Story bookPromotion Management for Retail

PMR

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Table of Contents

1 BUSINESS AREA AND RELATED STORIES ........................................................................................... 4

1.1 PROMOTION MANAGEMENT ........................................................................................................................ 4

2 STORIES........................................................................................................................................................ 5

2.1 PRE-IMPLEMENTATION SET-UP................................................................................................................... 52.1.1 Story Characters............................................................................................................................. 52.1.2 Story Success Factors/KPIs .......................................................................................................... 52.1.3 Story Description ............................................................................................................................ 5

2.2 PRE-PRODUCTION SET-UP TEMPLATE, ATTRIBUTES, TACTIC TYPES AND TACTICS..................................... 62.2.1 Story Characters............................................................................................................................. 62.2.2 Story Success Factors/KPIs .......................................................................................................... 62.2.3 Story Description ............................................................................................................................ 6

2.3 PRE-PRODUCTION SET-UP LOCATION HIERARCHIES .................................................................................. 72.3.1 Story Characters............................................................................................................................. 72.3.2 Story Success Factors/KPIs .......................................................................................................... 72.3.3 Story Description ............................................................................................................................ 7

2.4 PRE-PRODUCTION SET-UP CONTENT AND PRODUCT GROUPS ................................................................... 82.4.1 Story Characters............................................................................................................................. 82.4.2 Story Success Factors/KPIs .......................................................................................................... 82.4.3 Story Description ............................................................................................................................ 8

2.5 CAMPAIGN AND EVENT CREATION .............................................................................................................. 92.5.1 Story Characters............................................................................................................................. 92.5.2 Story Success Factors/KPIs .......................................................................................................... 92.5.3 Story Description ............................................................................................................................ 9

2.6 SPACE ALLOCATION AND FINANCIAL GOAL ASSIGNMENT ..........................................................................102.6.1 Story Characters............................................................................................................................102.6.2 Story Success Factors/KPIs .........................................................................................................102.6.3 Story Description ...........................................................................................................................10

2.7 PROMOTIONAL OFFER CREATION AND SIMULATION...................................................................................112.7.1 Story Characters............................................................................................................................112.7.2 Story Success Factors/KPIs .........................................................................................................112.7.3 Story Description ...........................................................................................................................11

2.8 PROMOTIONAL OFFER EVENT ASSIGNMENT ..............................................................................................122.8.1 Story Characters............................................................................................................................122.8.2 Story Success Factors/KPIs .........................................................................................................122.8.3 Story Description ...........................................................................................................................12

2.9 PROMOTIONAL OFFER CONTENT SELECTION, REVIEW AND APPROVAL .....................................................132.9.1 Story Characters............................................................................................................................132.9.2 Story Success Factors/KPIs .........................................................................................................132.9.3 Story Description ...........................................................................................................................13

2.10 EXPORTING EVENT CONTENT TO DTP OR AGENCY ..............................................................................142.10.1 Story Characters............................................................................................................................142.10.2 Story Success Factors/KPIs .........................................................................................................142.10.3 Story Description ...........................................................................................................................14

2.11 ISSUE PROMOTIONAL OFFER INFORMATION TO ERP ............................................................................152.11.1 Story Characters............................................................................................................................152.11.2 Story Success Factors/KPIs .........................................................................................................152.11.3 Story Description ...........................................................................................................................15

2.12 ISSUE EVENT AND PROMOTIONAL OFFER INFORMATION TO BI..............................................................162.12.1 Story Characters............................................................................................................................162.12.2 Story Success Factors/KPIs .........................................................................................................16

1 Business Area and related stories

1.1 Promotion ManagementThis document outlines a typical end to end business process involved with running PromotionsManagement for Retail (PMR 7.0). Each step is presented in storybook format to help the reader clearlyunderstand what is involved in the step and what the desired results should be.

There are four parts to each step or story:

(1) A background of the requirements and triggers needed to make the process work

(2) The key roles or players involved in the process

(3) The expected end result or Key Performance Indicators

(4) A detailed description to aid in understanding the business context of the process.

The Promotion Management process in PMR which is described in the following pages is an integratedscenario which enables the planning, creating and executing of strategic promotions. The storybookbegins with the receiving of required master data, covers the creation of templates, location hierarchies,product groups, events and offers. The storybook also describes the offer modeling and simulation processwhere the financial impact of individual offers in events is analyzed to ensure profitability. The storybook iscompleted when approved offers are exported to a desktop publishing system which then creates theappropriate advertising version of products for the appropriate groups of stores in the appropriatelanguage.

Specifically, the Promotion Management Process provides:

Integration to Systems of Record for inbound Master Data

Campaign/Event Planning including Market Versioning

Promotion Offer Modeling and Offer Simulation including use of Vendor Fund

Financial Analysis of Highly Versioned Events and Promotional Offers

Graphical Visualization of the Events and Promotional Offers

Merchandising centric view and management of Offer content including Image Assets

Integration to System of Record for outbound Promotional Offer information destined for POS

Export of Versioned content for Desktop Publishing SystemsThe process provides a highly collaborative effort between merchandising and advertising groups in Tier 1,2, and 3 retailers to quickly and efficiently create promotional Offers which are to be assigned to theretailer’s multi-region, multi-language promotional vehicles in a sophisticated manner versioned by product,price and region..

2 Stories

2.1 Pre-implementation Set-upSAP Promotions requires certain data in order to be fully functional as a software component. This data,usually referred to as “Master Data”, is obtained from one or more external systems (commonly ERP, butany other external system can be interfaced). The external “system of record” is commonly referred to asthe “leading master system”, indicating the system that is considered to be the “owner” of the data.

2.1.1 Story CharactersIT Administrator role – The IT Administrator is the role that defines and configures the DemandManagement Foundation to accept master data form the system of record.

2.1.2 Story Success Factors/KPIsThe IT success is based upon the ability to integrate all master data required allowing the Merchandisingrole to successfully create and simulate Promotional Offers and to export the Promotional Offer informationback to the system of record to drive POS; and to export the Promotional content to the DesktopPublishing system resident within the retailer or to an external Agency which serves the retailer.

2.1.3 Story DescriptionThe IT Administrator uses the Import function to bring Master data into the DMF database. This integrationprocess is used to import Master data and Promotional Offer images in preparation for PromotionPlanning. PMR is dependent upon Demand Management Foundation for all master data to be used in thecreation of Promotional Offers. The import of Master data for Articles, Article/Merchandise Hierarchy(s) andStores is a required step in this process. Prior to Merchandising creating Promotional Offers in PMR, themaster data is imported. The data imported is stored in an area called the Demand ManagementFoundation or DMF. DMF is where all data that PMR uses is stored. Master data such as Products, theirRetail Price, Cost, and Description is imported from a “System of Record” such as SAP ERP or acustomer’s Legacy system. Additional Master Data such as a List of Stores is also imported from ERP.Low-resolution Images to be associated with each Product or Product Group are imported into PMR.These Low Resolution images are typically imported from a server or a database that contains the high-resolution images. This server or database is typically located in the Advertising Department of the Retailerand/or at the Agency that services the Retailer’s pre-press process.

2.2 Pre-production Set-up Template, Attributes, Tactic Types andTactics

PMR allows Promotional Offers to be assigned to Events. The Retailer has many different promotionalvehicles (Events) into which they promote products to the consumer. Ultimately the Promotional Offers areassigned to logical positions within a Page of a Printed Event, or to a shelf within the Store. The logicalposition within the Event is defined through the use of pre-defined Templates. A base of Templates mustbe created in order to begin this process. Retailers promote through Print, Broadcast, Electronic or in-Store vehicles. The Print, Broadcast, Electronic or in-Store terms are called Tactic Types within PMR. Foreach Tactic Type there can be multiple Tactics. These are predefined in the Pre-production setup of PMR.

Each Tactic may have one or more predefined Templates. The Templates are used by marketing when thestructure of the Event is created.

2.2.1 Story CharactersMarketing Role – For this Story, the Marketing person is responsible for the creation and maintenance ofEvents.

2.2.2 Story Success Factors/KPIsThe Marketing role uses the Template Editor function within PMR to create Area and Block Templates.They use the IMG definition area to define Attributes and Tactics and associate the Tactics to pre-definedtactic types. The Marketing person’s KPI’s are Profitability of Promotional Events, on-time release ofpromotional activity, cost containment or reduction of promotional vehicles. PMR provides a system basedapproach to defining these Events and tracking their progress through the Event life cycle. Templates areone method used by Marketing to assure certain constraints are enforced within the structure of the Event.

2.2.3 Story DescriptionTemplates - PMR provides a facility for users to create Promotional Offers and assign these Offers into anarea of a printed advertisement like a Flyer or Insert or a Sign within a Store. The printed advertisementconsists of a number of pages. Within PMR each page is called an area. Area is used as a generic termwhich can describe a page or the region on a sign where promotional information is presented to theconsumer. This Promotional Offer assignment is made to a particular spot within the Area. This spot isreferred to as a Block. Since the Area and its’ associated Blocks are used over and over again, PMRallows the combination of Areas/Blocks to be created via a Template function. This Template Function isaccomplished via a graphical tool with PMR which allows an Area to be divided into Blocks. Blocks canalso be divided into smaller regions into which the Product Description, Price, Image and other PromotionalOffer content is placed. Both Area and Block Templates can be created, stored and edited within theTemplate Functional area.

Attributes - Within PMR, is a concept which allows information to be associated to an Attribute of aProduct or Product Group. This concept is called an Attribute-Value Pair. Examples of attributes for aProduct would be: Headline, or Sub-Head or a “Selling Description 1”. “Selling Description 1” is theattribute. The Value of the Selling Description 1 attribute could be for example: “Great for Kid’s Lunch”.There are no prerequisites requiring Product or Product Group attributes to be created in order for PMR tooperate, but the retailer typically has many attributes defined which are to be associated to Products orProduct Groups and thus attributes become widely used.

Tactic Types and Tactics. There are many ways which a Promotional Offer can be presented to aconsumer. The most typical ways are through Printed advertisements, Radio or TV Broadcasts or with aSign placed directly on the display in the Store. The most common Tactic Types are Print and “In-Store”Display. Within a Tactic Type; Print for example, can be many Tactics which are further sub-definitionscalled Tactics. An example of Print Tactics are Insert, Flyer, Run on Press, Catalog. All are “Printed” insome manner and contain Promotional Offer information presented to the consumer. The definition ornames of these Tactic Types and Tactics must be created within PMR so that they can be selected andused in the PMR process.

2.3 Pre-production Set-up Location HierarchiesProducts are traditionally purchased by shoppers through Stores or through on-line channels. A Store or aGroup of Stores is normally defined and is used as the physical definition of where the products will bepromoted, thus made available for purchase by the consumer. When Promotional Offers are created, oneof the dimensions of the Offer is its Store Group. Within DMF a Store Group is called a Location Hierarchy.Default or Master Location Hierarchies are traditionally defined by Marketing and made available to theMerchandising role when creating Promotional Offers. Thus when an Offer is created, PMR knows towhich Stores the promoted products are intended to be sold and where pricing should be sent for POSpurposes.

2.3.1 Story CharactersMarketing Role – For this Story, the Marketing person is responsible for the creation and maintenance ofMaster Location Hierarchies.

2.3.2 Story Success Factors/KPIsThe success of the Marketing role for this Story is based upon the ability to successfully create LocationHierarchies, and allow them to be continually maintained to account for new Store Openings as well asStore Closings.

2.3.3 Story DescriptionThe Marketing role uses the Location Hierarchy function within PMR to create Location Hierarchies. TheRetailer sells its product within physical Stores. Each Store has a name. There are typically a group ofStores which contain the same products. Promotional Offers are defined and presented to the shopper andthe shopper goes to one of the Stores to purchase the Product. The Grouping of Stores is called aLocation. One or more Locations must be defined within PMR. The Location is associated to an Event andto the Offers that are contained within this Event. The Master List of Stores is imported into DMF fromERP. This contains all Stores in one Master list. The Marketing associate will re-group the Stores in afashion that will provide a more logical grouping to support Promotional activity.

2.4 Pre-production Set-up Content and Product GroupsWhen Promotional Offers are presented to a shopper through an Event, the Offer contains a product or setof Products. The “set of products" is called a product group. For example if the Offer states: All Campbell’sSoups are 10% off, then the product group would be all flavors of soups. This may consist of 20 to 30individual flavors of which the consumer may purchase one or more for 10% off. The product groups canbe pre-defined by the marketing or advertising department so that the Merchandising department canselect from the predefined groups. The next logical step is to associate content with each product orproduct group. This is required so when the Merchandising User selects the group or Product Group theDescription “All Campbell’s Soups” is already shown and the image “Tomato” for example is also provided.

2.4.1 Story CharactersMarketing Role and Advertising role – For this Story, the Marketing associate or Advertising associate isresponsible for the creation and maintenance of text and image assets associated to products or productgroups.

2.4.2 Story Success Factors/KPIsThe success of the Marketing role or advertising role for this Story is based upon the ability to create theProduct Groups within PMR and associate and maintain the content with the existing and new productsand product groups.

2.4.3 Story DescriptionThe marketing or advertising role (it is retail vertical dependent) uses the Product Group Editor functionwithin PMR to Search for Products and combines them into pre-designated groups. They also use theProduct or Product Group Editor function to associate existing or new content to each product or productgroup. The Marketing associate will Search for a Product and view the master data pre-associated with theproduct when the product was imported into DMF. They will, at this time, create and associate new sellingdescriptions and other pertinent textual content to support the product when it is being promoted andassign those descriptions to the product. They will also search for and select one or more images andassociate them to a Product. This is a pre-preparation step in the process allowing products to be ready forpromotion when the Merchandising role selects them.

2.5 Campaign and Event CreationPromotional Offers are presented to the shopper through printed, electronic or In-Store Events. One of thesteps in the Promotion Planning process is to pre-create Events on an annual or semi-annual basis.Through the year, Events will also be created on an ad-hoc basis to support change of business plans or toaddress competitive threats or opportunities. Retailers typically organize their Events into collections tosupport holidays or special consumer purchasing opportunities. These are called Campaigns. A Campaigncould be defined as “Mothers Day”, where one or more Events are created to support the selling of specialproducts for Mothers.

2.5.1 Story CharactersMarketing Role

2.5.2 Story Success Factors/KPIsThe success of the Marketing role for this Story is based upon the ability to create Events and ensure theEvent structure is correct, and can be communicated to the Merchandising group whose responsibility is tofill the Events with promotional Offers.

2.5.3 Story DescriptionThe Marketing role will use Event Schedule to create Events for the upcoming 6 months. The Event willhave Begin and End dates and a Tactic Type and Tactic will be selected. The Marketing role will continuewhere Templates are associated to pages within a Printed Event and the structure of the Event iscompleted. The Event Schedule is used to Search for existing Events based upon a wide variety ofcriteria. Each User who has requirements of the Event schedule will set up their own Search queries.

2.6 Space Allocation and Financial Goal AssignmentWhen the basics of the Event are defined, the next step is to allocate certain parts (pages or parts ofpages) of the Events to the different merchandising categories and sub-categories. This is called printspace allocation. This allocation process involves defining or selecting the category names that will beassociated to certain parts of the Event and assigning Financial Targets to those parts.

2.6.1 Story CharactersMarketing Role – The marketing role will use the Coarse Allocation functional area of the Event Scheduleto perform this allocation and assignment of financial goals. The Marketing role will collaborate with theMerchandising role to agree upon the initial allocation and financial assignments.

2.6.2 Story Success Factors/KPIsThe success of this process is dependent upon marketing being able to create and maintain the Eventsthroughout the year. Since the Events are a “cost” to the retailer, the ability to populate the Events withpromotional Offers that not only cover the profit required to be generated by the Offers, but also cover theexpense of producing the Event and delivering it to the consumer is very important.

2.6.3 Story DescriptionThe Area and Block Templates described earlier are associated to Events within PMR. Area and BlockTemplates allow Promotional Offers to be associated to the Event. The association of Area and BlockTemplates to an Event is provided through this process.

Associate Blocks to Promotion related Spaces within the Event - A Space is another way to describe aspecific region of an Area (Page). For example, a Retail Merchandising Manager may specify to his or herBuyer that they have one half of Page 2 within the Event this week to advertise their promotional Offers.Since Offers can only be placed into Blocks; there is a method of associating multiple Blocks to a logicalequivalent (in this example) of one half of a Page. This one-half of a page is defined as a Space. So thehalf a Page or Space may contain six Blocks into which six promotional offers can be placed. The processof assigning Blocks contained within an Area Template to a logical Space is performed in this process bythe Marketing role.

Associate Financial Goals to the Promotion related Spaces within the Event - As described above, when aRetail Merchandising Manager is specifying to his or her Buyer that they have one half of Page 2 within theEvent this week to advertise their promotional Offers, along with this Space assignment is a responsibilitythat requires the Buyer to achieve certain Revenue, Profit and Margin targets with the Offers that areplaced into this Space. The Revenue, Profit and Margin Targets are called a Financial Goal. In this processthe Financial Goal is associated with the Space.

When the Allocation process is complete, the Event is defined, pages or parts of pages have beenassigned to categories or Sub-categories, the parts of pages have been defined by one or more Blocksand the collection of Blocks have been assigned to a Space. In this case the Space name and the Sub-Category name are the same. Each Space has a financial goal associated to it. The Event is now ready tobe presented to the Merchandising role.

2.7 Promotional Offer Creation and SimulationThe Merchandising role has now been presented with an Event which has specified within it certain partswhere each Buyer/Category Manager will now place Promotional Offers. Another important piece ofinformation is the Financial Target assigned to the Space (a page or portion of a page). Now that themerchandising role understands the Spaces they have and the financial targets, they can create theappropriate number of Promotional Offers which meet or exceed the financial target of the space thy havebeen given.

The Merchandising role will use the Offer Schedule and Offer Simulation functional areas within PMR tocreate and simulate these Promotional Offers.

2.7.1 Story CharactersMerchandising Role – This user will create Promotional Offers, Vendor Funds, in some cases, andProducts Groups in an effort to meet certain financial targets provided by their management.

2.7.2 Story Success Factors/KPIsThe main success factors are the ability for the merchant to create promotional Offers which meetstandards for profitability, traffic driving, or revenue generation. Their success is the ability to quickly andefficiently create and modify the promotional Offers.

2.7.3 Story DescriptionPrepare grouping of Products (into Product Groups) to be used in the Promotion Modeling Process.Promotional Offers are made on a Product, or Groups of Products. If the Promotional Offer is made on aGroup of Products (i.e. all flavors of Soup) then a Product Group is required to be created. In this processthe marketing or advertising group will have pre-grouped all of the flavors of Soup into a Product Group.There will be occasions when the Buyer will want to make ad-hoc product groups, (ie. Shampoos andConditioners; or differing bags of candy; or TVs and TV stands). If they have the permissions to createproducts groups, then they will do this prior to creating the Promotional Offer

In this process step a Promotional Offer is created. The Offer will have many parameters. Two of theparameters discussed previously are Product Group and Location. Additional parameters such as beginand end date; the Offer Type (Discount amount, % Off, etc.); The Tactic Type-Tactic into which the Offer isconsidered to be placed; the User group that are responsible for the Products in the Offer (i.e. Grocery);are defined.

When all parameters are selected and/or defined the User will enter the expected number of Unitsexpected to be sold. The Forecast is a numerical entry which designates the number of Products the Buyerprojects they will sell within the Location selected for the Offer. When the Forecast is entered, the User canask the application to calculate the projected revenue, profit and margin which this Offer will provide if usedwithin an Event.

Quite often the Buyer will want to experiment with the Offer Type parameters and recalculate theFinancials in order to see how the financials may change. This process is called performing a “what-if”process. Once Offers are simulated the Merchandising role can view their Revenue, Profit and Marginprojections.

Since the “what-if” process can generate numerous variations of the Promotional Offer, there is arequirement that one of the “what-if” variations be included into an Event. This process is called“Recommend”. The state of the Offer is changed by the User to the Recommended state.

2.8 Promotional Offer Event AssignmentIn previous Story descriptions we discussed Financial Targets being assigned to Spaces within Pages ofan Event. In this Story, Promotional Offers will be assigned into those Spaces within the Event. The act ofassigning the Promotional Offers will allow the aggregated financial projections of the Offers placed intothe space, to be compared to the Financial Goals of the Space. The Merchandising role will seeimmediately if they are meeting or exceeding their targets. This provides them the possibility to quickly trydifferent Offer combinations in order to meet the financial goals. It is important to note that the objectivemay not always be to meet the financial goals. In some cases loss-leading items are placed into Spaces.These items drive consumers to stores to take advantage of good deals which hopefully will drive thepurchase of higher profit items at the same time.

2.8.1 Story CharactersMerchandising Role – This user will assign the Offers they have created and assign them to their definedSpaces within the Event. Their manager will work with them to understand if they are meeting the requiredfinancial goals and if not, what steps to take to allow them to meet the goals.

2.8.2 Story Success Factors/KPIsThe Merchandising role normally attempts to make profitable Promotional offers to meet an overallfinancial plan. The Financial Analysis area allows them to see if they are meeting their Financial Targetsfor the Event.

2.8.3 Story DescriptionThe functional area within PMR used by the Merchandising role is called Financial Analysis - This processcontains various functions to view, associate and review the financials of Promotional Offers as they relateto Events. As described in an earlier process, a Space within an Area may have a Financial Goal assignedto it. In this process step as Promotional Offers are assigned to the Blocks within the Space, the projectedrevenue profit and margin goals of the Offers are aggregated as they are placed into the Blocks within theSpace. The aggregated totals of the Offers are compared to the Financial Goal of the Space. This will givean indication to the Buyer and Buyer’s manager if the Offers meet the financial goals provided to the Buyerby his or her manager.

If the aggregated financial projections of the Offers, as described in the previous process, do not meet theFinancial Goals of the Space, the Buyer’s Manager may elect to provide the Space to another Buyerwhose financial projections may meet or exceed the Space’s Target Financial Goal. This is a Negotiationprocess between the Buyer’s Manager and the Buyers.

2.9 Promotional Offer Content Selection, Review and ApprovalWhen the Offers are associated to a Block within an Area, the User can navigate to a functional area of theapplication where the content for the Offer can be selected. This content consists of Text Descriptions,Images, Prices and other associated financial information to be presented to the consumer. After thecontent is selected, there is an implicit approval by the Buyer that the content is correct and is approved.This review is performed on an Offer by Offer basis. The content of Offers can be selected and approved inthe Offer preview (previous process). The Buyer’s Manager has a desire to see how each Offer isdisplayed in context to other Offers within the same Area (Page). To accomplish this, the functional areaEvent Preview is used to display by Area (Page), all Offers that have been associated to that Area. Thisallows the Buyer and his/her manager to see all Offers in context to each other at one time.

2.9.1 Story CharactersMerchandising Role – The User in this role is responsible for selecting content and approving this content.This is typically a Buyer or category Manager.

2.9.2 Story Success Factors/KPIsThis is an important process which allows considerable cost savings by allowing the Merchandising user toselect and approve the content, as opposed to communicate to the advertising role which content shouldbe selected and then waiting for a paper proof to provide the approval. This saves significant time on theBuyers’ part and expense in supplies and equipment to make the proofs in the traditional process ofapproval.

2.9.3 Story DescriptionEach Promotional Offer will have content that is presented to the shopper through the Event. The contentis selected through a PMR functional area called Offer preview. The user selects an Offer in FinancialAnalysis and selects the Offer preview button. This navigates the User to the Offer preview area. Withinthis area the User sees all Text, Price and Image content that is available for the products contained withinthe promotional Offer. The User selects the desired text descriptions, price and other stories and images.The User sees the content that has been selected and can reselect content until they achieve the desiredpresentation for the consumer.

2.10 Exporting Event Content to DTP or AgencyThe process of providing a printed, electronic or In-Store Event to a consumer requires that the contentassociated with the promotional Offers contained within the Event is communicated to a 3rd party system.The 3rd party system has responsibility to transform the XML exported from PMR into a format appropriatefor the medium in which in is being delivered. For example: the XML for an Event that is destined to beprinted will be transformed into a format that is suitable for the Desktop Publishing systems (DTP)QuarkXpress or Adobe InDesign. These DTP programs will in turn transform the information into datawhich can be printed on a printing press.

2.10.1 Story CharactersAdvertising Role – The user in the storyboard is either one that works within the retailer’s internaladvertising department or is a user that is employed by an Agency that serves the retailer for the samepurpose.

2.10.2 Story Success Factors/KPIsThe success of this process is assuring the content is correct and can be successfully interpreted by the 3rd

party system. If this is the case, then a significant amount of errors which occur in the traditional process ofcommunicating content to Advertising is avoided. The avoidance of these errors usually results in savingsin the magnitude of over $1Million per year.

2.10.3 Story DescriptionExport to DTP - Once Offers are placed into an Accepted State, the Area (Page) that contains the Offersmay be exported to a Desktop Publishing system. The Export will create an XML formatted file whichcontains content for each Offer in an organized manner and with an association to an Area (Page) and/orVersion of the Area (Page). There is really no user interaction beyond selecting the export button. Theresult of the export is written to a file which is located in the Advertising area or at the Agency. The file isselected by the 3rd party programs and the transformation takes place.

2.11 Issue Promotional Offer Information to ERPPromotional Offer information is sent to ERP or the system of Record in place at the retailer so that theinformation can be interpreted and staged before it is sent to POS. This is a schedule process inPMR/DMF and does not necessarily have a specific user allocated to this function. The Promotional Offerinformation contains the appropriate types of data that enable the proper conditions to be established inERP so that the correct pricing for each product within each store can be communicated to the Store’sPoint of Sales system.

2.11.1 Story CharactersIT Administrator – This user will use the Job scheduling functional area within DMF to set up the scheduleswhere Promotional Offer information will be sent to ERP.

2.11.2 Story Success Factors/KPIsThere are no KPIs per se in this process. The success of the process is dependent upon having thePromotional Offers completed in the time necessary to allow them to be sent to ERP.

2.11.3 Story DescriptionIn this Story description the Promotional Offers are closely tied to the Event’s Start date. This means thePromotional offer information is scheduled to be sent to ERP “n” number of days before the Event isprovided to the consumer. The goal is to have the POS ready to “ring” pricing of products contained withinthe Event’s start date.

2.12 Issue Event and Promotional Offer Information to BIAfter the Event and its promotional offers have been executed at POS; sales history will be compiled bySAP BI or by the customer’s business warehouse system. It is important that BI has a view of whatPromotional Offers were executed and be able to relate the promotional Offer’s ID generated by PMR tothe sales history generated from the sales of the Products within a particular Promotional Offer. PMR willsend to BI Event and promotional Offer information to support the reporting processes required by thecustomer.

2.12.1 Story CharactersIT Administrator – This user will use the Job scheduling functional area within DMF to set up the scheduleswhere Event and Promotional Offer information will be sent to BI.

2.12.2 Story Success Factors/KPIsThere are no KPIs per se in this process. The success of the process is dependent upon having the Eventand Promotional Offer information communicated to BI in a timeframe where reporting can be initiated.