1. Working with Sales Planning
  2. Working with Key Account Planning
  3. Task Overview

Task Overview

Review the tasks you'll perform in Key Account Planning.

In general, you'll perform tasks in this order.

  1. Set user variables for your products. Each planner sets their own user variables. See Setting User Variables.
  2. Enter key assumptions for your products that drive revenue calculations and calculations for promotions. See Entering Assumptions.
  3. Perform baseline planning. The baseline plan equals the base plus building blocks. See Performing Baseline Planning.

    • Estimate the base forecast. You can predict it using Predictive Planning or manually enter it. See Predicting Base Values.

    • Add building blocks to make non-promotional adjustments on top of the base, to arrive at a baseline plan. Building blocks are typically product, placement, and price. See Adding Building Blocks.

  4. Perform a gap analysis to compare target versus baseline. See Performing a Gap Analysis.

  5. Plan trade promotions to bridge the gap between the target and the baseline. See Planning Trade Promotions.

  6. Perform what-if planning to evaluate different scenarios for your promotions. See Performing Uplift What-If Planning.
  7. Analyze your promotions and make decisions about how to fill the gap between the target and the baseline. See Analyzing Trade Promotions.

To get started, from the Home page click Key Account Planning Key Account Planning icon and then click a component.

Note:

You might not see all the features described in this section, depending on what your Administrator has enabled, and the navigation flow might look different depending on what has been set up for your business.

Table 5-1 Key Account Planning Tasks

Component Perform These Tasks More Information
Baseline icon Baseline Start your planning here by estimating the base forecast, adding building blocks, and then reviewing the gap analysis. Performing Baseline Planning
Trade Promotions icon Trade Promotions Plan trade promotions to bridge the gap between the target and the baseline. Perform what-if planning to evaluate different scenarios. Review the Customer Profit and Loss and the Promotional Profit and Loss. Planning Trade Promotions
Analysis iconAnalysis Analyze your promotions and make decisions about how to fill the gap between the target and the baseline. Use the Analysis dashboards for a high level visual summary of key data such as the overall plan by volume or revenue, promoted versus non promoted revenue and volume, key accounts, and profit and loss. Analyzing Trade Promotions
Assumptions iconAssumptions Define key assumptions for your application. Entering Assumptions

Tutorials

Tutorials provide instructions with sequenced videos and documentation to help you learn a topic.

Your Goal Learn How
Learn how to plan for baseline volume, add building blocks, perform gap analysis, plan trade promotions, perform what-if analysis, and analyze promotions in Key Account Planning using Use Cases.

video png Sales and Promotional Planning