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Creating Plans (End User)

Key account managers can create plans and then create account promotions for their plans. These plans depict aggregate results of the promotions. For each plan, key account managers can also enter an ROI (return on investment) target. After a key account manager has run promotions in a plan, the key account manager can check to see whether the ROI target was met.

NOTE:  Key account managers can also create a plan by copying an existing plan and giving it a new name. This can save considerable time if the plans have similar attributes. When copying a plan, all active discretionary promotions within the plan, as well as their promoted products, are copied.

This task is a step in Process of Managing Trade Promotions.

To create a plan

  1. Navigate to the Plans screen > Plan List view.
  2. Create a new record and complete the fields as described in the following table.


    Name of the plan.


    The status of the plan. It can have one of the following values:

    • New
    • Cancelled
    • Pending


    Revision number of the plan.


    Select the account for which you are creating a plan.


    Time period for which the plan is active.


    Organization where the plan is implemented.

To add a new promotion to a plan

  1. Navigate to the Plans screen.
  2. Drill down on the Name field hyperlink for a selected plan, and click the Promotions view tab.
  3. In the Promotions list, create a new record and complete the necessary fields.

    Some fields are described in the following table.


    Actual Baseline Revenue

    Displays the actual baseline revenue.

    Actual Baseline Volume

    This is assumed to be equal to estimated base volume.

    Actual Fund Payments

    Displays the actual fund payment.

    Actual Incremental COGS

    (Actual Incremental Cases)*COGS.

    Actual Incremental Revenue

    (Actual Total Revenue - Actual Baseline Revenue).

    Actual Incremental Volume

    (Actual Total Volume - Actual Baseline Volume).

    Actual ROI

    (Actual Incremental Revenue - Actual Incremental COGS) / Actual Total Spend.

    Actual Total Revenue

    Displays total revenue. This value is the sum of Actual Incremental Revenue and Actual Baseline Revenue.

    Actual Total Volume

    This field displays the sum of the shipments.

    Consumption End

    Date when consumer purchases under this promotion end. This date can be after the promotion end date.

    Consumption Start

    Date when the products are available for purchase by consumers. If consumption information for each promotion is obtained from external databases, the start and end dates can be used to restrict the list of consumption records. This date must be within the period of the promotion.

    Corporate Promotion

    Name of an existing promotion created by brand or sales management, or by the key account manager. This field is automatically completed if the account has a primary account promotion profile.

    May also be a new name given to the promotion you create.

    Est Baseline Revenue

    Sum of Est Baseline Volume multiplied by (List Price - Est Variable Spend/Unit).

    Est Baseline Volume

    By default, this field displays the sum of all estimated baselines associated with the promoted products for the plan's promotions.

    Any baseline quantity can be associated with multiple accounts, periods, or products within the plan.

    Est Fund Allocations

    Sum of all deals.

    Est Incremental COGS

    Sum of (COGS * Est Incremental Volume).

    Est Incremental Revenue

    Sum of Est Incremental Volume * (List Price - Est Variable Spend/Unit).

    Est Incremental Volume

    This field displays the total incremental volume rolled up from promoted products.

    Est ROI

    (Est Incremental Revenue - Est Incremental COGS)/Est Total Spend.

    Est Total Spend

    (Est Variable Spend + Est Fixed Spend).

    Est Total Volume

    Displays the sum of the estimated baseline volume and the estimated incremental volume.

    Est Variable Spend

    (Est Total Volume * Est Variable Spend).

    Est Variable Spend Per Unit

    (Est Total Volume / Est Variable Spend).


    This field interacts with the Est Baseline Volume field. When one field is updated, the other is updated automatically.


    Name of the promotion.


    The name of the organization executing the promotion.


    Time period for which the plan is active.

    Price List

    The price list associated with the promotion.

    Promotion End

    End date for the promotion.

    Promotion Start

    Start date for the promotion.


    Revision number.

    Shipment End

    Date when shipments for this promotion end. The date cannot be after the Promotion End Date.

    Shipment Start

    Date when shipments for this promotion can begin. This date can be before the promotion start date.


    Status of the plan.

    Total Revenue

    (Baseline Revenue + Incremental Revenue).

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