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About What-If Scenarios at the Account Plan Level

Account managers can plan what-if scenarios at the Account Plan level by adding or removing a promotion from a scenario.

A promotion can belong to one or more scenarios. Multiple promotions can be added to a scenario using the change all command. Promotions scenarios can be based on planned promotions, promotions in the draft stage, or promotions already executed.

Scenario Planning allows account managers to create:

• The optimal set of scenarios to generate the maximum amount of sales volume, revenue, or profit
• An alternative set of promotions that can be presented to the customer after the customer has already accepted the first set, or that can be used to compare how the previous year's promotion plan would work if applied to the present year, as opposed to a completely different set of promotions

Sales managers and trade marketing analysts have the ability to experiment with promotions without affecting the actual account plan, to show account managers how:

• Fewer and deeper promotions may be more effective than more promotions that are shallower.
• A different set of promotions may generate less sales volume, but more profit.

For example, executives can review promotions that account managers would like to run, depending on available funds, or promotions that could move a lot of volume, but are not necessarily profitable. This ability allows decision makers to more intelligently choose how they might spend available funds or how they can best move critical inventory at the lowest cost.

For information about applying scenario plans to promotions, see Viewing Account Promotion Details.