Flintfox Trade Relationship Management (TRM)

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1 Flintfox Trade Relationship Management (TRM) An Integrated Customer Relationship and Trade Promotion Management Solution for Consumer Goods Flintfox TRM transforms the complex challenges associated with managing trade spend, promotions and customer relationships, and delivers the easiest-to-use TPM solution on the market. TRM eliminates disconnected Excel spreadsheets and manual processes for trade spend and promotion pricing; rebates and accruals; customer relationship operations; and consolidates these into an automated solution, which can be easily integrated into your existing ERP platform. With trade expenditure representing the second largest line item on the P&L statement, the need for real time transparency is essential to significantly reduce the confusion and misunderstanding that arises when parties are pulling data from multiple disparate sources. For full details of all functions and modules contact your local representative: +1 (844) TRM 4 CRM

2 Flintfox TRM for Consumer Goods is a fully integrated, real-time, single source Customer and Trade Relationship Management ecosystem. One powerful ecosystem! ERP system agnostic and built on the foundation of the world class Microsoft Dynamics CRM platform, Flintfox TRM addresses the critical needs of Consumer Goods companies. Volume Planning An interactive trade volume cube offers countless viewpoints across the organizational hierarchy, from region or territory, to line of business or product unit level, including the ability to assess the impact of those plans on the business. This cube includes such elements as configurable time dimensions, trade spend measures, and key financial metrics. Accruals Management Trade expense commitments can be accrued over a range of sales categories from actual shipped, indirect and scanned volumes, and lump-sum distributions. Claims and Deductions The TRM system matches claims and deductions to planned and approved trade agreements. TRM maintains an ongoing balance and ensures no multiple claims or overdrawn claims are paid out. Complete Reporting Dashboard TRM provides a range of dashboard components delivering a real-time view of performance. What If Planning A sandbox environment simulates and forecasts the effect of various trade plan and volume scenarios to determine the most effective mix of trade promotions before committing them to the overall plan. Trade Promotion Planning Prebuilt templates ensure quick and easy creation of new trade agreements. Predefined ROI graphs and views inside every trade agreement enable users to conduct quick analysis and adjust as necessary. In addition, users can obtain a full, interactive calendar view of the trade promotion schedule. ERP and Account System Integration All trade and promotion data will be linked to your organization s ERP or financial system, providing a timely, single source trade and promotional ecosystem that is both responsive and definitive. Trade Fund Management Create trade fund parameters which can be drawn down against for any given promotion: definable and measurable. Budget Management Create annual sales budgets and then push these targets down through each level of the organization. Customer and Product Segmentation Flexibility to group customers and products in any configuration required from a planning and reporting perspective. ROI vs % of sales incremental * Embedded financial and ROI reports and graphs allow users to make informed, real-time decisions during promotion entry. Understand not only your margins, but also your customer s (retailer) margins. View all volumes as well as customer/product/trade specific measures related to the trade agreement. Understand ROI based on lift factors and associated spend and volume measures. Use tools such as this scatter plot quadrant diagram to show ROI by promoted product group along with trade expenditure as a % of net sales. *size of bubble = dollar sales

3 Complementing the strength of Flintfox s best of breed TRM solution, Microsoft Dynamics CRM provides users with the ability to efficiently manage customer interactions and sales activity. Primary Application Access Customer activity can be managed using a browser or within Microsoft Outlook. Therefore, users never have to leave their primary application in order to access the functionality of CRM or Flintfox TRM. Contact and Account Management A comprehensive system for managing customer interaction and activity: automatically linking activity, tasks, phone calls, follow ups and scheduled events to the corresponding contact. Marketing Automation Creating multi channel campaigns for both outbound and inbound communication with customers and prospects. Customer Service Follow-up Any issue reported by the customer or distribution partner can be logged and escalated to ensure correct follow up within an organization. A knowledge base can also be built to ensure quick response for recurring issues. Function Automation A powerful workflow engine automates business processes including internal event based notifications, auto assignment of records, issue escalation and prioritization and auto reminders of overdue activities. The Business Intelligence Cube Flintfox TRM is built upon a business intelligence (BI) framework that ensures all information sits within a business intelligence cube (be it fund or volume planning, trade agreements, invoices, accruals or deductions). This allows data mining and reporting to be performed from both a vertical and horizontal perspective: drilling up, down and across, as well as enabling the slicing and dicing of live data: and it s all real-time! Dashboard Reporting In addition to the standard reports provided with the TRM solution, users can leverage the strength of the SharePoint PerformancePoint Dashboards, embedded within the CRM UI framework, to quickly and easily create rich, interactive dashboards that analyze the latest information to identify key opportunities and trends as well as challenge assumptions. Robust Reporting Reporting via real-time dashboards. View all deals for a given customer or product cross section in an interactive calendar format. Drag and drop entire deals or slide start/end dates from within the calendar view. Filter by a multitude of deal metrics, such as start/end dates, agreement status, fund type, owner, and event type. Control the color of each deal type on the calendar: EDLP; Slotting; Direct vs. Indirect Deals; OI s vs. BB or Scan; etc. Hover to preview a deal or click through to open a full trade agreement detail page.

4 TRM Solution Core Function Summary Functional Area Detail Flintfox TRM Sell-Side Promotions & Contracts Customer focused Multiple effectivity dates Include/Exclude by any attribute $ or %, Break based deals Lump-sum MDF allowances Settlement Planning Claims, deductions Fund management Top down, bottom up planning Volume planning Real-time analysis of promotional plans ROI analysis capability that illustrates potential profitability of a promotion before submitting it Analysis Sales analysis Performance tracking

5 What are the tangible benefits of Flintfox TRM to your organization? Control and Integration TRM enables control and integration of systems that were previously working in isolation. One single ecosystem means a unified CRM, trade promotion management, and business intelligence solution synchronized with your organization s revenue management objectives. Real-time Transparency TRM reduces risk with increased ROI transparency. When total trade expenditure in the Consumer Goods and Food & Beverage sectors can represent 10 20%+ of gross sales your business needs real-time clarity into those promotions that are profitable and those that are not. Visibility Real-time visibility across all customer and trade promotion related functions from pre-commitment through implementation and reporting. Business Intelligence With access to a comprehensive array of business intelligence, sales professionals can quickly and efficiently create highly effective trade plans, in the field, from a range of devices without leaving their primary application system. Quick User Adoption User familiarity with the Microsoft UI means reduced training time and enhanced TRM user adoption resulting in swift time to benefit. Accuracy A single source of truth ensuring reporting is both responsive and also definitive as it combines all customer, product, and trade related data into a single entity. It s time to make the switch from Excel to Flintfox TRM Microsoft Excel remains the default tool for managing trade promotion activity in many Consumer Goods companies. However, as robust, flexible and universal as Excel may be, it falls short in providing an effective tool for managing and communicating trade promotion activity, to the extent that it is actually impeding the growth of many manufacturers. The use of Excel spreadsheets comes at an enormous hidden cost to the organization in terms of manual reconciliation between spreadsheets and the financial systems; lack of a single source of truth ; and the need to draw from multiple, independent data sources.

6 Flintfox International Limited 5 Omega Street, Rosedale, North Shore P O Box , Triton Plaza, Auckland, New Zealand Copyright 2014 Flintfox International Limited. All Rights Reserved. Flintfox and Trade+ are registered trademarks or trademarks of Flintfox International Limited in the US and/or other countries. FF_TRMUS140812