claims Management
Inputs
Brand Plan Category Plan Marketing Calendar Historical Analysis
Product Categories Month Profitability
CRM
Develop Key Customer/Product Category:

By period, events, terms and conditions Agreements
Top Down Sales Plan Bottom Up Sales Plan
Trade Promotion Plan
Claims Management
Funds Management
Agreement Acceptance and Promotion Plan
Funds Management
Process Overview:
1. Headquarter Planning
Consensus Plan Sales Budgeting Schedule Creation
2. Account Planning
Pre-analysis Event Planning Promotion Planning
5. Evaluation & Analysis

KPI Reporting Syndicated Data Funds Tracking
4. Retail Execution, Validation & Settlement

FSR support Invoicing Payments
3. Sell-in & Negotiation

Proposal generation Demand planning Flexibility
Process Overview:
Budget
Trade Funds Management
Planned, Committed, Accrued
2. Account Planning

Budget tracking


Process Overview:
2. Account Planning

Finalization
Prepayments
Trade Claims Management
Schedule Payments
Trade Claims Management


Deductions Invoices Direct Payments
Current Solution
SAP 2007 / Page 8
Process Overview:
Budget
2. Account Planning

Budget tracking


Trade Funds Management (TFM) is a CRM based application that enables you to set up and manage fund programs and funds, thus allowing to plan and track how you spend your money for trade. TFM is integrated into: TPM Trade Promotion Planning MDF Market Development Fund Initiatives CRM Claims Management SAP NetWeaver Business Intelligence ERP Financials (CO-PA, Accruals) APIs to integrate external business planning and forecasting tools
Top Down Sales Plan Trade Promotion Plan Claims Management
Bottom Up Sales Plan
Funds Management
Plan, fund and track trade promotion spending:

Multi-dimensional set-up of discretionary budgets with the framework to support performancebased live accruals Detailed tracking and auditing of all funds transactions Full budget check capabilities for planning and settlements Full checkbook capabilities Full accrual management capabilities
Funds Management Main Features
Multi-dimensional set-up of discretionary budgets with the framework to support performance-based live accruals Definition of fund plans Manual set-up and allocation in CRM Import from external planning and forecasting tools like SAP BPS Detailed tracking and auditing of all funds transactions Sarbanes-Oxley and FASB accounting standard compliant Full visibility into planned, committed, accrued, settled, paid, etc. values Fund checkbook view for accounts, categories and organization units Full budget check capabilities for planning and settlements Full checkbook capabilities Full financial accrual management capabilities The accrual management allows detailed bottom-up accrual calculations based on promotions or fund budgets, and triggers them in ERP FI/CO
Funds Management: Current Solution

Fund Types and Allocation Rules Funds Plans, Funds and Budget Distribution Funds Determination and Accruals Period-end Processing
SAP 2007 / Page 14
Funds Management Process
Fund Type
A fund type defines: Fund category (e.g. fix/variable) Whether budget is accrued and how it is accrued Calculation frequency Calculation method Accrual Base All funds that are tied to a certain fund type will follow the pre-defined rules of that fund type Fund types are set-up for different purposes to separately track budgets within the Funds Management process. Examples for fund types are: Audio/Video, Base, Travel Bill back, Display, Off-Invoice
Fund Type - Configuration

Fund Category: Fixed vs. Variable Accrual profile: Fixed vs. Variable
Expense Type is a categorization according to the purpose, e.g. Displays Advertising Shelf space Assignment Expense Type to Fund Type done in IMG
Fund Type Configuration (continued)
Customer and Product Dimension
Fiscal year variant And currency
Fund attribute matches the fund attribute assigned to the fund type.
Territory check
Number range For Fund Postings
Associating Funds Plan to a Promotion
Funds Plan
Trade Promotion
Trade Spends
Product
Funds Plan Association to a TP
Funds Plan group funds for a fiscal year Funds Plan is an attribute for a TP and this attribute is later used in Fund Determination Funds plan for a TP can be either:
Determined
BAdI:
Default implementation to use Currency and Sales Area Default Funds Plan if unique
F4 help Search on multiple attributes of the Funds Plan
Only Released Fund plans to be retrieved by search
Fund Association on a Trade Promotion: Different Levels

Funds Plan Trade Promotion
Fund
Fund
Trade Spends
Product
Fund
Fund
The level at which funds are associated on a promotion is driven by how the funds are setup Brand specific Trade Spend specific
Funds Can Be Associated To One Of The 4 Levels

A customizing setting to determine at what level funds can be associated
Customizing Setting: Fund Association Level Promotion Type Price Reduction Scan Based Fund Association Level Trade Spend Product
When a Promotion is created, the system looks up the customizing setting to determine the fund association level UI will be dynamic and display fund information only at the appropriate level - Ex: If Fund Association Level is Product, then user will not see any fund information at the Trade Spend level. Default is Trade Spend level if customizing setting is not maintained Funds can be associated at only one level (exception discussed in Fund Usages)
Fund Association at Root Level
Fund Association at Product Level
New Fund Field on Product Group, Product, Product Category, Product Segment Assignment blocks. In Edit mode for the assignment block, F4 Value for this field will invoke the fund determination procedure
Fund Association at Trade Spend Level
New Fund Field on planning assignment block In Edit mode for the assignment block, F4 Value for this field will invoke the fund determination procedure
Fund Association at Intersection Level
Billback Event Related Off-Invoice Star Cookies Gatorade Sport F1 F3 F4 Star Chocolates Gatorade Energy F1 Star Chips Tropicana OJ F2 F5
A new assignment block on the trade promotion overview page. Editable only if Fund Association Level is set to Trade Spend Product The cells where Fund information is visible is editable. Fund determination is fired whenever Value Help is accessed Expense Types are displayed as columns instead of Trade Spends
Fund Association Can Be Manual or Automated
Key Account Managers can associate funds manually at the appropriate level
F4 Value help for funds will display a result based on fund determination
Display 10 funds in the F4 Value Help. Provide navigation to next 10 and so on
Funds association can be automated as well when trade promotion status is set to Released
Associate Funds At The Appropriate Level
When Fund Determination is invoked via Automation: The system determines the funds at the intersection level - Errors if fund cannot be determined Looks up the Fund Association Level customizing setting to associate funds at the appropriate level
Billback Event Related Off-Invoice Star Cookies Gatorade Sport F1 F3 F4 Star Chocolates Gatorade Energy F1 Star Chips Tropicana OJ F2 F5
Invoke the complete Fund Determination procedure for each of the cells

SAP 2007 / Page 29
Funds Plan
A framework for the funds set-up defines fundamentals like: validity period currency and others attributes that all funds have in common
Group funds to a logical unit, e.g. US Trade Funds 2007
Funds Plan
Create Funds Plans Manually or by copying of existing Funds Plan For different areas and purposes
Fund
Funds Plan Overview Page
Navigate to Funds Overview Page
Available Columns: Employee Responsible Account Hierarchy Node Created on Created by
Funds
A fund specifies a container for budgets
Available for a specific reason during a specific planning period, e.g. Kroger Star Cookies
Fund is identified by Funds Plan Fund Type Fund Attributes

Budget
Fund
Fund Overview Page
Fund Attributes section will dynamically show only those attributes which are required for the Fund Type selected above.
Additional customized key values can be displayed here (Checkbook configuration)
Fund Overview Page (Assignment Blocks)
Navigate to Budget Postings Overview Page
Navigate to Fund Usage Overview Page
Navigate to Application Object Overview Page.
Set-up Funds Plan
A Finance personnel creates a funds plan. Funds Plans may also be created via an external application
User can add additional information, e.g. maintain notes, attach documents, assign involved parties, select sales area
Change Funds Plan Status
Finance personnel changes the status to Released in order to assign funds.

New
Release Lock Locked Release Close Close Released
Release
Closed
Archive
Archived
Create Fund
A Finance personnel creates a fund Funds may also be created via an external application
Fund Status
Finance personnel changes the status to Released in order to make the funds available for consumption.
Fund Status
New Initial status when a fund is created. You cannot post any budget yet. All fields are still modifiable and you can still delete the fund. Preliminary You can switch a fund from status [New] to [Preliminary], to start setting up budgets. Fund is not yet consumable. You cannot delete it any more, but need to cancel it instead. Preliminary funds are not active for accruals yet. Released Once a fund is released, all transactions are allowed you can prepay, plan, accrue and settle from the fund. Note that you can cancel a fund only after you have zeroed out the budget. Accruing funds are now active for the accrual process.
Fund Status
Locked A released fund can be locked at any time, to temporarily disallow budget changes and budget consumptions. Accrual processes continue, and fund usages for locked funds can still be closed. The fund can be released again by reactivating it. Cancelled A preliminary fund, which for some reason is not to be released, can be canceled. When the fund was released before, you need to manually set the budget to zero before. The fund can be reused by reactivating it (set status to Preliminary). Closed Funds are closed at the end of their life cycle. This can be a manual or automated process. As part of standard, there will be no automatic process to close funds.
Mass Copy of funds

A finance personnel can copy over the funds of an existing Funds Plan, with or without the initial budget or actual used budget, into a new Funds Plan. Initial Budget: three possible values: None - no initial budget postings. Initial Budget - the initial budget posting is equal to the total budget which was assigned to the fund. Actual Consumption - the initial budget posted to the new fund is the total Spent amount of the fund being copied.
Budget
A budget can be either allocated or accrued on any level in the hierarchy (customer, product, and marketing organization) or combinations of these. Budget Postings are used to create or change budgets in the funds Budget Updates are used to deposit or withdraw budget from a fund, initially or at a later point in time. With Budget Transfers budget can be distributed between different funds.
Budget Update Overview Page
First line item is defaulted if budget posting has been created from the fund overview page
Available Columns (in Personalization) - Funds Plan ID - Funds Plan Description - Accrual Balance - Approved Claim - Available-to-Spend - Chargeback Balance - Expensed - Expired - Pending Budget - Prepaid Balance - Prereserved - Remaining Cash - Reserved - Settled
Distribute Budget > Budget Update

In order to deposit budget in funds the Finance personnel creates a budget posting. Funds may also be filled via an external application.
Star Chips
External Funds services functionality supported

Mass creation of funds plans Mass creation of funds Change of funds plans Change of funds FPO (create funds, update budget through the fund postings API) BPO (create funds, update budget through the budget postings API)
Funds Plan Overview after Budget Update

Budget has been distributed to the selected funds in the budget update.
As seen on previous slide showing the Budget Update, the amount of the Budget Posting line item matches the amount on the Funds Plan Overview. Budget can be visualized in the Fund Checkbook as well, as seen in the next slide
Star Chips
Funds Checkbook
Checkbook An overview of all the key figures that are calculated based on the value categories maintained for a fund A financial report that rolls-up all of the value categories at a certain level
Key figures in Checkbook

Key Figure Budget Prereserved Reserved Value Category Budget Prereserved Reserved Updated By Budget Posting Trade Promotion TP Use in TPM Budget usually provided for a full fiscal year. Budget amount requested for a TP, which is not yet approved. Budget amount reserved for TP, which are approved and released. When a TP is approved, Prereserved is decreased and Reserved is increased. Amount financially accrued. Amount approved on a claim. Replaces the Pending amount. Amount is settled, i.e. the settlement is sent to ERP. At the same time, Expenses are debited and corresponding accruals are released. Amount written off. This is a special type of expense. Amount prepaid.
Accrual Balance Claimed Settled
Accrual Balance ApprovedClaim Settled
Settlement, Accrual Run Claim Settlement
Write-Off Prepaid
(WrittenOff) Prepaid Balance
Write-Off Settlement
Exchange Budget between funds Budget Transfer

A Finance personnel creates a budget transfer to exchange budget between funds (more budget for Rema Drink needed). User can add additional information, e.g. maintain notes, attach documents, assign involved parties, select sales area Guided flows available for the budget transfer
Budget Transfer - wizard
Budget Transfer Overview Page
Available Columns (in Personalization) - Budget -Funds Plan ID - Funds Plan Description - Transfer % - Expired - Approved Claim - Available-to-Spend - Chargeback Balance - Expensed - Pending Bdgt Reduct. - Prepaid Balance -Prereserved -Remaining Cash - Reserved - Settled - Written Off - Accrual Balance
Fund Postings
All value flows are captured in Fund Postings, like e.g. changes to budgets, planned and reserved values, prepay and accrual balances, and expensed and settled amounts Changes to budgets, fund usages or actuals are captured in Fund Postings, producing a line item based audit trail like in a financial system.
$ +100.000 Budget Update $ - 15.000 Trade Promotion, Spend Type Billback -> Budget reserved $ $ $ - 10.000 Prepayment - 5.000 Direct Payment + 20.000 Chargeback
Fund Posting Overview Page
Available Columns (in Personalization) - Transaction Amount - Transaction Currency - Budget Expiration Date - Account - Account Hierarchy Node - Fund Usage Type - Distribution Channel - Division - Expense Type - Fund Type - Fund Usage Description - Fund Usage ID - Product - Product Group - Territory - Service Organization
Attributes (Value categories)

Monies are attributed to the following states: Accrual Balance Approved Claim Budget Chargeback Balance Expensed Expired Pending Budget Reduction Pending Chargeback Pending Claim Pending Prepayment Pending Prepayment Reduction Pending Write-Off Prepaid Prepaid Balance Prereserved Released to Settle Reserved Settled Write-Off
Funds Management Values Flows
Tracks the movement of money (value) in various processes Budget transfers and update Budget reservations Prepayments Accruals Claims Settlements Chargeback Write-off
Claim submission Settlement Budget update Trade planning
Trade Promotion lifecycle
Accrual run
Prepayments
Business Process and Value Flows
Business Process
Budget Update (F1)
Setup TP & approve (TPM1)
Release Approve TP TP (TPM1) (TPM1)
Create Claim Value Flows
Route for
Approval
Approved
Claim
Claim Settled
Fund Value Categories
F1
Budget
Fund Usage Value Categories
Prereserved
Reserved
Open Claim
Pending Claim
Approved Claim
Release to Settle
Settled
TPM1
Fund Usage
Fund usages are used in Funds Management to reserve parts of fund budgets. All fund consumptions are represented in the system by fund usages. The funds can be reserved for: Claims Settlements Prepayments Direct Payments Reservations Chargebacks Fund usages contain accrual information, such as the accrual profile, accrual dates, and the current accrual balance.
Fund Usage
Fund Usage is the consumption of a Fund through: Trade Promotion MDF initiatives (reservations)
Fund Usages can be claimed against, accrued and closed after the last claim is made to return unconsumed budget and accruals.
Fund Usages Concept
Fund 1 Product: Chips Customer: Gro4U

TP1 Chips $12,500
$12,500 Budget: $100K, Reserved: $0
Fund 2 Product: Cookies Customer: Gro4U

TP1 Cookies $17,500
Budget: $200K, Reserved: $0 Budget: $200K, Reserved: $17,500
Fund Usages
Trade Promotion TP1: Gro4U Miami, 2007-09-01 to 2007-09-30 Product Price Reduction $1.25 / case $1.75 / case Planned Scan Volume 10,000 cases 10,000 cases Spend type Billback $12,500 $17,500 Fund
Chips Cookies
Fund 1 Fund 2
Fund Usages Provide The Ability To Track Consumption Against A Promotion

TP1 Chips $11,000 $12,500 Budget: $100K, Reserved: $12,500, Budget: $200K, Reserved: $12,500, Budget: $100K, Reserved: $0, Settled: $11K Settled: $0 Settled: $0

TP1 Cookies $16,000 $17,500
Budget: $200K, Reserved: $17,500, Budget:$200K, Reserved: $17,500, Budget: $200K, Reserved: $0, Settled:$16K Settled: $0 Settled: $0
Fund Usages
Consumption against a promotion

Trade Promotion TP1: Gro4U Miami, 2007-09-01 to 2007-09-30 Claim 1: Gro4U Miami 2007-10-15 Product Promotion TP1 Chips Cookies TP1 Price Trade Spend Reduction Billback $1.25 / case $1.75 / case Billback Planned Scan Product Volume Chips cases 10,000 10,000 cases Cookies Spend type Amount Billback $11,000 $12,500 $17,500 $16,000 Fund Fund 1 Fund 2
Fund Usage Overview Page

Available Columns (in Personalization) - External - Fund Type - Product - Product ID - Product Category ID - Product Group - Product Group ID - Pending Claim - Pending Prepayt Redn - Pending Prepayment - Pending Write Off - Prepaid - Prepaid Balance - Prereserved - Chargeback Balance - Expensed - Accrual Balance - Released-to-Settle - Written Off - Account Hierarchy - Account
Fund Usages Ensure Reservation Of Fund Budget

Fund 1 Product: Chips Customer: Gro4U Fund Type: Null Fund 2 Product: Cookies Customer: Gro4U Fund Type: Null
TP1Chips Potato/BB $12,500
TP1-Chips Potato/ Display $5,000
Budget: $100K, Reserved: $0 $17,500
TP1-Cookies Choc/BB $17,500
TP1-Cookies Choc/ Display $10,000
Budget: $200K, Reserved: Budget: $200K, Reserved: $27,500 $0
Billback Fund Usages
Display Fund Usages

Trade Promotion TP1: Rema Store, 2007-09-01 to 2007-09-30 Product Price Reduction $1.25 / case $1.75 / case Planned Scan Volume 10,000 cases 10,000 cases Spend type Billback $12,500 $17,500 Spend Type Display $5,000 $10,000
Chips Cookies
Planning Grid and Fund Usage
Planning Grid and Fund Usage should always be in-sync

Fund Usages are created finally from the information in the planning grid Customizing setting to define mapping between Expense Type and Key Figure to be used in creating fund usages.
Sample Customization Setting

Expense Type Display BB-Scan Key Figure 0DISAB 0BBSC
Planning Grid
Fund Usages
Fund Usage Structure

Billback
TP1 for Kroeger Ottawa
Gatorade Sport Tropicana OJ Gatorade Energy
Fund F2 F3 F2
Amount $2,400 $4,000 $3,100
Event Related Fund Amount F1 $1,000 F1 $2,000
Fund: F1 Spend: ER Product: Gatorade Customer: Kroeger
Fund Usages Fund Usage 1 C u s to m e r Expense Typ e R e f O b je c t Fund F1 F1 K ro g e r O tta w a E v e n t R e la t e d TP1 (s) P ro d u ct G a t S p o rt G a t E n e rg y Am ount $ 1 ,0 0 0 $ 2 ,0 0 0
F u n d U s a g e 1 Item
Fund: F2 Spend: Billback Product: Gatorade Customer: Kroeger
Fund Usage 2 C u s to m e r Expense Typ e R e f O b je c t Fund F2 F3 F2 K ro g e r O tta w a B illb a c k TP1 (s) P ro d u ct G at S p ort T r o p ic a n a O J G a t E n e rg y Am ount $ 2 ,4 0 0 $ 4 ,0 0 0 $ 3 ,1 0 0
F u n d U s a g e 2 Item
Fund: F3 Spend: Billback Product: Tropicana Customer: Kroeger
Fund Usage Generation Level

Billback Event Related Fund Amount F1 $1,000 F1 $2,000
Fund F2 F3 F2
Amount $2,400 $4,000 $3,100

F u n d U s s a e s a t a tl a nu dn ge L eL e v e l F u n d U ag g e s P B ni g t vel
F un d U sage 1 C u s to m e r E xp e n se T yp e R e f O b je c t
Fun d U sage 1 C u s to m e r E xp e n se Ty p e
K ro g e r O tta w a E v e n t R e la t e d TP1
K ro g e r O tta w a E v e n t R e la t e d
Am ount
R e f O b sag P ) F u n d U j e c te 1 I t e m T( s1 F u n d F u n d e 1 I t e m P rs ) u c t U sag ( od F u1 d F n F1 F1
F un d U sage e 2 Fun d U sag 2 C u s too m e r C u s t m er E xp e n se T yp e R e f O b je c t
PG a tdS pc t t ro u or G a t oE n e re y G at ra d g
A m$o u n t 1 ,0 0 0 $ 3$, 2 ,0 0 0 0 00
E xp e n se Ty p e R e f O b je c t
KK o o e r O t t a wa w a r r gg e r O tt a B illb a c k TP1
B i ll b a c k TP1
F u n d U sa g e 2 I te m (s ) F2
F u n d U s a g e 2 I te m (s ) Fund
Fund
F3 F2
F2 F3
T p ier n G arto E n c ag ya
TGo p ic a a a e J r a to r nd O
G a t S p o rt
Prod uct
P rod u ct
A m o $ 2n 4 0 0 u ,t $ 5 ,4 , 0 0 0 $ 500 $ 4 ,3 , 0 0 0 $ 010
Am ount
Some customers have large number of products on a promotion which could lead to an explosion in the number of fund usage items A customizing setting can aggregate generation of fund usages to the Budget level Fund Usage Generation Level: Budgeting Planning
When Are Fund Usages Generated?

Status change of Trade Promotion Controlled via customizing setting
Fund Usage Value Category (Uneditable) Reserved Pre-reserved Promotion Status Released Approved Generate Usage (mandatory) (optional)
Usages are generated in specific value categories Ability to turn off generation for Pre-reserved value category Invocation of Generate Usages service via push button or execution in batch mode Invoked when the status (relevant based on the above customizing setting) of the promotion changes Detects if usages already exist and make updates in such a case Invokes the Assign Funds service, if funds are not associated at the intersection level Invokes Availability check at Aggregate level to ensure budget is available - Errors if promotion is in released status (or is being released) and sufficient budget is not available Creates usages for all expense types or none (if usage for an expense type cannot be created)
Fund Usages Generation During Transition to Approved State
Created
Approve
Consistency Checks?
Trade Promotion Header Planning Node Funds Plan Kroeger Toronto TPM 2007 Planning Details Product/Prod Cat Gat Sport Spend Type ER Display Vol Cost Amount Fund $4,000 F2
Fail Success Release Approved Consistency Checks? Fail
1. Fund Determination for each record at Intersection level

Success
Released
2. Check Availability for each record at Intersection level

Requested Amount* >= Budget Expired PendingBudgetReduction Prereserved Reserved Variance - PendingPrepayment - Prepaid
Finalize
Finalized
Archive
3. Generate warning message if funds are not available (Application specific) 4. Generate funds posting to update the prereserved value category 5. Check Availability at aggregate level and generate appropriate warning messages
Archived
Fund Usages Generation During Transition to Released State
Created
Approve
Consistency Checks?
Fail Success Released Approved Consistency Checks? Fail
Trade Promotion Header Planning Node Funds Plan Kroeger Toronto TPM 2007 Planning Details Product/Prod Cat Gat Sport Spend Type ER Display Vol Cost Fund Amount $4,000 F2
Released
Success
1. Confirm if Funds are associated at the intersection level (Run Fund Determination in case Funds are not assigned)
Finalized
2. Check Availability for each record at intersection level

Finalized
Requested Amount* >=
Archive
Budget Expired Reserved Variance Prepaid Writeoff + Chargeback
3. Generate error message if funds are not available

Archived
4. Generate funds posting to release value from the prereserved category and add the amount to the reserved value category
5. Check Availability at the aggregate level and error if AVC fails
Aggregate Availability Check
Billback
Fund F2 F3 F2
Amount $2,400 $4,000 $3,100
Event Related Fund Amount F1 $1,000 F1 $2,000
Individual level Check: Is $3,100 available in Fund F2?
Aggregate level Check: Can the following request be supported against each of the funds?
Requested Amount $3,000 ($1,000 for Gat Sport and $2,000 for Gat Energy) $5,500 $4,000
Fund F1
F2 F3
Fund Availability
Fund availability balances the supply and demand for money is ensured trough AVC
Fund Budget and Fund Usages
Trade Plans and Claims
AVC - Availability Check Profile is specified in a customizing setting

Promotion Status Released Approved Promotion Type Price Reduction Scan - Based AVC Profile TPM1 Hard AVC TPM1 Soft AVC
How Is Availability Check Invocation Controlled?

Availability Check Profile is specified in a customizing setting
Promotion Status Released Approved Promotion Type Price Reduction Scan - Based AVC Profile TPM1 Hard AVC TPM1 Soft AVC
Each time usages are generated, the check is invoked to ensure funds are available Out-of-the-box, the system will raise an error if AVC fails in Released status (or during transition to Released status) - Warning in the event of AVC failure in Approved status Customers have the ability to override how AVC should be handled The system behaviour when AVC fails is controlled by the AVC profile The profile determines - The formula for AVC - Failure response Error or Warning - Tolerance levels
Customizing for AVC: Formula builder
Create formula to evaluate key figures for every rule
Fund Usages and Financial Accruals
Financial Accruals for promotions are driven off of Fund Usages

Accrual Profile determines the accrual methodology for a specific fund usage A customizing setting determines the Accrual Profile that will be used for a given trade spend on a promotion
Expense Type BB Scan BB Ship Display Promotion Type Price Reduction Scan - Based Temporary Price Cut Accrual Profile Sales Volume Take Rate Profile Fixed Rate
System derives Accrual Profile during usage generation Effective dates on trade spends are leveraged to determine the Accrual Start and End Dates on the usages BAdI support to override the application behaviour to determine Accrual Profile
Fund Usages With Accrual Information

Billback (Take Rate Based - June 1-30) Fund Amount F2 $2,400 F3 $4,000 F2 $3,100
F u n d F u n d U s a g e s U s a g e T y p e 1 K ro g e r O tta w a E v e n t R e la t e d F ix e d 1 -Ju n -0 8 3 0 -Ju n -0 8 T P 1 1 I te m ( s ) P ro d u c t G a t S p o rt G a t E n e rg y 2 K ro g e r O tta w a B illb a c k T a k e R a te 1 -Ju n -0 8 3 0 -Ju n -0 8 T P 1 2 I te m ( s ) P ro d u c t G a t S p o rt T r o p ic a n a O J G a t E n e rg y A m o u n t $ 2 ,4 0 0 $ 4 ,0 0 0 $ 3 ,1 0 0 A m o u n t $ 1 ,0 0 0 $ 2 ,0 0 0
Event Related (Fixed - June 1-30) Fund Amount F1 $1,000 F1 $2,000
C u s to m e r E x p e n s e A c c r u a l P r o f ile A c c ru a l S ta rt A c c ru a l E n d R e f O b je c t F u n d U s a g e F u n d F 1
F 1 F u n d U s a g e T y p e
C u s to m e r E x p e n s e A c c r u a l P r o f ile A c c ru a l S ta rt A c c ru a l E n d R e f O b je c t
F u n d F 2 F 3 F 2
U s a g e F u n d

SAP 2007 / Page 80
Fund determination mechanisms to associate funds at various levels
Fund Determination I
Fund determination is used to assign the appropriate funds to:

Trade promotions Reservations for market development funds (MDF) initiatives and MDF claims Claims Budget postings
Fund determination is based on the evaluation of certain determination rules that are defined in the fund determination profiles in Customizing. Fund determination varies from one scenario to another. For each fund determination profile, you can make settings for:
Org. Data (Organizational Data) Terr. Hier. (Territory Hierarchy) Acc. Hier. (Account Hierarchy) Prod. Hier. (Product Hierarchy)
Typical Fund Determination Algorithm
Fund Determination Procedure
1. Get all released funds based on funds plan on TP header
2. Filter based on org data of TP
3. Filter based on Planning customer of TP
4. Filter based on Product dimension
5. Filter based on expense type on line item
Fund Association on a TP Different Levels
Trade Promotion
Fund
Fund
Trade Spends
Product
Fund
Fund
Manual Fund Determination and Fund Association Level

Level = Root Level = Product Level = Trade Spend Level = Trade Spend - Product
Not applied in Fund Not applied in Fund Not applied in Fund Determination Determination Determination
Fund Determination for Trade Promotion Automatic
Start
1. Get header and item data for TP
Calling application action Service action
7. If the filter is a unique match create a link between line and the fund
End
Fund Determination for Trade Promotion Automatic

Start 1. Get header and item data for TP 2. Get all released funds based on funds plan on TP header 3. Filter based on org data of TP
Calling application action
Service action
7. If the filter is a unique match create a link between line and the fund
End
Fund F1 Name Customer Product Budget Fund F4 Name Customer Product Budget F4 Kroger Tropicana $150,000 Fund Type Billbacks F1 Kroger Gatorade $100,000 Fund Type Billbacks
Fund F2 Name Customer Budget F2 Kroger Ontario $50,000 Fund Type Event Related (Fix)
Fund F3 Name Customer Budget F3 Kroger $200,000 Fund Type Event Related (Fix)
Customer Hierarchy Kroger Kroger Ontario Kroger Toronto Kroger Ottawa Kroger Quebec Kroger Montreal Kroger BC Kroger Vancouver Kroger Victoria
Product Hierarchy Gatorade Gatorade Drinks Gat Sport Gat Sport 20Oz 1Pk Gat Sport 10Oz 1Pk Gat Sport 30Oz 1Pk Gat Energy Tropicana Tropicana Citrus Tropicana OJ Tropicana Lemon Tropicana Sweet Tropicana Mango
Fund F5 Name Customer Product Budget F5 Kroger Tropicana $75,000 Fund Type Slots
Fund F6 Name Customer Product Budget F6 Kroger Toronto Tropicana $25,000 Fund Type Billbacks
Spe nd BB Ship ER Disp ER FA D
Fund Type Billbacks ER (Fix) ER (Fix)
Funds Plan TPM 2007 F1 F2 F3 F4 TPM 2007-2 F5 F6
Trade Promotion Header Customer Node Planning Basis Funds Plan Kroger Toronto Product and Product Category TPM 2007 Planning Details Product/Prod Cat Gat Sport Spend Type BB Ship Vol 10,000 Cost $1 Amount $10,000
BB Scan Billbacks
Fund Determination for Trade Promotion Value Help
Start
1. Get header and item data for TP
7. Get checkbook figures and pass to F4 popup
End
Fund Determination for Trade Promotion Value Help (F4 Help)

Start 1. Get header and item data for TP 2. Get all released funds based on funds plan on TP header 3. Filter based on org data of TP
7. Get checkbook figures and pass to F4 popup
End
Fund F1 Name Customer Product Budget Fund F4 Name Customer Product Budget F4 Kroger Tropicana $150,000 Fund Type Billbacks F1 Kroger Gatorade $100,000 Fund Type Billbacks
Fund F2 Name Customer Budget F2 Kroger Ontario $50,000 Fund Type Event Related (Fix)
Fund F3 Name Customer Budget F3 Kroger $200,000 Fund Type Event Related (Fix)
Customer Hierarchy Kroger Kroger Ontario Kroger Toronto Kroger Ottawa Kroger Quebec Kroger Montreal Kroger BC Kroger Vancouver Kroger Victoria
Product Hierarchy Gatorade Gatorade Drinks Gat Sport Gat Sport 20Oz 1Pk Gat Sport 10Oz 1Pk Gat Sport 30Oz 1Pk Gat Energy Tropicana Tropicana Citrus Tropicana OJ Tropicana Lemon Tropicana Sweet Tropicana Mango
Fund F5 Name Customer Product Budget F5 Kroger Tropicana Fund Type Slots
Fund F6 Name Customer F6 Kroger Toronto Fund Type Billbacks Product Fund Name Fund Tropicana Description $75,000 Budget $25,000 F2 Events for Kroger Ontario
Budget Reserved Claimed Settled Prepaid $50,000 $1,000 $500 $500 $200,000 $166,000 $150,000 $150,000
$0
F3
Events for Kroger corporate
$34,000
Spend BB Ship ER Disp ER FAD
Fund Type Billbacks ER (Fix) ER (Fix)
Funds Plan TPM 2007 F1 F2 F3 F4
TPM 2007-2 F5 F6
BB Scan Billbacks
Trade Promotion Header Customer Node Kroger Toronto Planning Basis Product and Product Category Funds Plan TPM 2007 Planning Details Product/Prod Cat Spend Type Gat Sport ER Display
Vol
Cost
Amount $8,000
Fund Determination at work

Here we can see that fund determination works in a budget transfer A source fund was selected Through fund determination, possible target funds were defaulted into the result list
Terminology
Trade Spends Combination of Spend Type, Spend Method and Spend Category leveraged for a trade promotion Intersection Level Planning at the Trade Spend Product level. Uplift, unit costs, etc. are specified at this level Planning Sheet The VTS grid that captures the spending at the Trade Spend Product level
Billback Drink A Drink B Drink C F1 F1 F2
Event Related F3
OffInvoice F4
F5
Intersection Level
Trade Spends Expense Type Mapping

Expense Type drives FM services, especially Fund Usage creation Expense Type is Generic The relationship between Trade Spends and Expense Type will be a 1:1 relationship A new customizing setting to enable the mapping between Trade Spends and Expense Type based on the following parameters of the Trade Spend: Spend Type Spend Category Spend Method A sample Trade Spend - Expense Type mapping might be as follows:
TPM: Spend Type
Other application
MDF: Marketing Event Expenses
Expense Type
Spend Type Rebate Discount
Spend Category Scan based Shipment
Spend Method Bill back Off Invoice
Expense Type BB OI
FM Services
Configurability Fund determination profile
Every promotion uses a fund determination profile Promotion Type Fund determination Profile Fund determination profile to adjust the different filter values
Parameter
Organizational Data
Value
Ignore Direct match Hierarchical match
Territory Hierarchy
(Note: the calling application will pass which account hierarchy to traverse and the date to be used for hierarchy traversal)
Ignore Direct match Hierarchical match Direct match Direct match or attribute not specified All levels in Hierarchy All levels in Hierarchy or attribute not specified Ignore
Account Hierarchy
(Note: the calling application will pass which account hierarchy to traverse and the date to be used for hierarchy traversal)
Product Hierarchy
Direct match Direct match or attribute not specified All levels in Hierarchy All levels in Hierarchy or attribute not specified Ignore
Fund Type Expense Type Mapping
The mapping is primarily used in Fund Determination
Funds Type
0
Expense Type
Trade Spend
Spend Type Spend Category Spend Method Expense Type
Rebate Discount
Scan based Shipment
Bill back Off Invoice
BB OI
Setting Up Trade Funds And Promotions

Kroger
Customer Hierarchy
Kroger Canada
Kroger Mexico
Kroger US
Kroger ON
Kroger BC
Kroger Mexico City
Kroger SE
Kroger NE
Product Hierarchy
Beverages
Fund: F1 Spend: Billback Product: Gatorade Customer: Kroger

Gat Sport
Gatorade
Tropicana
TP
Gat Energy Tropicana Citrus Tropicana Sweet
Gat Sport 20Oz 1Pk
Gat Sport 10Oz 1Pk
Gat Sport 30Oz 1Pk
Tropicana OJ
Tropicana Lemon
Tropicana Mango
Promotion: 2 for $4 Customer: Kroger US Spends: Billback Products: Tropicana Citrus
OffInvoice
Trade Spends
Billback Event Related Slotting
Promotions Are Typically Planned at a Lower Level
Kroger
Customer Hierarchy
Kroger Canada
Kroger Mexico
Kroger US
Kroger ON
Kroger BC
Kroger Mexico City
Kroger SE
Kroger NE
Product Hierarchy
Beverages
Fund: F1 Product: Gatorade Customer: Kroger

Gat Sport Gatorade Tropicana
TP
Tropicana Sweet
Gat Energy
Tropicana Citrus
Gat Sport 20Oz 1Pk
Gat Sport 10Oz 1Pk
Gat Sport 30Oz 1Pk
Tropicana OJ
Tropicana Lemon
Tropicana Mango
Promotion: 2 for $4 Customer: Kroger NE Spends: Billback Event Related Products: Gat Energy Tropicana Citrus
OffInvoice
Trade Spends
Billback Event Related Slotting
Accruals
Reserved budgets in Funds Management are accrued to ensure that expenses are posted in the fiscal period(s) they occur.
Load Accrual Reference Data Search and Display Accrual Reference Data Calculate Accruals Search, Display and Edit Accruals Post Accruals Accrual Reversal
Process Overview
CRM Trade Promotion Management CRM Funds Management ERP Financials
Fund Plan determined/ Specified on promotion
Funds Plan
Fund determination
Fund Fund type Customer Product Marketing Organization
Trade Promotion Validity period Customer Product(s) Trade spend(s) Planned cost
Creation/Updating
Fund Usage Header Trade Promotion Expense Type Items Fund Product Amounts (in FM docs) Expenses
Accrual Run
Calculate and Post
Accruals
Transfer
Accruals
Financial Accruals Accrual Calculation Run

Funds Plan Fund [Hierachy-Node;ProdCat;SalesArea]
Manipulation
External application (i.e. Excel)
Fund Type
Accrual Profile
Accrual Method Reference Data
BI- BPS
Info Cube
Fund Usages for Accruals

Fund F1 F2 F3 SpTyp ACC1 ACC2 ACC2 Budget $ 6000 Accrual s $ 1000 $ 10000 $ 2000 Expense s $ 1000 $ 10000 $ 2000
Selects relevant Fund Usages Calculates Expected Expenses Posts data to staging area Can be started in test mode
ODS
API EXTRACTOR
Expected Expenses
Accrual Run Accrual Staging Area

Can be repeated if required Can be reversed if required Is batch-enabled Is assigned to a period
$ 10000 $ 2000
Financial Accruals Accrual methods supported

The following accrual methods will be supported by the application: ERP_SV Accrues ERP sale volumes and TPM take rates using the ERP sales volume agreement accrual rate FIXED_DT Accrues the amount reserved for the fund usage on a fixed date FUNDFIXD Used for fund-based accruals and accrues the entire amount of the fund on the date the accrual posting is performed (fixed date) NB_DAYS Spreads the amount reserved for the fund usage equally over the number of days that it accrues. The number of days can span several periods. TPM_PLAN This accrual profile accrues TPM planning data
Financial Accruals Accrual Posting Run
CRM Funds Management
ERP Financials
Transfer to Accounting
Account Determination (Spend Type G/L Account) SalesOrg CompanyCode Trigger GL- Posting
Accrual Posting Run

Fund Postings for F2
Expected Expenses
Accrual Staging Area
Builds Fund Postings and updates fund usages Triggers Account Determination Extracts data to BI Assuming settlements have come in for F2 and F3
Accruals $10000 Expenses $10000 Spend Type ACC2
Fund Usages for Accruals

Fund F1 F2 F3 SpTyp ACC1 ACC2 ACC2 Budget $6000 $10.000 $2000 Accrual s $1000 $0 $0 Expense s $1000 $10000 $2000 Update Fund Usages

SAP 2007 / Page 103
Balance Fund Usages

In order to finalize fund usages a Financial Analyst can search for fund usages Select one, several or all and finalize them.
Any remaining accruals for the fund usage are released, difference between the reserved amount and the total settled amount per fund is captured as variance for this fund usage.
Reserved Settled Variance
$ 10.000 $ 8.000 $ 2.000
Closing Fund Usages Releases Funds Reserved For The Promotion

TP1 Chips $11,000 $12,500 Budget: $100K, Available: $87,500 Budget: $100K, Available: $87,500, Budget: $100K, Available:$89K, Budget: $100K,Available: $87,500K, Reserved:$0, Settled: $11K Reserved: $12,500, Settled:$11K Reserved: $12,500, Settled: $0 Reserved: $12,500, Settled: $0

TP1 Cookies $16,000 $17,500
Budget: $200K, Available: $184K, Budget: $200K, Available: $182,500, Budget:$200K, Available: $182,500, Reserved: $17,500, Settled: $16K Reserved:$0, Settled: $16K Reserved: $17,500, Settled: $0
Close Fund Usages
Fund Usages
Consumption against a promotion

Trade Promotion TP1: Gro4U Miami, 2007-09-01 to 2007-09-30 Claim 1: Gro4U Miami 2007-10-15 Product Promotion TP1 Chips Cookies TP1 Price Trade Spend Reduction Billback $1.25 / case $1.75 / case Billback Planned Scan Product Volume Chips cases 10,000 10,000 cases Cookies Spend type Amount Billback $11,000 $12,500 $17,500 $16,000 Fund Fund 1 Fund 2
Appendix
SAP 2007 / Page 107
Integrated Overview
Full integration of TPM includes AOP/ Forecast and APO/ Demand Planning
Periodic Trade Spend Expense (non event-based) Prelim Funds
Funds
Accruals
AOP/ FORECAST
Forecasted Volume
TFM
Commitments
Baseline
Planned Trade Spend Promoted (event-based) Volume
Promoted Commitments
Claims/ Settlements
Budget Availability
APO/ DEMAND PLANNING
Promotion Attributes Base
TPM
Promotions
TCM
Data Flow: Demand Planning Integration
CRM 2007
Create and save Trade Promotion (Marketing Planner)
SCM
uplift
ERP
SD
Total forecast
(incremental sales volume)
Demand Planning Baseline forecast CO-PA
plan data
baseline (for display)
baseline (copy via SEM function)
actual data
BI
Plan/Actual InfoCube
copy actual data by SEM function (including hierarchy derivation)
Actual InfoCube
CRM Consumer Products Solution Map

(Customer and Consumer)
Strategy
Planning & Budgeting
Execution
Evaluation
Direct mail
Brand & Category
Bus Strategy & Planning Target Setting (Vol,$) Channel & Cust. Strategy Funding Allocation
Marketing Calendar Promotion Guidelines Volume Planning Fund Management Portfolio Planning Objective Management Territory Management Campaign Planning
Portfolio Management NPDI Promotion Simulation TPM Account Plan Development Visit Planning
Category Management Marketing Dev Funds Claim Management Accruals Management Customer Management Pricing & Contracts Retail Execution Campaign Execution
Media Planning
Creative Content
Market Research Brand Performance Promotion Effectiveness
Call center
Sales Planning
Fund ReAllocation Funds Checkbook Prepayments Promotion sell in Promotion Validation Interactive Offers
Deduction Validation
Web / e-mail
Chargebacks Year End Rebate Expense Reporting Order Management Complaints & Returns
One view of Financials Field Sales Monitoring Third Party Data Response Rates Consumer Insights
Account
KPI Planning Customer Segmentation Terms of Trade Consumer Segmentation
Field sales
Trade & Sales
Partners
Consumer
Branch / stores
Marketing Solution map
Sales Solution map
Service Solution map
Analytics
Further information
SAP CRM - Roll-Out Map https://portal.wdf.sap.corp/go/crm-rollout-map SAP CRM - Ramp-Up Knowledge Transfer (RKT) http://service.sap.com/rkt-crm SAP CRM Demo Portal http://crmportal.wdf.sap.corp:1080 SAP CRM WiKi https://wiki.wdf.sap.corp/display/SAPCRMHub/Home SAP CRM - Help Portal http://help.sap.com/crm SAP Public Web http://www.sap.com/crm
SAP 2007 / Page 111
Copyright 2007 SAP AG All rights reserved

No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed without prior notice. Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. SAP, R/3, mySAP, mySAP.com, xApps, xApp, SAP NetWeaver, Duet, Business ByDesign, ByDesign, PartnerEdge and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and in several other countries all over the world. All other product and service names mentioned and associated logos displayed are the trademarks of their respective companies. Data contained in this document serves informational purposes only. National product specifications may vary. The information in this document is proprietary to SAP. This document is a preliminary version and not subject to your license agreement or any other agreement with SAP. This document contains only intended strategies, developments, and functionalities of the SAP product and is not intended to be binding upon SAP to any particular course of business, product strategy, and/or development. SAP assumes no responsibility for errors or omissions in this document. SAP does not warrant the accuracy or completeness of the information, text, graphics, links, or other items contained within this material. This document is provided without a warranty of any kind, either express or implied, including but not limited to the implied warranties of merchantability, fitness for a particular purpose, or non-infringement. SAP shall have no liability for damages of any kind including without limitation direct, special, indirect, or consequential damages that may result from the use of these materials. This limitation shall not apply in cases of intent or gross negligence. The statutory liability for personal injury and defective products is not affected. SAP has no control over the information that you may access through the use of hot links contained in these materials and does not endorse your use of third-party Web pages nor provide any warranty whatsoever relating to third-party Web pages
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SAP 2007 / Page 112

TPM2 Funds Management

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SAP CRM 2007

Detailed View Presentation

Trade Promotion Management

Business Process Overview

1. Business Process Overview 2. Current Solution 3. Appendix

SAP 2007 / Page 2

Consumer Products Business Process

Marketing Plan Reconciliation

Top Down Sales Plan Bottom Up Sales Plan

Trade Promotion Plan

Supply Network Plan

Financial Statement Plan

Drill down of TPM Business Process

Develop Overall Channel and Customer Plans:

Trade Promotion Plan:

Product Categories Month Profitability

Develop Key Customer/Product Category:

Top Down Sales Plan Bottom Up Sales Plan

Trade Promotion Plan

Agreement Acceptance and Promotion Plan

5. Evaluation & Analysis

4. Retail Execution, Validation & Settlement

3. Sell-in & Negotiation

Trade Funds Management

Planned, Committed, Accrued

5. Evaluation & Analysis

Trade Promotion Management

Trade Funds Management

4. Retail Execution, Validation & Settlement

3. Sell-in & Negotiation

FSR support Invoicing Payments

5. Evaluation & Analysis

Trade Claims Management

4. Retail Execution, Validation & Settlement

3. Sell-in & Negotiation

Deductions Invoices Direct Payments

1. Business Process Overview 2. Current Solution 3. Appendix

SAP 2007 / Page 8

Trade Funds Management

Planned, Committed, Accrued

5. Evaluation & Analysis

Trade Promotion Management

Trade Funds Management

4. Retail Execution, Validation & Settlement

3. Sell-in & Negotiation

FSR support Invoicing Payments

Trade Funds Management

Trade Funds Management

Top Down Sales Plan Trade Promotion Plan Claims Management

Bottom Up Sales Plan

Trade Funds Management

Plan, fund and track trade promotion spending:

Funds Management Main Features

Funds Management: Current Solution

SAP 2007 / Page 14

Funds Management Process

Fund Type - Configuration

Fund Type Configuration (continued)

Customer and Product Dimension

Fiscal year variant And currency

Number range For Fund Postings

Associating Funds Plan to a Promotion

Funds Plan Association to a TP