Channel & Market To Order Record Master Mgmnt

Category
Mgmnt To Data Reporting
Key
Report Mgmnt
Account
Business Mgmnt Field Sales &
Planning Call center MTO
Merchandising Financial
Mgmnt Mgmnt
Accounting
Promotion Reporting
Mgmnt

Data
Order To Cash Standard-
isation
Full Service
Vending
Mgmnt
OTC
Controlling Mgmnt
Strategic Integrated Reporting
Customer Integrated Sales Settlement
Sales & Distr. Pricing Empties /
Asset Order & &
Route Mgmnt Returnables
Mgmnt Mgmnt Distribution Billing
Planning Mgmt

Forecast To Deploy
Monthly Integrated FTD
Production Product Asset
FTD Planning- Weekly Warehouse Treasury Data Mgmnt
Execution Quality Mgmnt
Planning Rolling Demand & Mgmnt Enablement Reporting
Mgmnt
Estimate Supply Planning

Haulage

Procure To Pay Period PTP

End Mgmnt
Capital Vendor Procurement Receiving Accounts Closing Reporting
Budget Mgmnt Mgmnt Mgmnt Payable

Master Data
Human Resources Management Maintenance

Training &
Organisational Personnel
Recruitment Events Corporate HRM
Human Mgmnt Administration
Mgmnt & Mgmnt Mgmnt
Resource Reporting Reporting
Objectives
Planning Personnel Setting & Compensation Time
Cost Planning Performance Payroll 1
Mgmnt Mgmnt
Mgmnt
Benefits of Implementing Market to
Order
Benefits of implementing Trade Promotion Management:
 Establish a standard, streamlined marketing process with a
central marketing platform
 Accelerate marketing processes with increased visibility and
control - reduce planning cycle time
 Understand the returns on your marketing spend - make
better spending decisions

2
Trade Marketing Management

Trade
Marketing
Management

Trade Trade Trade Trade

Marketing Marketing Marketing Marketing
Planning Preparation Monitoring Evaluation

3
 Trade Promotion Planning
Trade Marketing
Management

Trade Promotion Trade Promotion Trade Promotion

Trade Marketing Preparation Monitoring Evaluation
Planning

 In terms of planning, promotions can be:

part of a Calendar: created as part of the yearly promotional calendar
to key accounts/channels, align promotions with other functions
Ad-hoc: created in response to an event or situation (competitor
activities or market changes)
 Promotion planning helps to ensure that the annual plans will deliver the
expected volume targets, and improves the internal communication
between the various departments involved in the process
4
 Trade Promotion Preparation
Trade Promotion
Management

Trade Promotion Trade Promotion Trade Promotion Trade Promotion

Planning Preparation Monitoring Evaluation

 The Promotion Preparation process supports the definition of the

detailed execution plan of the specific promotions (what, where when
etc.). The promotions are run for a given group of customers (e.g.
channel, segment, account, ad-hoc grouping).
 It includes the execution of the promotion, as well as the production and
procurement of the materials required to support the promotion. In
addition, roles and responsibilities are assigned in order to prepare for
the approved Promotion.
5
 Trade Promotion Monitoring
Trade Promotion
Management

Trade Promotion Trade Promotion Trade Promotion Trade Promotion

Planning Preparation Monitoring Evaluation

 This process is used to monitor the promotion implementation and

coverage in order to track the progress according to the plan and to
identify any deviations as early as possible.
 This activity also supports the monitoring of the promotion process itself
by identifying any potential bottleneck in the value-chain of the
promotion (e.g. review of Inventory/Shipments, as well as capturing
promotion commitments/liabilities in order to prevent out of stocks).
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 Trade Promotion Evaluation
Trade Promotion
Management

Trade Promotion Trade Promotion Trade Promotion Trade Promotion

Planning Preparation Monitoring Evaluation

 At the end of the promotion, the results are gathered and evaluated
according to pursued objectives. Promotion evaluation does not only
cover financial analysis, but also takes into account the contextual
information gathered during the execution process.
 Critical to the evaluation is the consolidation of the learnings in order to
identify which programs or promotion mechanics should be replicated
and which ones should be abandoned. These consolidated learnings
are then shared with the other departments for future reference.
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Trade Promotion Management:
Integration Dependencies
 Trade Promotion Management has integration dependency
with Master Data Management (MDM) Process Area on
Business Partner Master Data and Product Master Data.
 Examples of Business Partner Master Data: Customer
details such as Trading Chain, Channel, Segment, target
group, etc.
 Examples of Product Master Data: product promoted
brand group, pack size, etc.

 Trade Promotion Management has integration dependency

with Order to Cash Process Area on Pricing Data.