This chapter covers the following topics:
This chapter provides an overview of the Account Manager Dashboard and explains how to use the Account Manager Dashboard features. It includes information on:
The process flow for Account Manager Dashboard
Account Manager Dashboard regions
Offer Evaluator and Offer Worksheet
Target allocation
Account planning
Trade planning involves planning the sales activities, and organizing resources to meet the sales objectives. It includes sales forecasting, analyzing business information, allocating targets, managing sales performance, and responding proactively to changing business scenarios and conditions, to help maximize sales volumes.
Organizations face many challenges due to changing customer demands and dynamic business conditions. Trade plans are affected by untested promotional plans, unrealistic targets, and unproven goals and objectives.
You can use Account Manager Dashboard, an integrated planning tool in Oracle Trade Management, to plan and monitor the execution for trade activities. The Dashboard provides solutions to achieve everyday sales objectives, enabling you to:
View historical sales information, forecast sales, and calculate the return on investments
View sales targets and monitor sales performance
View reports and statistics that give an overall view of the sales activities of the organization
Create and evaluate offers to promote sales and achieve the desired return on investments
Collect information on the sales performance of competitors' products, and view the relevant trends and reports
The following figure shows the Account Manager Dashboard process flow.
Process Flow for Account Manager Dashboard
During the Quota Allocation, Sales Management allocate sales targets (by territories or products) to individual Sales Representatives of different regions and territories. The allocation is based on either the currency amount or product quantity.
In Target Allocation the program automatically reallocates the Sales Representatives' sales target to their customer accounts and sites. Sales Representatives can view the target allocation by logging into the Account Manager Dashboard.
Based on the target allocation, the program automatically creates Account plans for each customer account. An account plan provides an overall view of the activities such as trade promotions, outstanding claims, competitive products, and all other activities that are related to the customer account.
Use the Offer Evaluator and Offer Worksheet Summary to evaluate and create offers. First, use Offer Evaluator to search for an offer that fits specified criteria then copy the retrieved offer as an Offer Worksheet. You can use this Offer Worksheet to create new offers. When you create an offer from the Offer Worksheet, you can apply the following operations to the offer:
Use the Discount Calculator to obtain a discount recommendation.
Enter the performance requirements for the offer.
Create an offer forecast.
Dashboard alerts are automatically raised whenever the sales performance is not according to the plan and expectations. During the target allocation and after the offer creation process, you can specify different graph parameters, view sales performance graphs, and analyze sales performance. Additionally, you can select one or more offers or campaigns, display them in the form of Gantt Charts and analyze them.
You can monitor the retail price information of products for each customer account. You can also monitor the performance and price changes of the competitive products in the market.
Account Manager Dashboard serves as a starting point for the trade planning activities in an organization. The Dashboard displays relevant links to the applications and information required to perform Trade Planning activities. The Account Manager Dashboard includes account, product and performance based reports that you can use to plan and evaluate performance based on allocated targets. You can access tools such as the Offer Evaluator and Offer Worksheet to create and evaluate offers to fetch the desired return on investments. You can also display the offers in the form of Gantt charts as well as perform retail performance capture activities.
Information in this section will enable you to:
Understand Account Manager Dashboard regions
Understand trade planning thresholds
Capture retail pricing information
View Budget Summary and Claim Summary reports
Personalize My Accounts and My Products regions
For detailed information on any of the profile options or concurrent programs listed in this section, refer to the Oracle Channel Revenue Management Implementation Guide.
You can personalize the Account Manager Dashboard in Oracle Trade Management according to your business requirements.
Prerequisites: Run the concurrent program Refresh Account Manager Dashboard to refresh the data on the dashboard.
Log in with Account Manager responsibility.
Click on Account Manager Dashboard.
Click on Personalize Page to access the Personalize Page: Dashboard where you can reorder links, add additional links, or hide links.
You can personalize the Related Links section on the Account Manager Dashboard using the Personalize link at the top of the Related Links region. You can reorder links, hide links or add new links.
Note: This standard OA personalization capability.
The following sections describe each of the regions that you can see when you log into the Account Manager Dashboard.Key Performance Indicators
The Key Performance Indicators (KPI) region displays the overall product-specific total target number The target numbers that appear here are based on the target allocations that have been created by the Sales Management.
To personalize your indicators click on the Personalize Key Performance Indicators link.
Sales Performance
This area of the Account Manager Dashboard shows the sales performance graphs.
Related Links
You can personalize the Trade Management Dashboard by clicking the Personalize Related Links button. You can rearrange the order of the links, add additional links or hide links. Configurations are defined at the responsibility level by the Trade Manager Responsibility level. You can configure the following internal dashboard options in the Trade Management dashboard:
Notifications (Workflow)
My Tasks (CRM tasks)
Calendar (CRM calendar)
Offer Evaluator
Offer Worksheet Summary
Audit Retail Conditions (Renamed from Capture Retail Price)
Discoverer Reports (links to Discoverer application. No reports are seeded)
XML Publisher reports (links to XML Publisher application. No reports are seeded)
Setting Up Claim Summary
Quota Summary
Budget Summary
Products (links to Oracle Trade Management Product page)
Customers (links to Oracle Trade Management Customer page)
My Accounts and My Products
Account managers with access to the dashboard can view budget utilized, earned, paid, and unpaid earnings for their customers on the My Accounts and My Products regions in the Account Manager Dashboard. You can use the personalization option to expose or hide these columns.
Note: The utilized, earned and paid information is visible on the dashboard provided the customer accounts or sites fall within your territory, even if those balances belong to budgets to which you do not have any access. All Period Types will be available in General Ledger
Trade Planning thresholds are flexible alerts set by the Administrator to notify the sales team when business conditions change. For example, the Administrator can create a rule set to alert the sales team if it does not achieve its targets on time. This enables the sales team to take timely actions to improve its performance.
Trade planning thresholds can appear in one of the following ways and can be set up for quotas and budgets:
Notification Alerts: When the threshold condition occurs in the specified start date and end date range, a notification is sent through Oracle Workflow based on the frequency indicated by the rule.
Dashboard Alerts: Dashboard alerts appear as icons in the Account Manager Dashboard. When the threshold condition occurs in the specified start date and end date range, you see the icon that meets the condition in the dashboard every time you log in. The icons represent one of the following conditions:
Acceptable: indicated by a tick mark
Warning: indicated by an exclamation mark
Not Acceptable: indicated by a cross mark
Thresholds include threshold rule sets and threshold rules.
A threshold rule set consists of one or more threshold rules. Each threshold rule set can have its own start date and end date.
Threshold rules belonging to a threshold rule set can also have individual start dates and end dates, but these must fall within the start date and end date range of the threshold rule set.
You can modify, extend, and personalize threshold rule sets and threshold rules based on the profile option settings made by the Administrator.
See the section titled Set Up Threshold Rules for Quota Related Alerts in the Oracle Channel Revenue Management Implementation Guide for more information on setting up thresholds.
Retail price is the price at which a retailer sells your products to end-customers. Use the Audit Retail Conditions quick link to record the retail prices at which a specific retailer sells your products. Each retailer may sell your products at a different retail price. For example, Walmart may sell your product, Product A at $10.00, while Bigmall may sell the same Product A at $12.00. A history of the pricing information is also saved over time and is available for review.
To capture retail pricing information, log into Oracle Trade Management with Account Manager responsibility.
Navigation: Account Manager Dashboard > Audit Retail Conditions
Click the Audit Retail Conditions quick link.
Select a Customer Name and Location.
To search for the retail prices at which a retailer sells a particular product, complete the following steps:
Select a product from the Product LOV.
Select a Product, and select the Start Date and End Date.
Click Go.
Optionally to add a new product, click Add Another Row.
Select a product, enter the details as required, and click Apply.
You can also use the Account Manager Dashboard to enter store level conditions that you can use to track retail store compliance with your promotional agreements with respect to facings, displays, and features.
Follow these steps to select a specific store and product category to audit.
Log into Oracle Trade Management with Account Manager responsibility.
Navigation: Account Manager Dashboard > Audit Retail Conditions
Enter a Customer Name
Select Location (Direct Distribution (DC) or Direct Store Delivery (DSD) from Location LOV. If you selected a Customer, the Location (stores) list is restricted to those stores assigned to that customer. Otherwise, the Location LOV shows all Locations for all customers in the territory. This is a required field.
Select Product Category from the Product Category LOV.
Enter audit date to retrieve data. The default is today's date.
Click Go to display a table listing all associated products in the category you selected. Additional data displayed includes Retail Price and Promotional Price, Facings, Display and Feature.
If the product you selected has not been audited before, the retail data and audited date remain blank.
The Select checkbox defaults to False for all products. If you edit any date field for a product, check the Select checkbox to indicate that the row was edited. Use the Select All and Select None check boxes to check or clear the Audit flag field of all displayed items.
Click the Competitor Icon to view a table of all competing products of the selected item with retail audit data on or before the Last Audit Date. The list displays the last reported data for each competitive product. You can also add a new competitor item to the competitive product master list from this screen.
Click the History icon to display a graph of data points you select for the product or competitive product originally selected. You can select the date range and metric to graph. Competitive item charts of price or promotional price also plot your product’s price or promotional price for comparison. The default graph type is a bar graph.
To view Budget Summary and Claim Summary reports, log into Oracle Trade Management as Account Manager.
Navigation: Account Manager Dashboard > Budgets or Claims.
Notes:
Budget Summary: This helps users to navigate to the budget overview without having to change user responsibility.
Claim Summary: This helps users to navigate to the claims overview without having to change user responsibility.
You can personalize the My Accounts and My Products regions to create new views and define the manner in which the information is displayed. You can hide or show regions and change the order in which regions are displayed. A view includes data display specifications such as the number of rows and columns that must be displayed. It also includes sort settings and search criteria to filter the data that is displayed in the region. You can create any number of views, but set only one of them as a default at any given time.
To personalize My Accounts or My Products regions, log into Oracle Trade Management as Account Manager.
Navigation: Account Manager Dashboard > User Profile.
Notes:
Personalize: When you click Personalize, a list of all the pre-configured and personalized views that are applicable to the My Accounts regions are displayed. Select your desired default view and click Apply.
Create View: Use this option to create a new view.
Sort Settings: The data is sorted based on the options that you select here.
After the process of target allocation is complete, you can start planning to achieve your targets. You can use Offer Evaluator and Offer Worksheets to begin evaluating and creating offers to encourage the customers to buy products.
Information in this section will enable you to:
Understand Offer Evaluator and Offer Worksheet
Use Offer Evaluator to search and copy offers as Offer Worksheet
Evaluate offers by using Offer Worksheet
Offer Evaluator enables you to search for a list of offers that fit specific criteria such as customers, products, territories, costs, and return on investments.
When you search by using the offer evaluator, all the matching offers are displayed. You can create an offer by using one of these offers, or visit the offer worksheet summary screen.
You can also apply the following operations to the list of offers returned from the Offer Evaluator:
Export an offer as a .csv file, save the offer and send it as an e-mail attachment.
Display selected offers in the form of a Gantt chart.
Copy offers to the worksheet and create new draft offers, enter and modify discount values, and create forecasts for offers.
Each offer that is selected from the Offer Evaluator can be copied as an Offer Worksheet. Using the Offer Worksheet, you can create new offers of the following offer types:
Accrual
Off-invoice
Lump sum
Scan Data
Trade Deal
When you create an offer from the Offer Worksheet, you can use the Discount Calculator to obtain the forecasted Return on Investment (ROI). The system generates a forecasted ROI based on the following details that you enter:
The desired retail price point or percentage off the Manufacturer's Suggested Retail Price (MSRP) that you would like to reach
The retail unit of measurement, the desired retail price, and the retailer's margin requirement
The forecast units information.
Based on the price and margin information, the system calculates the appropriate forecast information by using the formula:
Retail Price = (1 plus customer margin) times list price time (1 minus discount value).
You can also enter your own discount values. The ROI information is automatically calculated based on this information. The ROI information enables you to predict the performance of new offers.
You can also specify the performance requirements for the offer. Performance requirements are the requirements that the retailer or wholesaler must meet to qualify for discounts that are defined in an offer. While volume requirements are computed by the system, performance requirements based on displays and facings must be updated and tracked manually.
You can use the offer evaluator to search for offers based on a specific criteria and copy these to the Offer Worksheet, log into Oracle Trade Management as Account Manager.
Navigation:Account Manager Dashboard > Offer Evaluator.
Notes:
Item Category: Enables you to search for offers based on products or categories that are defined in the offer. The filter conditions apply to the selected views.
Qualifier Filter: Enables you to search for offers based on qualifiers such as the customer name, bill-to and ship-to locations, buying groups, lists, or segments. The filter conditions apply to the selected views
Advanced Search: Enables you to search for offers based on parameters such as the forecasted ROI, actual ROI, start date, and end date of the offer.
After all offers that match the specified criteria are returned, you can use the following options:
Gantt Chart: Use this option to display offers in the form of a Gantt Chart.
Export: Use this option to save the offer as a .csv file.
Copy to Worksheet: Use this option to copy an offer as an Offer Worksheet. The selected offers are copied as Offer Worksheets and are displayed in the Worksheet Summary page.
You can create a Lump sum offer exclusively to offer incentives to your customers or retailers if they perform tasks or actions that have been agreed upon.
To create an lump sum offer worksheet, select Lump Sum from the Offer Type Drop down list in the Offer Details region on the Offer Worksheet page.
The following information applies to a Lump Sum Offer Worksheet page:
In the header information the Committed Amount and Customer are required fields.
In the Products tab :
In Distribution Type, select either Amount, Percent, or Quantity.
Level contains all available categories including Product and Category.
Distribution Value is either Amount or Percentage. If you do not provide a distribution value, the program allocates the committed amount evenly among all products.
Check the Exclude box to exclude categories or products.
Scan Data offers commonly used in the Consumer Goods industry 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 on to the manufacturer who reimburses the retailer. Sometimes, the retailer submits the data directly to the manufacturer who validates it and reimburses the retailer.
To create a scan data offer worksheet, go to the Offer Worksheet page and select Scan Data from the Offer Type Drop down list in the Offer Details region.
The following information applies to a Scan Data Offer Worksheet page:
In the header information the Committed Amount and Customer (Account, Bill-to, Ship-to, Buying Group) are required fields.
In the Products tab :
Level contains all available categories including Product and Category.
Distribution Value is either Amount or Percentage. If you do not provide a distribution value, the program allocates the committed amount evenly among all products.
Quantity default is 1
Scan Type is POP Display, In-Store Coupon
When a Scan Data offer is created, forecasts are made regarding the scan units and values. Fill in the appropriate units and values respectively in Scan Unit Forecast and Scan Value Forecast. The budget allocated for the offer depends on the forecast value.
The net accrual offer type bypasses Advanced Pricing and directly processes order transaction data. Accruals are applied based on the net sales of a specific customer and product, rather than on invoiced sales. Net accrual offers can be used to establish price protection programs. They create utilization on sales that occurred in the past.
Steps
To implement net accrual offer types, run the following concurrent programs in this order:
AMS Web Execution: Refresh Offer Products and Parties
Net Accrual Engine
Set Up Net Accrual Rules
Net accrual rules are used to determine the net sales of product on which an accrual discount can be applied. These rules contain all the deductions that need to be considered on total sales of any product to arrive at the Net Sales.
For example, a sales representative sets up a deal with a customer that gives the customer a promotion of 5% based on sales to them in the previous quarter. As a part of the terms of this promotion, the sales representative wants to exclude the credit memos given to the customer in the previous quarter so as to arrive at a net sales figure. He can achieve that by creating net accrual rules and group them as a net accrual rule set. This rule set can be specified on an Offer of type Net Accrual.
Prerequisites
None
Steps
Log in to Oracle Trade Management and navigate to Administration > Trade Management > Trade Planning > Net Accrual Rules
Click Create.
Click Update.
You must also create and verify Net Accrual Rule Sets. See the Oracle Implementation Guide for additional information.
For information on Off-invoice offers and Trade Deal offers see Offer Types in Chapter 7 in this Guide.
After you copy an offer as a worksheet, you can evaluate and create offers that will give you the desired ROI. When you create an offer from the offer worksheet, you can use the Discount Calculator to obtain a forecasted ROI value. You can also enter your own discount values and modify them. You can enter the performance requirements for the offer, create an offer forecast, and create new offers.
To evaluate existing offers by using the Offer Worksheet, log into Oracle Trade Management as Account Manager.
Navigation: Account Manager Dashboard > Offer Worksheet.
Notes:
Details: Use this option to evaluate an existing offer worksheet. The Worksheet Details page picks information from the offer that was converted into the Offer Worksheet.
Offer Details: The information that you enter here will be used for creating the offer forecast.
Offer Eligibility: Use this section to specify the conditions on which the customers will be eligible for offers.
Discount Calculator: Use this option to obtain the forecasted ROI for the offer. Use this option to display the forecasted revenue, forecasted costs, and the forecasted ROI. You can use the ROI information to offer optimum discount. You can enter different discount values until you arrive at a desired forecasted ROI.
Performance Requirements: Use this option to define performance requirements for the offer:
Item Level and Item Name: Select the product item or category for which performance requirements will be defined.
Start Date and End Date: These dates determine the time period within which the requirement must be executed.
Required check box: Select this check box to make it mandatory for the customer to enable claims settlement. This validation is not during offer application during the order booking process but is used during claim settlement.
Forecast: Use this option to create an offer forecast.
Forecast Basis: Enables you to generate a forecast based on:
Custom Date Range: to generate the forecast for a given time period.
Last Year Same Period: to generate the forecast based on the sales achieved during the same period in the last year.
Offer Code: to generate the forecast based on the performance of another offer.
Time Spread: The time spread that you select determines how the forecast will be divided. For example, if you select the time spread as monthly, then the forecast will be divided on a monthly basis.
Offer Code: Select an offer code if you selected Offer Code as the forecast basis.
Offers can be created or created and submitted for approval using the Save as Draft Offer button or the Save and Submit button.
Note: You can optionally select or more worksheets from the Worksheet Summary page and click Copy to create duplicate copies of the offer worksheets.
Note: Now you add the Budgets to the Worksheet.
When you create an offer from the offer worksheet, you can use the Discount Calculator to obtain a forecasted ROI value. The system generates a forecasted ROI based on the following details that you enter:
The desired retail price point or percentage off the Manufacturer's Suggested Retail Price (MSRP) that you would like to reach
The retail unit of measurement, the desired retail price, and the retailer's margin requirement
The forecast units information
Based on the price and margin information, the system calculates the forecasted ROI by using the formula, Retail Price = (1 + (plus) customer margin) * (times) list price * (times) (1 - discount value).
Note: You can also use baseline sales data and promotional lift factors to predict the performance of offer and promotional activities. They help you to better understand past promotion performance, determine the best offers to make, and forecast future sales. For more information, see Setting Up Promotional Forecasting in the Oracle Channel Rebate and Point of Sales Management Implementation Guide.
The trade planning process begins with the Sales Management allocating sales targets to the Sales Representatives in different territories and regions. Quota is the total sales target (in terms of money or quantity of products) that must be achieved in a specific time period. The process whereby the Sales Management sets sales targets for individual Sales Representatives is known as Quota Allocation.
For example, the Sales Management of an organization in US West sets a target of 1 million product units for their sales teams for the year 2004-2005. The Sales Management later allocates this quota to Sales Representatives in different US West territories such as California and Oregon, based on the sales performance and potential in each of these regions. In this case, 1 million product units is the quota, and the process by which this quota is allocated across territories is quota allocation.
The Sales Management can allocate targets by territories and by products. For more information on quotas and quota allocation, see Chapter 4, Quota Allocation in this guide.
Information in this section will enable you to:
Understand and work with target allocations
Understand and work with product spreads
Sales Representatives in one of the regions or territories to which the Sales Management has allocated the quota, will receive notifications when quota allocation is complete. Sales Representatives can use the Account Manager Dashboard to view their quota.
The allocated quota is automatically reallocated among each of the customer accounts. This automatic allocation is known as Account Allocation or Target Allocation. The target allocation worksheet provides a comprehensive view of how the quota has been allocated to each of your accounts and displays the targets that must be achieved for each of the accounts.
Note: A customer account may have multiple bill-to and sold-to locations. The target allocation worksheet displays the targets for bill-to and sold-to locations. The rollup view of the customer account shows the sum total of all the targets that have been allocated to all of its bill-to and ship-to locations.
For example, the Sales Management of Vision Industries, USA has created a quota allocation for 1 million product units (Monitors, Keyboards, and Printers) for its sales teams for the year 2004-2005. They select a quarterly time spread. The quota that has been allocated to you, a Sales Representative in New York is 100,000 product units.
You are responsible for the customer accounts--Fabstore, Bigmall, Megastar, and Shopping World. You receive a notification after the process of quota allocation is complete. You log into the Account Manager Dashboard and view the Quota Summary. You can see that the quota allocated to you has been automatically reallocated among Fabstore, Bigmall, Megastar, and Shopping World. The target allocation worksheet will appear as shown below.
Account | Jan - Mar | Apr - Jun | Jul - Sep | Oct - Dec | Total |
---|---|---|---|---|---|
Fabstore | 4,000 | 4,500 | 3,100 | 1,200 | 12,800 |
Bigmall | 5,000 | 4,050 | 4,000 | 2,100 | 15,150 |
Megastar | 7,500 | 3,900 | 1,650 | 3,000 | 16,050 |
Shopping World | 10,500 | 11,600 | 8,500 | 25,400 | 56,000 |
Unallocated | 0 | 0 | 0 | 0 | 0 |
Grand Total | -NA- | -NA- | -NA- | -NA- | 100,000 |
Targets will be allocated based on the sales that were achieved during the same period in the previous year. If there is any unallocated quota, it is accounted for in a category known as Unallocated. If there is any quota that you are not able to achieve, you can justify it by using the notes feature.
You can also remove customer accounts or a bill-to or sold-to location from a target allocation. If you remove a customer account from a target allocation, the allocation is reconfigured accordingly. The target that was allocated to the specific customer account will be moved into the category--Unallocated.
For example, if you remove the customer account Shopping World from the target allocation worksheet, the new worksheet appears as shown below. Notice that the target that was allocated to Shopping World has moved into Unallocated.
Account | Jan - Mar | Apr - Jun | Jul - Sep | Oct - Dec | Total |
---|---|---|---|---|---|
Fabstore | 4000 | 4500 | 3100 | 1200 | 12800 |
Bigmall | 5000 | 4050 | 4000 | 2100 | 15150 |
Megastar | 7500 | 3900 | 1650 | 3000 | 16050 |
Unallocated | 10,500 | 11600 | 8500 | 25400 | 56000 |
Grand Total | -NA- | -NA- | -NA- | -NA- | 100,000 |
For each of the customer accounts, you can view the product spread and the account plan.
If you are the Sales Representative in one of the regions or territories to which the Sales Management has allocated the quota, you will receive notifications after the process of quota allocation is complete. The quota allocated to you will be automatically reallocated among each of your customer accounts. This allocation worksheet is known as Account Allocation or Target Allocation. You cannot modify the allocation numbers in the target allocation worksheet. However, you can remove customer accounts from the target allocation worksheet.
To view or modify a target allocation, log into Oracle Trade Management as Account Manager.
Navigation: Account Manager Dashboard > Quota Summary.
Notes:
Account Allocation: Enables you to view the target allocation of the selected account and quota. All the accounts that you are responsible for will be listed in the Target Allocations Worksheet page. The allocation will be based on the sales figures during the same period in the previous year. If there is any unallocated target, it will be accounted for in the general category--Others.
Recalculate: Enables you to recalculate the allocation numbers after making changes.
Update Account Selection: Use this option to remove a customer account or a bill-to or sold-to location of a customer account. Note that if you remove a customer account or a related bill-to or sold-to location, the corresponding allocation numbers are moved to the category--Unallocated.
To view the product spread for a customer account or any of its bill-to or sold-to location, log into Oracle Trade Management as Account Manager.
Prerequisites:
A quota must have been allocated.
Products must have been defined for the quota.
Navigation: Account Manager Dashboard > Quota Summary.
Notes:
Target Allocation: Use this option to view the product spread for a quota. All the accounts that you are responsible for will be listed in the Target Allocations Worksheet page. You can see that targets have been automatically allocated to each of the accounts. The business process view can be setup at the user level.
Product Spread: Use this option to view the product spread of an account. To view the product spread for a bill-to or sold-to location of a customer account, first expand the customer account and then click the corresponding Product Spread icon. The product spread is based on the sales figures during the same period in the previous year. Unallocated products are accounted for in the general category--Others.
The account plan of a customer provides an overall view of the activities related to the customer account. You can access information such as trade promotions, outstanding claims, details of competitive products, and all other activities that are related to a customer account. You can also forecast, plan, create, and evaluate trade promotion activities such as offers and campaigns, and evaluate potential returns.
Information in this section will enable you to:
Understand the concept of Account Planning
Display offers in the form of a Gantt Chart
View sales graphs of an account
Update retail pricing and details of competitors' products
After the process of quota allocation is complete, along with the target allocation, account plans are automatically created for each account. An account plan of a customer account includes the customer details, quota details, activity summary report, information about the retailer's performance, retail price points, and notes and attachments.
You can access the account plan for a customer by drilling down the customer account in the Account Manager Dashboard. The quota details that appear for each of the customers is based on the target allocation.
The Activities region in an account plan enables you to view all offers and campaigns that are associated with the customer account. You can view the offer details, budget details, forecasted units and the actual units of products that have been sold.
The Activities sub tab includes two regions--Manufacturer's Activities, and Retailer's Performances.
Manufacturer's Activities region: You can use the offer evaluator and offer worksheet to create and evaluate offers to fetch the desired return on investments. You can view Gantt charts for selected offers, and view the sales performance graph of the account. You can select one or more offers and export them as a .csv offer by clicking Export.
Retailer's Performances region: You can view the performance activities associated with the offer. If the performance requirements for an offer have been met, you can mark the offer accordingly by checking the respective Activity Completed check box.
For example, you may have an agreement with a retailer where the retailer will be eligible for a lump sum amount if the they display a poster of your new product in the showroom for a month. Displaying the poster is the performance activity that has been agreed upon. After you verify that the retailer has performed according to the agreement, you can mark the offer for completion of the activity.
To select offers and display them in the form of a Gantt Chart, log into Oracle Trade Management as Account Manager.
Prerequisites:
Target allocation must be complete.
Customer accounts and offers must exist.
Navigation: Account Manager Dashboard > My Accounts region > Customer Account > Activity Summary sub tab.
Notes:
Activity Summary: The Activity Summary sub tab displays the offers that are applicable to the customer’s account. Select the offers that you would like to display in the form of a Gantt Chart.
A budget can fund many trade promotion activities. Funds from the budget are committed against each of these trade promotion activities, and are utilized over a period of time. The budget checkbook gives the status of the funds in a budget including the total, committed, utilized, earned, paid amounts, and the GL posting details of the budget.
A budget is utilized when you withdraw funds to execute trade promotion activities. The utilized, earned, and paid columns in the budget are updated during various stages of offer execution, and these columns enable you to track fund utilization.
In the My Accounts and My Products region of the Account Manager Dashboard you can view budget utilized, earned, paid and unpaid earnings. You can use the personalization option to hide or expose these columns. The columns include:
Year to Date (YTD) Baseline (lesser of: forecasted baseline or YTD sales)
YTD Incremental (greater of: 0 or YTD sales minus YTD baseline)
This Month Baseline (lesser of: forecasted baseline or MTD sales)
This Month Incremental (greater of: 0 or MTD sales minus MTD baseline)
All Open Claims ( Open Claims are linked to claims summary and are not available on My Products.)
YTD Funds Utilized
YTD Funds Earned
YTD Funds Paid
Quarter-to-day (QTD) Funds Utilized
QTD Funds Earned
QTD Funds Paid
Month-to-day (MTD) Funds Utilized
MTD Funds Earned
MTD Funds Paid
All Funds Unpaid
All Open Claims
The utilized, earned, and paid information is visible on the dashboard provided the customer accounts or sites fall within your territory. This information will display even if those balances belong to budgets which you do not have access to.
The profile option OZF: Highest Period Level of Budget Utilization Payment Details determines if MTD, QTD, and YTD funds columns are hyperlinked to transactional details.
If the profile value is YTD, then MTD, QTD, and YTD fund columns are hyperlinked to details.
If the profile value is QTD, then MTD and QTD fund columns are hyperlinked to details. YTD fund columns display the totals but do not have a hyperlink to details.
If the profile value is MTD, then MTD fund columns are hyperlinked to details. QTD and YTD fund columns display the totals but do not have links to details.
Funds Earned, Funds Utilized, Funds Paid Column Details
Links for Funds Earned, Funds Utilized, and Funds Paid provide visibility to the transactional details for that period, YTD or MTD. There is also a link to Order details. The scope is restricted to the Bill-To’s and Ship-To’s within your Territories.
Funds Unpaid Column Details
Links for Unpaid is all money currently due. The scope is restricted to the Bill-To’s and Ship-To’s within your Territories. There is also a link to Order details
Open Claims DetailsUse the Open Claims link to view the transactional details. The scope is restricted to the Bill-To’s and Ship-To’s within your Territories. There are also links to open claim details.
During the target allocation process and offer creation process, you can view the sales performance of the account in the form of a graph. You can select various combinations based on the customer and ship-to sites, product categories and products, and the time (start date and end date).
To personalize and view sales graphs for a customer account, log into Oracle Trade Management as Account Manager.
Prerequisites:
Target allocation must be complete.
Customer accounts and transactions must exist.
Navigation: Account Manager Dashboard > My Accounts region > Customer Account > Activities sub tab > Sales Analysis.
Notes:
Time Spread: Enables you to display the graph based on time spread options such as monthly, quarterly, or yearly.
Item Type and Account Type: The item type and account type that you select here determines the values for which you can generate the graphs. For example, if you select Item Type equals Products, and Account Type equals Accounts-Ship To, then all the products, and ship-to locations for the customer account are listed. Choose a combination of these values to generate the graph.
Use the following procedure to add a note to a customer’s account plan.
Prerequisites
An existing account plan.
Steps
Log into Oracle Trade Management as Account Manager, and click Account Manager Dashboard.
In the My Accounts region, drill down the customer account.
Click the Notes sub tab, and select a note type from the Type drop-down list. The note will be classified based on the type that you select. This will enable you to search for notes belonging to a particular type.
Type in any form of free text for the note.
Click Add to Notes. The note will be listed in the List of Notes region.
Optionally, complete the following steps to add an attachment to an existing note:
Click the corresponding Update icon.
Click Add Attachments in the Attachments page.
Enter a description for the attachment.
Select from one of the following options:
File: to add an existing file as an attachment.
Text: to enter text and add it as an attachment.
URL: to add a URL as an attachment.
Click Apply.
Optionally, to delete a note, click the corresponding Delete icon.