Tomlyn Mathews

•  Learn  what  Channel  Revenue  is  and  how  it  can  help  companies    

•  Go  through  a  case  study  on  how  companies  streamline  their  promotional  processes    

•  Review  how  Channel  Revenue  can  be  used  for  different  industries  

It’s Oracle’s trade promotions application which deals with: ¡  Budget Management ¡  Trade planning and offer management (promotions) ¡  Claim and deduction management ¡  Indirect sales management (point of sales, inventory tracking) ¡  Price Protection ¡  Supplier Ship & Debit

But it is much, much more…

¡  Vendor  Rebates  ¡  Deduction  Management  ¡  Co-­‐Op/MDF  ¡  Ship  &  Debit    ¡  Chargebacks  ¡  Price  Protection  ¡  Surcharges/discounts  going  to  a  different  GL  account    

¡  Royalties  ¡  Affiliate/Broker  Commissions  ¡  Sales  incentives  

¡  An  EBS  module.    ¡  Standalone  Application  ¡  Increased  sales  efficiency  and  effectiveness  ¡  One  step  closer  to  a  customer/item  profitability  report  ¡  Ability  to  manage  complex  pricing  programs  ¡  Monitor  promotion  performance  and  control  

promotional  exposure  ¡  Effective  asset  ,  bill-­‐back,  liability  tracking  based  on  

direct  and  indirect  sales  data  ¡  Visibility  into  channel  inventory  ¡  Minimize  claim  investigation  and  processing  costs  and  

improve  margins  ¡  Effective  &  Efficient  Compliance  

Channel  Rebates  and  Point  of  Sale  Management  

AR  Deductions  &  Settlement  

Price  Protection  

Supplier  Ship  &  Debit  

Order  Management  

Accounts  Payables  

 

Advanced  Pricing  

Accounts  Receivables  

Marketing   Partner  Mgmt   General  Ledger  Inventory  

• Automates  special  price  requests  for  wholesale  distribution  

• Manages  complete  settlement  lifecycle  for  programs  and  AR  disputes  

• Orchestrates  price  protection  processes  when  supplier  changes  price  of  product  

Single  

View  of  

Customers,  Suppliers  

&  Products  Execute  Monitor  

Settle  

Plan  

Analyze   CRM  Foundation  

Costing  

Advanced  Collections  

Purchasing  TCA  

• Manages  complex  pricing  agreements  

Human  Resources  

   

•  Manual cash application process •  Slow and long process

•  Processed and researched deductions within the AR module •  Difficult to see what was outstanding and where the research was at •  No reporting to see the claims broken down by claims admin and by

DDO

•  Lacked visibility into the types and reasons for the deductions •  Only classified deductions by a promotional and non promotional

classification (upon settlement with an AR Trx Type)

•  Unable to easily identify duplicates •  Had to rely on spread sheets to see how much was accrued and what

was paid out

•  Inability to see if promotional claims have been paid out within the system •  Had to rely on the spread sheet to report on the information  

 

•  Implemented the Channel Rebates and Point of Sale Management and AR Deduction Settlements modules •  The customer was able to tie the claims/deductions to the promotions

that were created •  The customer was able to route the deductions to the correct

•  Developed the AR Lockbox and Cash Remittance process •  Was able to streamline the process by automating the rules

•  Used the Tribus Claims Web ADI – to streamline the claims (Promotional & Non Promotional) process •  Exponentially decreased the time to update the claims/deductions

•  Implemented the Tribus TPM Cockpit Analytics •  Provides reporting capabilities (they used Noetix) •  Able to see open claims by admin •  DDO by admin

•  Ability to close the loop on the promotional process •  Automated the AR Lockbox and Cash Remittance

process •  Captured key information during the cash apps process

(customers debit memo number, customer reason code, claim type and invoice number)

•  Claim/Deductions assignment to an owner and team •  Duplicate check •  Reduced the risk to overpay on a deduction •  Claims Web ADI – to streamline the claims process •  Analytics

¡  CPG/MFG  companies  ¡ Wholesale  Distribution  ¡  High  Tech  ¡  Life  Sciences  ¡  Hospitality    ¡  Transportation    ¡  Healthcare    ¡  Retail      

¡  We  are  the  former  Product  and  Development  Managers  for  Channel  Revenue  Management  (ChRM)  

¡  Part  of  the  team  involved  in  the  inception  of  Trade  Management  (Channel  Revenue  Management)  

¡  One  of  Oracle’s  preferred  vendors  for  ChRM  ¡  ChRM  OAUG  SIG  founders  and  President  ¡  We  work  as  SME's  for  the  early  adopters  of  new  ChRM  functionality    ¡  Industry  experts  (business  knowledge)  ¡  Implemented  the  first  release  of  ChRM  and  every  release  since  ¡  We  have  the  most  implementations  of  ChRM  (US  and  Multi  National)  ¡  We  have  the  largest  group  of  consultants  dedicated  to  ChRM  (25+)  ¡  The  only  company  to  have  a  ChRM  accelerated  implementation  tool  

(Tribus  Quick  Start)  ¡  The  only  company  to  have  a  ChRM  automated  conversion  tool  ¡  Pre  built  analytics  (TPM  Cockpit  Analytics)    ¡  Integrated  ChRM  to  third  party  systems  

Tomlyn Mathews tomlyn.mathews@tribuspoint.com