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DRIVING EFFICIENCY AND ACCELERATING GROWTH
WITH WIPRO PROMAX ANALYTICS SOLUTIONS
Trade Promotions Management - Financial Management
DO BUSINESS BETTER
REVOLUTIONIZE
THE WAY
YOUR
BUSINESS
MANAGES
TRADE
PROMOTIONS
Achieve top-line
growth and align
business processes
across the globe
with one single
closed loop
solution
1
Share
Objectives
3
Mutual
Rewards
Joint
Business
Planning
Align
Plans
2
Work
Together
4
JOINT BUSINESS PLANNING (JBP)
WHY IT IS AN IMPORTANT COMPONENT
OF TRADE PROMOTIONS MANAGEMENT
The migration towards a joint and mutually agreed
business planning process is an important way that
companies can take a much more progressive approach
to the relationship they have with their clients. This
initiative provides a much more continuous, more open
and more collaborative process where both
manufacturer and retailer share objectives, aligning
internal plans and working much more closely together.
So why is technology an important component? Unlike
traditional processes, JBP is conducive to a much more
dynamic environment, providing the ability to facilitate
greater collaboration and be a real catalyst for change
and initiating common processes and best practices
within the organization.
Wipro Promax Analytics Solutions view Trade Promotion
Management (TPM) as a strategic platform for companies
operating in the global market place. Wipro Promax sees
TPM as an integrated environment that allows business
to model, optimize, forecast, budget, execute, manage
and measure product and customer performance within
one country or across the globe.
The Promax PX solution captures both manufacturer and
retailer key metrics, providing the Key Account Manager
with valuable information to secure the deals.
KEY BENEFITS
 Mutually agreed measures to achieve KPIs in
profitability, revenue, trade spend & volume for both
manufacturer and retailer.
 Greater listening and understanding of both sides
 Increased trust and transparency of business -
strengthening long term business relationships.
 Regular reviews & increased communication that
empower people.
sharing information, thus enabling focus on
consumer insights.
Claims
& Accruals
Trading
Terms
Auditing
Financial
Management
in TPM
process
Funds
Management
Closed Loop
Reconciliation
Deductions
& Payments
FINANCIAL MANAGEMENT
When it comes to spending millions of dollars on your
Trade Promotions, the last thing you want is inaccurate
data. It's imperative that the numbers are right and that
there is visibility to all stakeholders in the business of the
effectiveness and efficiency of your trade promotions.
The Supply Chain team wants an accurate forecast of
proposed uplift to ensure there are no out of stocks, the
Finance team needs visibility of the promotional program
to manage accruals and claims and the Sales team needs
to have all the information at their fingertips in order to
secure the deals.
The Promax PX Trade Promotion Management and
Trade Promotion Optimization (TPM/TPO) solution
solves all of the above challenges. One closed-loop
solution to effectively and efficiently manage your trade
funds and ensure you are maximizing your company's
return on investment. The modern, open database
architecture and reporting capability in Promax PX
makes tracking and reporting the financial status of
funds related to promotional plans an easy and
simple process.
The Promax PX solution
 Gives the Finance team instant visibility into predicted
expenses by promotion, customer and product
enabling insightful reporting.
 Provides the latest budgets and plans through a single
data instance.
 Provides full P&L analysis and full visibility of accruals,
paid claims and disputed claims.
 Record off-invoice amounts either by entering them
manually, just as claims would be, or by importing data
automatically to 'process' the off-invoice quantities.
 Indicate which promotions should be closed or
deduction aging using age analysis.
 Generate a range of reports to track the progress of
each promotion, and report accruals by promotion,
Account to total Accruals – as well as both Open Item
and Current Period reports.
 Report on accruals of deferred promotional expenses,
CLAIMS AND ACCRUALS
Promax PX Claims & Accruals functionality significantly
increases the efficiency of matching claims for payment
with promotions - ensuring that all payments are
reconciled for the amounts and activities you have
agreed to fund. Spurious claims are immediately
and interface to ERP systems.
 Store instances of the promotional plan, accruals and
claims for post month-end analysis.
 Maintain detailed history for every claim and provide
audit trails for claim history by account.
identified. Promax PX closes the loop between planning
and settlement, ensuring that only claims referring to
authorized promotions can be paid and that
unauthorized claims are identified. Eliminating
unauthorized claim payments adds substantially to the
bottom line.
Sophisticated functionality in Promax PX provides the
ability to:
 Utilize a single point of data entry, with the option to
A leading premium food
and beverage company
quoted that “Promax
brought efficiencies in
planning and evaluating
process claims in Promax PX and interface to ERP, or
promotional profitability,
vice versa.
improved accuracy in
 Process complex multi-promotion claims or multiple
forecasting accruals and
claims against multiple promotions all in one session.
controlling trade spend
 Auto claims processing and disputed deductions
budgets. Promax also
interfacing with ERP.
 Ability to store a link to Electronic Document
Management Systems (EDMS) containing claims
received in electronic format, saving paper and
potentially misplaced documents.
 Track any number of claims against a promotion
supported the reconciling
of invoices and claims with
promotions and in
providing forecasts,
including base and
whether these are for co-op, rebates, case deals, or
promotional lift, to supply
all three — the system will estimate and track the
for demand planning.”
outstanding liability until the promotion
is completed.
CLOSED LOOP RECONCILIATION
At the end of the promotional cycle, Promax PX closes the
loop by providing comprehensive expense reporting,
including the ability to report total promotions planned,
partly claimed and fully completed against any time period.
Detailed results of completed promotions can be evaluated
both by item and to any level of summary. Companies can
identify both the cost of promotions as well as their
effectiveness. The system draws on ex-factory sales data to
determine costs, and scans data to determine consumer
incremental sales.
DEDUCTIONS & PAYMENTS
The accuracy with which Promax PX tracks claims and
payments while promotions are being implemented
makes it easy to reconcile with confidence, the
deductions and payments associated with individual
campaigns, customers or as a parameter of overall
trade spend.
Promax PX allows operational and executive
management to gain a clear understanding of the net
impact of trade spend on the business. This, in turn,
strengthens subsequent planning cycles, ensuring that
promotion planning includes activities that generate
optimal bottom-line results.
The ability to include accruals of deferred claims ensures
that the reconciliation is an accurate reflection of actual
results and that the numbers will not be compromised by
claims submitted after period end. This is an important
consideration for companies who publish quarterly
results and annual reports.
Promax PX closes the loop by providing full account
history and audit trails. It also stores versions of the
promotions plan, accruals and claims for
retrospective analysis.
FUNDS MANAGEMENT (CHECK BOOK)
As the total value of trade spend continues to increase
in the Consumer Goods Industry, companies are
seeking greater controls to ensure an overspend
situation does not occur. Funds Management (also
known as Check Book functionality) plays a critical
role in providing financial control in the TPM system
and contributes significantly to the better utilization of
working capital.
The Funds Management functionality in Promax PX
allows users to track commitments of funds on
promotions against predefined limits. If those limits
are breached, the Promax PX solution will prevent the
TRADING TERMS
promotion from being authorized and as a result,
CPG companies are ever increasingly negotiating
adjustments must be made to the funds. These
adjustments could come in the form of a transfer from
one fund to another or the allocation of money held in
reserve by the fund owner. Once the fund has been
topped up, the promotion can be confirmed. The
adjustment of fund balances would typically be tied to
the Promax PX Workflow process and specific
user jurisdictions.
trading terms that are often incentive based. Promax
PX enables “tiered terms”. This allows you to set an
unlimited number of objectives within a trading term.
For example, meeting a specific dollar turnover or
volume target, terms tied to specific start and end dates
and incorporating a Capped Settlement Amount.
Promax PX also offers the ability to bulk copy trading
terms. This may be a requirement in countries with a
fragmented retail landscape where there are lots of
smaller customers or groups of smaller customers.
Typically the maintenance of trading terms for these
“The Promax system is
customers can be a very time consuming process. The
integrated with our core
Bulk Copy Trading Terms functionality addresses this
ERP system to provide a
business requirement by allowing a user to create a
seamless update of
Trading Term at one account and then copy them to
other accounts.
promotions, pricing,
budgets as well as
AUDITING
managing claims,
Management in CPG companies are increasingly asking
deductions & accruals, all
questions such as “who confirmed a promotion?”, “who
part of maintaining our
changed the volume?”, “when did they change it and why?”
leading position in the
market place”, a leading
Pharmaceutical company.
Promax PX now includes an additional tab in the Promotion
window where these details can be easily viewed.
Auditors are eager to not only know who has what access,
but when their access is changed. Promax PX monitors
access changes and can produce a report for auditors
giving them visibility of all access changes and the
associated timing.
A SOLID TPM FOUNDATION IN
ORDER TO BUILD TRADE
PROMOTION OPTIMIZATION
Sophisticated budgeting capabilities across customer &
product hierarchies - Promax PX enables budgets to be
created either as a top down or bottom up budget or a
combination of the two.
Create “what if” planning scenarios by modelling a variety of
approaches to the promotional programme enabling quick
and accurate ability to create, evaluate and select a
promotional strategy to close the gap between baseline and
volume targets.
Forecasting accuracy improvements as Promax PX
understands baseline seasonality, trend (growth), pre and
post promotional effects and a range of causal factors that
may influence the incremental volume derived from
the promotion.
Accurately manage Trade Spend and improved trade
efficiency and effectiveness with accurate event tracking and
consistent post-promotion evaluation.
10
THEMES OF
PARTNERSHIP
CUSTOMER FIRST
APPROACH
QUALITY
INNOVATION
FLEXIBILITY
LONG TERM RELATIONSHIP
BASED ON TRUST
Seamless integration with SAP delivering improved accuracy
and real-time visibility of the most up to date information.
Visibility to all key stakeholders – daily granularity of
promotion performance, accruals and claims processing
providing the ability for write backs of underspent promotions
to be utilized in other areas resulting in optimized use of
working capital.
Improved business processes and productivity removes many
manual processes and develops a consistent, repeatable
business process which can continue to be enhanced over
time and rolled out to emerging markets.
Improve the effectiveness of sell-in activities by delivering
compelling evidence of accurate promotional volume
forecasts by comparing the impact of one potential event
to another.
Maximize promotional lift and ROI by leveraging Promax's
powerful yet highly usable predictive analytics and casual data
resulting in top line growth.
AWARDS
Wipro Promax PX has won three consecutive
prestigious CGT Awards for Best in Class
Trade Promotions Management Solutions
COLLABORATIVE
APPROACH
CONSISTENT
DELIVERY
SPEED
INTEGRITY
SUSTAINABILITY
ABOUT WIPRO PROMAX ANALYTICS SOLUTIONS (WPAS)
Wipro Promax Analytics Solutions (WPAS), a Wipro Group Company, is a world–leading specialist in Trade Promotion Management, Forecasting & Volume Planning,
Customer Account Planning & Budgeting and Modelling & Trade Promotion Optimization.With headquarter operations based in Australia and offices in North America,
United Kingdom, Central Europe, India and New Zealand, WPAS boasts an impressive stable of global consumer goods companies. Promax solutions are the result of
more than twenty-four years' experience of working in close collaboration with leading consumer goods manufacturers, retailers and distributors.
The Promax PX solution has been designed to allow a seamless, automated process to Track, Predict and Optimize promotions and trade spend. It incorporates the most
sophisticated tools to maximize a client's return on trade spend investment and deliver optimal outcomes for retail partners.
For more information, please visit www.wipro.com/promax or email us at WPAS-Promax@wipro.com
ABOUT WIPRO LTD.
Wipro Ltd. (NYSE:WIT) is a leading Information Technology, Consulting and Outsourcing company that delivers solutions to enable its clients do business better.
Wipro delivers winning business outcomes through its deep industry experience and a 360 degree view of “Business through Technology” - helping clients create
successful and adaptive businesses.A company recognized globally for its comprehensive portfolio of services, a practitioner’s approach to delivering innovation and an
organization wide commitment to sustainability,Wipro has a workforce of 140,000 serving clients across 57 countries.
For more information, please visit www.wipro.com.
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PMCS/WPAS/JUL2013