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Driving Business Results with Oracle Comprehensive Trade Management. Bob Ashford, Massimo Zanetti Beverage Boyd Smythe, PepsiCo Victor Espinoza, Chicken of the Sea Herbert Klein, Oracle Linda Peel, Oracle. Program Agenda. Introductions Customer Profiles Interactive Discussions Q & A.

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driving business results with oracle comprehensive trade management
Driving Business Results with Oracle Comprehensive Trade Management

Bob Ashford, Massimo Zanetti BeverageBoyd Smythe, PepsiCo Victor Espinoza, Chicken of the Sea Herbert Klein, OracleLinda Peel, Oracle

program agenda
Program Agenda
  • Introductions
  • Customer Profiles
  • Interactive Discussions
  • Q & A
what is comprehensive trade management
What is Comprehensive Trade Management?

Unified Reporting Layer

Promotion Management

Retail

Execution

Account Planning

Category

Management

High Performance Infrastructure

  • Strategic Objective Planning
  • Coverage (Territory/Route) Planning
  • Tactical Objectives Planning
  • Visit Prioritization
  • Visit Scheduling
  • Visit and Activity Execution
  • Sales Forecasting
  • Promotion Tracking and Analysis
  • Liability Estimating and Reconciling
  • Funds Management
  • Claims Management
  • Financial Planning
  • Fund Planning
  • Volume Planning
  • Promotion Planning
  • Promotion Optimization
  • Price Planning
  • Calendar Optimization
  • Category Management
  • Consumer Insights
  • Trade Insights
who is pepsico
Who Is PepsiCo?

PepsiCo is a global food and beverage powerhouse. Our broad range of more than 3,000 delicious products offers consumers convenient, nutritious and affordable options in nearly every country around the world.

Global Beverages

Global Snacks

Global Nutrition

Performance

Brands

Scale

People

More than $65 billionrevenue

22billion-dollarbrands

>200 countries & territories

~280,000employees

our trade solution tpo with indirects
Our Trade Solution: TPO with Indirects

This Week

  • Tostitos
  • Doritos
  • Ruffles
  • Sunchips

Last Week

  • Fritos
  • Cheetos
  • 20 Count
  • Sunchips
  • Baked
future plans objectives
Future Plans & Objectives
  • Roll Out to New Account Teams
  • Continue Improving Inputs & Accuracy
  • Embed Fully into Processes
  • Develop Additional Tools
massimo zanetti beverage usa
Bob Ashford, VP IT and Single ServeMassimo Zanetti Beverage USA
  • We are a privately owned vertically integrated Coffee Company
    • Part of a Global Coffee group based in Italy with over 100 years of coffee experience.
    • Serving the “At-home” and “Away from home” Coffee market with Branded and Private Label coffee products.
    • We grow, harvest, mill, roast, grind, package, and drink Coffee!
    • One of the Largest Coffee companies in North America
  • 7 Locations, ~1,000 MZB associates in North America
  • WE MAKE COFFEE!!!!
slide11

Massimo Zanetti Beverage USA

  • Corporate Brand Customers
tpm solution one system three functions
TPM Solution – One system, Three functions
  • Promotion Planning and Management
    • (~3,500 annual promotions)
  • Deduction Management
    • (~12,000 annual trade based deductions )
  • Integrated Forecast engine
    • Significant improvements in forecasting
    • Improved efficiency
slide13

Trade Promotion Management

Control of discretionary spending

Manage trade spending with promotional lifts and what-if analysis

Trade Management

  • Enter and manage Promotional activity at multiple aggregation levels
  • Compare promotion alternatives
  • Determine most profitable plan
  • View trade-fund balances in real-time

Plan the Trade Promotions with Statistical Information

slide14

Promotions entered by Sales reps

Statistical Lift generated by Engine

Promo Lift values synchronized to DM module

Promo Approval process executed

Promo Lifts reviewed / modified via overrides

Approved Promotions set to Committed status

Accruals calculated based on shipments

Accruals posted to ERP (GL)

DSM process executed (see DSM Process)

Shipments loadedinto TPM/forecasting software from ERP

Massimo Zanetti – Promotion Planning Process

Promotion Planning Process

  • Promotions entered by Sales reps, Brokers, or Sales support team
  • Statistical Lift generated using the Analytic Engine
  • Promotion Lifts reviewed and modified by Sales reps, Sales Support, and Planning group via overrides
  • Promo Lift values synchronized to DM module for “Planned” promotions
  • Promo Approval process executed
  • Approved Promotions set to Committed status
  • Shipments loaded weekly into Demantra from ERP
  • Accruals calculated based on shipments
  • Accruals posted to ERP(GL) (Based on Accrual report)
  • Deduction Settlement process executed (see DSM Process)
slide15

Deduction Settlement Management

Integrated Deduction Settlement Process

Enable real-time collaboration of promotional and deduction settlement activities

Deduction Settlement

  • Provide single system access to Deductions and Promotions allowing for an efficient settlement process
  • Provide real-time management of trade spending based on all phases (projection, execution, reconciliation)

Settle deductions with in promotion planning system

slide16

Trade Spending

Detailed Trade Spend Management

Provide real-time views of projected and actual trade spending based on promotional activity and deduction settlement process

Fund management

  • Budget allocation with trade-fund execution capabilities
  • Control of discretionary spending by product, group, customer, etc.

Track trade spending based on Promotion Plans

slide17

Future Journey

Current Focus

  • Advanced Forecasting and Modeling
    • Additional focus on AFDM
    • Possible additional engine tuning
  • Trade Promotion “Optimization”
    • Further organizational focus
  • Production Scheduling
    • Product sequencing
    • Changeover minimization

Future Focus

  • Supply Planning
    • Advanced Supply Chain Planning / Constraint based optimization (ASCP)
    • Rapid Planning (RP)
slide18

Changes and Benefits

Benefits

  • 20% increase forecast accuracy improvement
  • 20% increase inventory turns
  • 30% less total inventory on increased sales volume – while maintaining 98% customer fills rates
  • Stronger order fulfillment
  • Shorter cash-to-cash cycle times
  • Process change enabled by People, Organization, and technology

Changes

  • Combined unified system for Forecasting and Promotions
  • Management Reviews

Key Learning’s

  • Business and IT resource requirements
    • Project needs to be driven by the Business and IT
    • Strong leadership requirement
    • Future support resources should be available from the project start
  • Choose the right implementation partner - Project was on time and on budget
slide19

Summary

Selection Process

Workshops and presentations

Requirements analysis with agreed scope

Budget approval

Business Challenge

Very competitive market

Extreme aggressive timeline

  • Business Case
  • Statistical forecast
  • Manage trade spending
  • Measure and optimize the promotional lift
  • Compare promotion alternatives
  • Replacement of an existing TPM
    • - (no forecasting)
  • Footprint
  • JD Edwards E1
  • Demantra DM, PTP, DSM