Create and Organize Customers

For every entity with whom you have a TPM business relationship, create a customer record. These entities include retail stores, retail chains, restaurants, wholesalers, or ecommerce portals. These records are typically fetched from ERP systems. However, additional attributes and objects for supplementary data (such as TPM-specific roles and distribution profiles) are maintained in Salesforce. To easily run promotions at an individual-level as well as headquarter-level, create a customer hierarchy.

• Create a Customer Hierarchy
  If your customer has multilevel buying groups or chains of retail outlets, create hierarchies that reflect the structure of these groups. Key account managers (KAMs) can plan promotions for the account that’s at the top of the hierarchy and can easily make the promotion available to all the other accounts in the hierarchy. KAMs can run promotions at an account level as well. Also, when you create a hierarchy, KAMs can view the account plans for individual accounts and also for the parent account that shows the aggregated values for all accounts in the hierarchy.
• Create Subaccounts
  To track the promotions of a customer at a granular level, define subaccounts for the customer and the percentage of volume (base volume) that each subaccount is responsible for. For example, for the NTO Outfitters account, create two subaccounts: Minimarket and Hypermarket, and allocate 40% volume to Minimarket and 60% volume to Hypermarket. When a promotion is run for NTO Outfitters, you can check whether the subaccounts achieved the promotion targets and if not, which subaccounts require attention.
• Create a Customer Set
  Make administration easy by grouping customers into customer sets. For example, to associate a promotion with a large number of customers, create a customer set, and then assign the promotion to the set.
• Add a Customer Category Weekday Distribution Share Profiles
  Create a customer-category weekday share profile (WDSP) to define KPI distribution among the weekdays. You can define multiple category-specific profiles for one customer. For example, for ice-cream and chips, you can have a different distribution profile for the same customer because these products have a different shelf life and delivery model.