Business Objective

• The excel based Promotion Planning was not properly integrated with other SAP systems.
• The promotion guidelines were either missing or very cumbersome.
• The visibility into the trade spend and the trade promotion effectiveness was not as desired.
• There was an improper online approval workflow for the promotions.
• The claims and settlement process along with the funds planning and accruals management were ineffective and time-consuming.

The Solution

TekLink implemented a holistic SAP Trade Management Solution, providing tight integration to SAP ERP, Supply chain management, and analytics. The solution ensured:

• A comprehensive volume planning capability for direct and indirect customers.
• Streamlining of base and the incremental sales volumes planning process, and complete integration with APO and TPM.
• A centrally governed promotions approval and management process with a reduction in overall cycle time using better controls.
• Real-time analysis of funds and checkbook reporting at a granular level.
• Enabling analysis of planned, actual promotions, trends, promotional P&L, and other KPIs.
• Integration of real-time reporting and analytics with Annual Operating Plan and Sales Data.
• A complete solution for all short and long-term agreements and associated spends with tight integration to pricing and accounting with the ability to report at a more granular level.
• Empowered KAMs with real-time visibility to overlap checks, alerts based on promotion guidelines, available funds, spends, and ROI (return on investment).

Key Outcomes and Benefits

• Better demand planning and supply chain execution.
• Reduction in out-of-stock and lost-sales, resulting in increased revenue.
• Improved process efficiency, Optimized Trade spending, Prevented margin leakage, and improved promotion ROI.
• Better visibility at BU level with real-time P&L reporting and analytics.
• Improved ability for KAMs to be able to collaborate effectively with trader partners.
• Increased revenue, volume, and internal margin growth.