Siebel Consumer Goods Guide > Trade Promotions > Process of Simulating High-Level Promotions and Account Promotions (End User) >

Simulating the Results for Account Promotions

Account managers can simulate the results for account promotions to determine the viability of the account promotions. They perform a simulation to evaluate the incremental sales volume that an account promotion will generate based on promoted product and promoted category data that they enter in the Consumer Goods application. Before they begin the simulation, they must import lift factors for promoted products and promoted categories. For more information, see Importing and Copying Lift Factors. Also, the Promotion Baseline fields for the promoted product baselines in the account promotion must contain data. For more information about this field, see Promotion Baseline.

To obtain the Lift Factor field in the Promoted Product Baseline view, the simulation uses promoted product data to find this field value in the product lift factor table. If no applicable data is found in that table, the simulation uses promoted product data to find this field value in the category lift factor table.

After you simulate the results of an account promotion, the applicable lift factor for the simulation appears in the Predict Lift % field in the Promoted Product Baseline view. If multiple lift factors apply to a product, then the lift factor in the Promoted Products Baseline view is an average of these multiple lift factors.

The Predict Lift % button only populates the Sell-In Override Lift % field if its value is empty and Volume Planning Type equals Sell-In.

The Predict Lift %'button only populates the Sell-Out Override Lift % field if its value is empty and Volume Planning Type equals Sell-Out.

In the Promoted Product Baseline view, the values that the simulation populates in the incremental fields are determined by the following calculation:

Promotion Baseline [for the promoted product baseline] multiplied by (% ACV Promoted [for the promoted product] divided by 100) multiplied by (Lift Factor [for the promoted product baseline] divided by 100).

This calculation does not apply to the Predict Lift % button. Clicking this button does not directly populate incremental values.

The results for the account promotion simulation appear in the Incremental field and the Predict Lift % field in the Promoted Product Baseline view.

If the Sell-In Override Lift % field and the Sell-Out Override Lift % field values are not updated, then Incremental fields are not updated.

This task is a step in Process of Simulating High-Level Promotions and Account Promotions (End User).

To simulate the results for an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.
2. Drill down on the Promotion field hyperlink for the account promotion record.
3. Select the account promotion for which you want to simulate promotion results.

   If the account promotion is not on the list, you can add it. For more information, see Creating Account Promotions.

4. Click the Promoted Categories view tab.
5. In the Promoted Products list, designate the parameters for lift factor retrieval and for the simulation calculation by entering a value in the following fields for each promoted product.

   Field	Comments
   Shipment Start Date	The recommended date when the shipments for this product in the account promotion can begin. This date can be before the account promotion start date. If the promotion volume planning type is Sell-In, by default the shipment start date is used. If promotion volume planning type is Sell-Out, then Consumption Start Date is used. If volume planning type is not select, then Sell-In case is the default.
   Shipment End Date	The recommended date when the shipments for this product in the account promotion end. This date might be after the account promotion end date when you allow your customers to replenish their safety stock at promotion prices after the promotion is over. If the promotion volume planning type is Sell-In, by default the shipment end date is used. If promotion volume planning type is Sell-Out, then Consumption End Date is used. If volume planning type is not select, then Sell-In case is the default.
   Tactics	The promotional tactic or tactics for the promoted product. Tactics constitute a method of promoting products to the consumer, and include the following main categories: Price, including percentages of TPR (Temporary Price Reduction) Display, including shelf, end-of-aisle (end cap), and check-out Feature, including flyers and newspaper advertisements Options are available that combine these categories. The Predict Lift % button uses the tactics value at the promoted product level for searching the product or category lift factor records.

6. Click Predict Lift %, available at the promotion, promoted category, and promoted product levels.

   The results for the account promotion simulation appear in the Incremental field and the Predict Lift % field in the Promoted Product Baseline view. The Est Incremental Volume field for the account promotion, promoted categories, and promoted products is updated, and, if the account promotion is associated with a plan, the Est Incremental Volume field for the plan is updated. Incremental fields are not updated if the Sell-In Override Lift % field and the Sell-Out Override Lift % field are not updated.

   The start and end dates are chosen dynamically depending on the Volume Planning method. Lift factor matching searches first for a match at the product level, but if a match is not found it searches at the category level. The following conditions apply:

   • If a lift factor is found, the update promoted product record and the set lift factor value in the Predict Lift % field update the promoted product baseline records and set the lift factor value in the Predict Lift % field.
   • If the promotion volume planning type equals sell-in and the Sell-In Override Lift % field is empty, the lift factor value is set in the Sell-In Override Lift % field.
   • If the promotion volume planning type equals sell-out and the Sell-Out Override Lift % field is empty, then the lift factor value is set in the Sell-Out Override Lift % field.
   • If the Sell-In or Sell-Out Override Lift % fields are not empty at the baseline level, the Predict Lift % button does not update these two fields. Therefore, no update occurs on incremental fields and other derived fields, and only the Predict Lift % field is updated.
   • If the Sell-In or Sell-Out Override Lift % fields are empty at the baseline level, then the Predict Lift % button does update the Override Lift % fields, which in turn updates the incremental fields.
7. As many times as necessary, modify any of the fields in Step 5 and repeat Step 6 to generate more simulation results.