Pricing Conditions in CRM Trade Promotions

A CRM trade promotion may generate different types of conditions. Depending on the trade spends a trade promotion will generate price determination relevant conditions such as pricing conditions (PR), rebate conditions (BO) and free goods conditions (FG). This article contains information about PR conditions only.

Overview

Pricing Conditions are used in the off-invoice scenario to give a certain discount to the customer when buying the promoted goods. That can be a fixed amount per case (10€ off per sales unit) or a percentage value (2,5% off). The discount is applied on the invoice, the discount is therefore applied in advance. The discount is driven by the trade spend type used. Off-Invoice Trade Spends create condition records from type PR.

The sample promotion contains different trade spends and shows the PR conditions created.

For each trade offinvoice trade spend a seperate PR condition record will be generated.

In case there are exceptions maintained for the products the PR conditions are generated accordingly.

It is therefore possible that several PR condition records are generated for a single product in the trade promotion. This is depending on the product exceptions.

The spend value is taken from the trade spends. There are two different scenarios:

• CRM rates: In case of CRM rates the spend value is stored in CRM on trade spend level. The values can be edited in CRM using the trade spend assignment block.
  
• BI rates: In case of BI rates the spend value is stored in BW only. The values need to be entered in the planning layout of the trade promotion. The trade spend assignment block won't show the values at all.
  
  

PR conditions are either generated when releasing, the trade promotion or can be created manually using the 'generate conditions' button. Using the 'generate conditions' button the PR conditions can be re-generated again after any changes were done to the trade spends.

Using the 'generate conditions' button the conditions are generated or re-generated for the selected trade spend only.

There is the following design based on the status of the trade promotion:

• Status CREATED:
  In status created PR conditions can be generated manually only using the 'generate conditions' button.
  
• Status RELEASED:
  On releasing a trade promotion the PR conditions are automatically generated.
  
• Status LOCK, CANCEL
  Locking or cancelling a trade promotion deletes the PR conditions. The condition records are not deleted physically but get the deletion flag assigned, and cannot be used.
  
• Status UNLOCK, UNCANCEL
  Unlocking or undoing the cancel status will activate the PR conditions again that are flagged for deletion.
  
• Status FINISHED
  Finishing a trade promotion won't affect the PR conditions, the conditions are still valid.

PR condition records are updated automatically when changing the trade promotion execution dates, or when changing the product or trade spend validity.

When the trade promotion execution period gets changed the PR conditions get changed automatically.

When changing the spend value or maintaining any product exceptions for a released trade promotion the the PR conditions need to be re-generated manually.

PR conditions are deleted by one of the above mentioned status. Additionally the conditions are deleted when deleting either the product or the trade spend. This is however prohibited for active released trade promotions, so is allowed either for not yet released or for future dated trade promotions only. PR condition records are not deleted physically but get the deletion flag assigned.

The PR conditions can be deleted manually as well. This happens when using the 'delete' button from the Discounts assignment block. This function can be used to delete the individual PR records manually:

Customizing:

CRM or BI rates:

In the following customizing it needs to be defined wheater CRM or BI rates are used.

Customer Relationship Management

Trade Promotion Management

Basic Data

Define Rates' Origin

This customizing defines where to maintain the spend values.

Trade Spends

In the following customizing is required for defining the trade spends that are to be used in the trade promotion.

Customer Relationship Management

Trade Promotion Management

Trade Promotions

Trade Spends

Define Trade Spends for Values

The customizing defines the possible spend type, spend category and spend method. This customizing holds the mapping to the key figure used in the planning layout.

Condition Generation Customizing

The condition generation is depending on the condition generation type. The condition generation type is mapped to a the trade promotion type and the sales organization, distribution channel and division data. The mapping is done in the following customizing:

Customer Relationship Management

Trade Promotion Management

Trade Promotions

Condition Maintenance

Assign Condition Generation Types

The PR conditions customizing is linked to the condition generation type and needs to be maintained in the following customizing:

Customer Relationship Management

Trade Promotion Management

Trade Promotions

Condition Maintenance

Define Condition Generation

The PR specific customizing is available in the 'Pricing Condition Types' dialog.

This contains a mapping from the trade spend type, spend category, spend method to the condition type. The condition type from usage PR are off-invoice conditions.

The 'Conditions Table' dialog holds the mapping for the account dimension and product dimension to the condition table that is used for generating the PR records.

Condition Tables

The condition tables are available in the following customizing path:

Customer Relationship Management

Master Data

Conditions and Condition Technique

Condition Technique: Basics

Create Condition Tables

The condition table contains the combination of fields used for the coniditons generation.

Additional Information

Depending on the account dimension of the trade promotion the PR conditions can be created on sold to level, or on account hierarchy or target group level. The same is defined by the condition table used.

Some PR condition records may not include the account field at all, these condition records require the campaign ID instead. The conditions are then identified and applied when the trade promotion is determined using the CD records. This is the case for short term trade promotions.

In this case there is no account information included in the PR record, but due to the condition type used the TP guid is available on the PR condition record.

Using report CRM_MKTPL_COND_IF_R002 PR conditions for trade promotions can be created from the backend.

This document should provide an overview about PR conditions in trade promotions. In case you feel anything is missing, or anything is unclear please let me know.