What Can You See in an TPM Account Plan?

KPIs

Typically, an account plan contains data that a KAM can use as a basis for building the year’s promotional plan. Here are a few KPIs that a KAM typically looks at.

• Planned costs and volume
• Sales forecasts
• Actual volumes and revenues

The most important KPI that a KAM looks at is the base volume. Base volume is the volume of a product that’s sold in a week to a specific customer without any promotional activity. Before the fiscal year begins, a KAM likes to know the base volume of a product to figure out the products that must be included in promotions to achieve the year’s revenue target. The planned sales volume for a product is base volume plus the extra volume estimated to be achieved through promotions (lift volume).

The base volume depends on Long Term Agreements (LTA) with the retailers and historical data. In TPM, base volume can be either consumption-based or shipment-based – so the data either represents the volume purchased by consumers in store or the volume shipped to a retailer. The table in the CG Cloud Processing Services that is referred to in the calculation configuration determines whether consumption-based or shipment-based base volume is considered in the account plan.

Products

The account plan shows the products in the account's product list. An account’s product list can either be global or time-dependent based on the account’s sales organization settings. A time-dependent list is generated from the products that are included in the product assortment of an account. KAMs can manually add products to the time-dependent lists during account planning. You can define the maximum number of products that a KAM can add in an account product list in the Application Limits custom metadata type record. By default, the limit is set at 1,000.