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SAP Trade Management 3.0 solution is a robust, holistic solution that is well integrated with multiple SAP products like SAP ECC, SAP BW-IP, DMF.

In this blog, I am explaining some key points to be noted with respect to the integration of trade promotion with SAP ECC in the form of “Campaigns”. Campaign serves an important purpose in integrating trade promotions in the Order-to-cash cycle and is an important factor in deriving promotional discounts and volume based rebates. The explanation below will be helpful in understanding the key configuration tasks, important database tables and technical restrictions.

Campaign Generation for a Trade Promotion:

When a trade promotion is released in SAP CRM, it creates a “Campaign” in SAP ECC.

The subscription for the publication “Campaign” should be added in the middleware exchange for the OLTP system.

The ECC table CMPB_MAP stores the linkage between a CRM trade promotion and ECC Campaign.

In table CMPB_MAP:

CAMPAIGN: GUID of the campaign

CMPGN_ID : Internally generated campaign ID

CMPGN_EXTID: Trade Promotion No. in CRM

START_DATE and END_DATE: Promotion Validity Dates

Campaign Determination Configuration:

Campaign determination configuration is done first in SAP ECC following the usual condition technique.

SAP ECC IMG path: Integration with other SAP Components -> Customer Relationship Management -> Basic Functions -> Campaign Determination

 

This configuration (campaign related condition tables, access sequence and condition types) is then downloaded to SAP CRM and is used in further configuration in SAP CRM as follows:.

SAP CRM IMG : Customer Relationship management -> Trade Promotion Management -> Trade Promotions -> Condition Maintenance-> Define Condition Generation (Type)

  1. The condition type used for campaign determination is added to the condition generation type

2. The condition tables to be filled-in during the release of the trade promotion are also specified         under the condition generation type

 

(Note that with SAP TM 3.0 integrated with CBP, the account dimension can be customer or customer hierarchy node and product dimension can be product ID.)

3. The condition generation type is assigned to the combination of sales area and a trade promotion type in path: SAP CRM IMG : Customer Relationship management -> Trade Promotion Management -> Trade Promotions -> Condition Maintenance-> Assign Condition Generation Types

Campaign Determination in SAP ECC Sales Order Processing:

In SAP CRM, when a trade promotion is released, the system generates campaign determination records which are replicated to SAP ECC.

In SAP ECC a campaign determination is activated for the combination of a sales area, a customer pricing procedure and a document pricing procedure. ( ECC IMG path: Integration with other SAP Components -> Customer Relationship Management -> Basic Functions -> Campaign Determination-> Assign Campaign Determination Procedure)

If activated, when a sales order is created, a campaign is automatically determined and assigned to the sales order at item level.

At a high level, the following elements are used in campaign determination.

  • Order Header : Sold-to-party (or its higher level node in the customer hierarchy) should match the promotion planning account
  • Order Item : Material should be included in the trade promotion as promoted product
  • Order Header/ Item (if different from header date): Pricing date should fall within the applicable date range (typically buying date range) of the promotion

If these parameters match, the campaign is determined for the sales order item.

A sales order processing screen does not display the assigned campaign but the linkage between the sales order line item and the campaign GUID is stored in the table CMPB_ASGN.

Campaign in Billing Document:

An important point to note here is that campaign determination happens only while creating the sales order. If any of the determination criteria (e.g. sold-to-party, product or pricing date) changes then the campaign is redetermined while saving the sales order.

However when the invoice is created, the campaign is NOT determined again. The campaign is only copied from the sales order item to the invoice item. The table CMPB_ASGN is again updated to store the linkage between invoice line item and the campaign GUID.

Rebate condition determination based on the campaign:

When a trade promotion is released in SAP CRM, depending on the settings maintained in CRM condition generation; it can generate Rebates in SAP ECC. (The details pertaining to this are outside the scope of this blog).

“Campaign Id” is a key field that can be used in determining rebate condition.

e.g. The rebate agreements can be searched using a special search option that contains both – a campaign id as well as trade promotion id.

The rebate conditions are determined typically in the invoice as these are required for accrual calculation. For determining the rebate conditions, system uses primarily the campaign id (as copied from the sales order item), product and the “service rendered date” of the invoice (which can be different than the order pricing date). Therefore a rebate would be applicable only if service rendered date also falls within the promotion validity date, even if the campaign would have been copied from the sales order.

ECC SD functionality of retroactive rebate calculation (transaction VBOF), helps in updating rebate accruals for invoices created prior to the creation of a rebate, provided the invoice dates fall in the rebate validity dates. However this functionality does not work for trade promotion based rebates, because TPM based rebate conditions are based on campaigns and campaigns are not redetermined in an invoice and have to be present at the time of creating a sales order.

Determining Multiple Trade Promotions In Sales Documents:

If there are multiple trade promotions valid for the same customer and product, then all such promotions (campaigns) can be determined in the sales order and subsequently copied to the billing document. Following are two important settings in this regard:

Switching ON multiple campaign determination:

Modifying campaign as a non-key field in the access sequence for campaign determination:

(Without this setting, the system would consider only the latest campaign in the determination of pricing conditions / rebates.)

Summary:

As explained above, a campaign is  is primarily a representation of the trade promotion on SAP ECC side and can be used in promotional pricing and rebate calculation.

The sales associated with a trade promotion can be analyzed by using the linkage tables CMPB_MAP and CMPB_ASGN.

While implementing a trade management system, it is important to note the criteria (as explained above) available for campaign determination as well as the limitation with respect to the campaign determination in a sales order and invoice. .

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