ICP600. SAP Trade Management Business Process COURSE OUTLINE. Course Version: 15 Course Duration: 3 Day(s)

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1 ICP600 SAP Trade Management Business Process. COURSE OUTLINE Course Version: 15 Course Duration: 3 Day(s)

3 SAP Copyrights and Trademarks 2017 SAP SE or an SAP affiliate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. Please see for additional trademark information and notices. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP SE or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP SE or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE s or its affiliated companies strategy and possible future developments, products, and/or platform directions and functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions. Copyright. All rights reserved. iii

4 Typographic Conventions American English is the standard used in this handbook. The following typographic conventions are also used. This information is displayed in the instructor s presentation Demonstration Procedure Warning or Caution Hint Related or Additional Information Facilitated Discussion User interface control Example text Window title Example text iv Copyright. All rights reserved.

5 Contents vii Course Overview 1 Unit 1: Business Context 1 Lesson: Trade Management: Motivation and Overview 1 Lesson: Key elements for success 3 Unit 2: Sales Planning and Budgeting 3 Lesson: Overview Sales Planning and Budgeting 3 Lesson: Planning Preparation 3 Lesson: Target Distribution 3 Lesson: Funds Setup 4 Lesson: Customer HQ Negotiation 4 Lesson: Planning Management 4 Lesson: Focused Execution 5 Unit 3: Customer Planning 5 Lesson: Overview Customer Planning 5 Lesson: Planning Setup 5 Lesson: Customer Strategy 5 Lesson: Baseline Planning 5 Lesson: Promotion Planning 6 Lesson: Customer P&L Plan Approval 6 Lesson: Operational Plan Execution 7 Unit 4: Promotion Planning 7 Lesson: Overview Promotion Planning 7 Lesson: Promotion Entry Points 7 Lesson: Promotion Timing, Products & Tactics 7 Lesson: Promotion Volume & Investment 7 Lesson: Promotion Optimization 8 Lesson: Promotion Approval 8 Lesson: Promotion Monitoring 9 Unit 5: Execution and Settlement 9 Lesson: Overview Execution and Settlement 9 Lesson: Order-to-Cash Integration 9 Lesson: In-Store Preparation 9 Lesson: In-Store Tracking 9 Lesson: Accruals Management 10 Lesson: Claims & Settlement Copyright. All rights reserved. v

9 UNIT 1 Business Context Lesson 1: Trade Management: Motivation and Overview Describe the industry challenges Explain the END-TO-END Business Process Understand the different business roles Lesson 2: Key elements for success Understand the importance of the end state analytic needs when implementing SAP Trade Management Understand the importance of change management in the organization Copyright. All rights reserved. 1

11 UNIT 2 Sales Planning and Budgeting Lesson 1: Overview Sales Planning and Budgeting Explain the Sales Planning and Budgeting Process Lesson 2: Planning Preparation Explain the planning structure used in the business process Understand the main activities in the planning preparation Understand the concept of National promotion Lesson 3: Target Distribution Target distribution Define channels & categories Explain the commercial conditions Explain the top-down distribution of targets Lesson 4: Funds Setup Explain the funding structure Explain dynamic funds and business advantages Understand fixed funds and its usage Copyright. All rights reserved. 3

12 Unit 2: Sales Planning and Budgeting Lesson 5: Customer HQ Negotiation Customer HQ negotiation Lesson 6: Planning Management Understand the main activities in initiating the customer business planning Explain the bottom-up planning activities Understand the approval process and version management Lesson 7: Focused Execution Explain how the forecast is calculated Understand the corrective actions for adjusting the sales plan 4 Copyright. All rights reserved.

13 UNIT 3 Customer Planning Lesson 1: Overview Customer Planning Explain the Customer Planning Process Lesson 2: Planning Setup Explain buyer concept Explain maintenance of buyer targets Explain the benefits of creating a planning product hierarchy Lesson 3: Customer Strategy Understand the main activities in building the account strategy Explain the customer mission, strategy and development plan Lesson 4: Baseline Planning Explain usage and maintenance of assortments Explain the difference between CRM listings and assortments and how they can be synchronized Explain the elements, usage and the maintenance of a baseline plan Understand the concept of TU and CU Lesson 5: Promotion Planning Copyright. All rights reserved. 5

14 Unit 3: Customer Planning Explain options to populate the customer promotion plan Understand the difference between high level and detailed promotions Explain how to evaluate customer plan against sales target, funds, KPIs Explain how to create and maintain alternative scenarios Lesson 6: Customer P&L Plan Approval Explain the different types of approval Understand the activities generated when approving a plan Lesson 7: Operational Plan Execution Explain how the forecast is calculated Understand the corrective actions for adjusting the operational plan Explain the version management and business usage 6 Copyright. All rights reserved.

15 UNIT 4 Promotion Planning Lesson 1: Overview Promotion Planning Give an overview of Promotion Planning Lesson 2: Promotion Entry Points Understand the different methods used by the account manager to build up their promotional plan Lesson 3: Promotion Timing, Products & Tactics Understand the essential elements of a promotion, like promotional instore period, promotional products and tactics like priceoffs, displays, circulars Lesson 4: Promotion Volume & Investment Understand how to plan the overall promotional volume that will be achieved with the chosen product Explain the different trade investment and how to assign it to a promotion Lesson 5: Promotion Optimization Understand the overall impact of the promotion on the plan Understand if the necessary funding is available and the relationship between level of investment and generated value both from an internal and a customer perspective Copyright. All rights reserved. 7

16 Unit 4: Promotion Planning Evaluate alternative approaches to run the promotion in order to find the best option Lesson 6: Promotion Approval Explain the Promotion Approval process Understand the impact and the generated activities when approving a promotion Lesson 7: Promotion Monitoring Describe the monitoring activities during the execution of the promotion Understand the tools and metrics available for monitoring a promotion during the execution phase Understand typical promotion course correcting activities and their impact on the downstream execution processes 8 Copyright. All rights reserved.

17 UNIT 5 Execution and Settlement Lesson 1: Overview Execution and Settlement Give and overview of the Execution and Settlement Lesson 2: Order-to-Cash Integration Understand the generation of discount and accrual conditions from a customer plan or a promotion Explain how the discount and rebate accrual conditions are applied in sales order Explain the integration of actual discounts with funds checkbook Lesson 3: In-Store Preparation Define the In-store preparation activities Lesson 4: In-Store Tracking Explain the In-Store Tracking activites which provide the account manager with visibility into the customer execution of the agreed promotion. Lesson 5: Accruals Management Explain the accruals management process for building the accruals for all conditional investments that are based on the performance of the customer in order to prepare for deferred payments. Copyright. All rights reserved. 9

18 Unit 5: Execution and Settlement Explain the different accruals calculation method and their required information Lesson 6: Claims & Settlement Explain the different proof of performance for validating a customer claim Explain the difference between a deduction and an invoice claim Explain the settlement process 10 Copyright. All rights reserved.