Trade Planning and Offers

This chapter covers the following topics:

Trade Planning Overview

Discount planning is an integral part of Trade Planning. It involves planning discounts in such a way that it encourages customers to buy products, and at the same time gives the desired return on investments. Different types of discounts must be offered based on different business conditions and scenarios. Some of the challenges that organizations face are those of planning discounts based on realistic data, analyzing performance of offers, tracking usage of funds, and making real-time adjustments to offers.

Offers in Oracle Trade Management simplifies the process of discount planning, execution, and tracking. Offers enables you to plan and create different kinds of offers depending upon the requirements and the results you want to achieve. You can associate offers with products or campaigns, predict the performance of new offers, and create adjustments to active offers. You can also track and monitor the costs and revenues for active offers.

Process Flow

The following figure illustrates the process flow for offers:

Process Flow for Offers

the picture is described in the document text

Create Offer

Offers are created to offer discounts and promote sales. You can create different kinds of offers based on the sales objectives. You can also specify the discount levels, date qualifiers, and market eligibility for the offer.

Create Offer Forecast

Creating an offer forecast enables you to predict the performance of new offers by utilizing base sales data (sales data of the previous year). You can optionally create Offer Creation offer forecasts at any time irrespective of the offer status. You cannot modify, update, or delete a forecast after it is frozen.

Request Funds

An offer must source funds from a budget or a campaign to offer discounts to the retailers and customers. An offer can source funds from multiple budgets, and a budget can fund multiple offers.

Approval

An offer must go through the offer approval process to become active. The offer approval process involves offer theme approval and budget approval. In offer theme approval the offer plan gets approved while in budget approval the budget owners approve the request to source funds from the budgets. An offer will only go 'Active' after the budget approval.

Execute Offer

After an offer becomes active the offer is available to customers and they can place orders against it. Discounts are applied when customers place orders depending on the offer eligibility. Orders are created in Order Management.

The budgets from which the offer funds have been sourced are updated booked and the discounts applied on the orders. Customers may claim the discounts offered by submitting claims or by short paying invoices. The Claims module in Oracle Trade Management handles the creation and research of these claims and deductions.

Offer Creation

Offer creation involves an understanding of the different offer types, qualifiers, discount tiers, budget-offer validation, performance rules, promotional limits, offers evaluator, offer worksheet, and offer payout dates and methods.

Information in this section will explain how to:

Offer Types

Offers refer to incentives that are given to customers to encourage them to purchase products or services. Offers are known as promotions or trade promotions and trade deals depending on whether they target specific trade customers or specific accounts.

A few examples of offers are:

Oracle Trade Management supports different offer types:

Accrual Offer

In an Accrual offer, delayed discounts are offered on purchases made over a specific period of time. These delayed discounts get accrued over a period of time and retailers can later obtain this money by submitting claims. Discounts can be tiered.

For example, an organization creates an accrual offer for Wal-Mart for the period March 1, 2004 through March 31, 2004. Wal-Mart gets $1.00 for every case of Product X that Wal-Mart buys from the Manufacturer. Upon completion of the time period, the accrued amount can either be paid back to Wal-Mart or can be accrued for use in future promotions. This creates an accrual of $1.00 per case. At the end of the offer period, Wal-Mart can raise a claim and request the organization to reimburse the accrued incentives. If Wal-Mart has bought 1,000 units of Product X during the offer period, then it is eligible to receive $1,000.00 ($1 times 1,000).

Lump sum Offer

Manufacturers may have agreements with retailers to pay them if they carry out certain trade promotion activities on behalf of the manufacturer. Lump sum offers are created exclusively to offer incentives to retailers if they perform tasks or actions that have been agreed upon. Promotional payments arising out of Lump sum offers are either accrued immediately, or over a period of time. When you create a Lump sum offer, you must include the time period within which the retailer must carry out activities that have been agreed upon. Lumpsum offers are customer-specific; they can target only one customer at a time.

For example:

Lump sum offers may be with spread or without spread.

Net Accrual Offer

Gross sales are sales that are achieved based on the invoice value. Net sales are sales that are achieved after subtracting the discounts, promotions, allowances, returns, and freight charges from the gross sales. In a Net Accrual offer, discounts are calculated based on net sales. Net Accrual offers are used to create post sales accruals, and are created on top of accrual offers.

For example, a manufacturer reduces the price of a product because of its poor performance. To compensate the retailers for losses that were incurred in the previous purchases of this product, the manufacturer creates a Net Accrual offer with a start date before the current date and stipulates a certain accrual percentage for past product purchases. Discounts can be tiered.

A Net Accrual offer can also have limits such as the maximum accrual amount and maximum accrual for a customer. Accrual rules determine the accrual calculation for Net Accrual offers. The Administrator can define accrual rules. See the section titled Set Up Net Accrual Offers in the Oracle Channel Revenue Management Implementation Guide for more information.

Off-invoice Offer

This is also known as On-invoice offer. In an Off-invoice offer, discount is offered on the invoice amount when customers purchase the specified quantity of a product. In this case, the discount is not accrued but is directly applied on the invoice. For example, If Product A has a price for $ 100 and a off-invoice discount of 10 % is applied, the product will be invoiced for $ 90.

Order Value Offer

In an Order Value offer, discount is offered on the entire order value, regardless of the number or type of products that a customer purchases. The customer may purchase different products; discount is offered on the total value (order amount) of these products.

Discounts can be tiered. For example:

Promotional Goods Offer

A Promotional Goods offer includes an additional product or service with the purchase of a specified product. When customers purchase certain goods or services, they are eligible for one of the following:

This offer type can be either on a recurring basis or non-recurring basis.

Assume that you have created Promotional Goods offer whereby customers will get 1 unit of Product B free if they purchase 10 units of Product A. In this case:

Scan Data Offer

Scan Data offers are commonly used in the Consumer Goods industry. They appear as manufacturer-sponsored coupons, consumer rebate programs, or discounts. Customers can redeem these coupons and avail discounts on certain products. The data is processed by third party clearing houses and passed to the manufacturer who reimburses the retailer. Sometimes, the retailer submits the data directly to the manufacturer who validates it and reimburses the retailer.

Redemption data can be posted when the offer is active or after it is complete. Depending on the posting method, reimbursement can occur throughout the promotion or after the promotion is complete. For example, an organization issues a coupon for $1.00 off the retail price of its orange juice product. The coupon is valid for one year.

Terms Upgrade Offer

Oracle Trade Management supports the following types of terms upgrade:

For each of these options, you can enter the cost of terms upgrade. For example, if you are extending the payment period for a customer, you can enter an estimate of how much this could cost the company. However, this field is for information purposes only and has no functional impact.

Trade Deal

Trade Deals cover a wide variety of promotions and discounts. Off invoice as well as Accrual offers can exist within the same offer and this is the advantage of creating a Trade Deal.

Trade Deal enables you to create accrual discount rule as well as off-invoice discount rule within a same offer, without having to create two separate offers for the same purpose.

When you create a Trade Deal you can either:

For example, an organization launches a new product. To promote the product, it creates a Trade Deal for retailers whereby they receive accruals for every unit of the product sold. Apart from this, customers also receive an incentive if they feature and display the new product in their store for a month.

In a Trade Deal, the two discount rules coexist and get applied to the order on the item list price and not on the discounted value; if an Off-invoice offer and Accrual offer are applied separately to the same effect, they would get applied on the order one after the other, depending on the discount buckets setup.

For example, the selling price of a product is $100. You create a trade deal that offers 10% off-invoice and 10% accruals for the customer. When customers buy the product, they receive 10% off the invoice ($10) and receive 10% accruals ($10). Therefore the actual selling price will be $100 minus $10 (off-invoice) minus $10 (accruals) = $80.

If an Off-invoice offer and an Accrual offer are applied separately to give 10% off-invoice and 10% accruals, one of these two can be based on the net price. This means that either the Off-invoice offer or the Accrual offer will be applied first. The new price of the product will be $100 minus $10 (off-invoice or accrual) = $90. Next, the second offer will be further applied. The final selling price of the product will be $90 minus $9 (10% of 90) = $81.

Volume Offer

Volume offers are created to encourage customers to purchase higher quantities of products. In a Volume offer, the qualified retailers accrue funds based on their cumulative purchases spanning over a period of time. Volume accrual offer typically includes multiple performance tiers. Retailers approaching a new tier may be motivated to purchase more goods to receive a larger discount.

The incentive can be applied to a retailer's open invoices or a discretionary business fund either as a discount, or an accrual. It can also be used to develop revenue forecasts and inventory planning strategies.

For example, Purchase any of the following amounts of Products X, Y, and Z cumulatively between January 1, 2004 and December 31, 2004, and get the related discount.

0 - 100,000 - Get 3 %

100000 - 200,000 - Get 4 %

200000 - 500,000 - Get 6 %

Note that a value of 100,000 will fall in the first tier and will receive a 3 % discount while any value over 100,000 will be eligible for a 4 % discount

Discount levels can be setup based on Amount or the quantity purchased.

Single Volume Offer with Multiple Rate Structures

Volume rebates or discounts are usually used to increase sales. Different products and product categories can have different price and cost models, different markets and growth objectives, resulting in a different set of rates for each product category or even product. To prevent companies from having to create multiple volume offers, you can use one single volume offer to support different rate structures for different products or categories.

Volume Offer Creation

The following figure shows the Volume Offer process flow:

Create Volume Offer Process Flow

the picture is described in the document text

Create Discount Table

When you create a discount table you must define the following:

Define Market Eligibility

Enter customer, buyers, and sellers you want to track.

Define Market Options

Market options include the following:

In Volume offers, the Retroactive Flag determines whether past orders should also be adjusted based on the new accrual rate achieved. For example, a Volume accrual offer is set up for a customer to accrue funds based on the total volume of the product sold for the next 6 months, as follows:

0-1000 accrue 5%

1001-2000 accrue 8%

2001 or more accrue 10%

Each unit is priced at $1.00. The first few orders from a customer look as follows:

Order No. Quantity Purchased Accrual % Accrual
1 600 5% 30
2 400 5% 20
3 100 8% 8

If the Retroactive Flag is on, then the system revisits order 1 and order 2 and makes a volume offer adjustment as follows:

Order No. Quantity Purchased Accrual % Accrual Volume Offer Adjustment Total Accruals
1 600 5% 30 600 * (8% - 5%) = 18 48
2 400 5% 20 400 * (8% - 5%) = 12 32
3 100 8% 8 NA 8
Total 1,100 NA NA NA 88

Discount Tables

One Volume Offer can support multiple discount tables. The following example describes an example of a Volume Offer with multiple discount tables for different products.

Navigation: Trade Management > Trade Planning > Offers > Create > Volume Offers > Discount Table

Company X sells five different product lines to customers. For each of its top 100 customers, the sales managers negotiate an annual volume rebate promotion. For example, to incentivize a customer to exceed their previous volume of five million dollars, you can create a volume rebate such that if volume exceeds five million dollars, extra rebates will be offered. In this example, although each customer’s promotion is similar to all the others’, each customer gets a different set of rates for different product lines.

The following table shows how this example can be handled by just one volume offer with four discount tables – one for A, one for B, one for C and D, and one for E with its exceptions:

If Product is: And Volume Falls Within: Then Offer
A 1-100 cases
100-200 cases		 3%
4%
B 200-300
300-400		 3.5%
4%
C and D combined 1-150,000 cases
150,000-175,000 cases
175,000 cases plus		 $0.25 per case
$0.30 per case
$ 0.35 per case
Category E, except products E1 and E2 in this product line 1-100,000 cases
100,000-150,000 cases
150,000 cases plus		 $0.50 per case
$1.00 per case
$ 1.50 per case

Notes:

About Qualifiers

Qualifiers enable you to specify the date range for different qualifying attributes for an offer. You can specify the following qualifiers for an offer:

About Web Offers

Web Offers are offers that are created by marketing users for marketing purposes. Web offers are associated with a campaign schedule of type Internet Promotion. At runtime, eMerchandising renders the content (Web Image and Web Text) associated with an offer. See the Oracle Marketing User Guide for more information on Web Offers and eMerchandising.

Web Image

A Web advertisement of content type Web image, can be an existing image on your server or a new image uploaded from your client. You can specify the width and height (in pixels) of the image, or accept the defaults based on the image file selected. The image can have alternate text, which will be displayed when the cursor is placed over the image. You can specify a specific language for the image or accept the default or All Languages. Click-through destination of the image, which, as the name indicates, is the destination to which the Web visitor is directed upon clicking on the image. The content types and subtypes determine the style, or look and feel, that is applied to the Web image.

Web Text

A Web advertisement of content type Web text contains a display text that is displayed in iStore or any Web site. You can select a specific language for the text or accept the default, or All Languages. As with Web images, the subtypes are used in conjunction with Styles to display the text with the associated style.

What You Can Do

Seeded Click-Through

When creating a CTD a critical component of it is the "action" that you select. For example, if creating a CTD for web advertisement, the action for the click-though could be to send the targeted user to a specific URL.

The following table describes the seeded actions for CTDs.

Seeded Click-Through Destination Actions
Action Description
Go to URL Sends the user to the defined URL. The URL for this action must be preceded by HTTP:// or HTTPS://.
Go to iStore shopping cart Uses iStore deep linking functionality to directly forward the user the shopping cart page. This action is available only if Oracle iStore is implemented.
Go to Product Details page in iStore Uses deep linking to directly forward the user to a specific Oracle iStore product detail page. When using this functionality, the AMS: Item Validation Organization profile option setting must match the IBE: Item Validation Organization setting. These profiles must be set to the same Master Inventory Organization. If they do not match products in iStore are not visible in Oracle Marketing. This action is available only if Oracle iStore is implemented.
Go to Shopping Cart with Item Uses deep linking to directly forward the user to the iStore shopping cart page. The shopping cart can contain an item that has previously been added. This action is available only if Oracle iStore is implemented.
Go to Section iStore Uses deep linking to directly forward the user to a specific section within the iStore page hierarchy. This action is available only if Oracle iStore is implemented
Go to iStore Registration Page Uses deep linking to forward the user to the Oracle iStore registration page. This action is available only if Oracle iStore is implemented.
Go to Catalog/Minisite in iStore Uses deep linking to route user to the homepage of a specific specialty store. The homepage for the user will vary on the preferences selected by that user. For example, if the user hasn’t registered in the store and has the responsibility of IBE_GUEST, the user will be forwarded to the generic homepage. However, if the user has previously registered and has the responsibility of IBE_CUSTOMER with a saved preference of "English", then the user will be forwarded to the English homepage for that storefront. This action is available only if Oracle iStore is implemented.

Creating a Click Through Destination for a Web image or Web Text

When creating electronic content for web offers, you can create web images and web text and insert a URL that will send the customer or prospect who will receive this piece of content to a destination. You can create URLs for Click Through Destinations (CTDs) in Oracle Trade Management for web offers. Click-Through Destinations (CTDs) enables you to generate simple and structured URLs for content while hiding the complexity of the URL. By providing an interface for creating structured URLs for content, you do not have to know all URL parameters to create a destination for that content.

Use the following procedure to create a CTD for web offers:

Prerequisites

Steps

  1. Log into Oracle Trade Management as Oracle Trade Management User and navigate to Offer > Offers.

  2. Click the hyperlink of the offer.

  3. Navigate to Execution > Content.

  4. Click Create.

  5. In the Type drop-down choose one of the following:

    • Web Image: Displays an image to the user. The user clicks the image and is routed to the destination page defined.

    • Web Text: Display text to the user. The user clicks the text and is routed to the destination page defined.

  6. In the Subtype drop-down choose a subtype for the Type chosen in step 3. For example, if Web Image was selected, the subtype could be full banner or half banner.

  7. In the Description textbox, enter a short description for the content.

  8. In the File textbox, search and select a stored image. If you are using an image that has not previously been uploaded, select Upload New Image.

  9. In the Click-Through Destination section select the action “Go to Shopping Cart page in iStore with an item. See Seeded Click-Through Actions and the Oracle Marketing User Guide for more information.

    The application will populate, as a result, enter the following mandatory fields:

    • Specialty Store: launch the "Choose a minisite" navigator. In the Minisite column, choose the appropriate minisite. This is the web storefront that is displaying the web offer to the user.

    • Section: launch the "Section Selector" navigator. In the section name column, choose the appropriate section. This is the section within the web storefront that contains the item.

    • Product/Item: launch the "Product Selector" navigator. In the product name column select the appropriate column. This is the product within the section that is the destination for the web offer.

  10. Select Create to save your work.

  11. Navigate to Execution > Content. Select the content created in step 3.

  12. Click Preview.

    A Preview window opens displaying either the web image or web text selected for the web offer.

Modifying a Web Image or Web Text

Use the following procedure to modify a web image or a web text.

Prerequisites

Steps

  1. Log into Oracle Trade Management as Oracle Trade Management User and navigate to Offer > Offers.

  2. Click the hyperlink of the offer.

  3. Navigate to Execution > Content.

  4. Click the description hyperlink of the web image or web text you would like to modify.

  5. Make the required changes, and click Update.

About Discount Level and Discount Tiers

Discount rules enable you to enter discount information for individual products and product lines in the offer. For an offer, you can select the discount level, and discount tier based on how you want to offer discounts.

Discount Level

The discount level can be either Line, or Group of Lines. Line enables you to apply the discount to each individual product in the offer, whereas Group of Lines enables you to apply the discount collectively to all products in the offer.

For example, you create an Off-invoice offer to give 10% discount the following products:

If you select Line as the discount level, then the customer gets 10% discount on each of the products individually. The new selling prices of the products will be as follows:

If you select Group of Lines as the discount level, then the discount is collectively applied to the sum total of the selling prices of Product A, Product B, and Product C. The set of products costs $200 ($100+$75+$25). After applying discount, the set of products will cost $180 ($200-$20). Here, $20 is the discount that is offered on the sum total of selling prices of Product A, Product B, and Product C.

If you select Group of Lines as the discount level, it is mandatory that you specify the volume of the products. For more information on Discount Levels, see the Oracle Advanced Pricing User's Guide.

Discount Tiers

Discount Tiers enable you to determine the manner in which you apply discounts to an offer.

Note: Discount tiers are evaluated on a single-order basis only. Use Volume offers to evaluate discount tiers on a cumulative order basis.

Discount tiers are of the following two types:

Discount tiers are supported only for Accrual, Trade Deal, Volume, Off-invoice, and Order Value offers.

Org-Striping in Offers

Org striping enables you to restrict offer application to orders within to the respective operating units. In org-striped offers, budgets, and pricelists, the operating unit details are derived from the MOAC profile options, MO:Default Operating Unit. By org-striping offers you can:

Note: Org-stripping does not affect offer security and does not restrict access to offers.

Global Flag on Pricing Related Objects

Offers use the global flag to determine whether an offer can be applied across operating units. You can control the global flag by setting the profile option OZF: Global Flag on Pricing Related Objects at the site level. The profile option works together with the QP: Security Control Profile = Yes that is set in System Administrator > Profile > System.

You can set the profile option, OZF: Global Flag on Pricing Related Objects to determine whether the global flag will be checked by default for an offer, budget, or pricelist. For the values of this profile option refer to the OZF: Global Flag on Pricing Related Objects in the Oracle Channel Revenue Management Implementation Guide.

Impact on Org-Striping on Offers

The following table describes the impact of org-striping on different offer types.

Offer Type Direct Sales Indirect Sales
Accrual, Off-invoice, Trade Deal, Order Value, Terms Upgrade, Volume Accrual, Volume Off-invoice, Promotional Goods offer The offer applies to orders in different operating units, except in the following cases:

  • The QP profile option is ON, the Oracle Trade Management profile option is checked, and global flag in the offer is unchecked

  • The QP profile option is ON, and the Oracle Trade Management profile option and the global flag are unchecked.

 Same as the conditions that apply for direct sales.
The Global flag on each modifier or price list should be checked.
Lump sum, Scan Data offer No impact on offer execution or performance activity validation.
The performance activity specified in a Lump sum or a Scan Data offer automatically validates order volumes before claims are settled. The offer and the claim are specific to an operating unit, and hence validation takes place only on orders of that particular operating unit.		 No impact on offer execution or performance activity validation.
The offer utilization does not vary based on indirect sales data.
The performance activity for a Lump sum or a Scan Data offer does not have the ability to validate indirect sales data.
Net Accrual offer If QP profile is set to On, and the global flag in the Net Accrual offer is:

  • Checked: Offer utilizations are excluded even if the offers belong to an operating unit that is different from the Net Accrual offer. Similarly, marketing and receivables transactions are excluded irrespective of the operating unit to which they belong.

  • Unchecked: The offer is treated as an exclusion only if its operating unit matches with the operating unit of the Net Accrual offer.

    Similarly, marketing and receivables transactions are treated as exclusions only if their operating units are same as that of the Net Accrual offer

 N/A
Offers created for Oracle Partner Management purposes If the offers created for Oracle Partner Management purpose must be global, then set either the QP: Security Control profile at the site level to Off, or set the OZF: Global Flag on Pricing Related Object profile option at the application level for PRM to Yes. N/A

Creating an Offer

Use the following procedure to create Accrual, Off-invoice, and Terms Upgrade offers. You can use it for the basics of creating other offer types as well.

Log into Oracle Trade Management as Oracle Trade Management User.

Navigation: Trade Planning > Offers > Create.

Notes:

Other Offer Creation Conditions

Use the following conditions to create other offer types.

Notes: Lump sum offer

Notes: Promotional Goods offer

Notes: Volume offer

Notes: Net Accrual Offer

Defining Qualifiers and Discount Rules

Offer qualifiers and discount rules determine the behavior of the offer.

To set up qualifiers and discount rules for an existing offer, log into Oracle Trade Management as Oracle Trade Management Super User.

Navigation: Trade Planning > Offers > Offer name.

Note: The following steps are written for Accrual offers. Use these instructions as a starting point for setting up qualifiers and discount rules for other offer types.

Notes: Discount Rules Region

The following section includes information required for defining qualifiers and discount rules for other offer types.

Qualifier and Discount Rule Setup for Other Offer Types

Notes: Trade Deal offer

Notes: Lump sum offer

Notes: Scan Data offer

About Market Eligibility

Market eligibility enables you to define the customers or customer groups that will be eligible for the offer. By specifying market eligibility, you can define discount eligibility and validity.

When you request funds for an offer by submitting a budget request, the market eligibility specified in the offer is matched with the market eligibility and the product eligibility specified in the fixed budget. The offer can source funds from the budget only if these conditions match. This process of matching the conditions takes place in the background and is known as budget-offer validation.

This is controlled by setting the profile OZF: Validate market and product eligibility between object and budget.

To specify market eligibility for an offer, select the required attribute values such as customer segment, territory, list, order date, or order amount. Use conditions such as Equal to, Between to indicate attribute values. See the Oracle Marketing User Guide for more information on segments.

For example, you can set market eligibility for an offer as shown in the table below. Here, the offer will be valid if all the conditions specified below are met:

Group numbers are used to create combinations for market eligibility. Group numbers determine how the rows are combined with each other. Rows with the same group number are evaluated as an AND condition, where as rows with different numbers are evaluated as an OR condition. See the Oracle Channel Revenue Management Implementation Guide for more information on setting up groups.

In the above example, assume that Group Number 2 includes Customer A, Customer B, and Customer C, and all the three customers belong to the Gold Customer Segment. Then all rows with the group number 2, apply to these customers. It means that these customers will be eligible for the discount if they place orders between March 14, 2006 and August 14, 2006, and the order amount must be between $25,000 and $50,000.

Note: For volume accrual offers, you can define market eligibility only for individual customers and buying groups.

To define market eligibility for offers that relate to Chargebacks and Third Party Accruals, select the seeded qualifier in Market Eligibility. This qualifier restricts the offer so that it applies only to the Indirect Sales POS data that is processed in Oracle Trade Management.

In offers, you can support beneficiary customers who are different from qualifying customers. This means that you can distinguish between the customer of the accrual source and the customer who receives the accrual earnings. The qualifying customer and the related beneficiary customer information is set up in the Trade Profile of the customer. You can also enter details of qualifying customers and beneficiary customers, in which case the data in the Trade Profile will be superseded.

Defining Market Eligibility for an Offer

To define market eligibility for an existing offer, log into Oracle Trade Management as Oracle Trade Management User.

Navigation: Trade Planning > Offers > Offer Name > Execution > Market Eligibility.

Notes:

For each customer type, complete a row in the table as follows:

Market Options

A Market Option row is displayed for each Market Eligibility group with a customer component.

Navigation: Trade Planning > Offers > Offer Name > Execution > Market Options.

Notes:

Customer Group Retroactive Beneficiaries Combine Discount Tables Discount Table Prequalifying Tier
#10 Gold Level Dealers Yes Gold Level HQ No 1
2
3		 2
1
2
#20 California BMW No   Yes 1
2
3		 1
3
3

Note: If you have volume tracked by both Direct and Indirect sales volume, set the Market Options to the same parameters to minimize confusion. Volume is always maintained across groups for the same Volume Tracking type. For example, if you buy Direct from a Manufacturer and Indirect from a Distributor and you set the volume tracking to customer, the volume would be the volume purchased from the manufacturer plus the volume purchased from the distributor.

Volume Offer Validation and Approval

When you submit a Volume Offer for approval or when you adjust an active Volume Offer the volume offer validation and approval process begins. If any step in the process fails the system returns a message describing the failure. The information is in a Workflow notification.

Product Validation: Volume offer validation checks for products listed in more than one discount table and notifies the owner with the product(s), categories, and discount tables where it finds duplication. Approval will not continue until you remove all duplicate products from the discount tables.

Monitor Account Status

Navigation: Trade Management > Trade Planning > Offers > Drill down to a Volume Offer > Account Status.

Account Status is a View-only screen displaying the volume status of a distributor or account, bill-to or ship-to level. The screen displays the following data:

Notes:

About Advanced Options

Use Advanced Options to accurately control the behavior of offers. Advanced options is an Oracle Advanced Pricing feature that enables you to define groups of modifiers where the modifiers in a group are incompatible with each other. Modifiers in the same incompatibility group may not be used together on the same transaction. For more detailed examples and explanation, see the Oracle Advanced Pricing User's Guide.

By using Advanced Options, you can specify the following for an offer:

Method Description
Phases Sometimes multiple modifiers in the same exclusivity or incompatibility group are eligible to be applied to the same pricing line within a pricing phase. In such situations, phases can be used to determine which modifier should be selected. The modifier providing the lowest price or most advantageous price to the customer on the given pricing line is applied. In Oracle Advanced Pricing, the Pricing Engine looks at the phase when deciding which lists should be considered in a Pricing Event.
Buckets This determines how modifier price adjustments are applied to the list price of an item to calculate the selling price. Modifiers use the previous buckets sub-total for percentage calculation. Modifiers within the same bucket are Additive. This means that they are added together, and subtracted from the previous buckets total.
You can create unlimited amount of buckets to calculate selling price. For example, discounts associated with bucket 0 use list price as their calculation basis. Bucket 1 prices use the subtotal resulting from subtracting bucket 0 discounts from list price as their calculation. Bucket 2 uses the subtotal remaining after subtracting bucket 1 discounts from the bucket 0 subtotal, and so on.
Pricing engine calculates different selling prices depending on how you group your discounts into buckets. You can plan your cascading discounts so that you can assign discounts to buckets based on the subtotal on which each discount must be applied.
Incompatibility Groups and Exclusivity You can define modifier incompatibility. Modifiers with same incompatibility group and phase combination cannot be applied together. You can determine the pricing bands to which various discounts and promotions belong to. You can also determine whether discounts and promotions are incompatible or exclusive.
Print On Invoice You can determine whether the offer or the discount should be printed on the invoice, or should automatically be adjusted in the unit price without showing the discount.
Precedence Used to resolve incompatibility. Precedence controls the priority of modifiers and price lists. If a customer qualifies for multiple modifiers that are incompatible with each other, precedence determines the discount that the customer is eligible for based on the precedence level of the modifier.

Precedence is used to resolve incompatibility. Precedence controls the priority of modifiers and price lists. If a customer qualifies for multiple modifiers that are incompatible with each other, precedence determines the discount that the customer is eligible for based on the precedence level of the modifier. Precedence is the final tiebreaker for the determining which offer to apply. A lower value has higher precedence than a higher value.

About Offer Payout Dates and Methods

Offer payout dates and methods enable you to specify the payment date and methods for Accrual, Net Accrual, Trade Deal, and Volume offers. The Autopay program can automatically pay promotional accruals according to the payout dates and methods that you specify.

Note: An additional Autopay option is available for Lump sum offers at the offer level. You can specify the number of days after the offer end date after which accruals must be paid, and also specify a frequency for payments (weekly, monthly, quarterly, and so on).

You can specify offer payout dates and methods only if the Autopay program is running in the background. When Autopay is run, claims need not be created manually to settle offers.

You can specify the following details during offer creation:

The Administrator must perform the following to enable you specify the offer payout dates and methods:

Depending on how Autopay is implemented in your organization, the system sends an automatic alert to the offer owner to indicate that the payment has been sent. A reference number (either a check number in the case of check, or credit memo number in the case of on-account credit) is included in the notification.

Specifying Advanced Options and Offer Payout Dates and Methods

Advanced Options enables you to accurately control the behavior of offers. Advanced options is an Oracle Advanced Pricing feature that enables you to define groups of modifiers where the modifiers in a group are incompatible with each other.

Offer payout dates and methods enable you to determine the payment date and methods for accrual offers, which includes Accrual, Net Accrual, Trade Deal, and Volume offers.

To specify advanced options, and offer payout dates and methods for an existing offer, log into Oracle Trade Management as Oracle Trade Management User.

Navigation: Trade Planning > Offers > Offer Name > Advanced Options.

Notes:

About Performance Rules

By specifying volume-based performance requirements, you can create incentives that have a quantifiable objective to increase the predictability of an offer. Volume-based performance requirements are applicable to Accrual, Lump sum, Trade Deal, and Volume offers.

The accrual engine tracks performance requirements against the orders placed. It checks for volume or value, based on the requirement type. After you specify performance requirements, the accrual engine calculates and stores the value and quantity of ordered products on an everyday basis. The payment will not be made until the accruals that are created between the start date and the end date for the product specified is greater or equal to the value or volume entered as a part of performance requirement specifications. If the volume requirement fails, then an alert is sent to the offer owner indicating that the volume check has failed. If the performance requirements are met, then the funds that are accrued over a period of time are paid to retailers or customers.

However, automatic checks do not work for certain trade promotion activities related to advertising and marketing where the retailers are required to perform actions such as poster display or product display, and so on. These performance activities can be defined for each item, item category, or for all items. In such cases you may attach the digital photographs of the store display to the offer as proof of performance. A performance verified check box is available in the claims page to imply that the customer has met the performance specified in the offer. The claims user makes use of this as performance proof while settling the claim. The claims user can access all the details of the performance requirements before associating an offer and settling the claim.

The following figure illustrates the process by which customers get paid based on the volume-based performance requirements.

The Volume-based Performance Requirements flow involves the following steps:

  1. Create offer.

  2. Specify performance rules.

  3. Activate offer and accept orders.

  4. Check adherence to performance rules.

  5. Check volume and amount to verify requirements are met.

  6. Pay accruals to the customer.

Volume-based Performance Requirements Flow

the picture is described in the document text

Before funds are paid to the retailer or customer, the system verifies whether the retailer or customer has adhered to performance rules specifications. If the retailer has not adhered to performance requirements, the system sends notifications to the offer owner. The offer owner can skip the performance rule and make payments only if a site level profile option has been implemented to override performance requirements. See the Oracle Channel Revenue Management Implementation Guide for more information on setting up this option.

Specifying Performance Rules

Performance rules are rules that a retailer or a customer must comply with to qualify for discounts that are defined in an offer. Performance rules enable you to define performance requirements for various products irrespective of whether they are associated with an offer or not.

To specify performance requirements for an existing offer, log into Oracle Trade Management as Oracle Trade Management User.

Navigation: Trade Planning > Offers > Offer Name > Planning > Performance.

Note: Performance rules that have already been defined, are automatically displayed on the page; new rows appear at the bottom of the table.

Notes:

About Promotional Limits and Multiple Currency Price Lists

Promotional limits refer to the maximum limits that you can specify for an offer in terms of amount and unit for each promotion. You can define the following promotional limits for an offer:

Promotional Limits
Promotional Limits Description
Maximum number of units of products for an offer This is the maximum units of products that the offer can support. For example, if you specify the maximum number of product units for an offer as 1,000, then the offer can accept orders only for a maximum of 1,000 units of the particular product.
Maximum number of units that a customer can buy This is the maximum number of units of a product that a customer can buy. You can define different limits for different customers. For example, if you specify the maximum number of units for a customer as 100, then the customer can place an order against the offer only for 100 units or lesser
Maximum number of orders that a customer can place This is the maximum number of orders that a customer can place against the offer. For example, if you specify the maximum number of orders for an offer as 10, then the customer can place only 10 orders or less against the offer.
Maximum quantity in units for each discount rule An offer can have multiple discount rules. You can specify the maximum quantity in units for each discount rule.
Maximum committed order amount for each discount rule Order amount is the total amount of all the products for which the order has been placed. You can specifying the maximum total amount for which orders can be placed. For example, if you specify the maximum committed amount for a discount rule as $10,000, then orders for more than $10,000 worth of products will not be accepted.

You can set the above limits for any of the discount lines. You can apply these limits to either one discount line or all of the discount lines.

When the promotional limits are violated, one of the following actions take place:

Multiple currency price lists enables you to create price lists in different currencies other than the functional currency. If you have global customers or do pricing in different currencies, this feature enables you to maintain a single price list for multiple currencies. You can set up and maintain multiple currency conversion rates for a base currency in a single list which can be attached to multiple price lists or agreements. Price list maintenance is reduced because only one currency conversion definition can be attached to multiple base currency price lists. If prices change, you only need to update the base price list.

When a pricing request is made, the pricing engine converts the price on the base price list to the ordering currency and returns the new price in the ordering currency (including any markup values).

See the Oracle Advanced Pricing User's Guide and the Oracle Channel Revenue Management Implementation Guide for more information on promotional limits and multiple currency price lists.

Defining Promotional Limits for an Offer

Promotional limit refers to the maximum limits that you can specify for an offer in terms of amount and unit for each promotion.

To define promotional limits for an existing offer, log into Oracle Trade Management as Oracle Trade Management User.

Navigation: Trade Planning > Offers > Offer Name > Discounts Region. Click the Details icon against the discount rule that is applied for the offer.

Notes:

About Offer Adjustments

Offer adjustments enable you to modify active offers. For example, after an offer was created the price of the product dropped dramatically resulting in a need to change the offer price. Once the adjustments are made they are sent to the offer approval process, and applied to the offer after they are approved.

Note: You cannot make any offer adjustments for Terms Upgrade and Lump Sum offers.

Different offers types have different rules that govern the adjustments. The Offer Adjustment Rules table describes the offer adjustment rules. You can make a few or all of the following adjustments to offers:

Offer Adjustments
Offer Adjustment Description
Modify discounts Change the date for the new discount to be effective from a future date or from a past date. You can perform either single-tier adjustments or multiple-tier adjustments to discounts depending on which adjustment you have specified for the offer.
Add or remove products You can add products that are valid for the offer based on budget-offer validation. You can also set the discount role to 0.. The discounts that have been specified will get reconfigured based on the changes that you make.
Specify the settlement method for the offer Specify offer payout dates and methods. Payout methods include paying through check or account credit. For offers with accrual-- Accrual, Lump sum, Trade Deal, Volume, and Scan Data, you can specify the payout date, payment method, and payout party.
Backdating Offers Trade commitments with customers can take months to finalize. In the meantime, you continue to ship products to your customers under a temporary agreement, knowing that final terms of the deal may change. If the terms change, use the backdating functionality to modify the active offer. You can change discount terms and the products involved and the start date, and end date of the offer. Changes that are made to the offer are reflected in the offer utilization adjustment.

The following table lists and describes offer adjustment rules:

Offer Adjustment Rules
Offer Type Adjustment Rules
Off Invoice Offer Modify the discount amount or percent value. Backdate the request or have the new values begin on a specific date, or both.
Accrual Offer Modify the accrual amount or percent value. Backdate the request or have the new values commence on a specific date, or both.
Net Accrual Offer No adjustments can be made to Net Accrual offers.
Order Value Offer Modify the discount amount or percent values as they pertain to each line defined in the Offer. You cannot modify the Order Value "From" and Order Value "To" values. Backdate the amount or percent values modification, or have the new values commence on a specific date, or both.
Promotional Goods Offer Modify the discount amount or percent value for the products detailed for the "Get" condition only. Backdate the request, or have the new values commence on a specific date, or both.
Volume Offer Modify the discount amount or percent values as they pertain to each volume "tier" defined in the Volume Offer. You cannot modify the Volume "From" and the Volume "To" tier values. The user may backdate the amount or percent values modification or have the new values commence on a specific date, or both. See additional information on Volume Offer below.
Trade Deal Off Invoice Component - Modify the discount amount or percent value. You can backdate the request or have the new values commence on a specific date, or both.
Accrual Component - You may modify the accrual amount or percent value. You may backdate the request or have the new values commence on a specific date, or both. For Trade deal offers the effective date for backdating or commencement of modified values, or both must be the same for both the Off-invoice component and the Accrual Component. Effective dates for both the components cannot differ.

Volume Offer Adjustments

Navigation: Trade Management > Trade Planning >Offers > Volume Offer >Adjustment

You can create the following adjustments for volume offers:

Add Product to Active Offer

You can add new products to discount tables using the Offer Adjustments page by selecting a Discount Table from the Discount Table LOV on the Offer Adjustment page. Products begin accruing on the date when the adjustment go active. Historical accrual is not supported.

Modify Discount Table

The discount tables in the Discount Table LOV contain discount tables that use percentage or amount. You can edit rate or amount in these tables. You cannot adjust Formula based discount tables except to convert them to a discount or amount.

Modify Dates on an Active Offer

Adjustments before the offer start date are not supported. You can adjust offer end-dates to today or any day in the future on active offers.

Creating Offer Adjustments

The offer adjustments function enables you to modify active offers. Adjustments go through an approval process and they are applied to the offer after they are approved.

To create offer adjustments for an active offer, log into Oracle Trade Management as Oracle Trade Management User.

Note: Offer Adjustments are not available for Terms Upgrade and Lump Sum Offer types.

Navigation: Trade Planning > Offers > Offer Name > Adjustments.

Notes:

After you save the changes, the offer status changes to Active. The change in the status initiates a workflow for Offer Adjustment approval depending on the status order rule. During the process, the status first changes to Pending Approval initially, and later changes either to Approved or Rejected.

Approving Offer Adjustments

Offer adjustments that have been made are sent to the offer approval process, and are applied to the offer after they are approved.

To approve an offer for which adjustments have been made, log into Oracle Trade Management as Oracle Trade Management Super User.

Navigation: Workflow > Worklist or Home > Tools > View Notification Work List.

About Copy Offer

Copy Offer enables you to create a new offer by copying information from an old offer. For example, you can create a copy of the yearly offer that repeats the same essential information each year, and update it. The new offer will be of the same offer type as the old offer.

Offer Forecasting

Offer forecasting enables you to predict the performance of new offers by utilizing base sales (sales data of the previous year). The base sales or historical sales data is segmented into three dimensions--time range, product, and market (account). By analyzing this data, you can set realistic sales targets and acceptable return on investment (ROI) for the your organization as well as the retailer.

Offer forecasts are based on quantities and not the monetary value. To create a forecast, an offer must target at least one customer and one product. Multiple customers and products are also supported. You can create offer forecasts for all types of offers except Order Value because no products are specified in Order Value offers. You can create an offer forecast at the following levels:

You can create offer forecasts at any time regardless of the offer status. After creating a forecast, you can also freeze it, after which the forecast, the forecast data cannot be modified, updated, or deleted. This ensures that the forecast data remains accurate, and that the wrong data is not used for your offer. If you wish to change the data in a forecast after it is frozen, you can create a new forecast from a frozen forecast, and then modify or change the data in the new forecast.

Information in this section will enable you to:

Forecast Basis in Offer Forecast

The Offer Details Forecast page has a dropdown to allow you to select a Forecast Basis. You can generate a forecast based on:

Navigation: Trade Management > Trade Planning > Select an Offer >Forecast

In the Forecast Basis dropdown select a Forecast Basis and click create to display a Forecast Details screen based on your Forecast Basis selection:

Creating and Editing an Offer Forecast

You can create an offer forecast to evaluate and consider historical data when you design a promotional offer.

To create and edit a forecast for an existing offer, log into Oracle Trade Management as Oracle Trade Management User.

Prerequisites:

Navigation: Trade Planning > Offers > Forecast.

Notes:

Creating a Forecast Version

After a Forecast is frozen, it cannot be modified. A new version must be created.

To create a forecast version, log into Oracle Trade Management as Oracle Trade Management User.

As a prerequisite, a frozen forecast should exist.

Navigation: Trade Planning > Offers > Offer Name > Forecast.

Notes:

About the Manufacturer's ROI Calculator

Return on Investments (ROI) in general can be defined as (revenue - cost) / cost. Cost in Oracle Trade Management refers to the cost of goods sold, promotional amount, or other costs that can be custom calculated. The Manufacturers ROI Calculator is tightly integrated with the offer forecasting functionality and is designed to provide the trade user a multi-functional planning tool that will aid in the initial analysis, strategic planning and execution of any promotional offer or activity. Additionally, the Manufacturer's ROI Calculator serves as a tracking and monitoring tool for revenue and costs for active promotional offers.

Depending upon the status of a promotional activity, the Manufacturer's ROI Calculator may serve as a planning worksheet for the user or as a barometer that measures the effects of an offer as performance actually occurs. With access to actual performance and expenses as they occur, the user may measure updated returns against forecasted sales revenue and associated costs. In turn, trade users may plan, and execute accordingly.

Viewing the Manufacturer's ROI Calculator

You can generate an ROI table from a forecast. This table takes the information from the forecast and calculates the ROI by using the unit cost for the various products, and the discount information from the Offer.

To view the Manufacturer's ROI Calculator for a completed forecast, log into Oracle Trade Management as Oracle Trade Management User.

Navigation: Trade Planning > Offers > Offer Name > Forecast.

Notes:

Offer Sourcing

Offers are created to increase sales by offering discounts on products. Organizations often treat discounts as reductions in revenue. Therefore, an offer must source funds from either a budget or a campaign to offer these discounts.

Sourcing an offer involves specifying the funding source for the offer. You can source funds for an offer from a parent campaign, budget, or from multiple budgets. When you select a parent campaign as the funding source, the campaign behaves like a mini-budget. The offer can source up to the maximum amount available for the campaign. When you source funds from multiple budgets, you must specify the amount that you would like to withdraw from each budget. There is no rule for the proportion in which you can withdraw funds from each budget. However, when you source funds from a budget, you can request only up to the maximum amount that is available in the budget.

For example, you can source an offer from three budgets. The offer has a committed amount of $10,000. You can decide to withdraw this amount from the three budgets in the following manner:

After specifying the funding source, you can submit the offer for approval. An offer becomes active after all approvers approve the offer. See Understanding the Offer Approval Process for more information.

Requesting Funding For an Offer

An offer must source funds from one or more budgets to offer discounts.

To request funding for an offer, log into Oracle Trade Management as Oracle Trade Management User.

Prerequisites:

Navigation: Trade Planning > Offers > Offer Name > Budget.

In the Initial Budget Estimate field, enter the amount that you would like to source for the offer from a budget, and click Update. You cannot request approval for your offer until you have specified an initial estimated budget.

Notes:

To request funding from another budget (to source the offer from multiple budgets), start afresh by clicking Create Request again.

Creating a Budget Transfer From an Offer

By creating a budget transfer, you can move the committed money from the offer back to the budget.

To create a budget transfer from an offer, log into Oracle Trade Management as Oracle Trade Management User.

Prerequisites:

Navigation: Trade Planning > Offers > Offer Name > Budget > Create Transfer.

Notes:

Offer Approval

The approval process for offers includes offer theme approval and budget approval. For an offer to become active, the offer plan must first be approved. After the offer plan is approved, you must submit it for budget approval to request funds for the offer.

Information in this section will enable you to:

Understanding the Offer Approval Process

Offer Theme Approval:

An offer must be approved by the designated approvers before it can become active. An offer can be used to offer discounts only after it becomes active.

If the offer owner and the budget owner are different, then the offer must first obtain the offer theme approval, and then the budget approval. When you create an offer, you define the offer plan by specifying the product, discounts, and the market that the offer must target. Offer theme approval is the process by which the offer plan gets approved.

During offer theme approval, the Sales Management reviews the offer, and it may approve or reject the request. If the request is rejected, you can modify the offer and resubmit it for offer theme approval. You can also cancel the offer if required. If the Sales Management approves the request, the offer proceeds to the budget approval stage.

Note: The offers theme and budget approval requirement is controlled by the offer custom setup in the administration section.

Budget Approval:

Budget approval is the process by which a budget owner approves the request for funding. Budget owner is the owner of the budget from which you request for funds to execute the offer. Budget owner is also known as the fund source owner. If an offer sources funds from more than one budget, then the offer becomes active only after all the budget owners approve the request.

For example, you create an offer to source funds from three budgets--Budget A, Budget B, and Budget C. You first submit the offer for offer theme approval. The Sales Management reviews the offer and approves it. Next, the offer passes on to the budget approval stage. The request is sent to each of the budget owners. The offer becomes active after all the budget owners approve the request in a sequential manner based on the order specified in the approval rules.

If you are the offer owner as well as the budget owner, then the offer will go through an approval process only if the amount requested in the offer is not within your spending limit. For example, if you create an offer for $40,000 whereas your spending limit is $30,000, then the offer must go through an offer approval process, and the request will be sent to the defined approver. However, if your spending limit is more than the requested offer amount, then the offer does not require any approvals.

Note: Offer theme approval and budget approval are optional features that your organization may implement. Your organization can choose to have only offer theme approval, or only budget approval, or both. If neither of them are implemented, the offer does not go through any approval process. Instead the offer status directly changes to Active.

Offer Statuses

Offer status enables you to know the exact status of an offer at any point of time. The status of an offer changes along with the approval flow.

The following describes different statuses that an offer may go through during offer theme approval and budget approval, and the behavior of the offer at different statuses.

Offer Statuses
Offer Status Description
Draft The offer status appears as Draft when the offer is in the planning stage. When the offer is in the Draft status, you can:

  • Change any offer parameter

  • Cancel the offer

  • Request for offer theme approval


The offer status changes to Submitted-Theme Approval after it is submitted for offer theme approval.
Submitted-Theme Approval The offer status appears as Submitted-Theme Approval after you submit the offer for theme approval.
The offer status changes to Planning if the offer theme approval is approved. It means that the offer has reached the budget approval stage.
The offer status changes to Draft if offer theme approval is rejected. The user may modify the offer and resubmit it for offer theme approval.
Planning The offer status appears as Planning when it is in the budget approval stage.
From Planning, the offer status may change either to Active, On Hold, or Rejected.
The offer is read-only when it is in the Planning status. No parameters can be changed.
Rejected The offer status appears as Rejected if one or more funding source owners reject the offer.
An offer cannot be activated when it is in the Rejected status. But it can be modified and resubmitted for approval.
Pending validation When the offer status appears as Pending Validation, it means that the offer is being checked automatically for budget-offer validation. This status is based on the budget offer validation profile.
Active The offer status appears as Active after it is approved by the fund source owners. It means that the offer is ready to be executed or is on temporary hold.
The information that you can edit at this point of time depends on the implementation setups. In any case, you cannot add or modify discount rules.
On Hold On Hold is an interim status, which means that the offer has been approved, but is not yet ready to be executed.
From On Hold, the offer status may change to Active.
Terminated The offer status appears as Terminated if it is cancelled before the original completion date.
From Terminated, the offer status may change to either Active or On Hold.
Completed The offer status appears as Complete after the offer reaches the end date, and all associated activities are complete.
From Complete, the offer status may change to either Active, On Hold, or Closed.

About Budget-offer Validation

Budget-offer validation ensures that funds planned for certain customers and products are used as intended. If the budget-offer validation is implemented in your organization, the customer and product targets specified in the source budget are matched whenever you create an offer and submit it for approval. The offer cannot source funds from a budget if these conditions do not match.

For example, a budget has been created to source funds for trade promotion activities for California retailers and Orange Juice. If the budget-offer validation option is turned on, then an offer created for Oregon retailers and milk will not be allowed to source from this budget.

If budget-offer validation fails, the offer status changes from Submitted or Pending, back to the previous status. At the same time, a notification is sent to the offer owner. For more information on budget-offer validation, see the Budgets chapter.

Submitting an Offer for Approval

An offer must be approved before you can make it available to the customers.

To initiate offer approval for a draft offer, log into Oracle Trade Management as Oracle Trade Management User.

Navigation: Trade Planning > Offers > Offer Name > Request Approval.

Approving an Offer

After an offer has been submitted for approval, it goes through the offer theme approval and budget approval processes. The designated approvers according to the approval rules must approve the offer theme, where as the budget owner must approve the budget request.

To approve an offer theme for an offer that has been submitted for approval, log into Oracle Trade Management as Oracle Trade Management Super User.

Navigation: Workflow > Worklist or Home > Tools > View Notification Work List.

The offer proceeds to the budget approval stage after you complete the theme approval.

Offer Execution

After an offer becomes active, you can start communication and offering discounts to customers. Whenever customers place order the offer eligibility and qualifiers determine what offer should be applied to an order. The updates to budget information on the offer is based on the offer application.

An offer cannot be used if:

See the Budget Management chapter in this manual for more information on budget utilization and the manner in which a budget gets updated for different offer types.