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Oracle Channel Revenue Management User Guide
Release 12.1
Part Number E13590-03
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Introduction to Oracle Trade Management

Product Overview

Trade Management is the process by which companies plan, execute, and administer payment for trade promotions. Successful trade management includes:

Large manufacturing companies normally deal with several customers. Trade activities in these industries are executed though complex channels and patterns. The complexity of transactions increases with the growing number of customers, making it difficult for manufacturing organizations to manage their funds, trade promotions, and claims. Such companies that operate in Business-to-Business (B2B), Business-to-Customer (B2C), or Business-to-Business-to Customer (B2B2C) modes can use Oracle Trade Management to execute trade activities effectively and improve the return on investment.

Oracle Trade Management is a sales application that supports the iterative selling model, wherein companies operating in areas such as consumer goods, life sciences, and so on, regularly sell goods to more or less the same customers.

Oracle Trade Management eases the process of buying and selling by addressing the following critical business requirements:

Important: Oracle Trade Management is now called Channel Revenue Management and contains the following four products.

The table below describes the chapters in this book that are relevant to you based on the product or products for which you have a license.

Chapter / Appendix Number Chapter Name Applicable Products
1 Introduction to Oracle Trade Management All Products
2 Business User Flows All Products
3 Customers All Products
4 Products and Price Lists All Products
5 Quota Allocation Channel Rebate and Point-of-Sale Management
6 Account Manager Dashboard Channel Rebate and Point-of-Sale Management
7 Trade Planning and Offers Channel Rebate and Point-of-Sale Management
8 Campaigns and Programs Channel Rebate and Point-of-Sale Management
9 Budget Management Channel Rebate and Point-of-Sale Management
10 Claim and Deduction Management Accounts Receivable Deductions Settlement
11 Indirect Sales Management Channel Rebate and Point-of-Sale Management
12 Using Supplier Ship and Debit Supplier Ship and Debit
13 Common Components All Products
A Home Page and Calendar All Products

For more information on using Price Protection, see the Oracle Price Protection User's Guide.

Sales Force Automation

Sales activities of large manufacturing organizations usually span many territories and regions. Before planning for sales activities, it is essential to analyze what should be the target for the current year, and what territories and products the organizations should target.

Sales Force Automation tools in Oracle Trade Management include Quota Allocation and Account Manager Dashboard.

Trade Promotion Management

Promotional planning involves planning for discounts in such a way that it encourages customers to buy products, and at the same time produces the desired return on investments. By offering discounts, organizations can improve sales, achieve sales targets, and gain competitive advantages.

Trade planning tools simplify the process of discount planning, execution, and tracking. You can create different kinds of offers depending on 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 costs and revenues for active offers.

Budget Management

Oracle Trade Management provides efficient and cohesive budgeting and financial processing. This eliminates wasteful spending and ensures trade funding is allocated and utilized as intended. You can plan and track fund usage, and ensure that resources are deployed effectively. It offers access to historical sales and pricing information, which you can use to plan for budgets based on facts.

The budgets functionality also supports Oracle Partner Management business flow. Special Pricing, Soft Funds, and Referral compensation requests that are created in Oracle Partner Management can source funds from budgets in Oracle Trade Management.

Claim and Deduction Management

Customers raise claims or take deductions for many reasons, for example, claiming compensation for damaged goods or for promotional accruals for which they are eligible. Distributors raise supplier ship and debit claims to compensate for the loss incurred on sales to end customers at a rate lower than their acquisition cost or expected margin. Distributors and retailers raise price protection claims to compensate for the loss in on-hand inventory value or loss incurred on inbound price lists and outstanding purchase orders when vendors decide to reduce the price of their products.

Settling claims and deductions involves determining whether a claim is valid and validating proofs. For more information on price protection claims, refer to the Oracle Price Protection User’s Guide. For more information on supplier ship and debit claims, see Supplier Ship and Debit Overview.

The claims module enables organizations to shorten the claims-processing cycle, and reduce claims and associated costs. Information related to all claims is stored in a centralized manner. This enables you to access accurate views of promotional spending and other variable costs. You can research, validate, and settle deductions and claims. You can also identify invalid and duplicate claims and prevent unauthorized claims and deductions.

Indirect Sales Management

The indirect sales management tools enable organizations to validate payment requests, and manage and track funds when trade promotion activities are executed indirectly through retailers and wholesalers. The indirect sales management module includes:

Chargeback and Third Party Accrual data are managed in Oracle Trade Management, while Special Pricing, Soft Funds, and Referrals features are supported by Oracle Partner Management. However, approved requests related to Special Pricing, Soft Funds, and Referrals, are managed and settled in Oracle Trade Management.

Supplier Ship and Debit Processing

The Supplier Ship and Debit process allows distributors to sell products to specific customers at a price that is below the distributor acquisition costs or the expected margin on the product. Such a sale can help meet competitor bids, gain a foothold into new account, or move excess or unsold inventory. As a result, an accrual offer is created between the supplier and the distributor with the customer as the qualifier. A sales orders is recorded against this offer.

If the supplier approves the new price, the distributor can claim the difference from the supplier. If the supplier declines the distributor’s request for the lower price, the distributor may still decide to go ahead and absorb this loss. In either case, the distributor raises a supplier ship and debit claim for which accounting is done as part of claims processing.

Price Protection

Price protection agreements between distributors and retailers and between distributors and suppliers allow distributors and retailers to claim loss of value on on-hand inventory when the supplier decides to drop the price on a product. The distributor claims price protection refund from the supplier whereas the retailer claims the refund from the distributor. Settlement of price protection claims result in the issue of a credit memo to the retailer and a debit memo to the supplier. For more information, see the Oracle Price Protection Implementation Guide and the Oracle Price Protection User’s Guide.

Oracle Trade Management Integration Overview

Oracle Trade Management integrates with the Oracle applications described in the following table:

Oracle Application Description
Oracle General Ledger Oracle Trade Management integrates with Oracle General Ledger. Items such as accruals, accrual adjustments, and discounts are tracked in Oracle General Ledger. Once the integration with Oracle General Ledger is complete you can track items such as offer-related accruals, claims or deductions with promotional accruals or earnings settled by credit memo or check.
Oracle Advanced Pricing Advanced options, which is an Oracle Advanced Pricing feature, enables you to define groups of modifiers where the modifiers in a group are incompatible with each other. Advanced options enables you to accurately control the behavior of offers.
Also, all offers types except scan data, net accrual and lumpsum are stored as modifiers in Advanced Pricing. This includes accrual and off invoice offers.
Oracle Costing Oracle Trade Management integrates with Oracle Costing for information on the actual Cost of Goods Sold. This information is used for calculating the promotional return on investment.
Oracle Discoverer Oracle Discoverer is a tool that you can access from Oracle Trade Management. Depending upon how Oracle Discoverer is implemented in your organization, you can use it as either a query tool for extracting customer information from the database, or as a page with predefined reports that you can run.
Oracle Inventory Oracle Trade Management integrates with the product and product category definitions in Oracle Inventory. All the modules in Oracle Trade Management use these products and product definitions.
Oracle iStore Offers that are created in Oracle Trade Management are visible in Oracle iStore. The Funds Accrual Engine fetches information from all ordering channels including Oracle iStore. Therefore, in the Budgets module, you can track any accrual offer that applies on Oracle iStore.
Oracle Marketing You can associate campaigns, programs, and events created in Oracle Marketing with offers and budgets in Oracle Trade Management.
Oracle Partner Management (PRM) Fund requests related to Special Pricing, Soft Funds, and Referrals, created in Oracle Partner Request are sourced from budgets in Oracle Trade Management. You can specify the budget source as a profile value. Offers and claims for PRM flows are automatically created in Oracle Trade Management; these claims are settled by the claims user.
Oracle Payables Promotional payments related to Oracle Trade Management can be made and adjusted through checks in Oracle Payables. Budgets and offers are updated with the payment information.
Oracle Receivables When customers make payments, the payment information is updated in Oracle Trade Management. When customers take deductions or pay in excess, Deductions and Overpayment claims are automatically created in Oracle Receivables and passed on to Oracle Trade Management.
Oracle Task Management Oracle Trade Management integrates with Oracle Task Management for:
  • Offers: generic tasks such as printing the offer to customer for customer review

  • Claims: research activities such as verifying the proof of delivery or contacting customers to obtain additional information about the claim.

Oracle Trading Community Architecture (TCA) - Data Quality Management (DQM) During Chargeback and Third Party Accrual data processing, information about end customers such as sales, identification, and PO number is captured and stored. End-customers are created as parties and accounts in Oracle TCA. The Chargeback module integrates with the DQM application available in TCA to search for duplicate data. During Chargeback or Third Party Accrual submission, based on data checking rules that are set up in DQM, the chargeback system finds the corresponding party ID that has been set up in TCA. If the party does not exist, a new party will automatically be created in TCA.
Oracle Territory Management Territories that are used in Oracle Trade Management for budget allocation, quota allocation, and defining markets and claim assignment, are created in Oracle E-Business Suite Territory Management module.
Oracle Order Management Orders are created in Order Management. Reference information about the order such as product number, units, quantity, value and discount, as well as the offer details are updated in Oracle Trade Management. Budgets and offers are also updated with this information.
Oracle E-Business Tax Engine The Oracle E-Business Tax Engine provides the quote of the estimated tax amount for a claim. The Oracle E-Business Tax Engine provides an estimate of taxes before transactions

Oracle Trade Management Key Features

This section describes the key features included in the main functional areas for this release of Oracle Trade Management. The functional areas include budget, quota, account manager dashboard, offer, claim, indirect sales, and common components.

Budget Management Key Features

Budget management gives organizations a comprehensive tool for planning as well as tracking actual spending, whether accrued or immediately incurred, of sales, marketing and partnering activities.

Budget Checkbook View Data Collection

You can use budget checkbook view to view actual budget usages, such as expenses or accruals.

Companies using Trade Management generally write their own reports for specific reporting needs. Trade Management enables you to easily create these reports using the materialized views that collect budget utilization data. You can then use this data to create different reports.

Data will be collected by:

You can also:

Trade Planning Key Features

Trade Planning features in this release include:

Quota Key Features

To strengthen support for integration with any third party system in any industry, Oracle Trade Management offers a public API. See Creating a Quota Using the Quota Creation Public API for more information.

Account Manager Dashboard Key Features

You can use the Oracle Trade Management dashboard as a single entry point for the iterative selling process. In an iterative sales model sales representatives manage customer accounts and sell products on a continuous and repetitive basis. The features in the Oracle Trade Management Dashboard that address the iterative selling process include the following:

Key Features
Features Description
Offer Worksheet for Lump Sum and Scan Data Use the worksheet to create lump sum and scan data offers as well as off-invoice, accrual and trade deal offers.
Account Plan and Dashboard Summary Exposing Budget Information Without navigating to budget summary, sales representatives can access the dashboard to see their customer accounts’ budget utilized, earned, paid and outstanding accrual balance. The budget information a sales user can see is limited to the customers (accounts and/or sites) within his territory.
Configurable Related Links Quick links are configurable by an administrative user. There is also a “Report” link that brings you to Oracle Discoverer.

Offer Key Features

Oracle Trade Management Offer provides comprehensive support for all types of promotional agreements. Sales users can create and monitor offers on the Account Manager Dashboard. Additionally, sales administrators, marketing managers, pricing managers and partner managers who have full exposure to set advanced pricing and eligibility rules can also create and monitor offers on the Account Manager Dashboard. Oracle Trade Management includes enhanced flexibility in creating volume offers and support for Indirect Sales in Volume Offers.

Volume offers, whether on an off invoice or accrual basis, are frequently used as incentives to customers, buying groups or partners, based on their cumulative purchase volume over a period of time.

Oracle Trade Management includes enhanced flexibility in creating, maintaining, and monitoring volume offers and also features support for Indirect Sales in Volume Offers.

Feature Description
Creation for Multiple Customers and Products Reduces the number of volume offers a user has to create and maintain. In a single volume offer, users can enter different sets of rates for different product categories and products.
Indirect Sales Support Oracle Trade Management handles all payment requirements both directly or indirectly, based on Point of Sale data. Volume offers can apply on both direct and indirect sales or a combination of both.
Expose Pricing Formula Pricing formula, created in Advanced Pricing, is exposed on volume offers to provide flexibility in handling highly complex pricing and promotion scenarios.

Claims Key Features

The following information describes features in the Claims module of Oracle Trade Management.

Claims Key Features
Feature Description
Settlement by AP Debit When a company wants to accrue promotional money owed to it by another company they can use Oracle Trade Management to either charge a claim or deduct from the other organization. For example, distributors may claim price protection refunds from the supplier to cover the losses incurred on on-hand inventory as a result of dropped product prices. In Oracle Trade Management when you deduct from the other organization you can create a transaction in the Oracle Payables to reduce the balance owed to the other organization. This feature is available for claim and debit claim, but not for deduction and overpayment.
When you select this method for settlement, Trade Management automatically passes a payables credit entry into the Payables’ interface table. The Payables Open Interface Import program then converts the payables credit entry into an Accounts Payable document that reduces the company’s balance owed.
Settlement by AR Credit Used when retailers claim price protection accrual owed them by distributors as a result of losses incurred on on-hand inventory and existing purchase orders when the supplier drops the price of a product,
Accounting Only Settlement Used when distributor ship and debit request for refunds is not approved by the supplier. This method directly balances the distributor accounts for the loss incurred without interface to Oracle Payables.
Netting Settlement Formerly referred to as Contra Change. Use this settlement method for deduction and overpayment. When you select this settlement method the program sends out a workflow notification to users with a Netting responsibility notifying them to manually run the netting batch process.
This refers to the action of applying a receipt on another receipt. In Trade Management’s context, it means settling a deduction or overpayment claim by another claim, an AR transaction, or an AR receivable activity.
Configurable Settlement Workflow Allows companies to create custom settlement methods in addition to the seeded methods. You can settle promotional claims with the custom settlement method.
Mass Settlement Use this to search for related account transactions and enforce claim security.
Multi-Org Access Control (MOAC) for Claims You can view and/or update claims across operating units provided you have the correct access privileges. Claims remain org-striped.
Oracle E-Business Tax Integration Oracle Trade Management provides for Oracle E-Business Tax integration which allows you to obtain an accurate estimate of the tax impact of the claim lines.
  • Tax classification codes are defined in Oracle E-Business Tax. The tax classification code values are based on whether a settlement method integrates with Accounts Receivable or Accounts Payable.

Payment Settlement Methods

Oracle Trade Management provides support for the following Payables related settlement methods:

The following information applies to all three of the settlement methods listed above:

Settlement Methods
Settlement Method Description
Wire Transfer When a claim is settled with a wire transfer settlement method, the invoice generated in Payables displays payment method of ‘Wire’.
Electronic Transfer Electronic transfer refers to electronic fund transfer and is a payment method used in Payables to compensate suppliers/vendors. This new settlement method is similar to the existing check settlement method.
  • When a claim is settled with an electronic transfer settlement method, the invoice generated in Payables displays a payment method of ‘Electronic’

Account Defaults Payment A payment method can be associated with every supplier site. The payment method specified on the supplier site suggests the payment preference and can be used to default a payment method on the invoices generated for the supplier. The payment method associated with the supplier can be check, clearing, electronic, or wire.
The accounts default payment allows the system to decide, based on the payment preferences setup on supplier site, what the default payment method for invoices interfaced in Accounts Payable should be. Details include :
  • When a claim is settled with Accounts Payable default payment settlement method, the invoice interfaced into Payables will have no value for the payment method field and instead will allow Payables to default the supplier site’s payment method.

Indirect Sales Point of Sale Data Key Features

Indirect sales is the process of using and managing external sale. Companies receive high volumes of data in different formats from different channels requiring time and resources to sort, cleanse and convert the data. In addition, they need to validate the data against often complex pricing or promotion agreements that may involve multiple parties in a selling process, some of which the company may not even transact with directly.

Post-validation, companies need to create payments to partners or customers on a timely basis, as well as track the data in a way that can be useful for production planning, customer inventory analysis, sales compensation and revenue recognition.

Oracle Trade Management handles all payment requirements both directly or indirectly, based on Point of Sale data. Volume offers can apply on both direct and indirect sales or a combination of both. Additionally, volume offer functions such as tracking total order volume, calculating the current discount rate, and making retroactive adjustments apply to both direct and indirect sales data.

Supplier Ship and Debit Key Features

Supplier Ship and Debit includes the following key features.

Supplier Trade Profile

For supplier ship and debit, you submit a request to the supplier for approval on discounted prices at which you want to sell products to your customers. After you make the sale, you submit a batch for supplier approval before you can debit the supplier for the difference in your acquisition and selling prices. You define a trade profile for your supplier to capture supplier preferences and attributes for the approval and claim settlement processes. For example, if your supplier does not require you to submit a batch and seek approval for the claimed amount, you can select the auto debit function on the supplier trade profile. Auto debit enables you to directly go to claims processing after you create a batch. On the supplier trade profile, you can define the frequency of batch creation, the quantity and amount limits on an offer, and claim computation and approval communication methods.

Accrual Offer

After the supplier approves price changes on a supplier ship and debit request, an accrual offer is created on the request. Similarly, accrual offers are created on internal ship and debit requests. Except for the distributor being the qualifier or beneficiary on such an offer, offer approval and creation follows the existing trade management functionality.

Sales Order

An accrual offer is created on a request and sales orders booked for this offer. Goods are then shipped to the retailer or end customer against these sales orders. After the sale is made, the claim can be created and settled.

Supplier Ship and Debit Dashboard

The supplier ship and debit dashboard enables distributors to do the following.

Distributors create requests for supplier approval of the new prices and upon approval, create batches for supplier approval of claim amounts. A batch contains all the accrual lines for which the supplier is expected to make payment. Approval transactions between distributors and suppliers use the XML gateway or Web ADI.

Debit Claims

A supplier debit claim is created for accrual lines in a batch that the supplier approves. For rejected accrual lines, an internal ship and debit claim is created. The supplier claim is closed out on posting of a debit memo in Oracle Payables for the supplier for the total of all approved lines. Internal ship and debit requests have no supplier debits; accruals are settled by relieving liability and booking the expense to the appropriate distributor GL account.

Price Protection Key Features

The key features of Price Protection are as follows.

Default System Parameters and Profile Options

Price protection enables distributors and retailers to streamline updates and processes when a vendor changes the price of a product. These updates are required to calculate the difference in inbound and outbound inventory costs that distributors and retailers can claim. Because Oracle Trade Management integrates with other E-Business Suite applications such as Inventory and Order Management, price lists, purchasing systems, costing and financial systems need to reflect the new price.

To ensure price protection integration with these applications and enable updates to these systems, you must enable the system profile options for price protection. To enable accounting on price protection claims, you must set default accounts in the System Parameters page. These accounts are used for cost adjustment, accrual, and contra-liability.

Trade Profiles

If distributors and retailers are covered for losses on inventory by a price protection agreement, the retailer submits a credit claim to the distributor and the distributor submits a debit claim to the vendor. To capture preferences and attributes for the processing and settlement of price protection claims, you define trade profiles for the customer in the case of a credit claim and for the supplier in the case of a debit claim.

Price Protection Dashboard

The price protection dashboard enables you to manage the creation and approval of transactions for updates to price lists and purchase orders. These transactions provide inventory details, price changes, and adjustments. You can create customer and supplier claims for active approved transactions and track approval and settlement of these claims from the price protection dashboard.

For more information, see the Oracle Price Protection Implementation Guide and the Oracle Price Protection User's Guide.

Common Components for Trade Management

The following information describes some Common Component related features in Oracle Trade Management.

Common Components
Common Components Description
Operating Unit Related Enhancements To increase support of the application being used under different operating units, Oracle Trade Management includes the following:
  • For improved synchronization with Advanced Pricing, Trade Management Offer contains the profile option OZF: Global Flag on Pricing Related Objects. This profile option defaults whether a global flag will be checked when the offer is passed to Advanced Pricing. For detailed information on this profile option see the Oracle Channel Revenue Management Implementation Guide.

  • Fully accrued budget in Oracle Trade Management also uses the above profile to determine whether the accrual parameters will apply on all sales orders or only those that belong to the same operating unit that created the budget.

Ledger Architecture Compliance Oracle Trade Management uses the term Ledger instead of Set of Books.
Additional Descriptive Flexfields New descriptive flexfields include:
  • Price list header

  • Price list line

  • Competitor product header

  • Quota header

  • Offer performance line

  • Special pricing request header and request line

  • Soft fund request header and request line

  • Indirect sales batch header and batch line

  • Supplier ship and debit request header and request line

  • Supplier ship and debit batch header and batch lne

  • Price protection transaction header and transaction line

  • Price protection transaction covered inventory receipt adjustment

  • Price protection transaction covered inventory details price protection transaction customer claims

Oracle Trade Management Organization Related Enhancements

Oracle Trade Management includes enhanced support for different organizational environments. An operating unit is a business entity with its own set of business rules. Oracle Trade Management customers generally set up entities for one or more of the following reasons:

Oracle Trade Management provides the following organization related enhancements:

Enabling Multi-Operating Unit Access

With responsibilities, you can access more than one operating unit at a time, so you can perform business tasks for entities that have multiple organizations across all accessible operating units using a single responsibility.

Set the profile option MO: Default Operating Unit to a valid value, to stamp opportunities with your default operating unit.

This profile option setting is mandatory. Stamping your new opportunity with the default operating unit does not limit your access to the opportunity and the stamp is not visible. New account sites and new account relationships are also stamped with your default operating unit if the profile option is set. Again, this stamp is not visible, however it is displayed on the Account Details form if you have access to it through your responsibility.

If the profile MO: Default Operating Unit is not set to a valid value, an error message displays when you attempt to create a new account site, or a new account relationship:

See the Oracle Applications Multiple Organizations Implementation Guide for information on setting the profile MO: Default Operating Unit, implementation considerations for operating unit security, and other details on enabling Oracle Trade Management users to access multiple operating units.

Overview of Operating Units in Oracle Trade Management

The information in the following table describes Operating Unit features in Oracle Trade Management.

Understanding Multi-Org Needs

Oracle Trade Management is sometimes referred to as a bridging application between Customer Relationship Management (CRM) and Enterprise Resource Planning (ERP).

Org-striping involves segregating areas based on operating units. In real-time scenarios, companies set up different operating units (OU) or business entities for different reasons. These operating units have their own business rules and they function independently. This means that the business transactions of one OU may or may not be accessed by another OU.

You can implement org-striping features in various modules, and design the setups accordingly to meet your business needs.

How Oracle Trade Management Modules Use Operating Units

The following table lists and describes how the various Oracle Trade Management modules use operating units:

Note: For detailed information on the profile options listed in the following table see the Profile Option chapter in the Oracle Channel Revenue Management Implementation Guide.

Use of Operating Units
Oracle Trade Management Module Use of Operating Unit
Offers To synchronize with Modifiers in the Oracle Pricing application Oracle Trade Management Offers includes the profile option OZF: Global Flag on Pricing Related Objects.
Budgets Oracle Trade Management Budgets uses Operating Units in the following manner:
  • Fully Accrued Budget - When you create a budget in Oracle Trade Management and accumulate the Total balance the profile option OZF: Global Flag on Pricing Related Objects is used.

Price Lists In Trade Management the profile option OZF: Global Flag on Pricing Related Objects determines whether a price list has the global flag checked in the background. The price list header screen contains the global flag for price lists.
Quota You can use the OZF: Territories Limited to Operating Unit profile to create and maintain territories for Trade Management purposes enabling you to segregate territories by operating unit. This eliminates the requirement of setting up all territories with account sites as matching attributes. You can set the OZF: Territories Limited to Operating Unit profile option at the site level. This profile option can handle either org-specific or non-org specific quota allocation. The default is set to No to ensure that all quota and dashboard functions work the same.
Dashboard The Trade Management profile option OZF: Territories Limited to Operating Unit enables the Trade Management dashboard to expose sales orders within one or multiple operating units.
The account’s account site for all operating units (plus any other matching attributes) will be derived for the territory, and sales data will be based on those sites.
Claims In Oracle Trade Management claims function you can switch from one operating unit to another. The Claim display lists all claims pertaining to all operating units that you have access to on the same claim summary page. This eliminates the need to switch responsibility. Additionally, when you create a claim (single or mass) and if you have access to multiple operating units, the claim creation page allows you to select the operating unit.
Indirect Sales Trade Management Indirect Sales offers increased support for multiple operating units. The updates to operating units includes:
  • All channels for importing indirect sales data will expose the operating unit field – WebADI, XML Gateway, interface table. This is not a mandatory requirement.

  • The Operating Unit field will be displayed on the batch import, Chargeback summary, and Chargeback header screen to track the Operating Unit against each indirect sales batch.