Business Objective

• The excel based Promotion Planning were 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 were not as desired
• There was 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 a 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 check book 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 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 an 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
• An improved ability for KAMs to be able to collaborate effectively with trader partners
• Increased revenue, volume, and internal margin growth