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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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Presentation Transcript
slide1

Oracle Trade Management

(Channel Management)

Information Driven Selling

Tisha Bocian

Senior Solution Consultant

agenda
Agenda
  • High Level Business Flow
  • Trade Management Functionality
    • Trade Planning
    • Budgets
    • Claims
    • Indirect Sales Planning
  • Revenue Recognition Solution
  • Key Takeaways
a complex process

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

revenue flow

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
recognize revenue upon sell thru by utilizing revenue adjustment api
Recognize Revenue Upon Sell-Thru By Utilizing Revenue Adjustment API

Utilize to Trigger Reclass from Deferred to Realized via Revenue Adjustment API

reporting solution to match deferred revenue with deferred cogs
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.

key take aways
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