8Trade Promotions

Trade Promotions

This chapter describes how to create corporate promotions and account promotions, how to simulate the results for account promotions, and how to manage deals and phasing for account promotions. Topics include:

• About Trade Promotions

• Scenario for Setting Up and Carrying Out Trade Promotions

• Viewing Account Promotion Details

• Roadmap for Managing Trade Promotions

• Process of Managing Corporate Promotions (End User)

• Creating High-Level Promotions for Account Promotions(End User)

• Process of Managing Plans for Account Promotions(End User)

• Process of Managing Account Promotions (End User)

• Process of Simulating High-Level Promotions and Account Promotions (End User)

• About What-If Scenarios at the Account Plan Level

• Process of Managing Deals for Account Promotions(End User)

• Process of Managing Phasing for Account Promotions (End User)

• About Some Fields for Promotions

• About Phasing Results

• About Configuring Trade Promotions

• Configuring Trade Promotions

• Planning by Using Different Units of Measure

About Trade Promotions

Trade promotions include account promotions and corporate promotions.

Plans apply to a specific account and a specific category of products, contain a group of account promotions for a specific time period, such as a fiscal year, and show the aggregate data for the account promotions that they contain.

Account Promotions are trade promotions that you create for a specific account. An account is sometimes referred to as a planning account. A planning account is the lowest level of your account hierarchy for which you make promotional decisions.

Corporate promotions are company-wide trade promotions of a product or brand. A brand manager can create a corporate promotion to launch a new product, and an account manager can create a corporate promotion that is applicable to multiple accounts. You can assign accounts to corporate promotions, or you can associate corporate promotions with account promotions that users create.

A brand manager who wants to recommend promotional strategies to account managers can create a pull corporate promotion. A pull corporate promotion is a corporate promotion that account managers can use as a template to create individual account promotions.

An account manager who handles multiple accounts can create a push corporate promotion. A push corporate promotion is a corporate promotion that account managers use to create multiple similar account promotions all at once. For example, an account manager is responsible for an account for a national retailer. Because each of the retailer’s regions has autonomy to make promotional decisions, the account manager divides the national account into regional accounts. For the occasional account promotion that applies to all regions, the account manager uses a corporate promotion to automatically create an account promotion for each regional account.

Scenario for Setting Up and Carrying Out Trade Promotions

Brand managers and account managers perform the process in this example scenario for trade promotions. Your company might follow a different process according to its business requirements.

The account manager for a large chain of grocery stores creates a plan for account promotions applicable to the chain. The plan will include all of the retailer's account promotions for following fiscal year, but only the category of products that the account manager is responsible for selling.

For the following fiscal year, the account manager can create account promotions for this plan by manually generating them from scratch, by adapting the information in a corporate promotion template that a brand manager creates, and by using a corporate promotion that a sales manager or brand manager pushes to her. In the account promotion, she includes information about the products that to be promoted, the promotional tactics to use to increase sales, the deals and spending details to provide the chain as incentive for participating in the promotion, as well as the volumes, revenues, and profits that the account promotion will likely generate.

When she simulates the results for an account promotion that she creates, the Consumer Goods application retrieves the predicted lift factors from the lift factor table based on the promoted products, account, time period, and tactics for the account promotion, and then applies these lift factors to the baseline volumes to calculate incremental volumes. The total of the baseline and incremental volumes is the planned volume for the account promotion. The Consumer Goods application applies the promoted price to this planned volume to derive the planned sales revenue for the account promotion, and applies the spending rate to this planned volume to estimate the planned variable expenditures.

The account manager can submit the account promotion to her manager for approval by changing the its status. Her manager can approve the account promotion (pending review and acceptance by the grocery store chain), reject the account promotion, or request more information. After the grocery store chain accepts the account promotion, the account manager recognizes this acceptance by changing its status.

Viewing Account Promotion Details

Account managers can quickly review all promotions across all accounts for which they are responsible. Sales managers can see and rank all the promotions in their territory, or brand managers can see all the promotions that promote their products.

To view account promotion details

1. Navigate to the Promotion screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion record.

3. Click the Details view tab.

4. In the form, complete the necessary fields.

   The following table describes some fields.

Field	Description
Corporate Promotion	Use as a starting template for the promotion. This field is useful for leveraging the marketing materials and research already done to plan a company-wide promotion, such as for new product introductions and seasonal events.
Promotion Reason	Classifies the trade spend and helps with automatic association of the promotion spend to the correct fund. Options include: ROI. Generates additional profit for the company. Critical Stock. Moves product that is approaching its expiration date. New Product. Helps introduce a new product to the market. Clearance Stock. Helps a customer move excess warehouse inventory. Trade Term. Provides an overall picture of total trade spend and helps analyze total promotion profitability and total customer profitability.
Scenario Planning	Add one or more scenarios that allow decision makers to more analytically choose how they might spend available funds or how they can best move critical inventory at the lowest cost. For more information about scenario planning, see About What-If Scenarios at the Account Plan Level.

Roadmap for Managing Trade Promotions

This topic lists the processes and tasks that end users typically perform to manage trade promotions. Your company might follow a different roadmap according to its business requirements.

The following list shows processes and tasks that end users typically perform to access and use trade promotions:

• Process of Managing Corporate Promotions (End User)

• Creating High-Level Promotions for Account Promotions(End User)

• Process of Managing Plans for Account Promotions(End User)

• Process of Managing Account Promotions (End User)

• Process of Simulating High-Level Promotions and Account Promotions (End User)

• Process of Managing Deals for Account Promotions(End User)

• Process of Managing Phasing for Account Promotions (End User)

Process of Managing Corporate Promotions (End User)

The following list shows tasks that end users typically perform to manage corporate promotions:

• Creating Corporate Promotions

• Adding Categories to Corporate Promotions

• Adding Products to Corporate Promotions

• Adding Attachments to Corporate Promotions

• Attaching Literature to Corporate Promotions

• Creating Account Promotions from Corporate Promotions

• Viewing Performance Data for Account Promotions Corporate Promotions

This process is a step in Roadmap for Managing Trade Promotions.

Creating Corporate Promotions

Brand managers can manage corporate promotions. A corporate promotion includes information about promotional tactics for the corporate promotion, start and end dates for the corporate promotion, the objective for the corporate promotion, and other details. Account managers can review corporate promotions when creating account promotions for their accounts. They use the information included in corporate promotions, such as suggested promotional tactics, when they create account promotions.

Note: When you delete a corporate promotion, the account promotions that are associated with it are not deleted. If you do not want to retain associated account promotions when you delete a corporate promotion, delete those account promotions before you delete the corporate promotion. For more information, see Retaining Account Promotions When Deleting Corporate Promotions.

This task is a step in Process of Managing Corporate Promotions (End User).

To create a corporate promotion

1. Navigate to the Promotions screen, then the Corporate Promotions List view.

2. Create a new record, and then enter a name in the Promotion field.

3. Complete the other necessary fields.

   The following table describes some fields.

Field	Comments
Period	The time period, such as a fiscal year, for which the corporate promotion is in effect. The start and end dates for promotion, shipment, and consumption in a corporate promotion default to the start and end dates for this time period. You can change these default values.
Promotion Start Date	The recommended start date for the corporate promotion. This date must be in the time period for the corporate promotion.
Promotion End Date	The recommended end date for the corporate promotion.
Shipment Start Date	The recommended date when the shipments for this corporate promotion can begin. This date can be before the corporate promotion start date.
Shipment End Date	The recommended date when the shipments for this corporate promotion end. This date might be after the corporate promotion end date when you allow your customers to replenish their safety stock at promotion prices after the promotion is over.
Consumption Start Date	The date when a promotional tactic is in effect. This date must be in the time period of the corporate promotion. Retail execution teams can use consumption dates to verify promotion execution. You can compare consumption dates to electronic Point of Sale (ePOS) dates to verify sale amounts during a promotion.
Consumption End Date	The date when a promotional tactic is no longer in effect.
Description	Enter general information about the corporate promotion.
Objective	Enter information about the goal of the corporate promotion. You also can enter a retail objective for retail execution, such as a retail audit to verify the execution of the corporate promotion.
Support	Enter information about the reason or justification for the corporate promotion.
Tactics	Select the promotional tactic or tactics for the corporate promotion. 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 Some of the available options combine these categories. For information about additional fields for tactics, see Fields for Details About Promotional Tactics.
Parent Account	Select the account for the corporate promotion. If a parent account with child accounts applies to the corporate promotion, select that parent account to include the child accounts in the corporate promotion. If you select a wholesaler or distributor account, the child accounts include the indirect retailers that the account services. If you want to use the Authorized Category field and the Authorized Product field to restrict the categories and products that you can add to the corporate promotion, you must select a value in this field. If the corporate promotion applies to all accounts or to multiple parent accounts, leave this field blank.
Category	Click the select button, select a parent category in the Category dialog box, and click OK. The promoted categories that you can add to the corporate promotion are restricted to the child categories for this parent category.
Active	Select this field if you want to be able to associate the corporate promotion with an account promotion. For more information about this field, see Creating Account Promotions.
SRM Request Id	When you click the Create Account Promotions button in the Target Accounts view to create account promotions for the corporate promotion, or click the Apply Updates button in the Corporate Promotions List view to revise account promotions for the corporate promotion, this field is populated with data according to the following criteria: If the Consumer Goods application is operating on a server, a process request is sent to the Server Request Manager, and this field is automatically populated with a row ID from the Server Request Manager. (This row ID is the value in the ROW_ID field in the S_SRM_REQUEST table.) This processing also applies to the Products button in corporate promotions. If the Consumer Goods application is not operating on a server, this field is not populated with data.
Execution Status	When you click the Create Account Promotions button in the Target Accounts view to create account promotions for the corporate promotion, or click the Apply Updates button in the Corporate Promotions List view to revise account promotions for the corporate promotion, this field is populated with data according to the following criteria: If the Consumer Goods application is operating on a server, a process request is sent to the Server Request Manager, and this field is populated the status of the account promotion creation process or revision process in the Server Request Manager. Values include: Pending, In Progress, Error, and Finished. This processing also applies to the Products button in corporate promotions. Note: The creation process or the revision process can take several minutes to complete. If the Consumer Goods application is not operating on a server, this field is not populated with data.
Authorized Category	This flag limits the categories that are available for selection in the Add Categories dialog box when you add promoted categories to a corporate promotion and in the Categories dialog box when you click the select button in the Category field for a promoted category in a corporate promotion: If you do not select this check box, the categories that are available for selection are not restricted further. If you select this check box, the categories that are available for selection are restricted to those categories that are associated with the parent account on the corporate promotion. This flag limits the categories that appear in the Promoted Categories list for an account promotion when you click the Create Account Promotions button in the Target Accounts view to create an account promotion from a corporate promotion: If you do not select this check box, the promoted categories in the corporate promotion appear in the Promoted Categories list. If you select this check box, the promoted categories in the corporate promotion appear in the Promoted Categories list if those promoted categories are associated with the selected target accounts.
Authorized Product	This flag limits the products that are available for selection in the Add Products dialog box when you add promoted products to a corporate promotion and in the Pick Product dialog box when you click the select button in the Product field for a promoted product in a corporate promotion: If you do not select this check box, the products that are associated with the selected promoted category are available for selection. If you select this check box, the products that are associated with the selected promoted category are available for selection if those products are on the authorized distribution list for the parent account in the corporate promotion and if the Promotable field is selected for those products on that authorized distribution list. This flag limits the products that appear in the Promoted Products list when you click the Products button to automatically add multiple products to a corporate promotion: If you do not select this check box, the products that are associated with all promoted categories and subcategories in the corporate promotion appear in the Promoted Products list. If you select this check box, the products that are associated with all promoted categories and subcategories in the corporate promotion appear in the Promoted Products list if those products are on the authorized distribution list for the parent account in the corporate promotion and if the Promotable field is selected for those products on that authorized distribution list. This flag limits the products that appear in the Promoted Products list for an account promotion when you click the Create Account Promotions button in the Target Accounts view to create an account promotion from a corporate promotion: If you do not select this check box, the promoted products in the corporate promotion appear in the Promoted Products list. If you select this check box, the promoted products in the corporate promotion appear in the Promoted Products list if those promoted products are on the authorized distribution lists for the selected target accounts and if the Promotable field is selected for those products on the authorized distribution lists.

Adding Categories to Corporate Promotions

You can associate categories with a corporate promotion. A promoted category contains a group of stock keeping units (SKUs) that are usually promoted together and that have the same price. A promoted category can be a product category or a promoted product group in the product hierarchy.

Adding a category to a corporate promotion allows you to add the products in that category to the corporate promotion. For information about how to associate products with a category, see Adding Products to Corporate Promotions.

This task is a step in Process of Managing Corporate Promotions (End User).

To add categories to a corporate promotion

1. Navigate to the Promotions screen, then the Corporate Promotions List view.

2. Drill down on the Promotion field hyperlink for a corporate promotion record.

3. Click Add in the Promoted Categories list to create a new record, select the categories in the Add Categories dialog box, and click OK.

   • The categories that are public as well as the categories that are private and associated with access groups for which you are a member appear in the Add Categories dialog box.

   • If the Category field for the corporate promotion has a value, the categories that are available for selection are restricted to the child categories for that parent category.

     Note: If you change the parent category for a corporate promotion after you select categories, your category selections do not change because of your change to the parent category. But you can select different categories.

   • If the Parent Account field for the corporate promotion has a value, and if the Authorized Category field for the corporate promotion is selected, the categories that are available for selection are further restricted to those categories that are associated with the parent account.

4. Complete the other necessary fields.

Fields for Details About Promotional Tactics and the following table describe some fields.

Field	Comments
Period	By default, the time period, such as a fiscal year, for the corporate promotion. The start and end dates for a promoted category default to the start and end dates for this time period. You can change these default values.
Tactics	The promotional tactic or tactics for the promoted category. 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. For information about additional fields for tactics, see Fields for Details About Promotional Tactics.
Start Date	The start date for the promoted category.
End Date	The end date for the promoted category.
Off Invoice Rate	The discount rate (dollars for each unit) that you subtract from the product price on the invoice to the customer. You provide this discount to the customer as compensation for participating in a corporate promotion. If you enter data in this field, you cannot enter data in the Off Invoice Pct field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products.
Off Invoice Pct	The discount percentage that you subtract from the product price on the invoice to the customer. You provide this discount to the customer as compensation for participating in a corporate promotion. If you enter data in this field, you cannot enter data in the Off Invoice Rate field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products.
Bill Back Rate	The discount rate (dollars for each unit) that the customer applies to the appropriate units to bill you or that the customer subtracts from the product price on the invoice to the customer to short pay that invoice. You provide this discount to the customer as compensation for participating in the corporate promotion. If you enter data in this field, you cannot enter data in the Bill Back Pct field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products.
Bill Back Pct	The discount percentage that the customer applies to the appropriate units to bill you or that the customer subtracts from the product price on the invoice to the customer to short pay that invoice. You provide this discount to the customer as compensation for participating in the corporate promotion. If you enter data in this field, you cannot enter data in the Bill Back Rate field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products.

Adding Products to Corporate Promotions

To add products to corporate promotions, you associate the products with the promoted categories in the corporate promotion. You can associate a product with a promoted category in a manual or automated fashion.

This task is a step in Process of Managing Corporate Promotions (End User).

To add products to a corporate promotion

1. Navigate to the Promotions screen, then the Corporate Promotions List view.

2. Drill down on the Promotion field hyperlink for a corporate promotion record.

3. If you want to automatically add all applicable products for all categories in the corporate promotion, click Products.

   • The products that are associated with all promoted categories and subcategories in the corporate promotion appear in the Promoted Products list.

   • If the Parent Account field for the corporate promotion has a value, and if the Authorized Product field for the corporate promotion is selected, the products that appear in the Promoted Products list are further restricted to those products that are on the authorized distribution list for the parent account and for which the Promotable field is selected on that authorized distribution list.

4. If you want to manually add individual products, select a category in the Promoted Categories list, click Add in the Promoted Products list to create a new record, select the products in the Add Products dialog box, and click OK.

   • The products that are associated with the selected promoted category are available for selection.

   • If the Parent Account field for the corporate promotion has a value, and if the Authorized Product field for the corporate promotion is selected, the products that are available for selection are further restricted to those products that are on the authorized distribution list for the parent account and for which the Promotable field is selected on that authorized distribution list.

5. Complete the other necessary fields.

   The following table describes some fields.

   Field	Comments
   SKU	The stock keeping unit number of the promoted product. By default, this field is populated when you select a promoted product.
   Description	The description of the promoted product. By default, this field is populated when you select a promoted product.
   Start Date	The start date for the promoted product.
   End Date	The end date for the promoted product.
   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. For information about additional fields for tactics, see Fields for Details About Promotional Tactics.
   Off Invoice Rate	The discount rate (dollars for each unit) that you subtract from the product price on the invoice to the customer. You provide this discount to the customer as compensation for participating in a corporate promotion. If you enter data in this field, you cannot enter data in the Off Invoice Pct field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products.
   Off Invoice Pct	The discount percentage that you subtract from the product price on the invoice to the customer. You provide this discount to the customer as compensation for participating in a corporate promotion. If you enter data in this field, you cannot enter data in the Off Invoice Rate field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products.
   Bill Back Rate	The discount rate (dollars for each unit) that the customer applies to the appropriate units to bill you or that the customer subtracts from the product price on the invoice to the customer to short pay that invoice. You provide this discount to the customer as compensation for participating in the corporate promotion. If you enter data in this field, you cannot enter data in the Bill Back Pct field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products.
   Bill Back Pct	The discount percentage that the customer applies to the appropriate units to bill you or that the customer subtracts from the product price on the invoice to the customer to short pay that invoice. You provide this discount to the customer as compensation for participating in the corporate promotion. If you enter data in this field, you cannot enter data in the Bill Back Rate field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products.

Adding Attachments to Corporate Promotions

You can view attachments and attach documents, such as images of point-of-sale materials, to corporate promotions. Each attachment record in the Attachment list identifies one attached file. If the appropriate application is installed on your computer, you can open these files by drilling down on the Name field hyperlink of the record. For example, if a Microsoft PowerPoint (.ppt) presentation file is listed and PowerPoint is installed on your computer, you can open the file by drilling down on the Name field hyperlink.

This task is a step in Process of Managing Corporate Promotions (End User).

To add an attachment to a corporate promotion

1. Navigate to the Promotions screen, then the Corporate Promotions List view.

2. Drill down on the Promotion field hyperlink for a corporate promotion record.

3. Click the Attachments view tab.

4. To add a new file attachment, click New File, navigate to the file, select it, and click Open.

   The attachment appears in the Attachments list.

5. To add a new URL attachment, click New URL, enter the URL in the URL file, and click Add.

   The attachment appears in the Attachments list.

Attaching Literature to Corporate Promotions

You can associate literature with corporate promotions. Each literature record in the Literature list identifies one attached file. If the appropriate application is installed on your computer, you can open these files by drilling down on the Name field hyperlink of the record. For example, if a Microsoft PowerPoint (.ppt) presentation file is listed and PowerPoint is installed on your computer, you can open the file by drilling down on the Name field hyperlink.

A literature document is a reference to a document on the file server, while an attachment document is an actual document. Attach large documents as literature, not as attachments, so that you can access them more efficiently.

This task is a step in Process of Managing Corporate Promotions (End User).

To attach literature to a corporate promotion

1. Navigate to the Promotions screen, then the Corporate Promotions List view.

2. Drill down on the Promotion field hyperlink for a corporate promotion record.

3. Click the Literature view tab.

4. In the Literature list, create a new record, and complete the necessary fields.

   For more information about working with literature in Siebel Business Applications, see Siebel Applications Administration Guide.

Creating Account Promotions from Corporate Promotions

To create an account promotion from a corporate promotion, you associate the target account with the corporate promotion. The target accounts that you can associate with a corporate promotion are restricted to the organizations to which you are associated.

Each of the account promotions that you create from a corporate promotion includes data from the corporate promotion, such as field values, attachments, literature, applicable categories, and applicable products. For more information about the applicable categories and products, see the table in the section Creating Corporate Promotions .

This task is a step in Process of Managing Corporate Promotions (End User).

To create account promotions from a corporate promotion

1. Navigate to the Promotions screen, then the Corporate Promotions List view.

2. Drill down on the Promotion field hyperlink for a corporate promotion record.

3. Click the Target Accounts view tab, and display the accounts for which you want to create account promotions:

   • To display all available accounts, select Target Accounts from the visibility filter.

   • To display the child accounts for the parent account of the corporate promotion, select Target Child Accounts in the visibility filter.

     If the Parent Account field for the corporate promotion has no value, no accounts appear when you select Target Child Account.

4. Select one or more accounts in the Target Accounts list, and click Create Account Promotions.

   • If the Consumer Goods application is operating on a server:

     • The SRM Request ID field and the Status field for the corporate promotion are automatically populated with data.

     • A Finished value in the Status field for the corporate promotion denotes successfully completed processing.

     • An Error value in the Status field for the corporate promotion denotes unsuccessfully completed processing.

   • If the Consumer Goods application is not operating on a server, you are able to navigate in the application again when processing is complete.

   • When processing is successfully completed, the selected target accounts appear in the Accounts list that follows the Target Accounts list, the accounts are associated with the corporate promotion, and an account promotion is created for each of these accounts.

5. In a corporate promotion, enter a value in the Multi Buy Qty field and target a set of accounts.

   The Multi Buy Qty field is a Tactic Field and refers to the number of units that consumers need to buy to qualify for a deal. For example, the deal might be to buy one, get one free; buy three, get the fourth free, and so on.

6. Click Apply Updates.

   The value in the Multi Buy Qty field is reflected in all individual accounts in the account promotion lists.

Viewing Performance Data for Account Promotions Corporate Promotions

You can view the performance data for the account promotions that are associated with a corporate promotion.

This task is a step in Process of Managing Corporate Promotions (End User).

To view the performance data for an account promotion in a corporate promotion

1. Navigate to the Promotions screen, then the Corporate Promotions List view.

2. Drill down on the Promotion field hyperlink for a corporate promotion record.

3. Click the Performance view tab.

   The account promotion data for the corporate promotion appears. In this view, the availability of charts that show spending and volume data for account promotions depends on a Chart Server.

Creating High-Level Promotions for Account Promotions(End User)

Account managers can create high-level promotions for account promotions 12 to 18 months before actually implementing those account promotions. These high-level promotions can include general data such as, accounts, promoted categories, promotional tactics, time periods, expected volumes, and expected expenditures. These high-level promotions do not include more specific data, such as promoted product information or promotion names.

You can add to account promotions the categories and their associated data in a high-level promotion. For more information, see Adding Categories to Account Promotions.

Account managers can also simulate the results of high-level promotions for account promotions. For more information, see Simulating the Results for High-Level Promotions for Account Promotions.

This task is a step in Process of Managing Account Promotions (End User).

To create a high-level promotion

1. Navigate to the Plans screen, then the Plan List view.

   If you want to create a new plan for account promotions, see Creating Plans for Account Promotions.

2. Drill down on the Name field hyperlink for a plan record.

3. Click the High-Level Planning view tab.

   Note: If you want to create a high-level promotion that is not associated with a plan for account promotions, navigate to the Promotions screen, then the High-Level Planning view. If you want to create a high-level promotion for an account, navigate to the Accounts screen, then the Accounts List view, drill down on the Name field for an account, and click the High-Level Planning view tab.

4. In the list of high-level promotions, create a new record, click the select button in the Categories field, select a category in the Add Categories dialog box, and click OK.

   The Add Categories dialog box shows the categories that are public and the categories that are private and associated with access groups for which you are a member.

5. Complete the other necessary fields.

   About Some Fields for Promotions and the following table describe some fields.

   Field	Comments
   Start Date	The start date for the high-level promotion.
   End Date	The end date for the high-level promotion.
   Lift Factor	This field is populated when you click the Simulate button to simulate the results for the high-level promotion. For more information about lift factors, see Process of Simulating High-Level Promotions and Account Promotions (End User).

6. Click Forecast to update the Est Baseline Volume field and the Est Baseline Revenue field for the high-level promotion with data from sales volume plans.

   The fields are populated with category baseline data that is retrieved from sales volume plans based on the promoted category as well as the account and time period for the high-level promotion. For information about viewing baseline data in sales volume plans, see Viewing SVP Data (End User).

   If you change the promoted category, account, or time period data, and then click Forecast again, the Est Baseline Volume field and the Est Baseline Revenue field are updated again.

   Note: For information about configuring the Forecast button to update other fields, see Configuring the Forecast Button.

Process of Managing Plans for Account Promotions(End User)

The following list shows tasks that end users typically perform to manage plans for account promotions:

• Creating Plans for Account Promotions

• Creating Default Values for Plans

• Adding Attachments to Plans

• Viewing Calendars for Plans

• Viewing the Audit Trail for Plans

This process is a step in Roadmap for Managing Trade Promotions.

Creating Plans for Account Promotions

A plan applies to a specific account and a specific category of products, contains a group of account promotions for a time period, such as a fiscal year, and shows the aggregate data for the account promotions that it contains. Account managers can create plans and then add account promotions to those plans. Alternatively, they can create account promotions that are not associated with a plan. Account promotions include promoted categories and promoted products.

By default, the visibility filter in the Plan List view filters plans based on the team members for the accounts in plans. You can change this default so this visibility filter filters plans based on the team members in plans. Changing the default for this visibility filter is applicable to situations in which a manufacturer works with multiple brokers who share the same account. The brokers can view only the plans that include them as members. For more information, see Changing the Visibility Filter for Team Members.

This task is a step in Process of Managing Plans for Account Promotions(End User).

To create a plan for account promotions

1. Navigate to the Plans screen, then the Plan List view.

   Alternatively, you can navigate to the Accounts screen, then the Accounts List view, drill down on the Name field hyperlink for an account, and click the Plans view tab.

2. Create a new record, and then enter a name in the Name field.

3. Complete the other necessary fields.

   About Some Fields for Promotions and the following table describe some fields.

   Field	Description
   Product Category	Allows the account plans for an account to be segmented by category of products for which the account managers are responsible. This is especially important for large companies that use multiple account managers or brokers to service a single account. Selecting a category at plan level acts as a parent category. When the user creates promotions under the plan, the parent category copies to the promotion and displays the sub-categories to add at the promoted category level.
   Period	Designates the fiscal year of the plan. This is can be used to group promotions and perform analyses by fiscal halves, quarters, or months.
   Status	Enables account managers to inform management when the plans are complete and ready for review.
   Volume Planning Type	Enables account managers to designate the data type: For a direct retailer, this can be ePOS/consumption (sell-out) data, ex-factory/shipment (sell-in) data. For a wholesaler or distributor, this can be wholesaler to retailer, also known as spin (sell-out) data or ex-factory/shipment (sell-in) data. For an indirect retailer it can be ePOS/consumption (sell-out) data or wholesaler to retailer, (spin sell-in) data. It allows account managers to plan data volumes using the best data sets available to them. Consumption-based volume planning is the most ideal, but ePOS and wholesaler sell-out data are not available for all accounts. Creating a new record automatically adds the account team as the plan or promotion team. The creator then becomes the primary in the plan or promotion team.
   Main Volume Planning Methodology	Enables account managers to plan by the most appropriate methodology: Baseline & Incremental is the ideal volume planning methodology, as true Promotion ROI Analysis cannot be done otherwise, but it is also the most labor intensive and it might not be appropriate for regional account managers who can be responsible for dozens of different accounts. It is also not appropriate for accounts or products that are over-promoted or for accounts for which good sales data is not available. Total Volume (Promoted/Non Promoted) is the appropriate methodology for accounts and products that are not responsible for a significant percentage of sales, such as the smaller wholesalers, accounts and products that are over-promoted or almost never promoted, or for accounts products for which good sales data is not available. Promotion Volume Only is the appropriate methodology for indirect accounts.
   Account Plan Team	Allows the visibility to account plan level data to be limited to only the people actively involved with the account or category of products that are being sold into that account.
   Category	Click the select button, select a category in the Category dialog box, and click OK. The Category dialog box shows the categories that are public and the categories that are private and are associated with the access groups of which you are a member.
   Plan Team	The team members for the plan. By default, the user who creates the plan is designated as the primary team member, and you cannot change this designation. Also, by default, the other team members are users who are associated with the account for the plan. You can change these other team members.
   Execution Status	The status of the processing that updates the baseline fields when you click Update. Values include: Pending, In Progress, Error, and Finished. When the value is Pending or In Progress, the Update button is disabled.
   Lift	(Est Incremental Volume divided by Est Baseline Volume) multiplied by 100. This field is populated when you click the Simulate button to simulate an account promotion and thus change the Est Incremental Volume field for the plan. If you change the Lift field, the Est Incremental Volume field is recalculated as follows: (Est Baseline Volume multiplied by Lift) divided by 100. For more information about these fields, see the first two tables in the topic Fields for Volume and Revenue in Promotions.

4. Click Update to update the baseline fields in the plan with data from the sales volume plans:

   • Est Baseline Volume

   • PY Baseline Volume

   • Target Baseline Volume

   • PY Baseline Revenue

   • Target Baseline Revenue

     To configure these fields, access the user properties for the CS CG Account Plan Service business service in Siebel Tools.

     These fields are populated with product baseline data that is retrieved from sales volume plans based on the account for the plan, the time period for the plan, and, if a category is selected for the plan, the products that are associated with that category and its subcategories. For information about viewing baseline data in sales volume plans, see Viewing SVP Data (End User).

     Note: For information about configuring the Update button to update other fields, see Configuring the Update Button.

Creating Default Values for Plans

Use this feature to capture the default values for promotions. Account managers can overwrite the account plan for specific promotions. Default dates and durations are created automatically.

This task is a step in Process of Managing Plans for Account Promotions(End User).

To create default values for plans

1. Navigate to the Plans screen, then the Plan List view.

2. Drill down on the Name field hyperlink for the plan record.

3. Click the Defaults view tab.

4. In the Date Defaults form, complete the necessary fields.

   The following table describes the fields.

   Field	Description
   Sell-In Duration	For sell-in promotions, this value, in weeks, determines End Date. The default is NULL.
   Sell-Out Duration	For sell-out promotions, this value, in weeks, determines End Date. The default is NULL.
   Start Week	The base field for setting dates. The Sell-In and Sell-Out offset fields apply in days in addition to the Start Week field and auto-adjust the Sell-In and Sell-Out field dates based on the offset.
   Sell-Out Offset	The day of the week in which the customer’s promotions start. Account managers can enter an exact promotion date by entering the week in which a promotion begins.
   Promotion Duration	The default duration at the account plan level is set and defaults to promotions. Account managers can overwrite the account plan for specific promotions. A default end date is created automatically.
   Sell-In Offset	How soon before a promotion starts that the customer usually begins purchasing for the promotion. This information is especially important to capture when a discounted price is made available to the customer (retailer) to buy the product for the promotion.
   Shipment Duration	The duration of the Buy Period of the promotion, which is when the customer can buy the product at a discounted rate for the promotion. If the customer is only compensated for the promotion based on sell-out volumes, then the sell-out dates are important for demand planning. Account managers can overwrite the account plan for specific promotions. A default end date is created automatically.

5. In the Preferred Payment Method Defaults form, complete the necessary fields.

   The following table describes the fields.

Field	Description
Fixed Slot Fee Pay Method	The payment method that is associated with the slotting fee for the account promotion, for example, Bill Back, Check, or Deduction.
Variable Spend Pay Method	The payment method for the variable expenditure, for example, Bill Back, Off Invoice, or Deduction.
Other Fixed Spend Pay Method	The payment method that is associated with the other fixed expenditures for the account promotion, for example, Bill Back, Check, or Deduction.

Adding Attachments to Plans

You can view attachments and attach documents to plans for account promotions. Each attachment record in the Attachment list identifies one attached file. If the appropriate application is installed on your computer, you can open these files by drilling down on the Name field hyperlink of the record. For example, if a Microsoft PowerPoint (.ppt) presentation file is listed and PowerPoint is installed on your computer, you can open the file by drilling down on the Name field hyperlink.

This task is a step in Process of Managing Plans for Account Promotions(End User).

To add an attachment to a plan

1. Navigate to the Plans screen, then the Plan List view.

2. Drill down on the Name field hyperlink for a plan record.

3. Click the Attachments view tab.

4. To add a new file attachment, click New File, navigate to the file, select it, and click Open.

   The attachment appears in the Attachments list.

5. To add a new URL attachment, click New URL, enter the URL in the URL file, and click Add.

   The attachment appears in the Attachments list.

Viewing Calendars for Plans

You can view calendars in Gantt chart format for plans that are associated with account promotions. The side of the chart lists account promotions, and the main part of the chart shows scheduled time periods in a calendar format. Use the following guidelines when viewing Gantt charts:

• To zoom in or out on a time period, click Zoom + or Zoom - on the current time bar.

• To see a Gantt chart for a specific date, select the date in the date field and click Go.

• To see a Gantt chart for the current date, click Today.

This task is a step in Process of Managing Plans for Account Promotions(End User).

To view a calendar for a plan

1. Navigate to the Plans screen, then the Plan List view.

2. Drill down on the Name field hyperlink for a plan record.

3. Click the Calendar view tab.

Viewing the Audit Trail for Plans

You access the Audit Trail view for a plan for an account promotion to see the changes that users make to the fields in the plan.

Administrators can specify these audited fields using the Administration - Audit Trail screen. On this screen, they select the CPG Plan Account business component to designate these audited fields. For more information about this setup, see Siebel Applications Administration Guide.

This task is a step in Process of Managing Plans for Account Promotions(End User).

To view the audit trail for a plan

1. Navigate to the Plans screen, then the Plan List view.

2. Drill down on the Name field hyperlink for a plan record.

3. Click the Audit Trail view tab.

Process of Managing Account Promotions (End User)

The following list shows tasks that end users typically perform to manage account promotions:

• Creating Account Promotions

• Adding Categories to Account Promotions

• Adding Products to Account Promotions

• Associating Baseline and Shipment Data with Promoted Products

• Allocating Field Values in Account Promotions

• Transferring Incremental Volumes for Account Promotions to SVP

• Associating Objectives with Account Promotions

• Associating Objectives with Account Promotions

• Adding Attachments to Account Promotions

• Attaching Literature to Account Promotions

• Viewing Calendars for Account Promotions

• Viewing the Audit Trail for Account Promotions

This process is a step in Roadmap for Managing Trade Promotions.

Creating Account Promotions

After account managers create a plan, they can add account promotions to that plan. Alternatively, they can create account promotions that are not associated with a plan.

To expedite account promotion creation, you can select a corporate promotion for the account promotion. Some data in the corporate promotion, such as such as field values, attachments, literature, promoted categories, and promoted products is copied to the account promotion. You can select a corporate promotion for an account promotion if the Active field for the corporate promotion is selected, and if any of the following conditions apply:

• The account for the account promotion is the same as the parent account for the corporate promotion.

• The parent account of the account for the account promotion is the same as the parent account for the corporate promotion.

• The corporate promotion has no parent account.

By default, the visibility filter in the Account Promotions List view filters account promotions based on the team members for the accounts in account promotions. You can change this default so that this visibility filter filters account promotions based on the team members in account promotions. For more information see, Changing the Visibility Filter for Team Members.

Account managers can also simulate the results of an account promotion. For more information, see Simulating the Results for Account Promotions.

This task is a step in Process of Managing Account Promotions (End User).

To create an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. If you want to expedite account promotion creation, select an account for the account promotion, and then select a corporate promotion in the Corporate Promotion field.

   Some data in the corporate promotion, such as such as field values, attachments, literature, promoted categories, and promoted products is copied to the account promotion.

3. Revise the account promotion record that you create in the previous step, or create a new account promotion record, and then enter a name in the Promotion field.

4. Complete the other necessary fields.

   About Some Fields for Promotions and the following table describe some fields.

Field	Comments
Plan	If you want to associate the account promotion with a plan, click the select button, select the plan, and click OK. The plans that are available for selection satisfy all of the following criteria: The plans have the same account as the account promotion. The plans have the same category as the account promotion or a category in the category hierarchy that is one level higher than the category for the account promotion. The plans have time periods that include the time period for the account promotion. Promotion start and end dates define the time period for the account promotion. For more information about configuring the selection criteria that determines the plans that are available for selection, see Configuring Available Plans for Account Promotions. Alternatively, to associate an account promotion with a plan, you can navigate to the Plans screen, then the Plan List view, drill down on the Name field hyperlink for the plan, and create the account promotion in the Promotions view.
Category	Click the select button, select a parent category in the Category dialog box, and click OK. The promoted categories that you can add to the account promotion are restricted to the child categories for this parent category. If the Plan field for the account promotion has a value, only the category for the plan is available for selection in this field. If the category for the plan has no value, or if the Plan field has no value, plans do not further restrict the categories that are available for selection.
Promotion Start Date	The recommended start date for the account promotion. This date must be in the time period for the account promotion.
Promotion End Date	The recommended end date for the account promotion.
Promotion Team	The team members for the account promotion. By default, the user who creates the account promotion is designated as the primary team member, and you cannot change this designation. Also, by default, the other team members are users who are associated with the account for the account promotion. You can change these other team members.
Sell-In Override Lift %	Calculated based on Sell-In Est Incremental Volume and Sell-In Est Baseline Volume.
Sell-Out Override Lift %	Calculated based on Sell-Out Incremental Volume and Sell-Out Est Baseline Volume. This field is visible in the Promotion, Category, and Product, and Baseline levels.
Predict Lift %	Populated by clicking the Predict Lift % button. This field cannot be updated manually. This field is visible in the Promotion, Category, and Product, and Baseline levels.
Consumption Start Date	The date when a promotional tactic is in effect. This date must be in the time period of the corporate promotion. Retail execution teams can use consumption dates to verify promotion execution. You can compare consumption dates to electronic Point of Sale (ePOS) dates to verify sale amounts during a promotion.
Consumption End Date	The date when a promotional tactic is no longer in effect.
Shipment Start Date	The recommended date when the shipments for this account promotion can begin. This date can be before the account promotion start date.
Shipment End Date	The recommended date when the shipments for this 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.
Authorized Category	This flag limits the categories that are available for selection in the Add Categories dialog box when you add promoted categories to an account promotion and in the Categories dialog box when you click the select button in the Category field for a promoted category in an account promotion: If you do not select this check box, the categories that are available for selection are not restricted further. If you select this check box, the categories that are available for selection are restricted to those categories that are associated with the account on the account promotion.
Authorized Product	This flag limits the products that are available for selection in the Add Products dialog box when you add promoted products to an account promotion and in the Pick Product dialog box when you click the select button in the Product field for a promoted product in an account promotion: If you do not select this check box, the list price products that are associated with the selected promoted category are available for selection. If you select this check box, the list price products that are associated with the selected promoted category are available for selection if those products are on the authorized distribution list for the account in the account promotion and if the Promotable field is selected for those products on that authorized distribution list. This flag limits the products that appear in the Promoted Products list when you click the Products button to automatically add multiple products to an account promotion: If you do not select this check box, the products that are associated with all promoted categories and subcategories in the account promotion appear in the Promoted Products list. If you select this check box, the products that are associated with all promoted categories and subcategories in the account promotion appear in the Promoted Products list if those products are on the authorized distribution list for the account in the account promotion and if the Promotable field is selected for those products on that authorized distribution list.
Predict Lift %	Populates the lift factor for the Promoted Product Baseline records based on account, category, product, tactics, and period criteria. If Sell-In Override or Sell-Out Override is Null, then Predict Lift % is populated by clicking the Predict Lift button. If Sell-In Override or Sell-Out Override is Not Null, then Predict Lift % is not populated by clicking the Predict Lift button.
Sell-Out Override Lift %	The percentage increase in product sold to consumers (over baseline volume) due to a promotional activity.
Sell-In Override Lift %	The amount of additional product (as compared to baseline) that is expected due to a promotional activity.
Volume Planning Type	Enables account managers to designate the data type: For a direct retailer, this can be ePOS/consumption (sell-out) data, ex-factory/shipment (sell-in) data. For a wholesaler or distributor, this can be wholesaler to retailer, also known as spin (sell-out) data or ex-factory/shipment (sell-in) data. For an indirect retailer it can be ePOS/consumption (sell-out) data or wholesaler to retailer, (spin sell-in) data. It allows account managers to plan data volumes using the best data sets available to them. Consumption-based volume planning is the most ideal, but ePOS and wholesaler sell-out data are not available for all accounts. Creating a new record automatically adds the account team as the plan or promotion team. The creator then becomes the primary in the plan or promotion team.

Adding Categories to Account Promotions

You can associate categories with an account promotion. A promoted category contains a group of stock keeping units (SKUs) that are usually promoted together and that have the same price. A promoted category can be a product category or a promoted product group in the product hierarchy.

Adding a category to an account promotion allows you to add the products in that category to the account promotion. For information about how to associate products with a category, see Adding Products to Account Promotions.

When you add a category from a high-level promotion, the values in the following fields in the high-level promotion are copied to the corresponding fields for the promoted category:

• Off Invoice Rate

• Off Invoice Pct

• Bill Back Rate

• Bill Back Pct

• Fixed Slot Fee Pay Method

• Fixed Slot Fee

• Other Fixed Spend Pay Method

• Other Fixed Spend

• Variable Spend Pay Method

• Tactics

• Display Type

• Display Tactics

• Display Size

• Ad Type

• Ad Location

• Ad Size

• TPR Type

• TPR Size

• TPR Amount

• TPR %

• Lift Factor

• % ACV Promoted

• Est Baseline Volume

• Est Incremental Volume

The value in the Est Incremental Volume field in the high-level promotion is copied to the Simulated Incremental Volume field in the promoted category. For more information about the Est Incremental Volume field, see the table in the topic Fields for Volume and Revenue in Promotions.

This task is a step in Process of Managing Account Promotions (End User).

To add categories to an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion record.

3. If you want to add categories and associated data from a high-level promotion, click Add High-Level Categories, select the categories in the Add Categories dialog box, and click OK.

   The Add Categories dialog box shows the categories that are associated with the account and time period for the account promotion.

4. If you want to add individual categories, click Add in the Promoted Categories list to create a new record, select the categories in the Add Categories dialog box, and click OK.

   • The categories that are public as well as the categories that are private and associated with access groups for which you are a member appear in the Add Categories dialog box.

   • If the Category field for the account promotion has a value, the categories that are available for selection are restricted to the child categories for that parent category.

     Note: If you change the parent category for an account promotion after you select categories, your category selections do not change because of your change to the parent category. But you can select different categories.

   • If the Authorized Category field for the account promotion is selected, the categories that are available for selection are further restricted to those categories that are associated with the account on the account promotion.

5. Complete the other necessary fields.

   About Some Fields for Promotions and the following table describe some fields.

   Field	Comments
   Phasing Pattern	The phasing pattern for the promoted category. The phasing pattern determines how category data is allocated throughout the weeks that you designate in the pattern. For information about setting up a phasing pattern, see Enabling Phasing for Account Promotions.
   Phasing Status	The phasing status of the promoted category. For more information about this field, see Phasing Promoted Categories.
   Simulated Incremental Volume	The simulated incremental volume from a high-level promotion. This field is populated with the value in the Est Incremental Volume field from a high-level promotion when you click the Add High-Level Categories button. For more information about the Est Incremental Volume field, see the table in the topic Fields for Volume and Revenue in Promotions.
   Start Date	The start date for the promoted category.
   End Date	The end date for the promoted category.
   Phasing Enable	Indicates if phasing is enabled for the category. You can use phasing if you want to allocate the aggregate cost, volume, and payment information throughout the weeks of a time period for an account promotion. For more information about phasing, see Process of Managing Phasing for Account Promotions (End User).

Adding Products to Account Promotions

To add products to account promotions, you associate the products with the promoted categories in the account promotion. You can associate a product with a promoted category in a manual or automated fashion.

This task is a step in Process of Managing Account Promotions (End User).

To add products to an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion record.

3. If you want to automatically add all applicable products for all categories in the account promotion, click Products.

   • SRM Request ID and execution status are also applicable to the Products button.

   • The products that are associated with all promoted categories and subcategories in the account promotion appear in the Promoted Products list.

   • If the Authorized Product field for the account promotion is selected, the products that appear in the Promoted Products list are further restricted to those products that are on the authorized distribution list for the account on the account promotion and for which the Promotable field is selected on that authorized distribution list.

4. If you want to manually add individual products, select a category in the Promoted Categories list, click Add in the Promoted Products list to create a new record, select the products in the Add Products dialog box, and click OK.

   • The list price products that are associated with the selected promoted category are available for selection.

   • If the Authorized Product field for the account promotion is selected, the products that are available for selection are further restricted to those list price products that are on the authorized distribution list for the account on the account promotion and for which the Promotable field is selected on that authorized distribution list.

5. Complete the other necessary fields.

   About Some Fields for Promotions and the following table describe some fields.

6. Field	Comments
   Start Date	The start date for the promoted product.
   End Date	The end date for the promoted product.
   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.
   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.
   Phasing Enable	Indicates if phasing is enabled for the promoted product. You can use phasing if you want to allocate the aggregate cost, volume, and payment information throughout the weeks of a time period for an account promotion. For more information about phasing, see Process of Managing Phasing for Account Promotions (End User).
   Est Incremental COGS	The cost of goods sold or the cost to manufacture the promoted product. This field is a rate for the promoted product and not a value applicable to the volume of the promoted product.
   Promoted Price	The value is rolled up from promoted product baseline. List Price minus Bill Back Rate minus Off Invoice Rate minus (List Price multiplied by [Bill Back Pct divided by 100]) minus (List Price multiplied by [Off Invoice Pct divided by 100]). For more information about the fields in this calculation, see Fields for Spending in Promotions.
   Average Cost	Est Incremental COGS divided Est Incremental Cases.

Associating Baseline and Shipment Data with Promoted Products

Account managers can associate baseline and shipment data with promoted products. You can associate a baseline record or shipment record with more than one promoted product. For example, if you add the same product to two account promotions, each for the same account and each with the same shipment start and end dates, you create two promoted products that are associated with the same baseline or shipment record.

When you click the Baseline or Shipment button, if the application is running on a server, the request is sent to Server Request Manager (SRM), the SRM II is populated, and the Execution status is set to Pending. You can navigate away after clicking the button. You can refresh the UI to see the execution status as follows:

• In Progress means the process has started.

• Finished means the process is done.

• Error means the process failed with error.

If the application is not running on a server, SRM is not involved. You can navigate away from the screen only if the process (by way of object manager) is complete. This processing for the Baseline and Shipment buttons is applicable to other background process-supported buttons.

When you associate baseline data with promoted products, the product baseline data is retrieved from sales volume plans, appears in the Promoted Products Baseline view. The volumes roll up to promoted products, promoted categories, and account promotions, but not to plans. You associate baseline data with promoted products before the account promotion is implemented. For information about viewing baseline data in sales volume plans, see Viewing SVP Data (End User).

This task is a step in Process of Managing Account Promotions (End User).

To associate baseline data with promoted products

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion record.

3. Click Baseline.

4. In the Promoted Categories list, select the category that contains the promoted product or products to which you associated baseline data.

5. In the Promoted Products list, select a product record.

   The Promoted Product Baseline view shows the baseline data applicable to the account as well as the shipment start and end dates for the promoted product. The default dates depend on the Volume Planning Type field value at promotion. Shipment dates are used for Sell-In. Consumption dates are used for Sell-Out. If no volume planning type is specified, then the shipment dates are the default.

   Note: For more information about configuring the dates for baseline data retrieval to the promotion start and end date or the consumption start and end date, see Changing Dates for Baseline Data Retrieval.

The following table describes some fields.

Field	Comments
Period	The time period of the record for the promoted product baseline.
Baseline	The estimated volume of product that would have been sold without an account promotion.
PY Baseline Volume	For the prior year, the estimated volume of product that was sold.
PY Baseline Revenue	For the prior year, the revenue for estimated volume of product that was sold.
Target Baseline Volume	The expected volume of product to be sold.
Target Baseline Revenue	The expected revenue for the volume of product to be sold.
%	This percentage accommodates situations in which the first and last week of a promoted product record are not the same length as a full week for the corresponding baseline record. If the number of days that are designated by the start and end dates for the promoted product baseline record matches the number of days that are designated by the start and end dates for the promoted product record, this field is populated with 100%. Otherwise, this field is populated with a percentage that is calculated as follows: (the number of days that are designated by the start and end dates for the promoted product record divided by the number of days that are designated by the start and end dates for the promoted product baseline record) multiplied by 100.
Promotion Baseline	Baseline multiplied by (% divided by 100).
Predict Lift %	This field is populated when you click the Predict Lift % button to simulate an account promotion. For more information about lift factors, see Process of Simulating High-Level Promotions and Account Promotions (End User).
Promotion PY Baseline	PY Baseline Volume multiplied by (% divided by 100).
Promotion PY Revenue	PY Baseline Revenue multiplied by (% divided by 100).
Promotion Target Baseline	Target Baseline Volume multiplied by (% divided by 100).
Promotion Target Revenue	Target Baseline Revenue multiplied by (% divided by 100).
Est Off Invoice Spend	The expenditures that are associated with a invoice reduction that you provide to the customer as compensation for participating in an account promotion. For a promoted product, you can change a field value that affects the calculation of the Est Off Invoice Spend field, and then click the Spread button to allocate the new value in the Est Off Invoice Spend field for the promoted product to the Est Off Invoice Spend field for promoted product baselines.
Est Bill Back Spend	The expenditures that are associated with a payment provided to the customer as compensation for participating in an account promotion. For a promoted product, you can change a field value that affects the calculation of the Est Bill Back Spend field, and then click the Spread button to allocate the new value in the Est Bill Back Spend field for the promoted product to the Est Bill Back Spend field for promoted product baselines.
Est Variable Spend	Est Off Invoice Spend plus Est Bill Back Spend.
Fixed Slot Fee	The fee that the retailer charges to you for placing the promoted products for the account promotion on the retailer’s shelves. You can enter a value in this field for an account promotion, promoted category, or promoted product, and then click the Spread button to allocate that value to the Fixed Slot Fee field for promoted product baselines.
Other Fixed Spend	The other fixed expenditures that you pay to the retailer to encourage the retailer’s participation in the account promotion, for example, a fee that you pay to include your products in the retailer’s weekly catalog. You can enter a value in this field for an account promotion a promoted category, or promoted product, and then click the Spread button to allocate that value to the Other Fixed Spend field for promoted product baselines.
Est Fixed Spend	Fixed Slot Fee plus Other Fixed Spend.
Est Total Spend	Est Variable Spend plus Est Fixed Spend.
List Price	The price of the product without an account promotion.
Promoted Price	The promoted price of each item in the deal.
Bench Price	The standard retail price.
Warehouse Withdrawal Cases	The number of cases withdrawn from a warehouse in using the inventory on hand.
Warehouse Withdrawal Units	The number of units withdrawn from a warehouse in using the inventory on hand.
Forward Buy Cases	The additional number of cases that a retailer might purchase over and above the cases sold to consumers, so that the retailer can buy additional volume on a sale to increase the profit margin.
Forward Buy Units	The additional number of units that a retailer might purchase over and above the units sold to consumers, so that the retailer can buy additional volume on a sale to increase the profit margin.
Est Incremental Sell-Out Cases	The delta of cases that a retailer does not buy from a wholesaler or manufacturer even though the retailer plans on selling more to consumers, because the retailer wants to reduce warehouse inventory.
Est Incremental Sell-Out Units	The change in number of units that a retailer does not buy from a wholesaler or manufacturer, even though the retailer plans on selling more to consumers, because the retailer wants to reduce warehouse inventory.
Est Sell-Out Total Cases	Baseline Cases plus Incremental Sell-Out Cases.
Est Sell-Out Total Units	Baseline Units plus Incremental Sell-Out Units.
Net Revenue	Net Revenue is calculated by multiplying the volumes by list price to customer and subtracting trade spend (fixed and variable spends).
Gross Revenue	Gross Revenue equals list price multiplied by total volume.

When you associate shipment data with promoted products, the product shipment data is retrieved from sales volume plans, appears in the Shipments view. The volumes roll up to promoted products, promoted categories, account promotions, and plans. You associate shipment data with promoted products after the account promotion is implemented to evaluate the account promotion. For information about viewing shipment data in sales volume plans, see Viewing SVP Data (End User).

To associate shipment data with promoted products

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion record.

3. Click Shipment.

   Applicable shipment records are identified and associated with the promoted products in the account promotion.

4. In the Promoted Categories list, select the category that contains the promoted product or products to which you associated shipment data.

5. In the Promoted Products list, drill down on the Product field hyperlink, and click the Shipments view tab.

   The Shipments view shows the shipment data applicable to the account as well as the shipment start and end dates for the promoted product.

   The following table describes some fields.

Field	Comments
Period	The period of time recorded for the shipment.
Shipment	The estimated volume of product that would have been shipped without an account promotion.
%	This percentage accommodates situations in which the first and last week of a promoted product record are not the same length as a full week for the corresponding shipment record. If the number of days that are designated by the start and end dates for the shipment record matches the number of days that are designated by the start and end dates for the promoted product record, this field is populated with 100%. Otherwise, this field is populated with a percentage that is calculated as follows: (the number of days that are designated by the start and end dates for the promoted product record divided by the number of days that are designated by the start and end dates for the shipment record) multiplied by 100.
Promotion Shipment	Shipment multiplied by (% divided by 100). This field is populated when you click the Shipment button in the Account Promotions List view to update the Promotion Shipment Revenue field in the Shipments view with product shipment data from sales volume plans. The revenues roll up from this view to promoted products, promoted categories, account promotions, and plans. This field is not available for high-level promotions.
Shipment Revenue	The revenue that is associated with the volume of product that would have been shipped without a promotion.
Promotion Shipment Revenue	Shipment Revenue multiplied by (% divided by 100).

Allocating Field Values in Account Promotions

You can enter a value in the Est Incremental Volume field for an account promotion, and then click the Spread button to allocate this source field value to the corresponding target field in records for promoted categories, promoted products, and promoted product baselines.

You can enter a value in the Fixed Slot Fee field and the Other Fixed Spend fields for an account promotion, a promoted category, or a promoted product, and then click the Spread button to allocate this source field value to the corresponding target field in the lower levels of the account promotion hierarchy.

The target field value for each promoted category and promoted product record is calculated as follows:

Source field value multiplied by (Est Baseline Volume field value for the target field in promoted categories or promoted products divided by Est Baseline Volume for the source field)

The target field value for each promoted product baseline record is calculated as follows:

Source field value multiplied by (Promotion Baseline field value for the target field in promoted product baselines divided by Est Baseline Volume for the source field)

Edits can be made at the Promotion, Category, or Promoted Product levels. If you change the value for a source field in a lower level, that changed value automatically rolls up to the higher levels of the account promotion hierarchy. You cannot change the value in the Fixed Slot Fee and Other Fixed Spend fields for records for promoted product baselines.

This task is a step in Process of Managing Account Promotions (End User).

To allocate field values in an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Select an account promotion record, and change the value in at least one of the following source fields:

   • Est Incremental Volume

   • Fixed Slot Fee

   • Other Fixed Spend

   A value is spread as soon as you change the value and step off the record or save the record (by using the keyboard command Ctrl and S).

   The value for the source field in the account promotion is allocated to the corresponding target field in records for promoted categories, promoted products, and promoted product baselines.

   Note: For information about configuring the Spread button to allocate other source fields using different allocation methods, see Configuring the Spread Button.

Transferring Incremental Volumes for Account Promotions to SVP

You can transfer to the Sales Volume Planning module the aggregate values in the Incremental field in the Promoted Product Baseline list for all account promotions. As part of the transfer procedure, you perform additional steps in the Sales Volume Planning module to aggregate and allocate these transferred values.

This task is a step in Process of Managing Account Promotions (End User).

To transfer incremental volumes for account promotions to SVP

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Click Aggregate.

   For all account promotions, a separate total is created for each product and account combination that is associated with the values in the Incremental fields in the Promoted Product Baseline list. Then, the Promotion Incremental Qty field in the Product Baseline list in sales volume planning is updated with these totals.

3. Complete an aggregation in sales volume planning. For information about how to complete this aggregation, see Performing the Initial Aggregation.

   The Aggregated Incremental Qty field in the Product Baseline list in sales volume planning is updated with totals of the values in the Promotion Incremental Qty fields for accounts in lower levels of the account hierarchy. Also, the Incremental Qty field in the Product Baseline list in sales volume planning is updated. This field is calculated as follows: Promotion Incremental Qty plus Aggregated Incremental Qty.

4. Complete an allocation in sales volume planning. For more information about how to complete this allocation, see Locking and Modifying SVP Data (End User).

   The Allocated Incremental Qty field in the Product Baseline list in sales volume planning is updated with an allocated part of the values in the Promotion Incremental Qty field for accounts in higher levels of the account promotion hierarchy. Also, the Incremental Qty field in the Product Baseline list in sales volume planning is updated. This field is calculated as follows: Promotion Incremental Qty plus Aggregated Incremental Qty plus Allocated Incremental Qty.

Associating Objectives with Account Promotions

You can associate objectives with account promotions. An objective provides the goal for an account promotion.

This task is a step in Process of Managing Account Promotions (End User).

To associate an objective with an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion record.

3. Click the Objectives view tab.

4. Create a new objective record, click the select button in the Objective field, select an objective in the dialog box, and click OK.

5. Complete the additional necessary fields.

Adding Attachments to Account Promotions

You can view attachments and attach documents, such as proof-of-performance documents, to account promotions. Each attachment record in the Attachment list identifies one attached file. If the appropriate application is installed on your computer, you can open these files by drilling down on the Name field hyperlink of the record. For example, if a Microsoft PowerPoint (.ppt) presentation file is listed and PowerPoint is installed on your computer, you can open the file by drilling down on the Name field hyperlink.

This task is a step in Process of Managing Account Promotions (End User).

To add an attachment to an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion record.

3. Click the Attachments view tab.

4. To add a new file attachment, click New File, navigate to the file, select it, and click Open.

   The attachment appears in the Attachments list.

5. To add a new URL attachment, click New URL, enter the URL in the URL file, and click Add.

   The attachment appears in the Attachments list.

Attaching Literature to Account Promotions

You can associate literature with account promotions. Each literature record in the Literature list identifies one attached file. If the appropriate application is installed on your computer, you can open these files by drilling down on the Name field hyperlink of the record. For example, if a Microsoft PowerPoint (.ppt) presentation file is listed and PowerPoint is installed on your computer, you can open the file by drilling down on the Name field hyperlink.

A literature document is a reference to a document on the file server, while an attachment document is an actual document. Attach large documents as literature, not as attachments, so that you can access them more efficiently.

This task is a step in Process of Managing Account Promotions (End User).

To attach literature to an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion record.

3. Click the Literature view tab.

4. In the Literature list, create a new record, and complete the necessary fields.

   For more information about working with literature in Siebel Business Applications, see Siebel Applications Administration Guide.

Viewing Calendars for Account Promotions

You can view calendars in Gantt chart format for account promotions and associated accounts. The side of the chart lists account promotions, and the main part of the chart shows scheduled time periods in a calendar format. Use the following guidelines when viewing Gantt charts:

• To zoom in or out on a time period, click Zoom + or Zoom - on the current time bar.

• To see a Gantt chart for a specific date, select the date in the date field and click Go.

• To see a Gantt chart for the current date, click Today.

This task is a step in Process of Managing Account Promotions (End User).

To view a calendar 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 an account promotion.

3. Click the Calendar view tab.

Use the following procedure to view a calendar for an account.

To view a calendar for an account

1. Navigate to the Accounts screen, then the Accounts List view.

2. Drill down on the Name field hyperlink for an account record.

3. Click the Promotions Calendar view tab.

Viewing the Audit Trail for Account Promotions

You access the Audit Trail view for an account promotion to see the changes that users make to the fields in the account promotion.

Administrators can specify these audited fields using the Administration - Audit Trail screen. On this screen, they select the CPG Plan Account Promotion business component to designate these audited fields. For more information about this setup, see Siebel Applications Administration Guide.

This task is a step in Process of Managing Account Promotions (End User).

To view the audit trail 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 an account promotion record.

3. Click the Audit Trail view tab.

Process of Simulating High-Level Promotions and Account Promotions (End User)

Simulations allow account managers to see the promotion results of a high-level promotion, an account promotion, a promoted category, a promoted product, and a promoted product baseline.

The following list shows tasks that end users typically perform for simulations:

• Importing and Copying Lift Factors

• Simulating the Results for High-Level Promotions for Account Promotions

• Simulating the Results for Account Promotions

This process is a step in Roadmap for Managing Trade Promotions.

Importing and Copying Lift Factors

Lift factors indicate the expected sales volume increase when you promote a category or product for an account during a certain time period with a specific promotional tactic. Lift factors are product-specific and category-specific. You can obtain lift factor information from a third-party syndicated data provider.

You must import and store lift factors into the product lift factor table (S_PROD_LFT_FACTOR) and category lift factor table (S_CATG_LFT_FACTOR) in the Siebel Consumer Goods application to perform simulations. To import lift factors, use Siebel Enterprise Integration Manager (EIM). For more information, see Siebel Enterprise Integration Manager Administration Guide. You can also copy imported lift factor data, and then change this data to accommodate your business.

Simulations use lift factors to calculate incremental volumes that are attributable to high-level promotions and account promotions. A simulation for a high-level promotion obtains lift factors using the following data:

• The category and account for the high-level promotion

• The time period and promotional tactics that you designate for that high-level promotion

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

To copy a lift factor

1. Navigate to the Lift Factors screen, then the Product Lift Factor List view or the Category Lift Factor List view.

2. Select a lift factor.

3. Click Menu, and select Copy Record.

   A copy of the lift factor is created in the lift factors list.

Simulating the Results for High-Level Promotions for Account Promotions

Account managers can simulate the results for high-level promotions for account promotions to determine the viability of the high-level promotions. They perform a simulation to evaluate the incremental sales volume that a high-level promotion will generate based on promoted category data that they enter in the Consumer Goods application. Before they begin the simulation, they must import lift factors for categories. For more information, see Importing and Copying Lift Factors. Also, the Est Baseline Volume field for the high-level promotion must contain data. For more information about this field, see the table in the topic Fields for Volume and Revenue in Promotions.

After you simulate the results of a high-level promotion, the applicable lift factor for the simulation appears in the Lift Factor field in the high-level promotion. If multiple lift factors apply to a category, then the lift factor in the high-level promotion is an average of these multiple lift factors. If no lift factors apply to a category, then the lift factor in the high-level promotion is the lift factor for the next available category from a higher level in the category hierarchy.

The following calculation determines the values that the simulation populates in the Est Incremental Volume field in the High-Level Planning view:

Est Baseline Volume [for the high-level promotion] multiplied by (% ACV Promoted [for the high-level promotion] divided by 100) multiplied by (Lift Factor [for the high-level promotion] divided by 100)

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

To simulate the results for a high-level promotion

1. Navigate to the Plans screen, then the Plan List view, or the Promotions screen, then the High-Level Planning view.

2. Drill down on the Name field hyperlink for a plan record.

3. Click the High-Level Planning view tab.

4. Select the high-level promotion for which you want to simulate promotion results.

   If the high-level promotion is not on the list, you can add it. For more information, see Creating High-Level Promotions for Account Promotions(End User).

5. Designate the parameters for lift factor retrieval and for the simulation calculation by entering a value in the following fields for the high-level promotion.

   Field	Comments
   Category	The type of high-level category and its associated Parent Category and Account.
   Account	The account for the high-level promotion.
   Start Date	The start date for the high-level promotion.
   End Date	The end date for the high-level promotion.
   Tactics	The promotional tactic or tactics for the high-level promotion. 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.
   % ACV Promoted	Percentage All Commodity Volume promoted. The percentage of the total sales volume that applies to the high-level promotion.

6. Click Simulate.

   The results for the high-level promotion simulation appear in the Est Incremental Volume field and the Lift Factor field in the list of high-level promotions.

7. As many times as necessary, modify any of the fields in Step 5 and repeat Step 6 to generate more simulation results.

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 Associating Baseline and Shipment Data with Promoted Products.

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 of this procedure to generate more simulation results.

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 works 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 might be more effective than more promotions that are shallower.

• A different set of promotions might generate less sales volume, but more profit.

For example, executives can review promotions that account managers want to run, depending on available funds, or promotions that might 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.

Process of Managing Deals for Account Promotions(End User)

The following list shows tasks that end users typically perform to manage deals for account promotions:

• Creating Deals for Account Promotions

• Creating Deals for Promoted Categories

• Creating Deals for Promoted Products

For more information about deals, see Trade Funds

This process is a step in Roadmap for Managing Trade Promotions.

Creating Deals for Account Promotions

Account managers can create deals for account promotions. A deal establishes discount structures and pays for the cost of running an account promotion. A deal contains details about payments for an account promotion. The details include funding sources, payment amounts, and payment methods.

This task is a step in Process of Managing Deals for Account Promotions(End User).

To create a deal 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, and click the Deals view tab.

3. In the Deals list, create a new record, and complete the necessary fields.

   The table in Fields for Details About Deals describes some fields.

Creating Deals for Promoted Categories

Account managers can create and view a list of deals that fund a promoted category and view information about each deal’s planned and actual spending.

Note: A deal for a promoted category rolls up to an account promotion only when you create the deal for a category that is associated with the account promotion. If you add a deal to a category that is not associated with the account promotion, the deal does not roll up to the account promotion if the category is later associated with the account promotion.

This task is a step in Process of Managing Deals for Account Promotions(End User).

To create a deal for a promoted category

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for the account promotion that contains the promoted categories for which you want to create a deal.

3. In the Promoted Categories list, click the Category field hyperlink of the promoted category for which you want to create a deal.

4. In the Deals list, create a new record, and complete the necessary fields.

   The table in Fields for Details About Deals describes some fields.

Creating Deals for Promoted Products

Account managers can create and view a list of deals that fund a promoted product and view information about each deal’s planned and actual spending.

Note: A deal for a promoted product rolls up to an account promotion only when you create the deal for a product that is associated with the account promotion. If you add a deal to a promoted product that is not associated with the account promotion, the deal does not roll up to the account promotion if the product is later associated with the account promotion.

This task is a step in Process of Managing Deals for Account Promotions(End User).

To create a deal for a promoted product

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for the account promotion that contains the promoted products for which you want to create a deal.

3. In the Promoted Categories list, select the category that contains the promoted products for which you want to create a deal.

4. In the Promoted Products list, drill down on the Product field hyperlink for the product for which you want to create a deal.

5. In the Deals list, create a new record, and complete the necessary fields.

   The table in Fields for Details About Deals describes some fields.

Process of Managing Phasing for Account Promotions (End User)

The following list shows tasks that end users typically perform to manage phasing for account promotions:

• Enabling Phasing for Account Promotions

• Phasing Promoted Categories

• Recalculating Phasing Results for Categories

• Phasing Promoted Products

• Recalculating Phasing Results for Products

• Finalizing Account Promotions

This process is a step in Roadmap for Managing Trade Promotions.

Enabling Phasing for Account Promotions

Account managers can set up phasing for an account promotion if they want see category and product data for the account promotion on a weekly basis. You can use phasing if you want to allocate the aggregate cost, volume, and payment data throughout the weeks in the shipment time period for the account promotion.

To enable phasing for an account promotion, you designate that the account promotion uses phasing functionality, and then you set up the phasing pattern for the account in the account promotion. This phasing pattern determines how category and product data is allocated throughout the weeks that you designate in the pattern.

When you enable phasing for an account promotion, you automatically enable phasing for all categories and products in that account promotion. You cannot disable phasing for selected categories or products in an account promotion after you enable phasing for the account promotion. Also, you cannot disable phasing for an account promotion and for all the categories in the account promotion:

• After you phase a promoted category in the account promotion.

• If the Status field changes to Paid for a payment associated with a deal for any category in the account promotion. (To find the Status field, navigate to the Promotions screen, then the Account Promotions List, drill down on the Promotion field hyperlink, drill down on the Category field hyperlink in the Promoted Categories list, click the Deals view tab, and click the Payments view tab.)

After you enable phasing for an account promotion, you cannot change the shipment start date and the shipment end date if the current date is after the shipment start date. Also, you cannot change the shipment start date and the shipment end date if the account promotion status is Finalized.

This task is a step in Process of Managing Phasing for Account Promotions (End User).

To enable phasing for an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Select the account promotion for which you want to enable phasing.

3. Select the Phasing Enable check box.

   The Phasing Enable field for all categories and products in the account promotion is selected.

Use the following procedure to create a phasing pattern for an account in an account promotion.

To create a phasing pattern for an account in an account promotion

1. Navigate to the Administration - Pattern screen, then the Pattern Administration view.

2. In the Pattern list, create a new record, and complete the necessary fields.

   The following table describes some fields.

   Field	Comments
   Pattern	The name of the pattern.
   Account Name	The account for the pattern. This pattern is available only to account promotions for this account and the subaccounts for this account.

3. In the Pattern Distribution list for the pattern, create at least one new record, and complete the necessary fields.

   The following table describes some fields.

   Field	Comments
   Sequence	A number that designates a week in the shipment time period for the account promotion. This field is automatically populated with a number when you create a record, but you can overwrite this number. Use 1 for the first week, 2 for the second week, and so on. You cannot use a pattern for phasing if you do not assign at least 1 sequence. The number of weeks in a pattern must be equal to or less than the number of weeks in the shipment time period for which the time periods are created.
   Pattern Distribution	The percentage of the aggregate data that is distributed to the associated sequence week. Make sure that the pattern distribution values for all of the sequences in a pattern add up to 100%. You cannot use the pattern for phasing if the values total less than or more than 100%.

Phasing Promoted Categories

Account managers can phase a promoted category if they want to allocate the aggregate cost, volume, and payment data for the category throughout the weeks of the shipment time period for the account promotion.

Before you can phase a promoted category, you must:

• Enable phasing for the account promotion. For more information about enabling phasing, see Enabling Phasing for Account Promotions.

• Create time periods for the weeks to which you want to allocate category data. If you want to begin data allocation on the start date of the account promotion’s shipments, make sure a time period is created for the week that contains that start date. Also make sure the time periods are created for any subsequent weeks to which you want to allocate category data. You can allocate category data to weeks that are after the end date for the account promotion’s shipments if time periods are created for those weeks. For more information about creating time periods, see Creating Periods.

If the current date is before the start date for the account promotion’s shipments, you can phase all the promoted categories. If the current date is during or after the shipment time period for the account promotion, you can phase the promoted categories for which the Phasing Status field is Not Phased or blank.

After you phase a promoted category, you cannot disable phasing for the category’s account promotion and for all categories in the account promotion. For more information about the phasing results, see About Phasing Results for Promoted Categories.

This task is a step in Process of Managing Phasing for Account Promotions (End User).

To phase a promoted category

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion.

3. In the Promoted Categories list, select the category that you want to phase.

4. Select a pattern in the Phasing Pattern field for the category.

   The phasing pattern determines how category and product information is allocated during the weeks you designate in the pattern. If the phasing pattern that you want is not available for selection, you can create that pattern. To create a phasing pattern, see Enabling Phasing for Account Promotions.

5. Click Phase to phase the promoted category.

   The Phasing Status field for the category changes to Phased.

6. Click the Category field hyperlink for the category that you phased.

7. Click the Phasing Result view tab to display the result of the phasing.

Recalculating Phasing Results for Categories

To see the current phasing result for a promoted category, account managers must recalculate the result when the Phasing Status field for the category is Refresh Required. The Phasing Status field changes to Refresh Required if:

• You change the Est Incremental Volume field for the category’s account promotion.

• You change the Incremental field in the category’s Promoted Product Baseline list. Changing this field changes the Est Incremental Volume field for the promoted category.

• You associate baseline data with promoted products. You click the Baseline button in the Account Promotions List view to make this association. Making this association changes the Est Baseline Volume, PY Baseline Volume, and Target Baseline Volume fields for the promoted category.

• You change the Est Distribution Update Pct fields for some weeks in the phasing result for the promoted category. Your changed values for all weeks must add up to 100%. When you change a percentage in this field, you supersede the percentage for the corresponding week in the phasing pattern.

• Any of the following category fields change:

  • Est Total Volume

  • Est Deferred Cost

  • Est On-Invoice Cost

  • Est Fixed Cost

  • Act Ship Volume

  • Act Deferred Payment

  • Act On-Invoice Payment

  • Act Fixed Payment

These promoted category fields are calculated fields, and you cannot enter data in them. However, these fields can change if you make changes in other records (for example, deal or deal payment records).

When you recalculate the phasing result, you do not update all of the fields in the phasing result. The following fields are not updated:

• All planned fields

• All fields for the weeks that are before the week that contains the date that you recalculate the phasing result

If the current date is before the start date for the account promotion’s shipments, you cannot recalculate the phasing result for all the promoted categories. However, you can change the phasing pattern for a promoted category and again phase the category. For more information about the phasing results, see About Phasing Recalculation Results for Promoted Categories.

This task is a step in Process of Managing Phasing for Account Promotions (End User).

To recalculate the phasing result for a promoted category

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion.

3. In the Promoted Categories list, click the Category field hyperlink for the category for which you want to recalculate the phasing result.

4. Click the Phasing Result view tab to display the result of the previous phasing.

5. Click Recalculate to display the result of the phasing recalculation.

   The Phasing Status field for the promoted category changes to Phase Updated.

Phasing Promoted Products

Account managers can phase a promoted product if they want to allocate the aggregate cost, volume, and payment data for the product throughout the weeks in the shipment time period for an account promotion. Before you can phase a promoted product, you must phase the promoted category. For more information about category phasing, see Phasing Promoted Categories.

When you phase a promoted product, you allocate to the product a percentage of the phasing result for the product’s promoted category. This percentage is calculated as follows:

Est Baseline Volume field of Promoted Product divided by Est Baseline Volume field of Promoted Category

This percentage is applied to the phasing result for the promoted category to obtain the phasing result for the promoted product.

All the phasing result fields for a promoted category, except the Est Distribution Update Pct field, are available when you phase a promoted product. The phasing result fields that are percentages display the same values for a promoted category and its promoted products.

This task is a step in Process of Managing Phasing for Account Promotions (End User).

To phase a promoted product

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Name field hyperlink for the account promotion that contains the promoted product.

3. In the Promoted Categories list, select the category that contains the promoted product that you want to phase.

4. In the Promoted Products list, select a product that you want to phase.

5. Click Phase to phase the promoted product.

6. Drill down on the Product field hyperlink for the product that you phased.

7. Click the Product Phasing view tab to display the result of the phasing.

Recalculating Phasing Results for Products

When you recalculate the phasing result for a promoted category, any prior phasing result for the products in that category is deleted. If account managers recalculate the phasing result for a promoted category, to see the current phasing result for promoted products in that category, they must recalculate the phasing result for those products. For more information about phasing result recalculation for a category, see Recalculating Phasing Results for Categories.

This task is a step in Process of Managing Phasing for Account Promotions (End User).

To recalculate the phasing result for a promoted product

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Drill down on the Promotion field hyperlink for an account promotion.

3. In the Promoted Categories list, select the category that contains the promoted product for which you want to recalculate the phasing result.

4. In the Promoted Products list, drill down on the Product field hyperlink for the product for which you want to recalculate the phasing result.

5. Click the Product Phasing view tab to display the result of the previous phasing.

6. Click Recalculate to display the result of the phasing recalculation.

Finalizing Account Promotions

Account managers can finalize account promotions if they use phasing functionality. After the shipment time period for an account promotion and after applicable payments are associated with the account promotion, you can finalize the phasing result for the account promotion. In general, you finalize the phasing result after the shipment time period, not before or during the shipment time period.

When you finalize the phasing result for an account promotion, promoted categories and promoted products are phased if they were not previously phased. Also, promoted categories and promoted products are recalculated if data that affects the phasing result has changed since the last phasing. After you finalize the phasing result, no one can recalculate that result even if the data that affects it changes.

To finalize the phasing result for all the categories and products in an account promotion, you change the Status field for the account promotion to Finalized. If you later decide to update the phasing result with data that changes after finalization, you can change the account promotion Status field to Re-opened, and then recalculate the phasing result.

Regardless of the value in the Phasing Enable field for an account promotion, if you change the account promotion’s Status field to Finalized or Re-opened, the Status field for all categories and products in the account promotion automatically changes to Finalized or Re-opened. If the Phasing Enable field is selected and you change the account promotion’s Status field to Finalized, you cannot add to or delete from the account promotion any categories, products, deals, or payments. The Phase and Recalculate buttons are disabled, and the following account promotion buttons are disabled: Revise, Products, Baseline, Spread, Shipment, and Aggregate.

This task is a step in Process of Managing Phasing for Account Promotions (End User).

To finalize an account promotion

1. Navigate to the Promotions screen, then the Account Promotions List view.

2. Select the account promotion that you want to finalize.

3. Change the Status field to Finalized.

About Some Fields for Promotions

The following topics include information about some fields for high-level promotions, corporate promotions, and account promotions:

• General Fields in Promotions

• Fields for Details About Promotional Tactics

• Fields for Volume and Revenue in Promotions

• Fields for Spending in Promotions

• Fields for Details About Deals

General Fields in Promotions

The following table shows the miscellaneous fields in high-level promotions and the levels of the account promotion hierarchy. These levels include plans, account promotions, promoted categories, and promoted products. The field comments indicate whether a particular field does not appear in high-level promotions or some levels of the account promotion hierarchy.

Field	Comments
Account	The account for the plan, high-level promotion, account promotion, promoted category, or promoted product. An account is sometimes referred to as a planning account. A planning account is the lowest level of your account hierarchy for which you make promotional decisions.
Period	The time period, such as a fiscal year, for which the plan, high-level promotion, account promotion, promoted category, or promoted product is in effect. The start and end dates for promotion, shipment, and consumption in an account promotion default to the start and end dates for this time period. The start and end dates for a high-level promotion default to the start and end dates for this time period. The start and end dates as well as the period for a promoted category default to the corresponding fields for an account promotion. The start and end dates as well as the period for a promoted product default to the corresponding fields for a promoted category. You can change these default values.
Tactics	The promotional tactic or tactics for the high-level promotion, account promotion, promoted category, or 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. This field is not available for plans. For information about additional fields for tactics, see the table in the topic Fields for Details About Promotional Tactics.
Organization	The name of the organization that implements the plan, high-level promotion, account promotion, promoted category, or promoted product. An organization frequently denotes a country or market in a Consumer Goods implementation.
Status	The status of the plan, account promotion, promoted category, and promoted product. An account manager who creates a plan or account promotion can select Pending Approval in this field to submit the plan or account promotion for approval. Then, the approver can change this field to Approved - Pending Review, More Information Needed, or Rejected. The approver’s selection determines the field values that are subsequently available for selection. When the approver selects Accepted in the Status field in a plan or account promotion, the Status field in the associated promoted categories and promoted products automatically changes to Accepted. Also, the Status field in deals for the account promotion and associated promoted categories and promoted products changes to Committed. This field is not available for high-level promotions. When the Status is Accepted, Status field options include Finalized and Reopen.

Fields for Details About Promotional Tactics

The following table shows the fields for details about promotional tactics in high-level promotions, the levels of the corporate promotion hierarchy, and the levels of the account promotion hierarchy. These levels include corporate promotions, account promotions, promoted categories, and promoted products.

Field	Comments
Display Type	The type of advertisement inside of a retail outlet.
Display Tactics	The location of an advertisement inside of a retail outlet.
Display Size	The general physical size of an advertisement inside of a retail outlet.
Other Media Tactics	The type of advertisement outside of a retail outlet.
Ad Location	The media prominence of an advertisement outside of a retail outlet.
Ad Size	The specific physical size of an advertisement outside of a retail outlet.
TPR Type	The type of temporary price reduction—for example, TPR (Temporary Price Reduction), BOGO (Buy One Get One), and EDLP/EDLC (Every Day Low Price/Every Day Low Cost).
TPR Size	The method for calculating the temporary price reduction.
TPR Amount	The dollar amount applicable to the temporary price reduction.
TPR %	The percentage discount applicable to the temporary price reduction. This field is calculated as follows: 1 minus (Promoted Price divided by Non-Promoted Price). The non-promoted price is not the same as the suggested retail price.
Catalog Tactics	The location and size in the retailer’s catalog in which the product is being promoted. Sample values include Front Page, Back Page, and Inside Page. It can also be concatenated with size, such as Front Page Large, Front Page Small, Back Page Large, and so on.
Display Note	A free-form text field that can be used to store a promotional display set-up or audit notes for the retail execution team.
Display Details	The additional comments that can be included to describe the display tactics being used to support the promotion. This is generally used for promotion verification purposes during retail execution. This can include specific locations of the display or secondary supporting displays that are set up in addition to the primary display.
Other Tactics	For describing any other promotional tactics that are used but do not fall into any of the other categories.
Multi Buy Qty	The minimum buy quantity required to receive special pricing.
Field Priority	For sales representatives to sell-in, merchandise, or audit a promotion at the retail outlet level.

Fields for Volume and Revenue in Promotions

The following table shows the fields for volume and revenue in high-level promotions and the levels of the account promotion hierarchy. These levels include plans, account promotions, promoted categories, and promoted products. The field comments indicate if a particular field does not appear in high-level promotions. Volume includes cases and units.

The Incremental Sell-In and Incremental Sell-Out volume fields are related to each other based on the values in the Warehouse Withdrawal field and Forward-Buy Volume field. The value entered and the value stored are based on whether the account plan's volume plan is sell-in or sell-out.

If the promotion (account plan) has a sell-in volume plan, manually enter values in the Incremental Sell-In Volume, Warehouse Withdrawal Volume, and Forward Buy Volume fields. The Incremental Sell-Out Volume field is a read-only field that is calculated automatically and stored using the following formula:

• Upon simulation, Incremental Sell In field equals Override Lift % field multiplied by Baseline Volume field.

• Incremental Sell-Out Volume field equals Incremental Sell-In Volume field plus Warehouse Withdrawal Volume field minus Forward Buy Volume field.

If the promotion (account plan) has a sell-out volume plan, manually enter values in the Incremental Sell-Out Volume, Warehouse Withdrawal Volume, and Forward Buy Volume fields. The Incremental Sell-In Volume field is a read-only field that is calculated automatically and stored using the following formula:

• Upon simulation, the Incremental Sell Out field equals Override Lift % field multiplied by Baseline Volume field.

• Incremental Sell-In Volume field equals Incremental Sell-Out Volume field minus Warehouse Withdrawal Volume field plus Forward Buy Volume field.

Field	Comments
Volume Fields
Est Baseline Volume	The estimated volume of product that would have been sold without an account promotion. For account promotions, promoted categories, and promoted products, this field is populated when you click the Baseline button in the Account Promotions List view to update the Promotion Baseline field in the Promoted Product Baseline view with product baseline data from sales volume plans. The volumes roll up from this view to promoted products, promoted categories, and account promotions, but not to plans. This field is updated for plans when you click the Update button in the Plan List view. For high-level promotions, this field is populated when you click the Forecast button to update a high-level promotion with category baseline data from sales volume plans.
Est Incremental Volume	The incremental volume over and above the estimated baseline volume that is attributable to the promotional tactics in the account promotion. This field is populated when you enter a value in the Incremental field in the Promoted Product Baseline view or when you click the Simulate button to simulate an account promotion and thus change the Incremental field in the Promoted Product Baseline view. The incremental volumes roll up to promoted products, promoted categories, account promotions, and, if the account promotions are associated with plans, to plans. If you change the plan, these values roll up to the Est Incremental Volume field for the new plan and are deleted from the prior plan. Est Incremental Volume can be one of two types: Sell-In or Sell-Out. A type is calculated when a user modifies the opposite type. The calculation involves the values from the Forward Buy Cases, Forward Buy Units, Warehouse Withdrawal Cases, and Warehouse Withdrawal Units fields, along with the Incremental Qty field. This field is populated for high-level promotions when you click the Simulate button to simulate the results for a high-level promotion. Also, you can enter a value in this field for high-level promotions. You can enter a value in this field for an account promotion, and then click the Spread button to allocate that value to the incremental volume field for records in the lower levels of the account promotion hierarchy.
Est Total Volume	Est Baseline Volume plus Est Incremental Volume.
PY Baseline Volume	For the prior year, the estimated volume of product that was sold. This field is populated when you click the Baseline button in the Account Promotions List view to update the Promotion PY Baseline field in Promoted Product Baseline view with product baseline data from sales volume plans. The volumes roll up from this view to promoted products, promoted categories, and account promotions, but not to plans. This field is updated for plans when you click the Update button in the Plan List view. This field is not available for high-level promotions.
Target Baseline Volume	The expected volume of product to be sold. This field is populated when you click the Baseline button in the Account Promotions List view to update the Promotion Target Baseline field in the Promoted Product Baseline view with product baseline data from sales volume plans. The volumes roll up from this view to promoted products, promoted categories, and account promotions, but not to plans. This field is updated for plans when you click the Update button in the Plan List view. This field is not available for high-level promotions.
Actual Baseline Volume	Equal to the Est Baseline Volume field. This field is not available for high-level promotions.
Actual Incremental Volume	Actual Total Volume minus Actual Baseline Volume. This field is not available for high-level promotions.
Actual Total Volume	The shipment volume for the account promotion. This field is populated when you click the Shipment button in the Account Promotions List view to update the Promotion Shipment field in the Shipments view with product shipment data from sales volume plans. The volumes roll up from this view to promoted products, promoted categories, account promotions, and plans. This field is not available for high-level promotions.
Warehouse Withdrawal Cases	The number of cases withdrawn from a warehouse in using the inventory on hand.
Warehouse Withdrawal Units	The number of units withdrawn from a warehouse in using the inventory on hand.
Forward Buy Cases	The additional number of cases that a retailer might purchase over and above the cases sold to consumers, so that the retailer can buy additional volume on a sale to increase the profit margin.
Forward Buy Units	The additional number of units that a retailer might purchase over and above the units sold to consumers, so that the retailer can buy additional volume on a sale to increase the profit margin.
Revenue Fields
Est Baseline Revenue	For promoted products, this field is calculated as follows: Est Baseline Volume multiplied by List Price. The estimated baseline revenue values roll up to promoted categories, account promotions, and, if the account promotions are associated with plans, to plans. For high-level promotions, this field is populated when you click the Forecast button to update a high-level promotion with data from sales volume plans.
Est Incremental Revenue	For plans, account promotions, promoted categories, and promoted products, this field is calculated as follows: Est Total Revenue minus Est Baseline Revenue. This field is not available for high-level promotions.
Est Baseline Net Revenue	Est Baseline Revenue minus Trade Spend.
Est Sell-Out Incremental Gross Revenue	Case Price multiplied by Est Sell-Out Incremental Cases.
Est Sell-Out Incremental Net Revenue	Est Sell-Out Incremental Gross Revenue minus Trade Spend.
Est Total Revenue	For plans, account promotions, promoted categories, and promoted products, this field is calculated as follows: (Est Baseline Volume plus Est Incremental Volume) multiplied by Promoted Price. This field is not available for high-level promotions. For more information about Promoted Price, see Adding Products to Account Promotions.
PY Baseline Revenue	For the prior year, the revenue for estimated volume of product that was sold. This field is populated when you click the Baseline button in the Account Promotions List view to update the PY Baseline Revenue field in for promoted products with product baseline data from sales volume plans. The revenues roll up from this view to promoted categories and account promotions, but not to plans. This field is updated for plans when you click the Update button in the Plan List view. This field is not available for high-level promotions.
Target Baseline Revenue	The expected revenue for the volume of product to be sold. This field is populated when you click the Baseline button in the Account Promotions List view to update the Target Baseline Revenue field for promoted products with product baseline data from sales volume plans. The revenues roll up from this view to promoted categories and account promotions, but not to plans. This field is updated for plans when you click the Update button in the Plan List view. This field is not available for high-level promotions.
Actual Baseline Revenue	Equal to the Est Baseline Revenue field. This field is not available for high-level promotions.
Actual Incremental Revenue	Actual Total Revenue minus Actual Baseline Revenue. This field is not available for high-level promotions.
Actual Total Revenue	The revenue that is associated with the shipment volume for the account promotion. This field is populated when you click the Shipment button in the Account Promotions List view to update the Promotion Shipment Revenue field in the Shipments view with product shipment data from sales volume plans. The revenues roll up from this view to promoted products, promoted categories, account promotions, and plans. This field is not available for high-level promotions.

Fields for Spending in Promotions

The following table shows the fields for spending in high-level promotions and the levels of the account promotion hierarchy. These levels include plans, account promotions, promoted categories, and promoted products. The field comments indicate if a particular field does not appear in high-level promotions or some levels of the account promotion hierarchy.

Field	Comments
% ACV Promoted	Percentage All Commodity Volume promoted. The percentage of the total sales volume that applies to the high-level promotion, account promotion, promoted category, or promoted product. The default value for this field is 100%. You enter a value in this field to simulate results for a high-level promotion or an account promotion. This field is not available for plans.
Variable Spending Fields
Off Invoice Rate	The discount rate (dollars for each unit) that you subtract from the product price on the invoice to the customer. You provide this discount to the customer as compensation for participating in an account promotion. If you enter data in this field, you cannot enter data in the Off Invoice Pct field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products. This field is not available for plans and account promotions.
Off Invoice Pct	The discount percentage that you subtract from the product price on the invoice to the customer. You provide this discount to the customer as compensation for participating in an account promotion. If you enter data in this field, you cannot enter data in the Off Invoice Rate field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products. This field is not available for plans and account promotions.
Est Off Invoice Spend	For promoted products, this field is calculated as follows: (Off Invoice Rate multiplied by Est Total Volume multiplied by [% ACV Promoted divided by 100]) plus (Off Invoice Pct multiplied by [Est Total Revenue divided by 100] multiplied by [% ACV Promoted divided by 100]). The values for estimated off-invoice expenditures roll up to promoted categories, account promotions, and, if the account promotions are associated with plans, to plans.
Bill Back Rate	The discount rate (dollars for each unit) that the customer applies to the appropriate units to bill you or that the customer subtracts from the product price on the invoice to the customer to short pay that invoice. You provide this discount to the customer as compensation for participating in the account promotion. If you enter data in this field, you cannot enter data in the Bill Back Pct field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products. This field is not available for plans and account promotions.
Bill Back Pct	The discount percentage that the customer applies to the appropriate units to bill you or that the customer subtracts from the product price on the invoice to the customer to short pay that invoice. You provide this discount to the customer as compensation for participating in the account promotion. If you enter data in this field, you cannot enter data in the Bill Back Rate field. You can click the Spread button to copy a value in this field from a promoted category to its promoted products. This field is not available for plans and account promotions.
Est Bill Back Spend	For promoted products, this field is calculated as follows: (Bill Back Rate multiplied by Est Total Volume multiplied by [% ACV Promoted divided by 100]) plus (Bill Back Pct multiplied by [Est Total Revenue divided by 100] multiplied by [% ACV Promoted divided by 100]). The values for estimated bill back expenditures roll up to promoted categories, account promotions, and, if the account promotions are associated with plans, to plans.
Variable Spend Pay Method	The payment method for the variable expenditure, for example, Bill Back, Off Invoice, or Deduction. This field is not available for plans.
Est Variable Spend	Est Off Invoice Spend plus Est Bill Back Spend.
Fixed Spending Fields
Fixed Slot Fee	The fee that the retailer charges to you for placing the promoted products for the account promotion on the retailer’s shelves. You can enter a value in this field for an account promotion, promoted category, or promoted product, and then click the Spread button to allocate that value to the Fixed Slot Fee field for records in the lower levels of the account promotion hierarchy.
Fixed Slot Fee Pay Method	The payment method that is associated with the slotting fee for the account promotion, for example, Bill Back, Check, or Deduction. This field is not available for plans.
Other Fixed Spend	The other fixed expenditures that you pay to the retailer to encourage the retailer’s participation in the account promotion, for example, a fee that you pay to include your products in the retailer’s weekly catalog. You can enter a value in this field for an account promotion, a promoted category, or a promoted product, and then click the Spread button to allocate that value to the Other Fixed Spend field for records in the lower levels of the account promotion hierarchy.
Other Fixed Spend Pay Method	The payment method that is associated with the other fixed expenditures for the account promotion, for example, Bill Back, Check, or Deduction. This field is not available for plans.
Est Fixed Spend	Fixed Slot Fee plus Other Fixed Spend.
Other Fields
Est Total Spend	Est Variable Spend plus Est Fixed Spend.
Est Fund Allocations	The sum of the deal amounts. This field is populated from the Amount field in deals that are associated with account promotions, promoted categories, and promoted products. This field is not available for high-level promotions. For more information about deals, see Process of Managing Deals for Account Promotions(End User).
Actual Total Spend	The payments relating to the deal amounts. This field is populated from the Amount field for payments with a status of Paid in deals that are associated with account promotions, promoted categories, and promoted products. This field is not available for high-level promotions. For more information about deals, see Process of Managing Deals for Account Promotions(End User).
Est Incremental COGS	Est Incremental Volume multiplied by COGS for promoted products. COGS is a rate applicable to the cost of goods sold. The values roll up from promoted products to promoted categories and account promotions. This field is not available for high-level promotions.
Actual Incremental COGS	Actual Incremental Volume multiplied by COGS for promoted products. COGS is a rate applicable to the cost of goods sold. The values roll up from promoted products to promoted categories and account promotions. This field is not available for high-level promotions.
Est ROI	The estimated return on investment. If the Est Total Spend field is 0, then this field is 0. Otherwise, this field is calculated as follows: ([Est Incremental Revenue minus Est Incremental COGS] divided by Est Total Spend) multiplied by 100. This field is not available for high-level promotions.
Actual ROI	The actual return on investment. If the Actual Total Spend field is 0, then this field is 0. Otherwise, this field is calculated as follows: [(Actual Incremental Revenue minus Actual Incremental COGS] divided by Actual Total Spend) multiplied by 100. This field is not available for high-level promotions.

Fields for Details About Deals

The following table shows the fields for deals in the levels of the account promotion hierarchy. These levels include account promotions, promoted categories, and promoted products. The field comments indicate if a particular field does not appear in some levels of the account promotion hierarchy.

Field	Comments
Deal ID	The automatically generated identification number of the deal.
Status	The status of the deal.
Type	The type of deal, such as Bill Back, Fixed Cost, or Off Invoice. Select a value from the drop-down list.
Deal Category	The type of deal category. This field is automatically populated when you select a type of deal in the Type field: If the type of deal is Bill Back, the deal category is Deferred. If the type of deal is Off Invoice, the deal category is On-Invoice. For a Deferred or On-Invoice deal category, you can enter data in the Volume and Cost Per Case fields in the Deals list and in the Volume and Rate fields in the Payments view for this deal. You cannot enter data in the Amount field in the Deals list and in the Payments view for this deal. If the type of deal is Fixed Cost, the deal category is Fixed. For a Fixed deal category, you can enter data in the Amount field in the Deals list and in the Payments view for this deal. You cannot enter data in the Volume and Cost Per Case fields in the Deals list and in the Volume and Rate fields in the Payments view for this deal. This field is not available for account promotions and promoted products.
Fund	The name of the fund from which the deal is made. Funds provide the money to pay for the cost of an account promotion.
Deal Volume	The estimated volume that is applicable to the deal. For information about when you can enter data in this field, see the Deal Category field description. This field is not available for account promotions and promoted products.
Cost Per Case	The cost of each case in the deal. For information about when you can enter data in this field, see the Deal Category field description. This field is not available for account promotions and promoted products.
Amount	The amount of the deal. For information about when you can enter data in this field, see the Deal Category field description.
Est. Pay Date	The estimated date of the payments paid for the deal. If you want this field to drive behavior in the application, you must customize the preconfigured application.
Promoted Price	The promoted price of each item in the deal. This field is not available for account promotions and promoted products.
Retail Price	The retail price of each item in the deal. This field is not available for account promotions and promoted products.
On-Invoice Deal Amount	The amount of the deal for the on-invoice deal category. This field is not available for account promotions and promoted products.
Deferred Deal Amount	The amount of the deal for the deferred deal category. This field is not available for account promotions and promoted products.
Fixed Deal Amount	The amount of the deal for the fixed deal category. This field is not available for account promotions and promoted products.
Deal Payment Volume	The volume that is applicable to the deal payments. This field is not available for account promotions and promoted products.
On-Invoice Deal Payment Volume	For the on-invoice deal category, the volume that is applicable to the deal payments. This field is not available for account promotions and promoted products.
On-Invoice Deal Payment	For the on-invoice deal category, the deal payments. This field is not available for account promotions and promoted products.
Deferred Deal Payment	For the deferred deal category, the deal payments. This field is not available for account promotions and promoted products.
Fixed Deal Payment	For the fixed deal category, the deal payments. This field is not available for account promotions and promoted products.
Payment Pending	The sum of the deal payments for which the payment status is Pending.
Payment Submitted	The sum of the deal payments for which the payment status is Submitted.
Payments Paid	The sum of the deal payments for which the payment status is Paid.
Min. Quantity	If the customer purchases less than this minimum volume of product, the deal is not applicable.
Max. Quantity	If the customer purchases more than this maximum volume of product, the deal is not applicable to the extra purchased volume. This field generally applies to variable rate deals.
Price Adj. Type	The type of price adjustment—for example, % Markup or Discount Amount. If you want this field to drive behavior in the application, you must customize the preconfigured application.
Price Adj. Amount	The amount of price adjustment. This field adds dimensions to the deal. If you want this field to drive behavior in the application, you must customize the preconfigured application.
Stackable	Indicates that the deal is not exclusive and that you can stack the deal with other existing deals. If you want this field to drive behavior in the application, you must customize the preconfigured application.
Bundle	A check in this box indicates that the deal can contain bundled products. If you want this field to drive behavior in the application, you must customize the preconfigured application.
Phasing Enable	Indicates if phasing is enabled for the account promotion. You can use phasing if you want to allocate throughout the weeks of a time period for an account promotion the aggregate cost, volume, and payment information for that time period. This field is not available for account promotions and promoted products.

About Phasing Results

This topic provides information about phasing results and phasing recalculation results for promoted categories.

About Phasing Results for Promoted Categories

Regardless of when you phase a promoted category, the available data for the planned fields is allocated using the percentages for all of the weeks in the phasing pattern. The data allocated to nonplanned fields depends on when you phase the promoted category:

• If you phase a promoted category before the shipment start date for the account promotion, the available data for nonplanned fields is allocated using the percentages for all of the weeks in the phasing pattern.

  For example, if the phasing pattern is 40%, 30%, 20%, and 10%, if a nonplanned field has a value of $100, and if you phase before the first week in the shipment time period, then the phasing result for the nonplanned field is allocated as follows: $40, $30, $20, $10.

• If you phase a promoted category during the shipment time period for the account promotion, the available data for nonplanned fields is allocated as follows:

  • For any weeks in the phasing pattern prior to the week that contains the current date, the nonplanned fields are not allocated any data.

  • For the week in the phasing pattern that contains the current date, the nonplanned fields are allocated data using the percentages for that week and for any prior weeks in the phasing pattern.

  • For any weeks in the phasing pattern subsequent to the week that contains the current date, the nonplanned fields are allocated data using the percentages for the corresponding weeks in the phasing pattern.

For example, if the phasing pattern is 40%, 30%, 20%, and 10%, if a nonplanned field has a value of $100, and if you phase during the second week in the shipment time period, then the phasing result for nonplanned field is allocated as follows: $0, $70, $20, $10.

• If you phase a promoted category after the shipment end date for the account promotion, the available data for nonplanned fields is allocated as follows:

  • For all weeks in the phasing pattern, the nonplanned fields are not allocated any data.

  • For the week that contains the current date, the nonplanned fields are allocated all data.

  For example, if the phasing pattern is 40%, 30%, 20%, and 10%, if a nonplanned field has a value of $100, and if you phase in the week after the shipment time period, then the phasing result for nonplanned field is allocated as follows: $0, $0, $0, $0, $100.

Note: The logic described in this topic provides a general framework for phasing result calculations. In some scenarios and for some fields, this logic does not apply.

About Phasing Recalculation Results for Promoted Categories

Regardless of when you recalculate the phasing result for a promoted category, the planned fields for all of the weeks in the phasing pattern do not change. The change in nonplanned fields depends on when you recalculate the phasing result:

• If you recalculate the phasing result for a promoted category during the shipment time period for the account promotion, the available data for nonplanned fields is recalculated as follows:

  • For any weeks in the phasing pattern prior to the week that contains the current date, the nonplanned fields are not recalculated.

  • For the week in the phasing pattern that contains the current date, the nonplanned fields are allocated data using the percentages for that week and for any prior weeks in the phasing pattern. Then, the data in the nonplanned fields that is not recalculated for the prior weeks is subtracted from this allocation.

  • For any weeks in the phasing pattern subsequent to the week that contains the current date, the nonplanned fields are recalculated using the percentages for the corresponding weeks in the phasing pattern.

For example, if the phasing pattern is 40%, 30%, 20%, and 10%, if a nonplanned field has a value of $100, and if you phase before the first week in the shipment time period, then the phasing result for the nonplanned field is allocated as follows: $40, $30, $20, $10. If the nonplanned field value later changes to $200, and if you recalculate the phasing result during the second week of the shipment time period, then the phasing result for the nonplanned field is allocated as follows: $40, $100, $40, $20. The phased data for the first week is not recalculated. The phased data for the second week is calculated as follows: [($200 multiplied by .70) minus $40]. The phased data for the third week is calculated as follows: ($200 multiplied by .20). The phased data for the fourth week is calculated as follows: ($200 multiplied by .10).

• If you recalculate the phasing result for a promoted category after the shipment end date for the account promotion, the available data for nonplanned fields is recalculated as follows:

  • For the all weeks in the phasing pattern, the nonplanned fields are not recalculated.

  • For the week that contains the current date, the nonplanned fields are allocated all data. Then, the data in the nonplanned fields that is not recalculated for the prior weeks is subtracted from this allocation.

  For example, if the phasing pattern is 40%, 30%, 20%, and 10%, if a nonplanned field has a value of $100, and if you phase before the first week in the shipment time period, then the phasing result for the nonplanned field is allocated as follows: $40, $30, $20, $10. If the nonplanned field value later changes to $200, and if you recalculate the phasing result in the week after the shipment time period, then the phasing result for the nonplanned field is allocated as follows: $40, $30, $20, $10, $100. The phased data for the first four weeks is not recalculated. The phased data for the fifth week is calculated as follows: [($200 multiplied by .100) minus $40 minus $30 minus $20 minus $10].

Note: The logic described in this topic provides a general framework for phasing result calculations. In some scenarios and for some fields, this logic does not apply.

About Configuring Trade Promotions

This topic contains information that might be useful when configuring the trade promotion features.

The procedures documented in this chapter include buttons that invoke specialized methods, as described in the following table.

Button	Name of Method	Description	Supported On
Only Corporate Promotions
Apply Updates	ApplyCorpUpdates	Copies revised data in a corporate promotion to account promotions. This copying is supported by way of Service Request Manager if the application is running on a server, and by Object Manager if the application is not running on a server.	Bus Comp and Bus Service Layer
Create Account Promotions	CommitAccnt (on BC layer) ApplyCorp Promotion ApplyCorp PromotionSvrReq	Creates account promotions for the target accounts from a corporate promotion and copies the data in the corporate promotion to the account promotions. ApplyCorp Promotion is on the BS layer through Object Manager if the application is not running on a server, and through Server Request Manager if it is running on a server. ApplyCorpPromotionSvrReq is on the BS layer through Object Manager if the application is not running on a server, and through Server Request Manager if it is running on a server.	Bus Comp Layer and Bus Service Layer
Only Account Promotions
Calculate Lift %	CalculateLiftPct	Automatically estimates promotional lift percentage from the Lift Factor table.	Bus Comp and Bus Service layer
Refresh Pricing	UpdatePromoPrice Cost (BC and BS layer) UpdatePromoPrice CostSvrReq (BS layer by Server Request Manager)	Refreshes the Promotion Revenue, COGS, and ROI calculations. Use the button on the Promotion applet to invoke this business service.
Add High-Level Categories	ShowPopup	Opens a dialog box from which the user can select a high-level category to add to an account promotion. When the user adds a category from a high-level promotion, the values in various fields in the high-level promotion are copied to the corresponding fields for the promoted category.	Applet Layer
Aggregate	CatAggregate DoCatAggregate	For all account promotions, creates a separate total for each product and account combination that is associated with the values in the Incremental fields in the Promoted Product Baseline list. Then, updates the Promotion Incremental Qty field in the Product Baseline list in sales volume planning with these totals.	Bus Comp Layer
Baseline	OnBaselineData OnMovementData (BS layer) OnMovementData SvrReq (BS Layer by Server Request Manager)	Updates the Promoted Product Baseline view with product baseline data from sales volume plans based on the account as well as the shipment start and end dates for the promoted products. This hard-coded method functions only if these required fields contain data. The volumes roll up from this view to promoted products, promoted categories, and account promotions, but not to plans. Then, a user can add incremental volume to each baseline record. This method is supported by Service Request Manager if the application is running on a server, and by Object Manager if the application is not running on a server.	Bus Comp Layer and Bus Service Layer
Phase (Promoted Categories)	CreatePhaseData ForCategory	Calculates and displays the phasing results for a promoted category.	Bus Comp Layer
Phase (Promoted Products)	CreatePhaseData ForProduct	Calculates and displays the phasing results for a promoted product.	Bus Comp Layer
Recalculate (Promoted Categories)	RecalcPhaseData ForCategory	Recalculates and displays phasing results for a promoted category.	Bus Comp Layer
Recalculate (Promoted Products)	RecalcPhaseData ForProduct	Recalculates and displays phasing results for a promoted product.	Bus Comp Layer
Shipment	OnShipmentData OnMovementData (on BS layer) OnMovementData SvrReq (on BS Layer by way of Server Request Manager)	Updates the Shipments view with product shipment data from sales volume plans based on the account as well as the shipment start and end dates for the promoted products. The estimated shipment volumes roll up from this view to promoted products, promoted categories, account promotions, and plans. This method is supported by Service Request Manager if the application is running on a server, and by Object Manager if the application is not running on a server.	Bus Comp Layer and Bus Service Layer
Both Corporate and Account Promotions
Products	OnCatalogProduct (on BC layer) AddCatagory Products (on BS layer) AddCategory ProductSvrReq (on BS layer)	Finds the products that are associated with all promoted categories in a corporate promotion or an account promotion and adds them as promoted products in the promoted categories of the corporate promotion or account promotion. The Products button invokes the CPG Plan Account Promotion Product business component.	Bus Comp Layer and Bus Service Layer
Spread	OnSpread	Allocates (to the nearest whole dollar) the values in source fields for incremental volume, fixed slotting fees, and other fixed expenditures, from higher levels to corresponding target fields in lower levels of the account promotion hierarchy. Any remaining value that is not allocated is randomly distributed to the lower-level records. Allocates the values in the Est Off Invoice Spend and Est Bill Back Spend fields in an account promotion from promoted products to promoted product baselines. Copies the values in the Off Invoice Rate, Off Invoice Pct, Bill Back Rate, and Bill Back Pct fields in a corporate promotion or account promotion from promoted categories to promoted products. For information about configuring the Spread button to allocate other source fields using different allocation methods, see Configuring the Spread Button.	Bus Comp Layer
Only Plans
Update	UpdateAccntPlan (on BC and BS layer)	Updates the Est Baseline Volume, PY Baseline Volume, Target Baseline Volume, PY Baseline Revenue, and Target Baseline Revenue fields in a plan with data from sales volume plans. For information about configuring the Update button to update other fields, see Configuring the Update Button.	Bus Comp Layer and Bus Service Layer
Only High-Level Promotions
Forecast	GetCatBaseline Data	Updates the Est Baseline Volume field and the Est Baseline Revenue field in a high-level promotion with data from sales volume plans. For information about configuring the Forecast button to update other fields, see Configuring the Forecast Button.	Bus Comp Layer
Simulate (High-Level Promotions)	SimulateCategory	Obtains the category lift factor for a high-level promotion and then uses the lift factor and other parameters that the user designates to calculate and display the estimated incremental volume for the high-level promotion.	Bus Comp Layer

Configuring Trade Promotions

To configure trade promotions, perform the following tasks:

• Retaining Account Promotions When Deleting Corporate Promotions

• Changing the Visibility Filter for Team Members

• Configuring Available Plans for Account Promotions

• Changing Dates for Baseline Data Retrieval

• Configuring the Spread Button

• Configuring the Forecast Button

• Configuring the Update Button

Retaining Account Promotions When Deleting Corporate Promotions

To retain account promotions when you delete a corporate promotion, you must modify a link and a business component using Siebel Tools.

For instructions about modifying links and business components, see Configuring Siebel Business Applications.

To retain account promotions when deleting an associated corporate promotion

1. Log in to Siebel Tools.

2. In the Object Explorer, select the Link object, and select CPG Promotion/CPG Plan Account Promotion in the links list.

3. In the Cascade Delete column, select Clear.

4. In the Object Explorer, select the Business Component object, and select CPG Promotion in the business components list.

5. In Object Explorer, select the Multi Value Link child object, and select CPG Plan Account Promotion in the list.

6. Enter a check in the No Delete column.

Changing the Visibility Filter for Team Members

By default, the visibility filter in the Plan List view filters plans based on the team members for the accounts in plans. You can change this default so this visibility filter filters plans based on the team members in plans. Changing the default for this visibility filter is applicable to situations in which a manufacturer works with multiple brokers who share the same account. The brokers can view only the plans that include them as members.

To change the visibility filter for team members in the Plan List view

1. Log in to Siebel Tools.

2. In Object Explorer, select the Business Component object, and in the Object List Editor, query for the following business component: CPG Plan Account.

3. In the Object Explorer, select the Buscomp View Mode child object.

4. For each view mode record:

   • Change the Visibility MVField column value from Account Sales Rep to Sales Rep.

   • Change the Visibility MVLink column value from Account Position to Position.

By default, the visibility filter in the Account Promotions List view filters account promotions based on the team members for the accounts in account promotions. You can change this default so that this visibility filter filters account promotions based on the team members in account promotions.

To change the visibility filter for team members in the Account Promotions List view

1. Log in to Siebel Tools.

2. In Object Explorer, select the Business Component object, and in the Object List Editor, query for the following business component: CPG Plan Account Promotion.

3. In the Object Explorer, select the Buscomp View Mode child object.

4. For each view mode record:

   • Change the Visibility MVField column value from Account Sales Rep to Sales Rep.

   • Change the Visibility MVLink column value from Account Position to Position.

Configuring Available Plans for Account Promotions

You can associate a plan with an account promotion by selecting the plan in the Plan field in the Account Promotions List view. The plans that are available for selection in the Plan field satisfy all of the following criteria:

• The plans have the same account as the account promotion.

• The plans have the same category as the account promotion or a category in the category hierarchy that is one level higher than the category for the account promotion.

• The plans have time periods that include the time period for the account promotion. Promotion start and end dates define the time period for the account promotion.

You can configure the selection criteria that determines the plans that are available for selection.

To configure the available plans for an account promotion

1. Log in to Siebel Tools.

2. In Object Explorer, select the Business Component object, and in the Object List Editor, query for the following business component: CPG Plan Account Promotion.

3. If you want to eliminate the selection criteria that relates to matching accounts:

   1. In the Object Explorer, select the Field child object, and then select the Plan Name field.

   2. In the Object Explorer, select the Pick Map child object, and remove the check from the Constrain column for the Account Id field.

4. If you want to eliminate the selection criteria that relates to time periods:

   1. In the Object Explorer, select the Field child object, and then select the Plan Name field.

   2. In the Object Explorer, select the Field User Prop child object, and enter a value of N in the Value column for the Period Constrain user property.

5. If you want to eliminate the selection criteria that relates to categories:

   1. In the Object Explorer, select the Field child object, and then select the Category Name field.

   2. In the Object Explorer, select the Field User Prop child object, and enter a value of N in the Value column for the Plan Category Constrain user property.

Changing Dates for Baseline Data Retrieval

When you associate baseline data with an account promotion, the product baseline data is retrieved from sales volume planning based on the shipment start and end date for the promoted products in an account promotion. You can configure the default shipment start and end date for this data retrieval to the promotion start and end date or the consumption start and end date.

To configure the dates for baseline data retrieval

1. Log in to Siebel Tools.

2. In Object Explorer, select the Business Component object, and in the Object List Editor, query for the following business component: CPG Plan Account Promotion.

3. In the Object Explorer, select the Business Component User Prop child object.

4. For the Baseline Dates user property, change the Value column to one of the following values:

   • Promotion

   • Shipment

Configuring the Spread Button

The Spread button allocates the values in source fields for incremental volume, fixed slotting fees, and other fixed expenditures from higher levels to corresponding target fields in lower levels of the account promotion hierarchy. Also, this button allocates the values in the Est Off Invoice Spend and Est Bill Back Spend fields in an account promotion from promoted products to promoted product baselines. Additionally, this button copies the values in the Off Invoice Rate, Off Invoice Pct, Bill Back Rate, and Bill Back Pct fields in a corporate promotion or account promotion from promoted categories to promoted products.

You can configure the Spread button to allocate other source fields using different allocation methods. The following guidelines are applicable to configuring the Spread button:

• The target business component must be a child business component of the business object that is linked to the current business component through a one-to-many link.

• Only the RollUp user properties that you modify in Step 5 and Step 6 of the following procedure participate in a rollup that the Spread button triggers.

• The target field must be column-based.

• If you use the Allocate method, the source and target fields must be numeric.

• If you use the Copy method, the source and target fields do not need to be numeric.

For instructions about modifying links and business components, see Configuring Siebel Business Applications. In the preconfigured application, the Spread button is configured for business components that relate to corporate promotions, account promotions, promoted categories, promoted products, and promoted product baselines. However, you can configure the Spread button for any business component that is based on the CSSBCCSBase class and its subclasses.

To configure the Spread button for a business component in the trade promotion hierarchy

1. Log in to Siebel Tools.

2. In Object Explorer, select the Business Component object, and in the Object List Editor, query for the source business component.

3. In the Object Explorer, select the Business Component User Prop child object.

4. Create new user properties:

   1. Create a new user property with the following name: CS Spread Target: BO Name

      where: BO Name is the name of the business object. For example, CS Spread Target: CPG Plan

   2. Enter the following value in this new user property: Target Business Component.

      where: Target Business Component is the name of the target business component. For example, CS CG Plan Account Promotion Category.

   3. Create another new user property with the following name: CS Spread Fields: BO Name N

      where:

      • BO Name is the name of the business object.

      • N is a number.

      For example, CS Spread Fields:CPG Plan 1

   4. Enter the following value in this new user property: “Source Field, “Target Field, “Method, “Field Name.

      where:

      • Source Field is the name of the source field from which to spread.

      • Target Field is the name of the target field to which to spread.

      • Method is the method applicable to the spread. Values include Allocate and Copy.

      • Field Name is the field that is used to calculate the allocation percentage. Field Name is required only if you select an Allocate method.

        For example, “Est Incremental Volume, “Est Incremental Volume, “Allocate, “Est Baseline Volume

5. Change the user property with the following name: CS RollUp Fields: BO Name N

   where:

   • BO Name is the name of the business object.

   • N is a number.

     For example, CS RollUp Fields:CPG Plan 3

6. Enter the following value in this user property: “Source Field, “Target Field, Spread.

   where:

   • Source Field is the name of the source field from which to roll up.

   • Target Field is the name of the target field to which to roll up.

   • Spread is required only if you want to spread the data after rollup.

     For example, “Est Incremental Revenue, “Est Incremental Revenue, Spread.

You can also configure the Spread button for a nonroot business component. In this case, the Spread button is invoked from the root business component.

To configure the Spread button for a nonroot business component

1. Log in to Siebel Tools.

2. In Object Explorer, select the Business Component object, and in the Object List Editor, query for the nonroot business component.

3. In the Object Explorer, select the Business Component User Prop child object.

4. Create a new user property with the following name: CS Spd Rt: BO Name/Root BC

   where:

   • BO Name is the name of the business object.

   • Root BC is the name of the root business component.

     For example, CS Spd Rt:CPG Plan/CPG Plan Account Promotion

5. Enter the following value in this new user property: Link Field.

   where: Link Field is the name of the field that links this business component to the root business component. For example, Plan Account Promotion Id.

Configuring the Forecast Button

The Forecast button updates the Est Baseline Volume field and the Est Baseline Revenue field in a high-level promotion with data from sales volume plans. You can configure additional fields for this update.

The following guidelines are applicable to configuring the Forecast button:

• The source and target fields must be numeric.

• The source and target fields must not be multi-valued.

• The target field must not be read-only or calculated.

To configure the Forecast button

1. Log in to Siebel Tools.

2. In Object Explorer, select the Business Service object, and in the Object List Editor, query for the following business service: CS CG Account Promotion Business Service.

3. In the Object Explorer, select the Business Service User Prop child object.

4. Create a new user property with the following name: Category Baseline Field Map: Source Field

   where: Source Field is the name of the source field from the CG SVP Category Baseline business component.

5. Enter the following value in this new user property: Target Field

   where: Target Field is the name of the target field from the CS CG Plan Account High Level Category business component.

Configuring the Update Button

The Update button updates the Est Baseline Volume, PY Baseline Volume, Target Baseline Volume, PY Baseline Revenue, and Target Baseline Revenue fields in a plan with data from sales volume plans. You can configure additional fields for this update.

To configure the Update button

1. Log in to Siebel Tools.

2. In Object Explorer, select the Business Service object, and in the Object List Editor, query for the following business service: CS CG Account Plan Service.

3. In the Object Explorer, select the Business Service User Prop child object.

4. Create a new user property with the following name: CG Baseline To Plan Field Map: Source Field

   where: Source Field is the name of the source field from the CG SVP Product Baseline - for Adding Data business component.

5. Enter the following value in this new user property: Target Field

   where: Target Field is the name of the target field from the CPG Plan Account business component.

Planning by Using Different Units of Measure

Account managers can plan their sales volume in the following different units of measure:

• Cases to Units

• Units to Cases

• Gross Sales Value (GSV) to Units

• Units to GSV

The base unit for promotions is cases. The base unit for SVP is GSV.

The Planned Volumes view can read any field and multiply it by a conversion factor stored in another field, then save the results to another field. Modifying Incremental Qty in units or cases at any level in the promotion module automatically calculates and updates the other field (unit or case) based on the Unit Conversion Factor at the promoted product level.

The data in the Planned Volume view is the promoted category volume data. A new record in the Planned Volume view is a new promoted category record.

To make a plan by using different units of measure

1. Navigate to the Plans screen, Promotions, Promoted Categories, and then the Planned Volumes view.

2. Create a new planned volume.

3. Use the calculator pick list to enter values in the fields.

   The following table describes some fields.

Field	Description
Baseline Volume	Used to capture either the Sell-In or Sell-Out Baseline volume. With a single baseline volume number, the method (sell-in or sell-out) determines which dates are used to pull the baseline number.
Sell-In Incremental Volume	The amount of product that is bought from retailers or manufacturers over and above the baseline quantity.
Total Sell-In Volume	Total amount of product a retailer buys from a wholesaler or manufacturer. Equals Baseline Volume plus Incremental Sell-In Volume fields.
Warehouse Withdrawal Volume	The amount of product withdrawn from warehouse inventory. The default value is zero.
Forward Buy Volume	The additional amount of volume that a retailer might purchase over and above the volume sold to consumers, because the retailer wants to buy additional volume on a sale to get a higher profit margin.
Sell-Out Incremental Volume	The delta volume that a retailer does not buy from a wholesaler or the manufacturer, even though the retailer plans on selling more to consumers, because the retailer is trying to reduce warehouse inventory.
Total Sell-Out Volume	The total amount sold to consumers. Equals Baseline Volume plus Incremental Sell-Out Volume fields.
% Promoted ACV	Percent of Promoted All Commodity Volume. The percent of the total sales volume that applies to a high-level promotion.
Sell-Out Override Lift %	The percent of increase in product sold to consumers (over baseline volume) due to a promotional activity.
Sell-In Override Lift %	The amount of additional product (as compared to baseline) that is expected due to a promotional activity.
Net Revenue	Net Revenue is calculated by multiplying the volumes by list price to the customer and subtracting trade spend (fixed and variable spends).
Gross Revenue	Gross revenue is calculated by multiplying the volumes by list price to the customer. Gross revenue equals list price multiplied by total volume.
Predict Lift %	The forecasted or predicted percent increase in volume (over baseline volume) that is expected from a promotion.