Oracle® Demantra Predictive Trade Planning: User's Guide Release 12.2

Oracle® Demantra Predictive Trade Planning
User's Guide
Release 12.2
Part No. E22233-09
November 2013
Oracle Demantra Predictive Trade Planning User's Guide, Release 12.2
Part No. E22233-09
Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
Primary Author: Kyle Maclean
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Contents
Send Us Your Comments
Preface
Part 1 Introduction and Basics
1 Introduction
Overview................................................................................................................................... 1-1
Dashboard: Collaborator Workbench....................................................................................... 1-2
Predictive Trade Planning Business Processes and Worksheets............................................. 1-3
Promotion Modeling and Optimization Business Processes and Worksheets........................1-5
Forecasting and Simulation...................................................................................................... 1-7
Optimization............................................................................................................................. 1-8
2 Predictive Trade Planning Concepts

Worksheet Basics....................................................................................................................... 2-1
PTP Data Hierarchy................................................................................................................... 2-2
Promotions................................................................................................................................. 2-6
Retailer Profiles......................................................................................................................... 2-8
Funding...................................................................................................................................... 2-8
Promotion Costs and Spending................................................................................................ 2-9
Volume and Volume Breakdown............................................................................................. 2-9
Data Access.............................................................................................................................. 2-11
iii
3 Logging in and Getting Started
Initial Log in and Download..................................................................................................... 3-1
Logging in to PTP...................................................................................................................... 3-2
Tutorial: Getting Acquainted with Worksheets....................................................................... 3-3
Controlling Synchronization of Embedded Worksheets......................................................... 3-6
Part 2 Business Processes
4 Oracle Demantra Dashboard

Introduction to the Dashboard..................................................................................................4-1
Reviewing Metrics..................................................................................................................... 4-3
Reviewing the Planning Hierarchy...........................................................................................4-5
Editing Retailer Information..................................................................................................... 4-6
Opening Worksheets................................................................................................................. 4-9
Managing Tasks...................................................................................................................... 4-10
Creating and Sending a Task.................................................................................................. 4-10
Personalizing the Dashboard.................................................................................................. 4-12
Configuring Your Default Layout...........................................................................................4-12
Configuring My Tasks............................................................................................................ 4-14
Configuring My Worksheets.................................................................................................. 4-15
5 Managing and Viewing Quotas and Funds

Overview................................................................................................................................... 5-1
Managing Quotas and Funds at the Retailer Level.................................................................. 5-3
Managing Quotas and Funds at the Promotion Group Level.................................................. 5-5
Viewing Quotas and Funds.......................................................................................................5-6
Reference................................................................................................................................... 5-7
6 Tracking Volume
Overview................................................................................................................................... 6-1
Reference................................................................................................................................... 6-5
7 Planning Promotions
Introduction to the Planning Environment.............................................................................. 7-1
Creating a Promotion................................................................................................................ 7-6
Marking a Promotion as Planned............................................................................................. 7-8
Approving a Promotion............................................................................................................. 7-9
iv
Committing a Promotion........................................................................................................... 7-9
Marking a Promotion as Partially Paid or Paid...................................................................... 7-10
Closing a Promotion................................................................................................................ 7-10
Making Other Changes to a Promotion.................................................................................. 7-10
Duplicating a Promotion......................................................................................................... 7-13
Copying and Pasting a Promotion.......................................................................................... 7-15
Deleting a Promotion.............................................................................................................. 7-16
Reference................................................................................................................................. 7-16
8 Promotion Calendars
Overview................................................................................................................................... 8-1
Working with Promotions in the Promotion Calendar............................................................ 8-2
Predefined Calendar Views...................................................................................................... 8-5
9 Simulation and Optimization

Overview................................................................................................................................... 9-1
Running the Analytical Engine in Simulation Mode...............................................................9-2
Running a Simulation............................................................................................................... 9-3
Optimizing a Promotion........................................................................................................... 9-4
Viewing Optimization Results................................................................................................. 9-7
Calendar Optimization............................................................................................................ 9-10
Accepting an Optimized Promotion....................................................................................... 9-13
Reference................................................................................................................................. 9-14
10 Examining and Comparing Promotions

Overview................................................................................................................................. 10-1
Examining Promotions from the Manufacturer's Point of View........................................... 10-2
Examining Promotions from a Retailer's Point of View........................................................ 10-6
Comparing Promotions in a Scenario..................................................................................... 10-8
Reference............................................................................................................................... 10-10
11 Reviewing Past Performance

Overview................................................................................................................................. 11-1
Evaluating Performance from the Manufacturer's Point of View..........................................11-2
Evaluating Performance from a Retailer's Point of View.......................................................11-5
Reference................................................................................................................................. 11-8
v
Part 3 Advanced Topics
12 Creating Worksheets and Content Panes

Introduction............................................................................................................................. 12-2
Working with Lists.................................................................................................................. 12-3
Creating or Editing a Worksheet or Content Pane................................................................. 12-3
Configuring the Basics............................................................................................................ 12-4
Selecting Series on a Worksheet............................................................................................. 12-6
Managing the Series Lists....................................................................................................... 12-7
Specifying the Time Resolution and Time Span................................................................... 12-9
Specifying Aggregation Levels............................................................................................. 12-11
Using the Advanced Selection Options................................................................................ 12-12
Changing the Overall Scale or Unit of Measure...................................................................12-14
Filtering the Worksheet or Content Pane............................................................................. 12-16
Managing the List of Members............................................................................................. 12-18
Applying Exception Filters................................................................................................... 12-18
Defining the View Layout..................................................................................................... 12-20
Adding and Managing Worksheet Views............................................................................ 12-22
Specifying the Worksheet Elements in a View.................................................................... 12-24
Displaying an Embedded Worksheet................................................................................... 12-25
Filtering a Worksheet View.................................................................................................. 12-26
Sharing Worksheet and Content Panes................................................................................ 12-28
Deleting Worksheet or Content Panes.................................................................................. 12-28
General Tips on Worksheet Design...................................................................................... 12-28
13 Reference
Series........................................................................................................................................ 13-1
Item Levels............................................................................................................................. 13-19
Location Levels...................................................................................................................... 13-20
Retailer................................................................................................................................... 13-21
Corporate......................................................................................................................... 13-23
Promotion Levels................................................................................................................... 13-23
Lookup Tables....................................................................................................................... 13-28
Methods................................................................................................................................. 13-30
Procedures............................................................................................................................. 13-31
Triggers.................................................................................................................................. 13-32
Workflows............................................................................................................................. 13-33
Engine Configuration............................................................................................................ 13-35
vi
Additional Checklist Before Running Optimization........................................................... 13-36
14 Administration
Running the Analytical Engine............................................................................................... 14-1
Running Required Workflows................................................................................................14-2
Managing the PTP Users......................................................................................................... 14-8
Index
vii

Send Us Your Comments
Oracle Demantra Predictive Trade Planning User's Guide, Release 12.2

Part No. E22233-09
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ix

Preface
Intended Audience
Welcome to Release 12.2 of the Oracle Demantra Predictive Trade Planning User's Guide.
See Related Information Sources on page xii for more Oracle E-Business Suite product
information.
Documentation Accessibility
For information about Oracle's commitment to accessibility, visit the Oracle
Accessibility Program website at
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Structure
1 Introduction
2 Predictive Trade Planning Concepts
3 Logging in and Getting Started
4 Oracle Demantra Dashboard
5 Managing and Viewing Quotas and Funds
6 Tracking Volume
7 Planning Promotions
This chapter describes how to create promotions and make changes if needed, as part of
the TPO business process.
8 Promotion Calendars
9 Simulation and Optimization
xi
10 Examining and Comparing Promotions
11 Reviewing Past Performance
12 Creating Worksheets and Content Panes
13 Reference
This chapter provides reference information for PTP series, levels, and methods.
14 Administration
Related Information Sources

Oracle Demantra products share business and setup information with other Oracle
Applications products. Therefore, refer to other user guides when you set up and use
Oracle Demantra.
User Guides Related to Oracle Demantra:
• Oracle Demantra Analytical Engine Guide
• Oracle Demantra User's Guide
Installation and System Administration Guides:

• Oracle Demantra Implementation Guide
• Oracle Demantra Integration Guide
• Oracle Demantra Installation Guide
• Oracle Demantra System Requirements Guide
• Oracle Demantra Security Guide
Integration Repository
The Oracle Integration Repository is a compilation of information about the service
endpoints exposed by the Oracle E-Business Suite of applications. It provides a
complete catalog of Oracle E-Business Suite's business service interfaces. The tool lets
users easily discover and deploy the appropriate business service interface for
integration with any system, application, or business partner.
The Oracle Integration Repository is shipped as part of the E-Business Suite. As your
instance is patched, the repository is automatically updated with content appropriate
for the precise revisions of interfaces in your environment.
You can navigate to the Oracle Integration Repository through Oracle E-Business Suite
Integrated SOA Gateway.
Do Not Use Database Tools to Modify Oracle E-Business Suite Data

Oracle STRONGLY RECOMMENDS that you never use SQL*Plus, Oracle Data
xii
Browser, database triggers, or any other tool to modify Oracle E-Business Suite data
unless otherwise instructed.
Oracle provides powerful tools you can use to create, store, change, retrieve, and
maintain information in an Oracle database. But if you use Oracle tools such as
SQL*Plus to modify Oracle E-Business Suite data, you risk destroying the integrity of
your data and you lose the ability to audit changes to your data.
Because Oracle E-Business Suite tables are interrelated, any change you make using an
Oracle E-Business Suite form can update many tables at once. But when you modify
Oracle E-Business Suite data using anything other than Oracle E-Business Suite, you
may change a row in one table without making corresponding changes in related tables.
If your tables get out of synchronization with each other, you risk retrieving erroneous
information and you risk unpredictable results throughout Oracle E-Business Suite.
When you use Oracle E-Business Suite to modify your data, Oracle E-Business Suite
automatically checks that your changes are valid. Oracle E-Business Suite also keeps
track of who changes information. If you enter information into database tables using
database tools, you may store invalid information. You also lose the ability to track who
has changed your information because SQL*Plus and other database tools do not keep a
record of changes.
xiii
Part 1
Introduction and Basics
1
Introduction
This chapter covers the following topics:

• Overview
• Dashboard: Collaborator Workbench
• Predictive Trade Planning Business Processes and Worksheets
• Promotion Modeling and Optimization Business Processes and Worksheets
• Forecasting and Simulation
• Optimization
Overview
Oracle Demantra's Predictive Trade Planning and Trade Promotion Optimization
applications provide a complete Predictive Trade Planning (PTP) solution, is a powerful
combination of a financial application to manage retailer trade funds coupled with a
comprehensive promotion analysis tool specifically targeted at manufacturers for the
purpose of better planning trade funds usage. The application considers sales, point of
sale (POS), and syndicated data to provide advanced pre and post promotion analysis:
• Historical event evaluation, including detailed analysis of lift components, taking
into account both direct and indirect effects
• Base volume forecast by item over time based on past history
• Event planning
• Incremental volume forecast based on user-defined promotional variables and

causals (by product, time, price, vehicle, buydown, and so on)
• Detailed fund analysis, including quota versus actuals
• Event optimization taking into consideration a variety of constraints (time, budget,
Introduction 1-1
spend, number of events, and so on)
While Oracle Demantra's PTP solution provides standard, out-of-the-box configuration

to achieve this, it also recognizes that every manufacturer manages accounts and trade
promotions a bit differently. The application is highly configurable, allowing Oracle
Demantra consultants and trained users to tailor them to the customer's needs, both
today and as these needs evolve in the future.
Dashboard: Collaborator Workbench

The Collaborator Workbench is the starting point for Oracle Demantra's PTP solution.
You log into the application and immediately have access to a number of key
performance indicators (KPIs), displayed inside content panes. PTP provides several
out-of-the-box content panes, and you can add others.
1-2 Oracle Demantra Predictive Trade Planning User's Guide

From Collaborator Workbench, you can launch worksheets and review tasks. Each
worksheet is a working environment designed to support specific business processes. In
general, you can open worksheets from within Collaborator Workbench or from
worksheets that are currently open.
For details, see Opening Worksheets, page 4-9.
See also Oracle Demantra Users Guide.
Predictive Trade Planning Business Processes and Worksheets

For PTP business processes, you start in the Collaborator Workbench and launch any of
the PTP worksheets. The following diagram shows the overall workflow:
Introduction 1-3
PTP includes the following worksheets:
• PTP: Quota and Fund Entry: Top-Down allows headquarters to manage funds,
including fund rates and fixed funds as well as sales quotas, at a fairly high level
(yearly, for retailers and territories). PTP provides the following standard set of
promotion funds: Brand Development Funds (BDF), Market Development Funds
(MDF), and slotting funds. In turn, both BDF and MDF include a fixed portion (for
fixed funds) and a volume-dependent portion, per common practice.
• PTP: Quota and Fund Entry: Bottom-Up is provided to help you fine-tune quotas
and funds, by displaying their breakout, weekly, by promotion group. You can edit
values at this level and they are automatically rolled up to the higher level. At all
times, upper-level and lower-level numbers are automatically reconciled.
• PTP: Quota and Fund View is a read-only version of the bottom-up entry
worksheet. It allows you to view authorized funds against your sales quota.
• Volume Tracking is the central location where product, territory, and account
volumes are forecasted and monitored to ultimately feed volume requirements to
operations. Fund planning already covered is integrated with volume planning,
because forecast volumes drive budgets in live accrual environments and drive
spending for case rate allowances and other variable spending deals.
• Volume Tracking - Detail is similar to Volume Tracking, but allows you to drill

down to the retailer level.
For details, see PTP: Managing and Viewing Quotas and Funds and PTP: Tracking
Volume.
Promotion Modeling and Optimization Business Processes and

Worksheets
For Trade Promotion Optimization (TPO) business processes, you generally start in the
Collaborator Workbench, and then open the Planning Environment worksheet. From
there, you right-click a promotion and launch any of the TPO worksheets to see data for
that promotion. Or, to compare multiple promotions, you right-click a scenario and
launch a worksheet to view the promotions in that scenario side-by-side. From within
an open worksheet, you can also launch a different worksheet, to look at the same
promotion in a different way.
The following diagram shows the overall workflow:
Introduction 1-5
TPO includes the following worksheets:
• Planning Environment is the entry point to both historical and planned event
analysis. Event planning consists of creating and managing a calendar of
promotional events, and understanding their impact on sales, promotion spending,
and profitability, as well as their correlation with sales quotas. The Planning
Environment provides all this critical information in one place. See Planning
Promotions - Introduction to the Planning Environment, page 7-1.
• PTP: Promo Effect - Mfg display the effects of future promotions, to show the
impact on volume and spending, as well as a breakdown of the event with respect
to the sales dollars and profit generated for the manufacturer. See Examining and
Comparing Promotions - Examining Promotions from the Manufacturer's Point of
View, page 10-2.

• PTP: Promo Effect - Rtl is similar to the previous worksheet, but shows the breakout
of cannibalizing effects as a retailer would view them.
• PTP: Promotion Comparison helps you compare and evaluate multiple promotions
in a scenario, so that you can determine how best to spend trade dollars. Typically
you create multiple potential promotions in the Sandbox and compare them side by
side here. See Examining and Comparing Promotions - Comparing Promotions in a
Scenario, page 10-8
• PTP: Optimization Comparison provides the capability to simultaneously view and

compare the results of a promotion before and after running optimization. After
comparing, you can accept, reject, or re-optimize the promotion. Once satisfied with
the results of a promotion, you can add it to your current plan. See Simulation and
Optimization. Overview, page 10-2.
• PTP: Promo-Evaluation: Mfg and PTP: Promo-Evaluation: Rtl provide a detailed

post-promotional analysis of each individual promotion (by compare forecast to
actual performance), from the manufacturer's point of view and the retailer's point
of view, respectively. Here, you can view the breakdown of each event with respect
to the sales dollars and profit generated for the manufacturer and retailer. See
• Reviewing Past Performance- Evaluating Performance from the Manufacturer's
Point of View, page 11-2.
• Reviewing Past Performance- Evaluating Performance from the Retailer's Point

of View, page 11-5.
Forecasting and Simulation

Typically, the Analytical Engine is run periodically in batch mode, perhaps weekly, to
generate a forecast for all items and locations in the system. The forecast data includes
total volume, base volume (volume in the absence of promotions), pre- and
post-promotional volume, and volume due to cannibalization. This forecast, including
the detailed breakdown of promotional effects, is available for future dates and for the
past—so that you can better understand promotions that have already run.
Running the Analytical Engine in batch mode may take hours, depending on the
volume of data, so PTP also provides the ability to run simulations. You can run a
simulation quickly, see the results, and accept or reject them.
A simulation generates a forecast for a much smaller set of data, typically a single
promotion, and provides immediate data for the total volume, base volume (volume in
the absence of promotions), pre- and post-promotional volume. Depending on where
you perform a simulation, you may also be able to see cannibalization; this depends on
whether the worksheet contains all the data that the Analytical Engine needs to find
cannibalization effects.
Introduction 1-7
Optimization
The effectiveness of a promotion depends on many factors, as noted earlier. To help you
find the most effective promotion for your needs, PTP provides the ability to optimize a
promotion.
The Promotion Optimization module uses the previously stored results of the
Analytical Engine and information about past variations in the promotions. You
provide a specific goal (optimizing units, revenue, or profit) and constraints (such as
minimum retailer margin), and the optimizer determines the best set of promotion
properties.

2
Predictive Trade Planning Concepts

• Worksheet Basics
• PTP Data Hierarchy
• Promotions
• Retailer Profiles
• Funding
• Promotion Costs and Spending
• Volume and Volume Breakdown
• Data Access
Worksheet Basics
This section provides a closer look at the basic data elements in worksheets, introduced
previously in "Tutorial: Getting Acquainted with Worksheets."
Levels (Segmentation)
A level lets you aggregate or group data in a worksheet.
For example, if you select a territory, then a retailer, and then a product category to
display, the data in the rest of the worksheet is aggregated across this territory, retailer,
and category.
Oracle Demantra uses several different kinds of levels:
Predictive Trade Planning Concepts 2-1

• Item levels group and aggregate data according to characteristics of the items you
sell. For example, PTP item levels include brand, category, and promotion group.
• Location levels group and aggregate data according to the locations where they are
sold. For example, PTP location levels include retailer, territory, and so on.
• Promotion levels correspond to promotional events.
In generic terminology, the word member refers to a unit within a level. For example,
Albertson's is a member of the retailer level.
Series (Measures)
A worksheet table or graph displays series data associated with the current selection.
PTP provides many kinds of series:

• Some series describe properties of item-location combinations; for example, Sales
Quota. Others describe properties of promotions; for example, Veh Type.
• Most series have numeric values, but some have string or date values. For some
series (like Cons Promo and Veh Type), you choose a value from a dropdown list.
• Some series are editable, some are editable only for specific dates, and some are not
editable at all.
• Some are based on imported data.
• Some series are shown in different colors, depending on the data values or on other
local conditions. For example, Incr Mfg Prft is shown in red if profit is negative.
PTP Data Hierarchy

PTP uses specific levels, organized into a flexible set of hierarchies. Some of these levels
are not used in PTP worksheets, but are available if needed for reporting. Products are
organized into several hierarchies, and locations are organized into another set of
hierarchies. This section provides an overview.

Product Hierarchies
The lowest item level is the Item. PTP organizes items into four hierarchies.
The Manufacturer Hierarchy

In the manufacturer hierarchy, items belong to brands. Brands, in turn, belong to
manufacturers.
The Category Hierarchy

In the category hierarchy, items belong to brands, which belong to segments. Segments
belong to categories.

The Promotion Group Hierarchy
In the promotion group hierarchy, items are organized into promotion groups.
Promotions are usually created at this level, applying to entire sets of items.
The Product Line Hierarchy

In the product line hierarchy, items are organized into product subgroups, which are
organized into product groups, which are organized into product lines.
Location Hierarchies
PTP provides two location levels that are both at the same (apparent) lowest level.
These levels are Ship To and Territory. Internally, PTP has only one lowest location
level, which is a combination of Ship To and Territory, created automatically by Oracle
Demantra.
Ship To Hierarchies
Ship To locations are organized by Bill To locations, as follows:

Ship To locations are also organized by retailer.
Territory Hierarchy
The Territory locations are organized in a single, fairly deep hierarchy. Territories are
grouped into districts, which are grouped into regions. Regions, in turn, are grouped
into sales areas, which are grouped into divisions, which are grouped into companies.
The following figure sketches these relationships without indicating the members of
each level:

The Territory-Retailer Level
PTP also uses another level, the combined territory-retailer level, for analytic purposes.
This level is meant for use only by the Analytical Engine.
Promotions
A promotion is an occurrence that starts at a specific date, has a certain duration, and
has a certain time-varying effect on sales. PTP models promotions as another kind of
level, as mentioned earlier, so that they can be used in worksheets in all the same ways
as item and location levels.
In PTP, you usually create promotions at the retailer-promotion group level. Multiple
promotions can be associated with a retailer and promotion group during the same time
bucket.
How PTP Uses Promotion Properties

PTP models a common set of promotion properties that are known to affect the impact
of promotions. These properties include the following:

• Vehicle type
• Sale price
• Promotion timing and duration
Each of these properties can have a different effect on the forecast or simulations. When
the Analytical Engine runs (either in batch mode or simulation mode), it uses
mathematical models to determine what effect each property had in the past. It uses this
information to predict how each future promotion will behave.
These properties also affect how the Promotion Optimization behaves. See Optimizing a
Promotion, page 9-4.
Promotions and Scenarios

Because it is useful to separate tentative promotions from real ones, most PTP
worksheets organize promotions into two scenarios: Current Year and the Sandbox.
When you create a new promotion, you place it in the Sandbox as long as it is tentative.
When the promotion is definite (when mark its status as Planned), then you should
move the promotion to the Current Year scenario.
A third scenario, actuals, contains promotions from previous years. These promotions
are excluded from most PTP worksheets because they fall outside the span of time used
in these worksheets.
Promotion Life Cycle and Status

PTP models a distinct life cycle for every promotion. The Event Status series shows the
stage in which a given promotion resides; you can see this series in the Planning
Environment and other worksheets. Typically a qualified user changes the status when
appropriate.
1. When a promotion is first created, its status is initialized as Unplanned. Unplanned
promotions are considered hypothetical and do not have an impact on the
promotion funds or the forecast.
2. Typically you run a simulation to see the baseline and incremental volume for the
proposed promotion. In addition, the system will calculate measures to be used for
the cost benefit review. These include profit for the manufacturer and retailer,
available fund balances as well as the proposed cost for the promotion.
3. Once you are ready to use the event in forecasting, you change its status event to
Planned. This causes several things to happen:
• The cost of the promotion is deducted from the available balance of funds.
• The forecast is updated.

4. The next stage is approved.
5. When you have a firm commitment from the retailer, you move the promotion to
the committed stage. When a promotion is marked as committed, PTP takes a
snapshot of details of the promotion, for use in later analysis. With this information,
it will be possible to compare the total projected sales with the total actual sales, for
example.
Once a promotion has been committed, it is no longer editable.
6. After the promotion runs, the retailer may require payment for the promotion. You
can advance the status to Partial Paid or to Paid to record the payment status.
7. Finally, the last stage is closed.
Retailer Profiles
Given that different retailers run different types of events differently, PTP stores retailer
profiles that include details such as the following:
• Average everyday selling margin
• Minimum required event margin
• Default vehicle costs for each type of event
When you create a promotion of a given type for a retailer, PTP automatically initializes
the vehicle cost as appropriate for that retailer, saving you the work of making a
manual adjustment each time. You can override this vehicle cost if necessary.
The other retailer details affect the optimization process, which finds the best possible
promotion for a given goal, considering the retailer-specific constraints.
PTP provides default settings that you can use for any retailer, so that you can start by
providing details for just a few key retailers, without needing to enter all of them. You
can modify these default settings as needed.
Funding
PTP provides the following standard set of promotion funds:
• Brand Development Funds (BDF)
• Market Development Funds (MDF)
• Slotting funds
In turn, both BDF and MDF include a portion for fixed funds and a volume-dependent
portion, per common practice. For example, the total authorized BDF fund is computed

as follows:
rate * volume + fixed funds
This means that when the planned volume increases, you accrue funding. That is, the
authorized funding also increases.
In the Planning Environment, the Fund Balances window displays a summary of the
funds and their balances. To set fund amounts, see PTP: Managing and Viewing Quotas
and Funds - Overview, page 5-1.
Promotion Costs and Spending

Following standard practice, PTP models the promotional spend as a combination of
fixed spending and per-unit spending. Specifically, apart from slotting costs, the spend
for a given promotion is computed as follows:
vehicle costs + volume * buydown
For a given retailer, each vehicle type is assumed to have its own default cost. When
you specify the vehicle type for a promotion for a retailer, PTP looks up and displays
that cost. You can override this cost if necessary. As part of specifying the promotion
details, you also specify the buydown, or discount per promoted unit that will be paid
to the retailer (either as billback from the retailer or as an off-invoice settlement with the
retailer).
In addition to specifying the promotion cost as described here, you also control how
that promotion is to be funded. Specifically, when you mark a promotion as planned,
you indicate how to split the cost between MDF and BDF; see Marking a Promotion as
Planned, page 7-8.
Volume and Volume Breakdown

In general, PTP volume calculations use actuals for the past and forecasted volume for
the future. So to compute volume as needed for total MDF or BDF funds for the year,
PTP combines the actuals to date and the forecast.
In addition to providing the overall volume, PTP shows a breakdown of that volume
into the following categories:
• Base volume.
• Incremental volume due to a promotion. Part of this incremental volume is due to

cannibalization effects. The manufacturer and the retailers have different points of
view about cannibalization, as noted below.
• Pre and post-promotional effects. Sales are usually lower just before and after a
promotion, as consumers take advantage of the better price during the promotion
itself. The Analytical Engine computes the total volume before and after the

promotion, as a result of the promotion, so that you can include this in your overall
analysis.
Cannibalization
In addition to computing the incremental volume due to a promotion, the Analytical
Engine computes specific cannibalization effects. Cannibalization includes multiple
components, and the manufacturer and the retailer have different points of view.
• Product switching, as described in Cannibalization Seen by the Manufacturer,
decreased sales due to sales at another retailer.
• Decreased sales of other products of the same brand at the same retailer. For
example, sales of Exedra 24 were depressed by the promotion on Exedra 100, at the
same retailer.
• Decreased sales of other brands (of the same manufacturer), regardless of retailer.
For example, sales of Advo 50 were depressed by the promotion on Exedra 100,
which is made by the same manufacturer.
Cannibalization Seen by the Manufacturer

PTP computes cannibalization that is undesirable to the manufacturer.
This worksheet table shows a promotion group where a promotion was run and all
promotion groups that were adversely affected, according to the manufacturer.
The row in blue indicates the promotion group (Exedra 100) on which you ran a
promotion. In this row, you can see the total event dollars, incremental event dollars,
net incremental event dollars and so on, for the promotion. Note that for Exedra 100,
there was zero dollars of cannibalization and $2324 of pre- and post-promotional effect.
On the other hand, examine the other promotion groups here and notice that they were
all cannibalized. Of course, for these promotion groups, there was zero direct lift, by
definition, as the promotion did not run on them.
Cannibalization Seen by the Retailer

PTP also computes cannibalization that is undesirable to the retailer.

This worksheet table shows a promotion group where a promotion was run and all
promotion groups that were adversely affected, according to the retailer. As before, the
row in blue indicates the promotion group (Exedra 100) on which you ran a promotion.
Notice two promotion groups are listed here that were not seen in the manufacturer
version: Notrim 24 and Tyitol 50. These promotion groups represent products that this
retailer sells, but that are made by a different manufacturer. To the retailer, it is
undesirable to cannibalize these promotion groups.
Data Access
Once customer data is loaded, an administrator can configure a security access level for
each user.
The Paste method is enabled for any level that has Write or Full Control permission in
the component.
• If you do not have access to the target population, the Paste method is not visible
• If you have partial access to the target population the method Paste is visible but
when the method is executed, read-only members are removed from the
population.
For levels with a population attribute:

• When creating a new promotion, the default population is a merge of the worksheet
levels and the population of the level member from where the method was invoked.
• Members of the population with Read-Only or No Access are excluded.
See Also:
"Security" in the Oracle Demantra Implementation Guide

3
Logging in and Getting Started

• Initial Log in and Download
• Logging in to PTP
• Tutorial: Getting Acquainted with Worksheets
• Controlling Synchronization of Embedded Worksheets
Initial Log in and Download

The first time you log in to PTP, Oracle Demantra typically downloads and installs
software. This operation occurs only once for each machine you use.
1. Open Microsoft Internet Explorer.
2. Enter the web address supplied by your system administrator. This URL probably
has the following format:
http://server name/virtual directory/portal/partnerLogin.jsp
For example:
http://frodo/demantra/portal/partnerLogin.jsp
Tip: Your Windows Start menu may also include a shortcut to this
URL.
3. Type your name and password and click Login.

Oracle Demantra prompts you to install JRE.
4. When you are prompted to install Sun JRE 1.4.2_10, do so. Choose the Typical
installation and accept all the default values, unless otherwise advised by your
system administrators.
Logging in and Getting Started 3-1

Note: Oracle Demantra uses Sun JRE 1.4.2_10. If you are prompted
to install a later version of JRE, do not do so.
To prevent Java from searching for updates, open the Java control
panel. On the Update tab, make sure to deselect the check box
Check for Updates Automatically.
Next, Oracle Demantra displays a dialog box that asks if you want to trust the
signed application distributed by Oracle. The dialog box is slightly different
depending on your configuration.
5. Click Yes (or Always) or Start, depending on which dialog box is displayed.
After the initial configuration is completed, Oracle Demantra displays a new
browser window. The page contains a menu bar, a tool bar, and a work space that is
initially empty.
6. Click File > Open.
7. Click a worksheet in the list and then click Open.

Now the work area displays a worksheet, and the menu bar and tool bar have many
more options.
See also
Creating or Editing a Worksheet or Content Pane, page 12-3.
Logging in to PTP
If you have already performed the initial setup (see Initial Logon and Download, page
3-1), then log in as follows.

To log in to PTP:
1. Open Microsoft Internet Explorer.
2. Enter the web address supplied by your system administrator. This URL probably
has the following format:
http://server name/virtual directory/portal/partnerLogin.jsp
For example:
http://frodo/demantra/portal/partnerLogin.jsp
Tip: Your Windows Start menu may also include a shortcut to this
URL.
3. Type your name and password, and then click Login.

You can access Oracle Demantra Predictive Trade Planning worksheets using:
• Collaborator Workbench
Tutorial: Getting Acquainted with Worksheets

To view and edit data, you work within an environment called a worksheet. Each
worksheet is a working environment designed to support specific business processes.
However, all worksheets share certain common characteristics and behavior. This
exercise is meant to help you get acquainted with any worksheet.
1. In My Worksheets (in Collaborator Workbench), click Planning Environment.
2. If the worksheet does not show data, click Data > Rerun. Or click the Run button.

3. Scan the windows within the worksheet.
First, most worksheets contain an area that you use to select the data to display.
This area is sometimes displayed as a treelike hierarchy).
When you make a selection here, that changes anything of a lower level that is
displayed elsewhere in the worksheet. For example, if you change the selection, you
would see different promotions.
Second, worksheets contain two different kinds of tables, and it is important to
know the difference between them. The first kind of table is a normal table.

The other kind of table is an embedded worksheet and appears as a tab within a tile.
PTP uses embedded worksheets where they are needed for technical reasons.
Both kinds of tables are labeled to indicate what they contain.

For PTP, there is one behavioral difference between these kinds of tables:
• When you select a row in a normal table, that may affect selections elsewhere in
the worksheet. For example, if you click in a promotion row, the worksheet
focus moves to that same promotion throughout the worksheet, including the
embedded worksheets.
Note: If you use the keyboard to move within a table, notice

that the embedded worksheets are not automatically refreshed,
for performance reasons.
• In contrast, when you select a row in an embedded worksheet, that has no

effect on the focus in the rest of the worksheet.
A worksheet may also include graphs. Note that even if you click the graphs, it
would have no effect on them. Note that you can change the graph style; see
Changing the Graph Style
4. Right-click a data cell in one of the tables. Notice that you have options to copy and
paste data, to edit multiple cells, and to display associated notes.
5. Right-click a promotion in the non-scrolling part of a worksheet table.

Notice that the right-click menu here provides options for working with
promotions. Depending on your permissions, you may be able to do any of the
following:
• View promotion attributes in a pop-up dialog box.
• Edit those attributes.
• Create new promotions.
• Copy, paste, or delete promotions.
• Open a promotion in a different worksheet (via the Open or Open With

options).
Note: When you open a worksheet this way, it is filtered to

show just the promotion from which you launched it. Notice
that the name of the promotion is added to the beginning of the
worksheet title.
The right-click menu is also available for scenarios, in worksheets that display
scenarios.
Controlling Synchronization of Embedded Worksheets

The embedded worksheets worksheet may or may not be synchronized with the rest of
the worksheet. A worksheet runs faster if synchronization is off. On the other hand, you
might find it less confusing to keep synchronization switched on. Also note that only
promotion status changes have any effect on the data in embedded worksheets.
To control the synchronization:

Do one of the following:
1. Click one of the following toggle buttons in the tool bar.
• Automatically synchronize the embedded worksheets with the rest of

worksheet
• Synchronize on demand
2. Select Options > Synchronize On Demand or Synchronize Automatically.

Part 2
Business Processes
4
Oracle Demantra Dashboard

• Introduction to the Dashboard
• Reviewing Metrics
• Reviewing the Planning Hierarchy
• Editing Retailer Information
• Opening Worksheets
• Managing Tasks
• Creating and Sending a Task
• Personalizing the Dashboard
• Configuring Your Default Layout
• Configuring My Tasks
• Configuring My Worksheets
Introduction to the Dashboard

This chapter introduces the Oracle dashboard: Collaborator Workbench.
Oracle's Collaborator Workbench is a starting point for PTP. This dashboard is designed
for use by sales managers. You log into the application and immediately have access to
a number of key performance indicators (KPIs). You can also jump directly to TPO
worksheets, which are working environments that support specific business processes;
these are described in the following chapters.
To log into the dashboard

1. In Windows, click Start and click Programs.
Oracle Demantra Dashboard 4-1

2. Click Demantra > Demantra Spectrum release > Collaborator Workbench.
3. In the Log On dialog box, enter your user name and password.
4. Click Login.
5. If the toolbar includes a link labeled Click here to install Java Web Start, click that
link.
Next Oracle Demantra prompts you to install JRE.
6. When you are prompted to install JRE, do so. Choose the Typical installation and
accept all the default values, unless otherwise advised by your system
administrators.
After you install this software, Collaborator Workbench comes up, displaying your
personal page.

At this point, Oracle Demantra might display a dialog box that asks if you want to
trust the signed application distributed by Oracle.
Note: In some cases, you do not see this dialog box until you click a
worksheet name.
7. Click Yes (or Always) or Start.
Reviewing Metrics
Collaborator Workbench displays summary panes that display critical information and
which you can customize to your needs. Initially, it displays the following summary
panes.

Actuals versus Plan
This summary pane is a graph that shows cumulative actual volume and planned
volume.
Sales versus Quota

This summary pane shows current sales compared to the sales quota.
Volume Breakdown
This summary pane displays a table that shows the breakdown of volume into base
volume and incremental volume.

Reviewing the Planning Hierarchy
The Planning Hierarchy is an expandable, treelike view that you can use to navigate the
planning hierarchy.
Expand the hierarchy as needed.

You can right-click for more options.

In particular, you can open worksheets that are filtered to the selected retailer (for
example). In the case of retailers, you can also view or edit properties of the retailer
such as minimum event margin.
Editing Retailer Information

PTP stores basic retailer details so that when you create a promotion, it is automatically
specified appropriately for that particular retailer. PTP provides default settings that
you can use for any retailer.
Setting a Retailer Profile to the Default
To set a retailer profile to the default settings

1. In the Planning Hierarchy, expand the tree display to the retailer level.
2. Right-click the retailer and click Edit Retailer.

PTP displays the Edit Retailer screen.

3. Change Use Default Profile to Yes.
Caution: Do this only if you are certain that you want to change all
settings for this retailer.
4. Click OK.
5. Log into the Workflow Manager and run the CopyRetailerDefaults workflow; see
Administration - Running Required Workflows, page 14-2.
This workflow checks for any retailers that have been set to use the default profile, and
it copies the default details to those retailers.
Editing a Retailer Profile
To edit a retailer profile

1. In the Planning Hierarchy, expand the tree display to the retailer level.

2. Right-click the retailer and click Edit Retailer.
PTP displays the Edit Retailer screen, as shown in the previous procedure.
3. Set Use Default Profile to No.
Caution: If you do not set Use Default Profile to No, your changes
will be reset to the default.
4. Enter values for the other attributes as follows:
Name Name of the retailer.
Class_of_Trade Dropdown list with the following choices:
• Food
• Drug
• Mass
• C-Store
• Military
Number of Active Stores Number of active stores that this retailer operates.
Account Classification Dropdown list with the following choices:
• Growth
• Holding
• Declining
Avg Everyday Selling Margin Average selling margin, disregarding promotions.
Min Rtl Event Margin Minimum margin that this retailer must make on an
event. Promotion Optimization considers only events that
provide at least this much margin.
Veh Costs: Feature & Display Default cost for an event of type F&D for this retailer.
Veh Costs: Feature Only Default cost for an event of type Feature for this retailer.

Veh Costs: Display Only Default cost for an event of type Display for this retailer.
Veh Costs: TPR Only Default cost for an event of type TPR for this retailer.
Veh Costs: F Shopper Default cost for an event of type F. Shopper for this
retailer.
Key Competitors A text field where you can list the key competitors of this
retailer.
5. Click OK.
Opening Worksheets
Each worksheet is a working environment designed for specific PTP and TPO business
processes.
To open worksheets using Collaborator Workbench, click My Worksheets, or right-click
Planning Hierarchy, or right click an open worksheet.
To open a worksheet
• To open an unfiltered worksheet, click a worksheet listed in My Worksheets.
• To open a worksheet that is filtered to a specific context, right-click a promotion,

scenario, retailer, or territory, click Open With, and then click the worksheet name.
You can do this within the Planning Hierarchy or within an open worksheet.
When you open a worksheet this way, it is filtered to show just the object from
which you launched it. Notice that the name of the object is added to the beginning
of the worksheet title.
Note: When you first open a worksheet, Oracle Demantra might

display a dialog box that asks if you want to trust the signed
application distributed by Oracle.
Click Yes (or Always) or Start.
See
• Configuring My Worksheets, page 4-15

• Creating and Sending a Task, page 4-10
Managing Tasks
My Tasks lists all tasks that are assigned to you and that you have not yet addressed.
For example, if you are a manager, you will receive promotions that require approval.
Note: If a due date is shown in red text, that means the response period
has nearly ended and the task is going to time out fairly soon.
To view all assigned tasks

If you have many open tasks, the My Tasks module does not necessarily display all of
them. To check for additional tasks:
Click the More link in the bottom right corner of My Tasks.
My Tasks fills the wide pane and shows all current tasks.
To mark a task as done

Before you mark a task as done, make sure that you have reviewed all the relevant
information and that you have addressed any concerns or issues. Then do the
following:
1. First:
• Select the appropriate response from the dropdown list in the Select value
column. The check box next to the task is automatically selected.
• If there is no dropdown list, just select the check box to the left of the task.
2. Click the Save & Refresh link at the bottom of the task list.
The task is removed from My Tasks and the updated task list is shown.
Caution: If you go to another page or log off without clicking Save

& Refresh, then your changes will be lost.
Creating and Sending a Task
To create and send a task

1. Start by doing one of the following:

• Within My Worksheets, click Send on the worksheet that you want to send.
• Within My Tasks, click Create Task.

The Send Task to User dialog box appears.
2. Click To..... and select the users or groups to receive the task.
3. In the Message field, type a short text message.

This will be the task message that the recipient sees. The worksheet that you are
sending will be added automatically as a link from the Message text.
4. In the Description field, type a short description.

This description will be displayed below the task message in the recipient's My
Tasks module.
5. To link the task subject line to a Web page, enter the full path to the file in URL
field.
Note: You must enter the full URL, including server name and
directory hierarchy. The http:// part will be added automatically if
omitted.
6. To attach a file to the task, enter the path to the file in the File Attachment field or
use the Browse button to find it.

7. To ensure that this task is completed by a specific time, click Escalate and then
provide the following information:
Due Date Date and time by which this task must be completed
Alert Time Date and time at which an alert will be displayed
To Additional email addresses
8. To send an email notification to the recipient of the task, select the Send email list
check box. (Depending on how your system has been configured, this option may
not be available.)
9. Click Send Task.
When the recipient next logs in (or refreshes My Tasks), he or she will see the new task.
Personalizing the Dashboard

You can personalize Collaborator Workbench in several different ways:
• Configuring Your Default Layout, page 4-12
• Configuring My Tasks, page 4-14
• Configuring My Worksheets, page 4-15
To add new summary panes, see Creating or Editing a Worksheet or Content Pane,
page 12-3.
Configuring Your Default Layout

The Collaborator Workbench page includes a wide pane and a narrow pane, and each
pane has a possible set of modules that it can display. You choose the modules and their
display order, top to bottom.
To personalize your default layout

1. Click the Personalize link.
The Personalize - Modules page appears. This page contains two lists: one for items
that can be displayed in the wide pane and one for items that can be displayed in
the narrow pane.

These lists include the following:
• My Tasks and My Worksheets, which can be displayed only in the wide pane.
• Who's Online, which can be displayed only in the narrow pane.
• Worksheets that have been defined as content and to which you have access.
2. In each list, use the check boxes to select or clear the modules that you want to see.
3. Click Next.
The Personalize - Order page appears. Like the previous page, this page has one list
for the wide pane and one for the narrow pane.

4. Select a module and then click the up or down buttons to change its position in the
list.
The order here is the order in which these modules are shown in Collaborator
Workbench.
5. Click Next.
The next page summarizes your choices. You can return to the previous pages to
make further alterations.
6. Click Finish to save your changes. Or click Back to go back to the previous pages.
Configuring My Tasks
To configure My Tasks
1. If Collaborator Workbench is not currently displaying My Tasks, then display it as
described in "Configuring Your Default Layout".
2. In My Tasks module, click the personalize button in the upper right corner of the
pane.
Collaborator Workbench displays a page like the following:

3. In the Number of Tasks to View field, type the maximum number of tasks that you
want to see in My Tasks.
4. From the Order Tasks by list, select the field that you want to list the tasks by.
5. From the Sort dropdown menu, select the sorting order that you want for the tasks.
Task fields can be listed in either ascending or descending order.
6. Click Finish.
My Collaborator Workbench refreshes with My Tasks in the new configuration.
Configuring My Worksheets
To configure My Worksheets
1. If Collaborator Workbench is not currently displaying My Worksheets, then display
it as described in "Configuring Your Default Layout".
2. In My Worksheets module, click the personalize button in the upper right corner.
Collaborator Workbench displays a list of all available worksheets. This includes all
worksheets you own and all public worksheets.

3. Select the check box next to worksheet that you want to display.
4. Click Next.
Collaborator Workbench displays a new page where you specify how many
worksheets to display and the display order for the worksheets you have selected.
5. In the Number of Worksheets to View field, type the maximum number of

worksheets that you want to see in My Worksheets.
6. In the Order list, click a worksheet and then click the up or down arrows to specify
the display order of that worksheet. Repeat as necessary.
7. Click Finish to save your changes.

5
Managing and Viewing Quotas and Funds

• Overview
• Managing Quotas and Funds at the Retailer Level
• Managing Quotas and Funds at the Promotion Group Level
• Viewing Quotas and Funds
• Reference
Overview
This chapter describes how to manage or view quotas and funds in Oracle Demantra, as
part of the PTP business process.
To manage or view quotas and funds, you start in the Collaborator Workbench and
launch any of the relevant PTP worksheets.
Managing and Viewing Quotas and Funds 5-1

About Quotas and Funds
Oracle Demantra displays a standard set of promotion funds, which you can view or
modify at several different levels, as appropriate, along with the quota (Sales Quota)
that they are intended to support.
Available Funds
PTP provides the following standard set of promotion funds, broken out as follows:
• Brand Development Funds (BDF): Base rate (BDF Base Rate), development rate
(BDF Dev Rate), and fixed funds (BDF Fixed Funds). The total of BDF funds is
shown as BDF Auth.
• Market Development Funds (MDF): Base rate (MDF Base Rate), development rate
(MDF Dev Rate), and fixed funds (MDF Fixed Funds). The total of MDF funds is
shown as MDF Auth.
• Slotting funds (Slot Auth)
• In summary, the total authorized funding (BDF, MDF, and slotting) is shown as Ttl
Fund Auth.
As in standard usage, the rates are per unit so that the authorized funding is the volume
multiplied by the rate. For example, BDF Auth is computed as follows:
(BDF Base Rate + BDF Dev Rate) * volume + BDF Fixed Funds
You can see or edit these funds on several worksheets. One example (PTP: Quota and
Fund Entry: Top-Down) is shown below.

Volume
Because volume affects the use of the funds, PTP also displays the following volume
information:
• Actuals Ttl (the past volume)
• Volume Base (the base volume, in the absence of any promotions)
• Uplift (additional volume due to planned promotions)
In general, PTP volume calculations use actuals for the past and forecasted volume for
the future. This means that to compute volume as needed for total BDF funds for the
year, for example, PTP combines the actuals and the forecast.
Unplanned promotions do not affect volume.
Managing Quotas and Funds at the Retailer Level

Typically, you would start by working top-down, setting quotas and funds at the
retailer-territory level.

To manage quotas and funds at the retailer-territory level
1. Start in Collaborator Workbench.
2. In My Worksheets, click PTP: Quota and Fund Entry: Top-Down.

Or if a worksheet is currently open, click File > Open. Click PTP: Quota and Fund
Entry: Top-Down and then click Open.
3. If the worksheet does not show data immediately, click Data > Rerun. Or click the
Run button.
4. At the top of the screen, select the territory to display.
5. In the Entry Data table, edit the quota and fund values as needed. Here you are
editing values for the entire year, for a given retailer.
6. Click Data > Save Data. Or click the Save Data button.
Entry Data
Here you enter the funds and quotas. This table shows all the quotas and funds for each
retailer, aggregated over the year.

Volume Details
This table summarizes the volume information.
Sales Quota
This graph shows the plan, the sales quota, and the projection for each retailer.
Possible Actions
In this worksheet, depending on your authorization, you can do the following:
• Edit fund rates, fixed funds, and quotas.
• Use File > Open to access other PTP worksheets. (It is not recommended to open the
TPO worksheets this way, because they will not be filtered and will be slow.)
Managing Quotas and Funds at the Promotion Group Level

If you have already set quotas and funds at a high level, you might want to fine-tune

the amounts by adjusting values at the lower levels.
To manage quotas and funds at the promotion group level

In the table, edit the quota and fund values as needed. You can select and edit multiple
cells.
Entry Data
This table shows all the quotas and funds for the selection, by week.
Sales Quota
This graph shows the plan, the sales quota, and the projection for each promotion
group.
Possible Actions
• Edit funds and quotas.
• Use File > Open to access other PTP worksheets. (It is not recommended to open the
TPO worksheets this way, because they will not be filtered and will be slow.)
Viewing Quotas and Funds

If you are a sales representative, you can view authorized funds against your sales
quota. You use the PTP: Quota and Fund View worksheet, which is a view-only
worksheet.

To view quotas and funds
1. In My Worksheets (in Collaborator Workbench), click PTP: Quota and Fund View.
Or if a worksheet is currently open, click File > Open. Click PTP: Quota and Fund
View and then click Open.
2. If the worksheet does not show data immediately, click Data > Rerun.
3. At the top of the screen, select the territory, retailer, and brand to display.
The table shows all the quotas and funds for each brand, broken down by
promotion group. For each promotion group, the quotas and funds are displayed
for the entire year.
The graph below that shows the quota for each promotion group.
Possible Actions
Use File > Open to access other PTP worksheets.
Reference
PTP: Quota and Fund Entry: Top-Down

This worksheet lets you set quotas and funds at the retailer level.
Basics

Accessing this worksheet • In My Worksheets (in Collaborator Workbench), click
PTP: Quota and Fund Entry: Top-Down.
• If a worksheet is currently open, click File > Open. Click

PTP: Quota and Fund Entry: Top-Down and then click
Open.
Levels you can select Territory
Levels used in cross tabulation Retailer
Time aggregation Yearly
Business Data
View Series Description
Entry Data Plan $ The manufacturer's planned revenue
Sales Quota Sales quota (revenue)
$ Sales Proj Planned sales dollars: actuals plus forecast
Sales Proj Planned sales volume: actuals plus forecast
Base Fcst Base volume: actuals plus forecast
Incr Fcst Incremental volume: actuals and forecast due only

to planned promotions
MDF Base Rate Market development fund base rate
MDF Dev Rate Market development fund development rate
MDF Fixed Funds MDF fixed funds
MDF Auth Authorized market development funds, calculated

as follows: (base rate + dev rate)*volume + fixed
MDF funds

BDF Base Rate Brand development fund base rate
BDF Dev Rate Brand development fund development rate
BDF Fixed Funds BDF fixed funds
BDF Auth Authorized brand development funds, calculated

as follows: (base rate + dev rate)*volume + fixed
BDF funds
Slot Auth Authorized slotting funds
Ttl Fund Auth Total authorized spending, including MDF, BDF,

and slotting
Volume Details Actuals LY Actual demand one year ago
Plan Vol The manufacturer's planned volume
Sales Proj Planned sales volume: actuals plus forecast
Actuals Ttl Total actual quantity (including both base and

incremental volume)

Sales Quota Plan $ The manufacturer's planned revenue
Sales Quota Sales quota (revenue)
$ Sales Proj Planned sales dollars: actuals plus forecast
PTP: Quota and Fund Entry: Bottom-Up

This worksheet lets you set quotas and funds at lower levels.

Basics

PTP: Quota and Fund Entry: Bottom-Up.
• If a worksheet is currently open, click File > Open.

Click PTP: Quota and Fund Entry: Bottom-Up and then
click Open.
Levels you can select Territory, Retailer, Brand, Promotion Group
Levels used in cross tabulation None
Time aggregation Weekly
Business Data
Same as for PTP: Quota and Fund Entry: Top-Down, except that this worksheet does
not include a Volume Details area.
PTP: Quota and Fund View

This read-only worksheet lets you view quotas and funds.
Basics
This read-only worksheet lets you view quotas and funds.

PTP: Quota and Fund View.

Click PTP: Quota and Fund View and then click Open.
Levels you can select Territory, Retailer, Brand
Levels used in cross tabulation Promotion Group

Business Data
Same as for PTP: Quota and Fund Entry: Top-Down, except that this worksheet does
not include a Volume Details area.

6
Tracking Volume

• Overview
• Reference
Overview
This chapter describes how track sales volume, as part of the PTP business process. It
includes the following sections.
To track volume, you start in the Collaborator Workbench and launch the Volume
Tracking worksheet:
The Volume Tracking report is where product, territory, and account volumes are
forecasted and monitored to ultimately feed volume requirements to operations. Fund
planning already covered will be integrated with volume planning, because forecast
volumes drive budgets in live accrual environments and drive spending for case rate
allowances and other variable spending deals.
In the Volume Tracking - Detail report, you can drill down to the retailers of a territory
and see the same data.
Tracking Volume 6-1

Tracking Volume for Territories
1. In My Worksheets (in Collaborator Workbench), click Volume Tracking
Or if a worksheet is currently open, click File > Open. Click Volume Tracking and
then click Open.
Run button.
3. At the top of the screen, select the territory whose volume you want to see.
Volume Tracking Table

The table compares last year's sales to this year's plan, for the selected territory.
This table tracks the following on a weekly basis:

• Last year's shipments
• This year's shipments
• The current year's base volume projection
• The current year's incremental volume projection
• Cumulative % versus your plan
The information here can be updated weekly to give you an up-to-date tally of how you
are performing versus your plan. Numbers are highlighted in different colors to give
you a quick and easy way to keep abreast of your performance:
• Green is above plan
• Orange is slightly below plan (95-99.99%)
• Red is more than 5% below plan
Volume Tracking Graph

The Volume Tracking graph gives you a week-by-week look at the plan and the total
forecast.
Base and Incremental Graph

The Base and Incremental graph displays the current year's base and incremental sales.
Tracking Volume 6-3

Possible Actions
Use File > Open to access other PTP worksheets.
Tracking Volume for Retailers

1. In My Worksheets (in Collaborator Workbench), click Volume Tracking - Detail.
Or if a worksheet is currently open, click File > Open. Click Volume Tracking -
Detail and then click Open.
Run button.
3. At the top of the screen, select the territory and then retailer whose volume you
want to see.

This worksheet shows the same data as the Volume Tracking worksheet; see
Tracking Volume for Territories, page 6-2.
Reference
Volume Tracking
This worksheet compares last year's sales to this year's plan.
Basics

Volume Tracking.

Click Volume Tracking and then click Open.
Levels you can select Territory
Tracking Volume 6-5

Levels used in cross tabulation None
Business Data
Forecast vs Actuals Shipments Historical shipment volume from the manufacturer

to the retailers' locations
ActualLY Actual demand one year ago
Actuals Ttl Total actual quantity (including both base and

incremental volume)
Ttl Fcst Total volume: base forecast plus incremental

forecast

Plan Vol The manufacturer's planned volume
Cumulative Total actuals (base plus incremental) cumulative to

Actuals date
Cumulative Plan Cumulative frozen planned volume
Cumulative % vs Total cumulative actuals, as a fraction of the plan

Plan
Base and Base Fcst Base volume: actuals plus forecast

Incremental

Volume Tracking - Detail
This worksheet compares last year's sales to this year's plan, at a lower level.
Basics

Volume Tracking - Detail.

Volume Tracking - Detail and then click Open.
Levels you can select Territory, Retailer
Levels used in cross None

tabulation
Business Data
Same as in the Volume Tracking worksheet.
Tracking Volume 6-7

7
Planning Promotions
This chapter describes how to create promotions and make changes if needed, as part of
the TPO business process.
• Introduction to the Planning Environment
• Creating a Promotion
• Marking a Promotion as Planned
• Approving a Promotion
• Committing a Promotion
• Marking a Promotion as Partially Paid or Paid
• Closing a Promotion
• Making Other Changes to a Promotion
• Duplicating a Promotion
• Copying and Pasting a Promotion
• Deleting a Promotion
• Reference
Introduction to the Planning Environment

You plan and manage promotions in the Planning Environment, which is the entry
point to both historical and planned event analysis. Event planning consists of creating
and managing a calendar of promotional events, and understanding their impact on
sales, promotion spending, and profitability, as well as their correlation with sales
quotas. Demantra's Planning Environment provides all this critical information in one
place.
Planning Promotions 7-1

To open and navigate the Planning Environment
1. In My Worksheets (in Collaborator Workbench), click Planning Environment.
Run button.
3. At the top of the screen, select the territory, retailer, category, and promotion group.
4. In the Event Planner window, click a row. Notice the following changes in the rest
of the worksheet, depending on the scenario and promotion associated with that
row:
• The graphs below this display graphical information for the promotion.
• The tables below this display side-by-side details for all promotions within the
currently selected scenario.
5. Click a promotion in the Cost Benefit Review or Fund Allocation window. Notice
that the same promotion is highlighted throughout the worksheet.

Color Conventions
The Planning Environment uses the following color conventions:
• White indicates editable fields.
• Gray indicates loaded data such as Start Ship and End Ship.
• Blue indicates data that is calculated by PTP, especially by the Analytical Engine.
• Red indicates negative profit numbers.
Also notice that in the Event Planner window, the Evt Status for a promotion may be
displayed in different colors, to indicate whether that promotion has been optimized.
Here:
• White means that the promotion has not been optimized.
• Yellow means that the promotion has been optimized.
• Green means that the promotion has been optimized and accepted, so that the
promotion is using the optimization results.
Sales % vs. Quota

This window shows an analysis of planned sales to sales quota, for the given retailer.
This is the total for the retailer. For convenience, the sales projection is also shown.
Fund Balances
This window provides a detailed overview of authorized funds (MDF, BDF, slotting),
spend and fund balances to date, for the given territory. This is the total for the
territory.

Event Planner
This window shows event details such as the start and end ship dates, vehicle type,
vehicle cost, buydown, base volume and incremental volume. Incremental volume is
generated by Demantra's comprehensive analytical engine.
Notice that the events are grouped according to the associated scenario. As noted in
"Promotions and Scenarios", the Sandbox scenario contains all the tentative events
(unplanned events), and the Current Year scenario contains all the rest. The unplanned
events have no impact on budget.
This window is the primary area in which you create or modify promotions.
Also notice that when you select a row in this window, the graphs and tables below are
updated to show details depending on the scenario and promotion associated with that
row.
Sales Breakdown for Event

This window graphically shows the sales breakdown for the selected event. The
breakdown shows both base and incremental volume.

Spend Breakdown for Event
This window graphically shows the spending breakdown for the selected event. The
breakdown shows both vehicle spending and buydown.
Cost Benefit Review

This window presents a detailed cost benefit analysis for each event in the currently
selected scenario. Details include profitability metrics from both the manufacturer and
retailer's perspective, overall event spend, cost per incremental unit (CPIU), and
payment type. Here you can control the status of the event.
The incremental manufacturing profit is the additional profit that the manufacturer
earns because of the promotion, in addition to the base profit that would be earned even
without a promotion. The incremental retailer profit is analogous.
Fund Allocation
This window displays the allocated funding for each event in the currently selected
scenario. Here you allocate the promotional costs between the MDF and BDF funds.

Possible Actions
• Edit a promotion, by changing the sale price and other properties. You can also
right-click a promotion and select Edit to access other properties.
• Copy and paste promotions. See Copying and Pasting a Promotion, page 7-15.
• Delete promotions. See Deleting a Promotion, page 7-16.
• Run simulations. See Running a Simulation, page 9-3. Note that this worksheet
does not contain the data needed to find cannibalization.
• Run optimization. See Optimizing a Promotion, page 9-4.
• Right-click on a promotion and open other worksheets filtered to this promotion.

For example, see Examining Promotions from a Retailer's Point of View, page 10-6
.
• Right-click on a scenario and open the PTP: Promotion Comparison worksheet

filtered to that scenario. See Comparing Promotions in a Scenario, page 10-8.
Creating a Promotion
Security Restrictions
The new promotion method is only displayed if the promotion level in the component
is set to Write or Full Control access. Your member security settings determine the
populations on which you can define the new promotion.
To create a promotion
1. Open the Planning Environment; see "Introduction to the Planning Environment".
2. At the top of the screen, select the territory, retailer, category, and then promotion
group with which you want to create the promotion.
3. In the Event Planner window, right-click an existing promotion and then select
New Promotion.
Oracle Demantra displays the following screen:

4. For Name, specify a name for this promotion.
5. The Population area shows the currently selected combinations with which the new
promotion will be associated.
The default combinations are taken from the current selection in the worksheet. To
change them, see "To reassign a promotion to a different item or location".
6. The Start and End dates are controlled by default settings. Edit them as needed.
7. Specify values for the other attributes as appropriate:

Start Ship, End Ship Optionally specify when the product will be shipped for the
promotion. You might specify this information later, when the
promotion is more certain.
Scenarios Choose Sandbox.
Cons Promo Specify the type of consumer overlay, if any. This affects the
number of Units. For example, if Cons Promo is a two-for-one
deal, then Units becomes 2.
8. Click Create. The new promotion is created and is displayed in the Event Planner
window. It has a default cost based on the vehicle type you specified.
9. Specify the Sale Price for use during the promotion.
10. Specify the costs for this promotion:
1. If the Veh Type is incorrect, change it, save the data and rerun the worksheet.
Then PTP puts the default fixed cost for the new vehicle type into the Veh $
series.
2. Optionally edit Veh $, if the fixed cost for this promotion is different from the
default.
3. For Buydown, specify the discount per promoted unit that will be paid to the
retailer.
11. Click Data > Save Data.
Because this promotion is unplanned, it is considered hypothetical and does not have
an impact on the promotion funds or on the forecast.
See also
"Duplicating a Promotion"
"Copying and Pasting a Promotion"
Marking a Promotion as Planned

Before you mark a promotion as planned, you may want to run simulation,
optimization, or both, as described in "Simulation and Optimization."
Before marking a promotion as planned, you also generally examine the promotion to
be sure you have chosen the best vehicle type and so on. You may want to create several
tentative promotions (all in the Sandbox scenario) and view them side by side. See

"Examining and Comparing Promotions."
To mark a promotion as planned

1. In the Fund Allocation window, change MDF Alloc % as desired. This specifies the
percentage of the event that is funded by MDF. Enter 50 for 50%, for example.
The remainder is automatically funded by BDF, as PTP automatically computes
BDF Alloc % and BDF Alloc.
2. In the Cost Benefit Review window, change the Evt Status of the promotion to
Planned.
3. Right-click the promotion and then select Edit Promotion.
4. Change Scenarios to Current Year.
5. Click OK.
6. Click another promotion in the worksheet. PTP automatically updates the details
for the newly planned promotion. Notice that the promotion now consumes funds
and has an impact on sales projections.
Approving a Promotion
To approve a promotion
1. In the Event Planner window, change the Evt Status to Approved.
3. Rerun the worksheet.
Committing a Promotion
You commit a promotion when you have a firm commitment from the retailer to run
the promotion. When you commit a promotion, PTP takes a snapshot of the current
state of the promotion, for use in later analysis. The committed promotions are included
in all projections. PTP also freezes the promotion at this point, so that you cannot
change its properties (apart from advancing the status further).
To commit a promotion
1. In the Event Planner window, change the Evt Status to Committed.

3. Optionally, to see the projections that PTP has just captured, use the PTP:
Promo-Evaluation: Mfg or PTP: Promo-Evaluation: Rtl worksheet. See " Reviewing
Past Performance."
Marking a Promotion as Partially Paid or Paid
To mark a promotion as paid

1. Open the Planning Environment; see "Introduction to the Planning Environment."
2. In the Event Planner window, change the Evt Status to Partial Paid or Paid.
Closing a Promotion
To close a promotion
1. Open the Planning Environment; see "Introduction to the Planning Environment".
2. In the Event Planner window, change the Evt Status to Closed.
Making Other Changes to a Promotion
The Edit promotion method is only enabled for promotions that have Read and Write or
Full Control security access. The component level security access must also be Write or
Full Control.
• If your security access level is Read Only, you cannot edit a promotion
• If your security access level is Read & Write or Full Control, but the promotion level
is Read Only, it cannot be edited

Note: Before you change a promotion, you should change its status
back to Unplanned. After making your change, restore the previous
status. This procedure ensures that Demantra triggers all internal
processes as needed.
To modify a promotion
1. In the Event Planner window, edit any details in the row corresponding to the
promotion.
3. If you changed the Veh Type, rerun the worksheet to see the new default cost of this
promotion.
To rename a promotion
1. Right-click it and click Edit.
2. Type a new name and click OK.
To reassign a promotion to a different item or location

You can reassign an unplanned promotion to associate it with a different territory,
retailer, item, or Ship To, as needed.
Important: You must create both a Refresh Population workflow and

method before executing this procedure. First, create a Refresh
Population workflow that contains only the Refresh Population
workflow step. Then create the Refresh Population method on the
Promotion level without any input or output arguments and link it to
the Refresh Population workflow.
1. Right-click a promotion and click Edit.
2. Click Edit below the Population area.

The Edit Population dialog box is displayed.

Usually a promotion is associated with a territory, retailer, category, and promotion
group.
To change the territory, retailer, category, or promotion group, click that level name
in Selected Filter Levels and change the selection displayed in Selected members.
For example, to associate the promotion with a different promotion group:
1. In Selected Filter Levels, click Promotion Group.
2. Then in the Selected members list, double-click the promotion group that you
no longer want to use for this promotion. For example, double-click ADVO 100
to remove it from this list.
3. Then in Available members, double-click the promotion group that should be

used. This promotion group is then moved to the Selected members list. For
example, double-click ADVO 200 to move it to the Selected members list; now
the promotion is associated with ADVO 200 instead of ADVO 100.
3. Repeat as necessary.
4. Click Finish to exit this dialog box.
5. From the PTP: Planning Environment worksheet, right-click on the promotion

group you have modified.

6. Choose the Refresh Population method from the menu.
7. Rerun the worksheet to see the changes.
See Also
• "Refresh Population Workflow Step" in the Oracle Demantra Implementation Guide
for more information about configuring the Refresh Population workflow step.
• "System Parameters" in the Oracle Demantra Implementation Guide for more

information about the CopyPasteIntersect system parameter which determines how
volume is distributed when an item is moved from one promotion group to
another.
• "Specifying Data Properties of a Series" in the Oracle Demantra Implementation

Guide for more information about how to configure the Copy/Paste preservation
Type series setting.
Duplicating a Promotion
The Duplicate method enables you to duplicate an existing promotion with the same
duration and population (item/location). All attributes and series remain the same as
the original except for the name of the promotion, its event status and starting date. If
you want to perform a context sensitive copy of a promotion from one account to
another and substitute accounts, use the Copy/Paste procedure instead. The Duplicate
method only works on the promotion level.
To duplicate a promotion
1. Start in the TPM: Planning Environment worksheet. A list of scenarios and
promotions are displayed.
2. Right-click a promotion and choose Duplicate from the methods menu. The
Duplicate Promotions form appears.
3. Input the following information about the duplicate promotion:
Field name Description
Name The promotion name.

Field name Description
Event Status The status of the event. Options include:
• a. Unplanned
• b. Planned
• c. Approved
• d. Committed
• e. Partial Paid
• f. Paid
• g. Closed
Start Event The starting date for the promotion event. A

calendar is available to assist you. If you do
not specify a starting date for the promotion
event, it will default to the date used for the
original promotion.
Note: If you specify the start date of the

promotion, the duration of the
promotion remains the same as the
original promotion.
Note: Only the values of those attributes that appear in the

Duplicate Promotions form can be changed during the duplication
process. All other attributes remain the same as the original. The
fields in the Duplicate Promotions form can be modified in the
Business Modeler by the Administrator to include additional
attributes except Population. For more information about how to
customize the duplicate promotions method, see "Configuring
Methods" in the Demantra Implementation Guide. If you want to
change the population, create a new promotion or copy and paste a
promotion.
4. Check the Save Parameters option if you want to customize the form's defaults.
5. Click Duplicate Promotion. The new promotion appears in the worksheet.

Copying and Pasting a Promotion
The copy method is only enabled if the promotion level in the component is set to Write
or Full control access.
The paste method is only enabled if the promotion level in the component is set to
Write or Full Control access and you have access to the target population. If you only
have partial access to the target population, the paste method is displayed, but when
the method is executed, members with Read Only access levels are removed from the
population.
• Replace the population (for example, copying a promotion from ABC Company to
XYZ Company replaces the account).
• Change the promotion duration. The data is adjusted to make the new promotion
similar to the original promotion.
You can copy and paste in any level that has Write or Full Control, regardless of user
security restrictions. This means that everyone can copy and paste promotions, as long
as the level's access status is not Read Only, in which case no user can copy and paste
promotions.
To copy and paste a promotion

1. You typically start in the Planning Environment; see "Introduction to the Planning
Environment".
2. In the Event Planner window, right-click a promotion and click Copy.
Tip: You can do the same thing in any area of the worksheet that
displays promotions.
3. Right-click and then select Paste.

Oracle Demantra displays a dialog box that asks for details about the copy.
4. Specify one of the following:

• To shift the dates of the newly copied promotion, specify a number in the Shift
By field. The copy will be shifted later in time by the specified amount, but will
last for the same length of time. You can use any integer, including negative
number or zero.

• To specify a different start and end date, specify values in the From and To
fields.
• To make the new promotion span the entire length of time used in the
worksheet, select Worksheet Derive.
5. Click OK.
6. When prompted for a new promotion name, type the name and click OK.
Deleting a Promotion
You can only delete a promotion if the promotion level at the component level is set to
Full Control and you also have Full Control access to the promotion
To delete a promotion
Environment."
2. In the Event Planner window, right-click a promotion and click Delete.
Tip: You can do the same thing in any area of the worksheet that
displays promotions.
3. Oracle Demantra prompts you to confirm the action. Click Yes or No.
4. Rerun the worksheet to see the change.
Reference
Planning Environment
Basics

Planning Environment.

Planning Environment and then click Open.
Levels you can select Territory, Retailer, Category, Promotion Group
Levels used in cross tabulation Scenario, Promotion
Business Data
Sales % vs Quota (Base + Sales Quota Sales quota (revenue)

Viewed Events)
% Attained Percentage of sales quota attained
$ Sales Proj Planned sales dollars: actuals plus

forecast
Fund Balances MDF Auth Authorized market development

funds, calculated as follows: (base rate
+ dev rate)*volume + fixed MDF funds
MDF Bal Remaining market development funds,

calculated as the authorized MDF less
the spent or committed funds
BDF Auth Authorized brand development

funds+D75
BDF Bal Remaining brand development funds,

calculated as the authorized BDF less
the spent or committed funds
Slot Auth Authorized slotting funds

Slot Bal Remaining slotting budget, accounting

for the part that has been spent
Unmatched $ Trade spend not yet matched to a

promotion.
Ttl Fund Auth Total authorized spending, including

MDF, BDF, and slotting
Ttl Fund Bal Remainder of total authorized

spending, after accounting for
spending
Event Planner Start Ship Date when product will start to ship
End Ship Date when shipments will end for the

event
Start Event Date when promotion starts in stores
# Wks Event length in whole weeks, assuming

that each week starts on Monday.
Veh Type Vehicle type or event type of the

promotion
Veh $ Vehicle cost for the promotion
Cons Promo Consumer overlay, the deal type as

seen by the consumer.
Shelf Price Everyday price to the consumer
Sale Price Sale price per unit at shelf
Units Number of units in the deal to the

consumer. Usually equal to 1. Use 2 for
2-for-1 sales, for example.
Buydown Buydown allowance per unit, discount

offered to retailer for running the event

Lift Lift factor for the promotion
Base Evt Vol Base volume during the promotion
Incr Evt Vol Incremental volume due to the

promotion
Ttl Evt Vol Total volume for the promotion
Sales Breakdown for Event Base Evt Vol Base volume during the promotion

promotion
Cost Benefit Review Ttl Evt $ Total sales during the promotion, for
the manufacturer
Incr Evt $ Incremental sales to the manufacturer

due to the event
Mfg Profit Manufacturer's profit from the event
Incr Mfg Prft Incremental profit to the manufacturer

due to the promotion
Rtl Prft Retailer's profit from the event
Incr Rtl Prft Incremental profit to the retailer due to

the promotion
Evt Spend Total planned spending for promotion,

sum of buydown, vehicle costs, and
slotting
CPIU Event cost per incremental unit sold as

a result of the promotion.
% Spend Event spending, as a percentage of

event sales

Pay Type Indicates the payment terms between

the manufacturer and the retailer for
this promotion
Evt Status Current status of the promotion
Spend Breakdown for Buydown $ Buydown spend for the promotion

Event
Fund Allocation Evt Spend exS Total planned buydown and vehicle
costs for promotion
MDF Alloc % Market development funds, as a

percentage of total plan spending
(excluding slotting costs).
MDF Alloc Allocated market development funds,

based on the percentage set by the
planner
BDF Alloc % Brand development funds, as a

percentage of total plan spending
(excluding slotting costs)
BDF Alloc Allocated brand development funds,

based on the percentage set by the
planner

8
Promotion Calendars
Overview
Promotion calendars graphically display promotions in an interactive calendar, as seen
here below:
In a promotion calendar, levels, table and calendar are combined into a single view. In
the example above, a Promotion Calendar is configured to display the Brand and
Promote Group levels. The right side of a promotion calendar displays promotions
across configurable units of time. In the example above, time is displayed in a days
within weeks format.
• Each promotion appears as a separate box in the calendar, and each may display
several series and their values (for example, Vehicle Type, Start and End Event
dates, Event Spend).
Promotion Calendars 8-1

• Multiple promotions may appear in the same row and their start and end dates may
overlap.
• Promotion calendars must be defined manually using PLSQL. For more

information, see the Oracle Demantra Implementation Guide.
Note: Time and Promotion levels are not displayed when a promotion
calendar is added to a worksheet. Data in a series is aggregated across
all combinations and dates of a promotion in a single row.
There are five control buttons near the top right corner of the Promotion Calendar:
• + Zoom in
• - Zoom out
• < Position to the earliest date on the calendar
• > Position to the latest date on the calendar
• | Position the calendar to the current day
If you right-click the calendar header, you can zoom in to the calendar, zoom out, or
change the level (month, week, or day). Zooming in increases the width of each
promotion box; you can see more details of each promotion but fewer promotions on
the calendar. Zooming out decreases the width of each promotion box; you can see
fewer details of each promotion but more promotions on the calendar. Zooming in and
out automatically changes the time scale.
Opening a Promotion Calendar

To open a promotion calendar:
1. In a worksheet, open the Worksheet Designer.
2. In the Layout area, right-click on a level.
3. Click the Show Calendar checkbox.
4. In the Calendar View submenu, select one of the calendar views.
See Also:
"Defining a Promotion Calendar" in the Oracle Demantra Implementation Guide
Working with Promotions in the Promotion Calendar

Right-clicking a promotion in a promotion calendar displays the same Methods menu

as when you right-click a level member in a worksheet. For example, if Promotions is
displayed in boxes in your Calendar, then the same menu for the Promotion Level are
displayed when you right-click a promotion in the Calendar.
Viewing the Details of a Promotion

To view the details of a promotion in a promotion calendar, do one of the following:
• Hover your mouse over a promotion
• Right-clicking on a promotion and select View Promotion
• If View Promotion is defined as a menu option, click the View Promotion button on
the menu bar
The information displayed when you hover your mouse over a promotion is
configurable.
See Also:
"Defining a Promotion Calendar" in the Oracle Demantra Implementation Guide
Creating New Promotions in a Promotion Calendar

To create a new promotion in a promotion calendar, do one of the following:
• Right-click on a promotion and select New Promotion
• If New Promotion is defined as a menu option, click the New Promotion button on
the menu bar
Any of these actions will launch the New Promotion creation process.
See Also:
"Creating a Promotion"
Editing Promotions in the Promotion Calendar

To edit a promotion in a promotion calendar, do one of the following:
• Right-click on a promotion and select Edit Promotion
• If Edit Promotion is defined as a menu option, click the Edit Promotion button on
the menu bar
Any of these actions will enable you to edit a promotion directly from a promotion
calendar.
Due to user security restrictions, you might be prevented from making changes in a
promotion calendar, regardless of the promotion's status.

See Also:
"Defining a Promotion Calendar" in the Oracle Demantra Implementation Guide.
You can change the timing of a promotion by moving or resizing it in a promotion
calendar. There is a configurable set of rules that determine whether or not a promotion
can be moved or resized on the calendar.
To automatically update the start and end date of a promotion, drag a promotion box to
a different time period on a promotion calendar or extend either side of the promotion
box.
• Dragging the left border of the promotion box updates the start date of the
promotion
• Dragging the right border of the promotion box updates the end date of the
promotion
Note: The minimum duration for a promotion is one day. You must
click the Save Data button to save modified promotions dates.
See Also:
"Making Other Changes to a Promotion"
Deleting Promotions in the Promotion Calendar

To delete a promotion from a promotion calendar, do one of the following:
• Right-click a promotion and select Delete Promotion
• If Delete Promotion is defined as a menu option, click the Delete Promotion button
on the menu bar
Other available right-click options include Open With, Copy, Paste, Duplicate and
Optimize.
See Also:
• "Copying and Pasting a Promotion"
• "Duplicating a Promotion"
• 'Optimizing a Promotion"

Predefined Calendar Views
The PTP: Planning Calendar Worksheet

Oracle Demantra contains a worksheet named PTP: Planning Calendar which has
predefined calendar views, as seen here below:
The PTP: Planning Calendar worksheet is designed to be viewed for a selected Retailer,
Category and Brand. The Promotion Calendar tab appears in the top section of the
worksheet, which contains rows for each Scenario and Promotion Group combination
for the selected Retailer, Category and Brand.
• The default Time Scale displays Days within Weeks.
• The Time Range is One Year starting a half-year prior to the latest sales date and
ending a half-year after the latest sales date.
• Promotions are displayed on the PTP: Planning Calendar worksheet based on their
Start and End Date, which corresponds to the Start Event and End Event series.
• Boxes in the PTP: Planning Calendar worksheet display the following information:
• Promotion Name
• Promotion Tactic
• Sale Price

• Event Spend
Hovering the mouse pointer over a calendar box displays information about these series
as well as the following pre-seeded series:
• Start Event
• End Event
• Start Ship
• End Ship
• Lift
• Incr Mfg Prft
Boxes in the PTP: Planning Calendar worksheet are color-coded based on the
predefined Promotion Tactic
The Promotional Details tab appears at the bottom of the worksheet. It provides a
tabular view of all promotions for the currently selected Retailer, Category, Brand, and
Promotion Group. The Promotion Group is determined by the currently selected row in
the calendar. This tab can be used to edit Series values for a promotion. The worksheet
is pre-defined as an Open With on both the Retailer and Category Levels
Predefined Promotion Calendar Series

The Promotion Calendar contains two series:
• Calendar View Settings: This series defines the Color Expression for the promotion
boxes in the calendar.
• Calendar Edit Lock Setting: This series determines whether or not a promotion box
can be moved or re-sized.
Moving and Resizing Boxes in the Predefined Promotion Calendar

The ability to move and resize boxes in the PTP Planning Calendar worksheet is
controlled by predefined Promotion Status values. Promotions can be moved and
resized only until they reach a Committed status. The ability to move and resize boxes
in the predefined Promotion Calendar is dependent on the following:
• Users' security clearance must allow them update access to the Promotion Member.
• The Allow Updates from Calendar system parameter must be set to Yes. The
default value is No.
• Start Date and End Date series must be editable. By default, these series are not
editable.

• The LOCK_EXPRESSION_SERIES_ID for the Calendar View must be set to null or
the corresponding Edit Lock Expression must be set to False.
Configuring Calendar Views

System administrators can further define Promotion Calendar definitions by updating
tables with a tool such as SQL Developer.
See Also:
"Defining a Promotion Calendar" in the Oracle Demantra Implementation Guide.
Configuring Time Granularity

Use worksheet tables to change the time granularity displayed on a promotion
calendar.
See Also:
"Configuring Calendar Views" in the Oracle Demantra Implementation Guide
You can also change the time granularity by right-clicking the header at the top of the
Promotion Calendar. Available options are as follows:
• Year
• Month
• Week
• Day

9
Simulation and Optimization
Overview
Before you mark a promotion as planned (or before you commit a promotion), you may
want to run a simulation on it, or run the optimizer, or both. This chapter describes how
to perform these tasks. It includes the following sections:
You may also want to examine the promotion in detail or create several tentative
promotions (all in the Sandbox scenario) and view them side by side. See Examining
and Comparing Promotions - Comparing Promotions in a Scenario, page 10-8.
A qualified user or administrator typically runs the Analytical Engine periodically in
batch mode to generate a forecast for all items and locations in the system. The forecast
data includes total volume, base volume (volume in the absence of promotions),
incremental volume, pre- and post-promotional volume, and volume due to
cannibalization.
To see an immediate forecast for a newly entered promotion, however, you do not have
to wait for the next batch run, You can simply run a simulation, which considers only
one promotion. With the forecasted numbers, you can see the effect on quota, accruals,
spending, and so on. Likewise, if you change the properties of a promotion, you can run
a simulation to see the resulting forecast.
Also, to help you find the most effective promotion for your needs, PTP provides the
ability to optimize a promotion. The Promotion Optimization module uses the
previously stored results of the Analytical Engine. You provide a specific goal and
constraints, and the optimizer determines the best set of promotion properties. PTP
provides a worksheet for viewing the optimized results, which you can then accept, if
these results meet your needs.
In principle, you can run simulation or optimization anywhere PTP displays future
promotions. Then you can open another worksheet filtered to your promotion to see
further details. Or you can first open that worksheet and then run simulation or
optimization. Several worksheets are useful for these purposes.
Simulation and Optimization 9-1

The path you choose depends on what meets your needs at any time, but consider the
following general principles:
• If you run a simulation in the Planning Environment or the PTP: Optimization
Comparison worksheet, the engine does not have the data needed to see
cannibalization, which means that you may need to rerun simulation later in a
different worksheet. If you run simulation in the other worksheets (PTP: Promotion
Comparison, PTP: Promo Effect - Mfg, and PTP: Promo Effect - Rtl), the Analytical
Engine can find cannibalization.
• The PTP: Optimization Comparison worksheet is the only place that displays
optimization results.
Note: Before you can perform either simulation or optimization, it

is necessary to run the Analytical Engine in batch mode once in
your application. See Running Required Workflows, page 14-2.
Running the Analytical Engine in Simulation Mode

Before you can perform simulations, you must start the Analytical Engine in simulation
mode. Note that an error will occur if the Analytical Engine has not been run previously
in batch mode.

To run the engine in simulation mode
1. Click Start > Programs.
2. Click Demantra > Demantra Spectrum release > Simulation Engine.
Running a Simulation
You can run a simulation to get a forecast for a promotion, particularly a newly created
promotion or a promotion that you have just changed.
Note: The promotion must start in the future.
To run a simulation
1. Make sure the Analytical Engine is running in simulation mode; see Running the
Analytical Engine in Simulation Mode, page 9-2.
2. Start in the Planning Environment worksheet.
3. Right-click a promotion and launch a worksheet, such as PTP: Promo Effect - Mfg
or PTP: Promo Effect - Rtl.
Note: In principle, you can run a simulation in any worksheet. Note

that if you run a simulation in the Planning Environment
worksheet, however, the engine does not have the data needed to
see cannibalization.
4. Click Data > Run Simulation. Or click the Simulation button.

The Select Simulation Type page appears.

5. Click Selected Combination.
6. For Select Engine Profile, click Simulation.
7. Click OK.
Depending on the amount of data in your worksheet, simulation may take a few
minutes.
8. When the simulation is complete, Oracle Demantra displays a message. Click OK.
10. Examine the results.
11. To accept the results, click Data > Accept Simulation.
Optimizing a Promotion
If you need to find the best possible promotion, license Oracle Demantra Trade
Promotion Optimization (TPO).
PTP provides an optimizer that you can use to find the best possible promotion to
maximize revenue, profit, or units. It considers constraints such as the following:
• Retailer-specific details such as minimum needed retailer event margin. You can
override the retailer's default event margin if needed.
• Maximum budget and buydown for this promotion.
• Basics such cost of goods, list price, and so on.
If you need more control of the analytical engine and use Oracle Demantra Trade
Promotion Optimization, you can use its advanced analytics capability.

To optimize a promotion
Note: Before you can optimize a promotion you must set certain
parameters and other setup tasks. For more information, see
Configuring Promotion Optimization for Predictive Trade Planning in
the Demantra Implementation guide.
1. You typically start in the Planning Environment or the PTP: Optimization

Comparison worksheet. See Introduction to the Planning Environment, page 7-1
and Viewing Optimization Results, page 9-7.
2. In the Event Planner window, right-click any future promotion and click Methods >
Optimize.
PTP displays the Optimize Promotion dialog box.

3. Specify values for the following parameters:
Optimization Goal Select one of the following goals for this promotion:
• Maximize Revenue
• Maximize Profit
• Maximize Units
Max Budget Maximum allowed budget for this promotion. If you

leave this unspecified, there is no maximum budget.

Optimization Range Start, If these are blank, Promotion Optimization assumes
Optimization Range End that you want the optimized promotion to fall within
the span of time of the original promotion. If you want
Promotion Optimization to search for a better time for
this promotion, use these parameters to specify the
range of time for optimization to consider.
Buydown Generation Method Specify whether Promotion Optimization should use

the buydown that you have already entered or
calculate an optimal buydown for this promotion.
Max Buydown Maximum allowed buydown for this promotion. If

Promotion Optimization calculates an optimal
buydown, the buydown will not exceed this value.
Min Rtl Margin Override Minimum margin that the retailer must make on this
promotion, as specified in this retailer's profile. Use
this parameter to override that value, if needed.
Use a value greater than 0 and less than or equal to 1.
4. Click Optimize.
Now the system will select the promotion parameters (sale price, vehicle type, and
so on) that best meet your goal. This is a huge time saver because you do not have
to go through all the possible permutations of each promotion in order to find the
best one for your goal.
When optimization is complete, PTP displays a message that indicates the status of
the optimization and the number of iterations that it ran. (You may not see this
message, depending on how PTP is configured.)
Then PTP asks if you want to rerun the worksheet.
5. Click OK.
6. If you are not yet in the TPO: Optimization Comparison worksheet, right-click the
promotion and open that worksheet. See Viewing Optimization Results, page 9-7.
Viewing Optimization Results
To view optimization results

If you are not yet in the TPO: Optimization Comparison worksheet, right-click the
promotion and click Open With > TPO: Optimization Comparison.

The TPO: Optimization Comparison worksheet provides the capability to view the
optimization results (shown in yellow) and compare them to the current state of the
promotion, to help you decide if you want to accept this optimization. This worksheet
contains the following information.
Event Planner and Optimized Event Planner

These windows provide details of the events, including start and end ship dates, vehicle
type, vehicle cost, buydown, base volume and incremental volume. Incremental volume
is generated by Oracle Demantra's comprehensive analytical engine.
The Event Planner window shows these details for the actual promotion as it currently
is. The Optimized - Event Planner window shows the details of the optimized
promotion. If you accept the optimization, these details are moved to the actual
promotion.
Notice that the values are given right below the original values of the promotion to
facilitate easy comparison.
If you have not yet optimized this promotion, the Optimized - Event Planner window is
empty.

Cost Benefit Review and Optimized - Cost Benefit Review
These windows display a detailed cost benefit analysis, including profitability metrics
from both the manufacturer and retailer's perspective, overall event spend, cost per
incremental unit (CPIU), and so on. The Cost Benefit Review window displays these
details for the actual promotion as it currently is. The Optimized - Cost Benefit Review
window shows the details of the optimized promotion. If you accept the optimization,
these details are moved to the actual promotion.
Here notice that the color of the Evt Status series (upper window only) indicates the
optimization status of this promotion:
• White means that the promotion has not been optimized.
• Yellow means that the promotion has been optimized.
• Green means that the promotion has been optimized and accepted, so that the
If you have not yet optimized this promotion, the Optimized - Cost Benefit Review
window is empty.
Graphs
This worksheet also provides the following graphs:
• Sales Comparison: Compares the total event dollars generated before and after
optimization.
• Incr Mfg Prft Comparison: Compares the incremental manufacturing profit

generated before and after optimization. This is the additional profit that the
manufacturer earns because of the promotion, in addition to the base profit that
would be earned even without a promotion.
• Incr Rtl Prft Comparison: Compares the incremental retailer profit generated before
and after running optimization. This is the additional profit that the retailer earns
because of the promotion, in addition to the base profit that would be earned even
without a promotion.
• Spend Comparison: Compares the event spend before and after running

optimization.
If you have not yet optimized this promotion, each of these graphs includes only one
bar, corresponding to the promotion in its current state.
Possible Actions
• Run simulations. See Running a Simulation, page 9-3.
• Run or rerun optimization. See Optimizing a Promotion, page 9-4.
• Use the right-click menu to open other worksheets filtered to this promotion.
Calendar Optimization
Calendar Optimization enables users to create and optimize groups of promotions that
are designed to achieve specific business goals. Users enter a set of business objectives
(such as optimizing units, revenue, or profit) and constraints (such as minimum retailer
margin), and the optimizer determines the best set of promotions and promotion
properties.
This process differs from Promotion Optimization in that rather than optimizing a
single, existing promotion, Calendar Optimization optimizes groups of existing
promotions and will also create new promotions within a Scenario to meet the
objectives that you specify. As well, Calendar Optimization creates new promotions
within a scenario to meet the requested business objectives that you specify.
You can access the Calendar Optimization process from any worksheet that includes
the Promotion hierarchy and the Scenarios hierarchy level. You can also execute
Calendar Optimization functions and view calendar optimization output from the PTP:
Calendar Optimization worksheet.
Optimizing a Promotion Calendar

1. Open the PTP: Calendar Optimization Worksheet.
Note: You can also access the Calendar Optimization from any
worksheet that includes the Promotion hierarchy and the Scenarios
level.
2. Right-click on a scenario and select Call Calendar Optimizer.

The Call Calendar Optimizer dialog box appears.
3. Specify values for the following parameters:
Parameter Description
Maximum Budget The maximum amount of funds the Optimizer can

spend across all promotions it creates in the scenario.
Optimization Goal The business goal the optimizer will focus on across all
promotions in the scenario. Can be one of:
• Optimize Units
• Optimize Revenue
For more information on these options, refer to

Optimizing a Promotion.
Optimization Target The accounts and products that the Optimizer evaluates
as possible places to promote when selecting the
optimal calendar. All promotions created by the
Calendar Optimizer are always created within the
Optimization Target. The time range provided is the
time range evaluated during the calendar optimization.
The Optimizer selects the optimal time and products
and places of the Optimization Target to promote.
Max Promotions in Scenario The maximum number of promotions the Optimizer can
create in the scenario.
Max Promotions Per Account The maximum number of promotions the Optimizer can
create in each account.
Max Promos Per Promo Group The maximum number of promotions the Optimizer can
create for each promotion group per account.
Max Allocation Per Promotion The maximum percentage budget allocation (out of the
total budget) allowable for any single promotion in the
scenario.
Max Length of Promotion The maximum number of periods for any single
promotion created in the scenario.

Budget Fair Share Flexibility The flexibility that the Optimizer has to spend funds
outside the allocation of budget according to sales
revenue share. The larger the number the more
flexibility the optimizer has to spend funds outside a
fair share sales allocation.
4. Click Optimize. The Optimizer will select the promotion parameters (sale price,
vehicle type, and so on) that best meet your goals.
Note: Calendar Optimization is a larger process than Promotion

Optimization so the performance of the request will depend on the
scope of the Optimization Target values specified for the other
parameters.
While the Optimizer is working the lower left of the window shows an activity signal.
Once the Optimizer has completed a dialog appears with the optimization results. The
dialog displays:
• Optimal Budget: the amount of funds the Optimizer spent in this scenario.
• Total Lift($): the total amount of Incremental Dollars in this scenario.
• Profit: the total profit of the scenario across all promotions.
• Return on Investment (ROI): the value calculated by (Total Lift)/ Investment

(Optimal Budget).
Viewing Calendar Optimization Results

You can review the promotions created by the optimizer in the PMO: Calendar
Optimization worksheet and any worksheet that includes the Promotion hierarchy and
Scenarios level. The Promotion Calendar tab of the PMO: Calendar Optimization
worksheet shows the calendar of promotions in the scenario laid out across products
and time for each account.
The Investment Across Products tab contains a graph that shows how the optimizer
allocated the funds across the products it selected for optimization. The table shows
additional data on how the investment, return and profit varied across the products
promoted by the Optimizer.
The user can always see the optimization summary results by selecting the View
Optimization Results menu item available in the Scenario popup menu. This opens a
dialog showing the optimization summarized results.
You can see a summary of optimization results by right-clicking on a Scenario and

selecting the View Optimization Results method. This opens a dialog showing a
summary of the optimization results.
The promotions created by the optimizer are similar to any other promotion and can be
included in the planning process at any time. The optimizer creates promotions with a
proposed status. To include a promotion in the planning process, change the promotion
status to either Unplanned , Planned or Committed. When the promotion is changed to
any of these statuses, it is still included in the optimization process. Every time the
Optimizer runs, it produces a set of promotions to satisfy the optimization goals.
Existing promotions with the Proposed status may be replaced by alternative
promotions. All promotions which are in other statuses are always preserved by the
Optimizer.
If the promotion status is Planned, then the promotion will be included in the
optimization and the promotion tactic will not be changed, but the promotion attributes
may be optimized to reflect a possibly better attribute (such as discount) for the planned
promotion. If the status is Committed, then the promotion will be included in the
optimal solution and the tactic and attributes that are defined will not be modified by
the optimizer. Additionally, any committed promotions that are outside the scope of the
scenario will also be included if they fall into the same Product Account and Date
ranges defined for the scenario.
You can also delete the promotions that were added to the scenario by the optimizer by
selecting the method Clear Optimizer Promotions.
Accepting an Optimized Promotion

After you optimize a promotion, you can accept it. You can do this in any worksheet
that displays promotions. For example, you can start in the TPO: Optimization
Comparison worksheet.
Note: This action has no effect on a promotion that has not been
optimized.
To accept an optimized promotion

1. Right-click the promotion and select Methods > Accept Optimization.
If you accept the optimization, the attributes of the optimized promotion are copied
into the original promotion. Also notice that the color of the Evt Status series
changes to green, to indicate that optimization has been accepted.
2. Optionally rerun simulation for a new net-lift analysis; see Running a Simulation,
page 9-3.
3. Optionally right-click the promotion and launch either PTP: Promo Effect - Mfg or
PTP: Promo Effect - Rtl.

See
• PTP: Examining and Comparing Promotions - .Examining Promotions from the
Manufacturer's Point of View, page 10-2
• PTP: Examining and Comparing Promotions - Examining Promotions from the

Retailer's Point of View, page 10-6.
Reference
TPO: Optimization Comparison
Basics
Accessing this worksheet Right-click a promotion and click Open With > TPO:
Optimization Comparison.
Levels you can select Territory, Retailer, Promotion
Levels used in cross tabulation Promotion Group, Scenario
Business Data
End Ship Date when shipments will end for the event
# Wks Event length in whole weeks, assuming that

each week starts on Monday.
Veh Type Vehicle type or event type of the promotion

Cons Promo Consumer overlay, the deal type as seen by

the consumer.

Incr Evt Vol Incremental volume due to the promotion
Optimized - Event Start Ship Date when product will start to ship
Planner
Start Event O Date when optimized promotion starts in

stores
# Wks O Event length in whole weeks, assuming that

each week starts on Monday, for optimized
promotion
Veh Type O Vehicle type or event type of the optimized

promotion
Veh $ O Vehicle cost for the optimized promotion

the consumer.
Sale Price O Sale price per unit at shelf, for the optimized
promotion

Buydown O Buydown allowance per unit, for optimized

promotion
Lift O Lift factor for the optimized promotion
Base Evt Vol O Base volume for optimized promotion
Incr Evt Vol O Incremental volume due to the optimized

promotion
Ttl Evt Vol O Total volume for the optimized promotion
Cost Benefit Review Base Evt $ Base sales for the manufacturer, during the
promotion
Incr Evt $ Incremental sales to the manufacturer due to

the event
Ttl Evt $ Total sales during the promotion, for the

manufacturer
Incr Mfg Prft Incremental profit to the manufacturer due

to the promotion
Incr Rtl Prft Incremental profit to the retailer due to the

promotion
Evt Spend exS Total planned buydown and vehicle costs

for promotion
CPIU Event cost per incremental unit sold as a

result of the promotion.
% Spend Event spending, as a percentage of event

sales

Optimized - Cost Benefit Base Evt $ O Base sales for manufacturer, for optimized
Review promotion
Incr Evt $ O Incremental sales to the manufacturer due to

the event, for the optimized promotion
Ttl Evt $ O Total sales during the promotion, for the

manufacturer (for the optimized promotion)
Mfg Prft O Manufacturer's profit from the optimized

event
Incr Mfg Prft O Incremental profit to the manufacturer due

to the optimized promotion
Rtl Prft O Retailer's profit from the optimized event
Incr Rtl Prft O Incremental profit to the retailer due to the

optimized promotion
Evt Spend exS O Total planned buydown and vehicle costs

for optimized promotion
CPIU O Event cost per incremental unit sold as a

result of the promotion, for optimized
promotion
% Spend O Event spending, as a percentage of event

sales, for optimized promotion
Sales Comparison Ttl Evt $ Total sales during the promotion, for the
manufacturer
Ttl Evt $ O Total sales during the promotion, for the

manufacturer (for the optimized promotion)
Incr Mfg Prft Incr Mfg Prft Incremental profit to the manufacturer due
Comparison to the promotion
Incr Mfg Prft O Incremental profit to the manufacturer due

to the optimized promotion

Incr Rtl Prft Comparison Incr Rtl Prft Incremental profit to the retailer due to the
promotion
Incr Rtl Prft O Incremental profit to the retailer due to the

optimized promotion
Spend Comparison Evt Spend exS Total planned buydown and vehicle costs
for promotion
Evt Spend exS O Total planned buydown and vehicle costs

for optimized promotion

10
Examining and Comparing Promotions

• Overview
• Examining Promotions from the Manufacturer's Point of View
• Examining Promotions from a Retailer's Point of View
• Comparing Promotions in a Scenario
• Reference
Overview
This chapter describes how to examine and compare promotions, to help you choose
the best promotion for your needs. It includes the following sections:
Before you mark a promotion as planned (or before you commit a promotion), you
generally examine the promotion to be sure you have chosen the best vehicle type and
so on.
To evaluate promotions, you generally start in the Planning Environment worksheet.
From there, you right-click a promotion and launch any of the relevant TPO worksheets
to see data for that promotion.
Examining and Comparing Promotions 10-1

Or, to compare multiple promotions, you right-click a scenario and launch a worksheet
to view the promotions in that scenario side-by-side. As shown here, you can also open
one worksheet from another, to look at the same promotion in a different way.
You may also want to run simulation, optimization, or both, as described in "PTP:
Simulation and Optimization."
Examining Promotions from the Manufacturer's Point of View
To evaluate a future promotion from the manufacturer's point of view

1. You typically start in the Planning Environment; see Introduction to the Planning
Environment, page 7-1.
2. In the Event Planner window, right-click a promotion and click Open With > PTP:
Promo Effect - Mfg.
Run button.
The system displays the PTP: Promo Effect - Mfg worksheet, filtered to display just the
promotion that you right-clicked.

This worksheet includes the following areas.
Event Planner
This window is the same as the Event Planner window in the Planning Environment
worksheet. It displays details of all events, including start and end ship dates, vehicle
type, vehicle cost, buydown, base volume and incremental volume.
Cost Benefit Review

This window is similar to the Cost Benefit Review window in the Planning
Environment worksheet. It displays a detailed cost benefit analysis, including
profitability metrics, overall event spend, and cost per incremental unit (CPIU).
Lift Decomposition Graph - Manufacturer

This window shows the effects of the promotion, from the perspective of the
manufacturer.

Four series are shown here:
• Base Evt Value is the base money earned by the manufacturer over the course of the
promotion. This money would have been earned even without the promotion.
• Canbl Value P is the net additional money earned by the manufacturer as a result of
the promotion; this accounts for both cannibalization and pre- and post-effects.
• Canbl $ is the money lost by the manufacturer due to cannibalistic effects of the
promotion. For display purposes only, this is shown as a positive number so that it
can be graphed.

• Pre Post Sales is the money lost by the manufacturer due to decreased sales before
and after the promotion. For display purposes only, this is shown as a positive
number so that it can be graphed.
The total height of the bar graph indicates how much money the manufacturer received
in sales, if cannibalization and pre- and post-effects were ignored.
Lift Decomposition Table - Manufacturer

The Lift Decomposition table displays the same numbers as the preceding graph, but
displays all promotion groups that were impacted by the selected promotion. Each
promotion group is shown as a row; the blue row indicates the promotion group on
which the selected promotion actually ran. This table also summarizes the effects across
brands, and across companies, for convenient comparison.
For the promoted promotion group (Exedra 100), you can see the total event dollars,
incremental event dollars, net incremental event dollars and so on, for the selected
promotion. Note that for Exedra 100, there was zero dollars of cannibalization and
$2743 of pre- and post-promotional effect.
On the other hand, examine the other promotion groups and notice that they were all
cannibalized. Of course, for these promotion groups, there was zero direct lift, by
definition, as the promotion did not run on them.
Here you can see these useful summaries:
• Total for promotion group where the promotion was run.
• Total effect on the brand.
• Total effect on the manufacturer.
Also notice that this table displays cannibalized and pre- and post-event volume, as
well.
Lift Decomposition - Retailer

This table summarizes the cannibalization effects as seen by the retailer; see Examining
Promotions from a Retailer's Point of View, page 10-6 for details.

Possible Actions
• Use the right-click menu to open other worksheets filtered to this promotion. For
example, you can open the PTP: Promo Effect - Rtl worksheet to see the retailer's
perspective. See Examining Promotions from a Retailer's Point of View, page 10-6.
• View aggregate information for the retailer at the bottom of the screen.
Examining Promotions from a Retailer's Point of View
To evaluate a future promotion from a retailer's point of view

Environment.
Promo Effect - Rtl.
Run button.
The system displays the PTP: Promo Effect - Rtl worksheet, filtered to display just the
promotion that you right-clicked.

This worksheet includes the same areas as the PTP: Promo Effect - Mfg worksheet, but
from the retailer's point of view rather than the manufacturer's.
Lift Decomposition Table - Retailer

The Lift Decomposition table displays all promotion groups that were impacted by the
selected promotion, from the point of view of the retailer. Each promotion group is
shown as a row; the blue row indicates the promotion group (Exedra 100) on which the
selected promotion actually ran.
Notice two promotion groups are listed here that were not seen in the manufacturer
version: Notrim 24 and Tyitol 50. These promotion groups represent products that this
retailer sells, but that are made by a different manufacturer. To the retailer, it is
undesirable to cannibalize these promotion groups.
• Total effect on each manufacturer.
well.

Possible Actions
• Run simulations. See "Running a Simulation."
• Run optimization. See "Optmizing a Promotion."
• Use the right-click menu to open other worksheets filtered to this promotion. For
example, you can open the PTP: Promo Effect - Mfg worksheet to see the
manufacturer's perspective. See "Examining Promotions from the Manufacturer's
Point of View." .
Comparing Promotions in a Scenario

To determine how best to spend trade dollars, you can compare and evaluate multiple
promotions in a scenario. Typically you create multiple unplanned promotions in the
Sandbox scenario and then open the PTP: Promotion Comparison worksheet to view
them side by side.
When you identify the best promotion, you can mark it as planned; see Marking a
Promotion as Planned, page 7-8.
To compare promotions
Environment."
2. In the Event Planner window, right-click a scenario and click Open.
Run button.
This launches the PTP: Promotion Comparison worksheet filtered to show the
promotions of that scenario.

Now you can easily compare all events in the selected scenario. The screen now
displays the following areas.
Event Planner
This window is the same as the Event Planner window in the Planning Environment
worksheet. It displays details of all events, including start and end ship dates, vehicle
type, vehicle cost, buydown, base volume and incremental volume. Incremental volume
is generated by Oracle's comprehensive Analytical Engine.
Cost Benefit Review

This window is the same as the Cost Benefit Review window in the Planning
Environment worksheet. It displays a detailed cost benefit analysis, including
profitability metrics from both the manufacturer and retailer's perspective, overall event
spend, cost per incremental unit (CPIU), payment type and price analysis (average
retail vs. list).
Graphs
This worksheet displays the following graphs:
• Lift Breakdown: each event is shown as a separate bar.
• Cost Per Incremental Unit: each event is shown as a separate bar.

Possible Actions
• Create new promotions; see Creating a Promotion, page 7-6.
• Delete a promotion; see Deleting a Promotion, page 7-16.
• Make a copy of a promotion; see Copying and Pasting a Promotion, page 7-15.
• Right-click a promotion and open another worksheet filtered to that promotion. For
example, you can open the PTP: Promo Effect - Rtl worksheet to see cannibalization
from the retailer's perspective. See Examining Promotions from a Retailer's Point of
View, page 10-6.
• Change the status of a promotion, as described in PTP: Planning Promotions -

Introduction to the Planning Environment, page 7-1.
Reference
PTP: Promo Effect - Mfg
Basics
Accessing this worksheet Right-click a promotion and click Open With > PTP: Promo
Effect - Mfg.
Levels you can select Retailer, Category, Promotion
Levels used in cross tabulation Promotion

Business Data

event


promotion
Cons Promo Consumer overlay, the deal type as seen

by the consumer.



Cost Benefit Review Ttl Evt $ Total sales during the promotion, for the
manufacturer
Incr Evt $ Incremental sales to the manufacturer due

to the event
Base Evt $ Base sales for the manufacturer, during

the promotion
Net Incr Evt $ Net revenue to the manufacturer, after

considering cannibalization and pre- and
post-effects
Canbl $ Cannibalization dollars for the

manufacturer
Pre Post Sales Total sales made before and after the
promotion, as a result of the promotion
(manufacturer's perspective)

Net Incr Mfg Prft Net incremental profit for the

manufacturer, after considering
cannibalization and pre- and post-effects

the promotion
Net Incr Rtl Prft Net incremental profit for the retailer,
after considering cannibalization and pre-
and post-effects
Evt Spend Total planned spending for promotion,

sum of buydown, vehicle costs, and
slotting



sales
PayType Indicates the payment terms between the

manufacturer and the retailer for this
promotion
Lift Decomposition - Mfg Base Evt Value Base sales for the manufacturer, during
the promotion

post-effects

manufacturer
Pre Post Value Total sales made before and after the
Lift Decomposition Table Ttl Evt Value Total sales during the promotion, for the
- Manufacturer manufacturer
Incr Evt $ Incremental sales to the manufacturer due

to the event
Base Evt $ Base sales for the manufacturer, during

the promotion

post-effects

manufacturer

Canbl Vol Mfg
Pre Post Vol Total volume before and after the

Lift Decomposition - Ttl Evt Value Rtl P Total sales during the promotion, for the
Retailer retailer
Base Evt $ Rtl Base sales for the retailer, during the
promotion
Incr Evt $ Rtl Incremental sales to the retailer due to the

event
Net Incr Evt $ Rtl Net revenue to the retailer, after

post-effects
Canbl $ Rtl Cannibalization dollars for the retailer
Pre Post Value Rtl Total sales made before and after the
(retailer's perspective)
PTP: Promo Effect - Rtl
Basics
Accessing this worksheet Right-click a promotion and click Open With > PTP:
Promo Effect - Rtl.

Business Data


the consumer.
Units Number of units in the deal to the consumer.

Usually equal to 1. Use 2 for 2-for-1 sales, for
example.


Cost Benefit Review - Ttl Evt $ Rtl Total sales during the promotion, for the
Retailer retailer

event
promotion
Net Incr Evt $ Rtl Net revenue to the retailer, after considering

promotion
Net Incr Rtl Prft Net incremental profit for the retailer, after
post-effects
Evt Spend Total planned spending for promotion, sum

of buydown, vehicle costs, and slotting
Pay Type Indicates the payment terms between the

promotion
Lift Decomposition - Rtl Base Evt $ Rtl Base sales for the retailer, during the
promotion

Lift Decomposition Ttl Evt $ Rtl Total sales during the promotion, for the
Table - Retailer retailer

event
promotion
post-effects
Canbl Vol Rtl
Pre Post Vol Total volume before and after the promotion,
as a result of the promotion
PTP: Promotion Comparison
Basics
Accessing this worksheet Right-click a scenario and click Open.

Levels you can select Territory, Retailer, Promotion Group
Levels used in cross tabulation Scenario, Promotion
Business Data

event


promotion
Cons Promo Consumer overlay, the deal type as seen

by the consumer.




promotion
Cost Benefit Review Base Evt $ Base sales for the manufacturer, during
the promotion
Incr Evt $ Incremental sales to the manufacturer

due to the event

manufacturer


the promotion

for promotion


sales
Pay Type Indicates the payment terms between the

promotion

Lift Breakdown Base Evt $ Base sales for the manufacturer, during
the promotion
Incr Evt $ Net
Cost Per Incremental CPIU Event cost per incremental unit sold as a
Unit result of the promotion.

11
Reviewing Past Performance

• Overview
• Evaluating Performance from the Manufacturer's Point of View
• Evaluating Performance from a Retailer's Point of View
• Reference
Overview
This chapter describes how to review past performance of your promotions. It includes
the following sections:
To review the performance of past promotions, you generally start in the Planning
Environment, page 7-1 worksheet. From there, you right-click a promotion and launch
any of the relevant PTP worksheets to see data for that promotion.
Once a promotion has been planned and executed, it is useful to evaluate its
performance against your original plan. The PTP: Promo-Evaluation: Mfg, page 11-8
and PTP: Promo-Evaluation: Rtl, page 11-8 worksheets provide a detailed
post-promotional analysis of each individual promotion (that is, compare forecast to
Reviewing Past Performance 11-1

actual performance).
You can view the breakdown of each event with respect to the sales dollars and profit
generated for the manufacturer. Depending on the detail of the historical data, a lift
decomposition can be provided showing promotional effects such as the following:
• Cannibalization
• Pre and post effects, such as pantry loading
This will enable you to see your true "net lift" and revised financial figures in order to
properly evaluate the event's performance and uncover its true profitability.
Evaluating Performance from the Manufacturer's Point of View
To evaluate a past promotion from the manufacturer's point of view

Promo-Evaluation: Mfg.
Run button.
The system displays the PTP: Promo-Evaluation: Mfg worksheet, filtered to display
just the promotion that you right-clicked.

The PTP: Promo-Evaluation: Mfg worksheet includes the following windows.
Event Projections and Event Actuals

These windows compare the projections and the actuals, one directly above the other.
Notice that the actuals are displayed mostly in blue.
The Event Projections window displays planned event details, including event start,
vehicle type, total planned volume, anticipated manufacturer profit and anticipated
spend. For the series in this window, PTP uses colors to indicate deviations between the
projections and the actuals:
• If the actual value is more than 20% different from the projection in the undesirable
sense, the projection is shown in red.
• If the actual value is more than 20% different from the projection in the desirable
sense, the projection is shown in green. For example, if the actual profit was 130% of
the projected profit, the projection is shown in green.
The Event Actuals window shows the corresponding actuals.
Lift Decomposition Graphs

This worksheet also displays lift decomposition graphs showing the projected

breakdown and the actual breakdown.
Net Incremental Graphs

The worksheet includes the following graphs to show the net incremental dollars
earned for this promotion; each graph compares the projection to the actual. The first
graph shows the net incremental dollars. The second and third graphs show the net
incremental profit to the manufacturer and retailer, respectively. The net incremental
profit is the net additional profit that is earned because of the promotion, in addition to
the baseline profit.
Lift Decomposition Table Actual (Manufacturer)

The lift decomposition table shows the specific breakdown into base, incremental,
cannibalization, and pre- and post-effect dollars. This table also shows the net
incremental volume for the event. This table applies to the manufacturer's point of
view.

Possible Actions
Right-click a promotion and open another worksheet filtered to that promotion. For
example, you can open the PTP: Promo-Evaluation: Rtl worksheet to see past
performance from the retailer's perspective. See Evaluating Performance from a
Retailer's Point of View, page 11-5.
Evaluating Performance from a Retailer's Point of View
To evaluate a past promotion from a retailer's point of view

Promo-Evaluation: Rtl
Run button.
The system displays the PTP: Promo-Evaluation: Rtl worksheet, filtered to display just
the promotion that you right-clicked.

This worksheet contains some of the same areas as the PTP: Promo-Evaluation: Mfg
worksheet, but from the retailer's point of view rather than the manufacturer's.
Event Projections and Event Actuals

These windows compare the projections and the actuals, one directly above the other.
Notice that the actuals are displayed mostly in blue.
The Event Projections window displays planned event details, including event start,
vehicle type, total planned volume, anticipated retailer profit and anticipated spend.
For the series in this window, PTP uses colors to indicate deviations between the
projections and the actuals:
• If the actual value is more than 20% different from the projection in the undesirable
sense, the projection is shown in red.
• If the actual value is more than 20% different from the projection in the desirable
sense, the projection is shown in green. For example, if the actual profit was 130% of
the projected profit, the projection is shown in green.
The Event Actuals window shows the corresponding actuals.

Lift Decomposition Table - Actual (Retailer)
The lift decomposition table shows the specific breakdown into base, incremental,
cannibalization, and pre- and post-effect dollars. This table also shows the net
incremental volume for the event. This table applies to the retailer's point of view.

• Total effect on each manufacturer.
well.
Lift Decomposition Graphs

The worksheet includes two graphs to show the projected lift decomposition and the
actual lift decomposition. These are displayed vertically in the worksheet for space
reasons. For convenience here, the documentation displays them side by side.

Possible Actions
Right-click a promotion and open another worksheet filtered to that promotion. For
example, you can open the PTP: Promo-Evaluation: Mfg worksheet to see past
performance from the manufacturer's perspective. See Evaluating Performance from the
Manufacturer's Point of View, page 11-2.
Reference
PTP: Promo-Evaluation: Mfg

This worksheet compares projections to actuals for a past promotion, from the point of
view of the manufacturer:
Basics
Promo-Evaluation: Mfg.

Business Data
Event Projections Start Event P Projected date when promotion starts in

stores
# Wks P Projected event length in whole weeks,

assuming that each week starts on Monday.
Veh Type P Projected vehicle type or event type of the

promotion
Cons Promo P Projected consumer overlay.
Ttl Evt Vol P Projected total volume for the promotion
Incr Evt Vol P Projected incremental volume due to the

promotion
Ttl Evt $ P Projected total sales during the promotion, for

the manufacturer
Incr Evt $ P Projected incremental sales to the

manufacturer due to the event
Evt Spend exS P Projected total planned buydown and vehicle

costs for promotion
CPIU P Projected event cost per incremental unit sold

as a result of the promotion.
% Spend P Projected event spending, as a percentage of

event sales
Incr Mfg Prft P Projected incremental profit to the

manufacturer due to the promotion
Net Incr Mfg Prft P Projected net incremental profit for the
manufacturer

Incr Rtl Prft P Projected incremental profit to the retailer due

to the promotion
Event Projections Net Incr Rtl Prft P Projected net incremental profit for the
retailer
Event Actuals Start Event Date when promotion starts in stores


the consumer.
Avg Rtl Average unit retail price at shelf

manufacturer

the event
Evt Spend exS Total planned buydown and vehicle costs for
promotion

% Spend Event spending, as a percentage of event sales
Incr Mfg Prft Incremental profit to the manufacturer due to

the promotion

Net Incr Mfg Prft Net incremental profit for the manufacturer,
after considering cannibalization and pre- and
post-effects

promotion
post-effects
Lift Decomposition - Base Evt $ P Projected base sales for the manufacturer,
Projected during the promotion
Net Incr Evt $ P Projected net revenue to the manufacturer
Canbl $ P Projected cannibalization dollars for the

manufacturer
Pre Post Sales Value P Projected total sales made before and after the
Lift Decomposition - Base Evt $ Base sales for the manufacturer, during the
Actual promotion

post-effects
Canbl $ Cannibalization dollars for the manufacturer
Net Incremental $ Net Incr Evt $ P Projected net revenue to the manufacturer

post-effects

Net Incr Mfg Profit Net Incr Mfg Prft P Projected net incremental profit for the
manufacturer
Net Incr Mfg Prft Net incremental profit for the manufacturer,
after considering cannibalization and pre- and
post-effects
Net Incr Rtl Profit Net Incr Rtl Prft P Projected net incremental profit for the
retailer
post-effects
LIft Decompostion Ttl Evt $ Rtl Total sales during the promotion, for the
Table - Actual retailer
(Retailer)
promotion

event
Lift Decomposition Ttl Evt $ Total sales during the promotion, for the
Table - Actual (Mfg) manufacturer

the event
Base Evt $ Base sales for the manufacturer, during the

promotion


post-effects
Canbl $ Cannibalization dollars for the manufacturer
Canbl Vol Mfg
Pre Post Vol Total volume before and after the promotion,
as a result of the promotion
PTP: Promo-Evaluation: Rtl

This worksheet compares projections to actuals for a past promotion, from the point of
view of the retailer:
Basics
Promo-Evaluation: Rtl.
Business Data
Event Projections Start Event P Projected date when promotion starts in

stores

# Wks P Projected event length in whole weeks,

assuming that each week starts on
Monday.
Veh Type P Projected vehicle type or event type of the

promotion
Cons Promo P Projected consumer overlay.
Ttl Evt Vol P Projected total volume for the promotion
Incr Evt Vol P Projected incremental volume due to the

promotion
Ttl Evt $ Rtl P Projected total sales during the promotion,

for the retailer
Incr Evt $ Rtl P Projected incremental sales to the retailer

due to the event
Evt Spend exS P Projected total planned buydown and

vehicle costs for promotion
CPIU P Projected event cost per incremental unit

sold as a result of the promotion.
% Spend P Projected event spending, as a percentage

of event sales
Rtl Profit P Projected retailer's profit from the event
Incr Rtl Prft P Projected incremental profit to the retailer

Net Incr Rtl Prft P Projected net incremental profit for the
retailer
Event Actuals Start Event Date when promotion starts in stores



promotion

the consumer.
Avg Rtl Average unit retail price at shelf
Ttl Evt $ Rtl Total sales during the promotion, for the
retailer

event

for promotion


sales

promotion
post-effects
Lift Decomposition Ttl Evt $ Rtl Total sales during the promotion, for the
Table - Actual (Retailer) retailer


event
promotion

post-effects
post-effects
Canbl Vol Rtl
Pre Post Vol Total volume before and after the

Lift Decomposition - Base Evt $ Rtl P Projected base sales for the retailer, during
Projected the promotion
Net Incr Evt $ Rtl P Projected net revenue to the retailer
Canbl $ Rtl P Projected cannibalization dollars for the

retailer
Pre Post Value Rtl P Projected total sales made before and after
the promotion, as a result of the promotion
Lift Decomposition - Base Evt $ Rtl Base sales for the retailer, during the
Actual promotion


post-effects

Part 3
Advanced Topics
12
Creating Worksheets and Content Panes

• Introduction
• Working with Lists
• Creating or Editing a Worksheet or Content Pane
• Configuring the Basics
• Selecting Series on a Worksheet
• Managing the Series Lists
• Specifying the Time Resolution and Time Span
• Specifying Aggregation Levels
• Using the Advanced Selection Options
• Changing the Overall Scale or Unit of Measure
• Filtering the Worksheet or Content Pane
• Managing the List of Members
• Applying Exception Filters
• Defining the View Layout
• Adding and Managing Worksheet Views
• Specifying the Worksheet Elements in a View
• Displaying an Embedded Worksheet
• Filtering a Worksheet View
• Sharing Worksheet and Content Panes
• Deleting Worksheet or Content Panes
• General Tips on Worksheet Design
Creating Worksheets and Content Panes 12-1

Introduction
This chapter describes how to create and redefine worksheets and content panes.
To create or redefine worksheets and content panes, you use the worksheet editor,
which is divided into multiple screens. This section provides a quick overview:
Area Purpose For details, see
Display Specify basic information. Configuring the Basics, page

12-4
Series Select series to include. Selecting Series on a

Worksheet, page 12-6
Time Specify time resolution of Specifying the Time

worksheet or content pane Resolution and Time Span,
and span of time to consider. page 12-9
Aggregation Levels Optionally specify Specifying Aggregation

aggregation levels to include. Levels, page 12-11
Filters Optionally filter the selected Filtering a Worksheet View,

combinations. page 12-26
Exceptions Optionally apply exception Applying Exception Filters,

filters to further filter the page 12-18
combinations.
Layout Designer Applicable only to Defining the View Layout,

worksheets. Define the layout page 12-20
of the worksheet and its
views, including the layout of
the worksheet tables, the
location of each included
series, and the graph format.
Within the editor, you have the following options:

• To move to another page, either click a button on the left side of the page or click
Previous or Next.
• To exit the worksheet editor and keep your changes, click OK.
• To exit the worksheet editor and discard all changes, click Cancel.

Working with Lists
As you create or edit worksheets and content panes, you will often use pages that
present two lists of elements, where you specify your selections. To do so, you move
elements from the left list to the right list. The left list always presents the available
elements (such as the available series) and the right list always shows your selections.
You can move elements from one list to the other in many equivalent ways,
summarized here:
• To move all elements from one list to the other, click one of the double arrow
buttons, as appropriate.
• To move a single element from one list to the other, click the element and then click
one of the single arrow buttons, as appropriate. Or double-click the element.
• To move several adjacent elements, click the first element, press Shift and click the
last element. Then click one of the single arrow buttons, as appropriate.
• To move several elements that are not adjacent, press Ctrl and click each element
you want. Then click one of the single arrow buttons, as appropriate.
Creating or Editing a Worksheet or Content Pane
To create a new worksheet or content pane

Click File > New. Or click the New button.
To edit an existing worksheet or content pane

1. Click File > Open. Or click the Open button.
2. Click a worksheet or content pane and click Open.
3. Click the Worksheet menu and select one of the menu items. Or click one of the
worksheet buttons on the tool bar.
4. Save your changes to the worksheet definition: To save the new definition, click the
Save button. Or click File > Save
Note: In contrast, the Data > Update option saves the data and
notes in the worksheet, not the worksheet definition.
To save the worksheet with a new name, click the Save As button.

Configuring the Basics
To configure basic information for a worksheet or content pane:

1. Click Worksheet > Display. Or click the Display button.
The system displays a page where you specify the following basic information
Name The title to use in the My Worksheets module and in the window title.
Description Provides optional information to display in My Worksheets. This is

especially useful in public worksheets for explaining the purpose of the
worksheet to other users.
Access Select Private or Public. Private is for your use only. Public worksheets
and content panes are available to all users in the group.

Enable Extra This option adds an extra, user-controlled filter to the worksheet. If you
Filters select the Enable Extra Filters check box, that means that when you
open the worksheet, you can prefilter the data before seeing the
worksheet results; this is especially useful for users who use Demantra
Anywhere.
Normally when you specify aggregation levels to include in the

worksheet, as described in "Specifying Aggregation Levels", all
members of those levels are available in the worksheet.
If you select the Enable Extra Filters check box, that means that when
you run the worksheet, Demantra first prompts you to select the
members to display for each level.
This option has no effect on content panes.
Cache Specifies whether Demantra should cache the data for this worksheet,
Worksheet Data for each user who works with it. If you cache a worksheet, it will run
more quickly in general, but the cache will need to be refreshed
periodically. Choose one of the following refresh options:
• Manual—users will have to manually refresh the cache.
• Automatic—Demantra will automatically refresh the cache, as

specified by your implementors.
In either case, Demantra automatically detects when a cache is out of

date and behaves appropriately. Demantra also automatically refreshes
the cache when you make certain structural changes to the worksheet.
Open With Specifies how this worksheet should be filtered when a user opens it
Context via the Open or Open With menu options (on the right-click menu).
Choose one of the following options:
• Selected Member (this will filter the worksheet to the object from
which it was launched, aggregating across all combinations
associated with that object)
• Selected Combination (this will filter the worksheet to the

combination from which it was launched)
2. To display the content of this worksheet as a content pane in Collaborator

Workbench, check Content and then complete the following fields:

Display Format Specifies the display format to use. Not all display formats may
be possible, depending on the number of levels and series you
include.
Currently, Collaborator Workbench chooses the color to use for

each series, when displaying series in the graph-type content
panes.
Location Select Wide Pane or Narrow Pane to determine where the content
pane will be displayed in Collaborator Workbench.
Top/Bottom Filter (Only for bar chart content panes.) Specifies how to filter the
members or combinations for display in the bar chart (to save
space, not all members are shown).
• Use the dropdown menu to specify whether the filter should

apply to the top-ranked or to bottom-ranked members.
• In the input field, specify the number of members to be

included.
• For Criteria Series, select the series that Demantra should use
to rank the members. (This does not control the order in
which they are displayed in the chart.)
Note: If multiple items have identical values, all of them are

displayed, and they collectively count as 1 towards the total. For
example, suppose top values were 200, 150, 150, 100, and 50. If
you specified Top/Bottom filter as three, you would see a total of
four items: both the 150 items, in addition to the 200 and 100
items.
This option does not affect the worksheet.
3. For worksheets only, to specify how the table should appear, see Defining the View
Layout, page 12-20.
Selecting Series on a Worksheet

Every worksheet or content pane must include at least one series.
Note: If you use a settlement level in a worksheet or content pane, all

series in the worksheet or content pane must refer to tables used by the
settlement hierarchy.

To specify the series on a worksheet or content pane:
1. Click Worksheet > Series. Or click the Series button.
The system displays the Available Series and Selected Series lists. Each list is a
collapsible list of series groups and the series in them.
2. Move all series that you want into the Selected Series list. To do so, either
double-click each series or drag and drop it. You can also move an entire series
group from one list to the other in the same way.
3. Remove any series from the Selected Series list that you do not want to include.
Note: You cannot remove a series if it is used as the Criteria Series

for bar chart content.
To change the order in which the series are displayed, see Defining the View
Layout, page 12-20.
See Managing the Series Lists, page 12-7.
Managing the Series Lists

You may have a very large number of series, and it can be useful to sort and filter these
lists so that you can readily find what you need. The system also provides a search
mechanism.

Note: This section applies only to the series page of the worksheet
editor (Worksheet > Series).
To sort a list of series:

1. Click the Sort button.
The Sort dialog box is displayed.
2. Drag the list name from the Available Columns to the Sort Columns. Or
double-click the list name in the Available Columns list.
3. Click OK.
To filter a list of series:

1. Click the Filter button.
The Filter page appears.
2. Click Add.
3. Click the arrow to the right of the operator box and select an operator from the
dropdown list.
4. In the number box, enter the value by which to filter the list.
5. (Optional) You can filter further by using the AND relationship.
6. Click OK.
To find a series:
1. Click the Find button.
The Find dialog box appears.
2. In the Find where box, select the name of the list to search.
3. In the Find what box, type name of the series.
4. Select Up, Down or All to determine the direction of the search.
5. (Optional) Select one or more of the check boxes:

• Whole Word: Search for the exact match of a word.
• Match Case: Search for the exact match of a word (case sensitive).

6. Click Find Next to begin (or continue) searching.
Specifying the Time Resolution and Time Span

Each worksheet or content pane selects data for a specified span of time and optionally
aggregates it in time. You use the Time dialog box to specify the time resolution and
span of time of the results.
To specify time criteria:

1. Click Worksheet > Time. Or click the Time button.
2. In the Time Scale box, specify the time resolution. The data in the worksheet or
content pane is aggregated to this time resolution. That is, this option specifies the
period of time that each data point in the line graph represents.
3. In the Time Filter box, specify the time period to which the worksheet or content
pane applies:
• Fixed if you always want to show a specific time range, regardless of the
current date.
• Relative to Today if you always want to show a time range relative to today.
• Relative to Last Sales Date if you always want to show a time range relative to
the last sales date in the loaded data.
4. In the From Date and To Date boxes, enter values depending on the time filter you

have chosen, as follows:
Time Filter Box Action
Relative From Date / To Date Specify periods in both

From and To with the
current (computer) date as
the reference point.
For example: If the Time

Scale is Month, and you
want to see results starting
from six months before
today, enter -6 in From Date.
Fixed From Date Enter a specific date as a

starting point of the results.
To enter a date, click the
calendar button and select a
date.
Fixed To Date Specify the number of

periods you want to include,
starting from the From date.
5. To control how dates are displayed, click the Advanced button, which brings up the
following dialog box:
6. In the Format dropdown list, select a display format.

For example, to add one month to each displayed date, specify 1 for Month Offset.

The Preview field shows what the first time bucket would look like with this format
and offset.
7. To offset the displayed dates, optionally specify values for Month Offset or Year
Offset.
8. Click OK.
Note: If you change the time scale, the worksheet or content pane
might not show exactly the same aggregate numbers, because the
cutoff dates would not necessarily be the same. For example,
suppose your worksheet is weekly and displays 48 weeks of data.
Then supposed you change the worksheet to display quarterly
data. A quarter is 13 weeks, and the original span (48 weeks) is not
an integer multiple of 13. So the worksheet selects a different
amount of data and shows different overall results.
Specifying Aggregation Levels

A worksheet or content pane usually includes aggregation levels. When you use the
worksheet or content pane, you can examine data for the item-location combinations
associated with those levels.
• If you do not specify any aggregation levels, the data is completely

aggregated across all items and locations.
• If you use a settlement level, you cannot use levels from any other
hierarchy.
To specify the aggregation levels in a worksheet or content pane:

1. Click Worksheet > Aggregation Levels. Or click the Levels button.
The system displays the Available Levels and Selected Levels lists.
2. Move all aggregation levels that you want into the Selected Levels list, using any of
the techniques in "Working with Lists".
3. Remove any unwanted levels from the Selected Levels list.

For a worksheet, the selected levels will now be used on all views of this worksheet,
unless you configure the views otherwise. The layout of the worksheet view
controls the order in which the levels are used; see Defining the View Layout, page
12-20.
See also
• Using the Advanced Selection Options, page 12-12
• Changing the Overall Scale or Unit of Measure, page 12-14
Using the Advanced Selection Options

By default, if a worksheet or content pane includes a promotion level, the worksheet or
content pane includes all the following types of combinations:
• Combinations that have both sales data and promotions
• Combinations that have sales data, but no promotions
• Combinations that have promotions, but no sales data
The worksheet or content pane displays placeholders for combinations that do not have
promotions. For example:
For a worksheet, if you move the promotion level to the worksheet axis (see Defining
the View Layout, page 12-20), the table will display a similar placeholder.

You can exclude some of these combinations. For example, you might want a worksheet
to include only the combinations that have both sales and promotions, as follows:
To exclude combinations with partial data:

2. Include at least two levels, one of which should be a promotional level.

When you do so, the screen displays an Advanced button in the lower right.
3. Click Advanced.
Oracle displays a dialog box with additional options.

Include combinations that exist only in This option selects combinations that have
Promotion associated promotions, even if they do not
have sales data.
Include combinations that exist only in This option selects combinations that have
SALES_DATA sales data, even if they do not have any
associated promotions.
4. To exclude the combinations you do not want to see, click the check boxes as
needed.
See Specifying Aggregation Levels, page 12-11.
Changing the Overall Scale or Unit of Measure

In addition to levels, series, and filtering, a worksheet or content pane has the following
characteristics:
• A single unit of measure. Typically, most series refer to this unit of measure, but
there are exceptions such as percentage values. You can switch the unit of measure,
and the displayed values are changed accordingly. The units in your system
depend upon your implementation but probably include unit count and dollars.
For monetary units, you can also switch to a different index (such as the Consumer
Price Index or CPI) or exchange rate, and the worksheet or content pane
automatically multiplies all values accordingly.

• An overall scale. The default value is 1. If the displayed values are all large, it can be
useful to re-scale the numbers, for example, to display in amounts of 1000 or
1000000.
You can change either or both of these. When you make this change, the displayed
values for most or all of the series in the worksheet or content pane are changed.
Note: This change affects only the series that are scaled. Not all series
are scaled. For example, a series defined as a percentage is probably not
scaled.
To change the overall scaling factor:

The Levels page includes a section where you specify the overall scale of the
worksheet or content pane, as well as its units of measure.
2. In the Scale Units by box, specify the factor by which all numbers are to be divided
(for display purposes).
For example, if you specify a factor of 1000, the displayed data will divided by 1000.
So the number 96,000 will be displayed as 96. The vertical axis of the graph is
updated to show the factor in parentheses. For example, if the vertical axis was
formerly labeled "units", it will be updated to say "units (1000)" instead.
To change the unit of measure :

1. Click Worksheet > Aggregation Levels. Or click the Levels button on the toolbar.
2. In the Unit Type box, select the unit of measure to display in the worksheet or
content pane results.
For example, our items are bottles, and suppose that a case that contains six bottles.
If you display the worksheet or content pane with cases instead, the system will
display the number of bottles divided by six.
3. If the Index box is displayed, choose an index from the dropdown list.

The Index menu lists all the time-dependent indexes and exchange rates that are
associated with this unit. Each index or exchange rate is a time-varying factor that
the worksheet or content pane can use. When you select an index, the worksheet or
content pane will automatically multiply all monetary series by the factor for each
date. For example, if you choose Consumer Price Index (CPI) as the index, the
system will calculate all monetary quantities with relation to the CPI.
Note: These indexes and exchange rates are generally imported

from other systems. The set available to you depends upon your
implementation.
See Specifying Aggregation Levels, page 12-11.
Filtering the Worksheet or Content Pane

Filters control the combinations that you are able to see. Filtering can have multiple
sources:
• A given worksheet or content pane may be filtered. For example, worksheet X
might show only Brand X, which means that the worksheet would show only
combinations related to Brand X.
• Your user ID may be filtered. For example, if you are an account manager, your
user ID might give you access only to your accounts. At any level, you would not be
able to see combinations associated with other accounts.
• The data that you share with other users (called the component) might also be
filtered. Components divide the data for different sets of users.
Demantra automatically combines all the filters. In the preceding example, if the
component is not filtered, if you use worksheet X, you can see only data for Brand X at
your accounts.
In contrast to an exception filter ("Applying Exception Filters"), this type of filter is static
and behaves the same no matter how the data changes.

To apply a filter to a worksheet or content pane:
1. Click Worksheet > Filters. Or click the Filters button.
The system displays the Available Filter Levels and Selected Filter Levels lists.
2. Find the aggregation level at which you want to filter data and move it from the
Available Filter Levels list into the Selected Filter Levels list, using any of the
techniques in "Working with Lists".
Note: This level does not have to be the same as any of the
aggregation levels you display in the worksheet or content pane. In
fact, typically you filter using a different level than you use to
display.
3. In the Available Members list, find a member that you want to include and move it
into the Selected Members list, using any of the techniques in "Working with Lists.".
At this stage, the worksheet or content pane includes only data for this member.
(Before you applied a filter at this level, the worksheet or content pane could
theoretically include any member of this level.)
4. Continue to move members from the Available Members list into the Selected
Members list, until the latter list includes all the members you want.
To filter data further:

Once you have applied a filter as described previously, the worksheet or content pane
contains only those combinations that are associated with the members you specified.
You can further filter the data in exactly the same way.
See Applying Exception Filters, page 12-18.

Managing the List of Members
Depending on how your system has been configured, it might contain a very large
number of members. If so, you might want to sort or filter the list or search it. For
information, see Managing the Series Lists, page 12-7.
Applying Exception Filters

If you attach an exception filter, Demantra checks the values of the data and displays
only the combinations that meet the exception criteria. In contrast to an explicit filter,
Filtering the Worksheet or Content Pane, this type of filter is dynamic and can behave
differently as the data changes.
Specifically, you define an exception condition that consists of a series, a comparison
operator, and a value, for example:
When you open the worksheet, Demantra checks each combination in the worksheet.
For each combination, if the condition is met for any time in the worksheet date range,
Demantra displays that combination. For example, the worksheet shows combinations
that have Sales Plan values greater than or equal to 150000, within the time range
included in the worksheet.
If the condition is not met at any time for any of the worksheet combinations, Demantra
shows the worksheet as empty. That is, if all values in the Sales series are less than
15000 for all combinations, the worksheet comes up empty.
Note: If the worksheet includes a promotion level or a promotion

series, the behavior is slightly different. In this case, the Members
Browser or dropdown list does initially show all combinations. When
you click display a combination to display it, the worksheet then checks
for exceptions.
You can apply multiple exceptions to a worksheet. When you apply multiple
exceptions, you can relate them to each other via logical AND or logical OR
relationships. For example:

To apply an exception filter:
1. Click Worksheet > Exceptions. Or click the Exceptions button.
The Exceptions Filter page appears.
2. Click Add.
3. In the first box in the new row, select a series from the dropdown list.
Note: Typically only some series are available for exceptions. If you
do not see a series you need, contact your Demantra administrator
or your implementors.
4. In the second box, select an operator from the dropdown list.
5. In the third box, type or choose a value.
• For a numeric series, type a number.
• For a dropdown series, choose one of the allowed values of this series.
• For a string-type series, type any string. You can use the percent character (%)
as a wildcard.
• For a date-type series, type a date or use the calendar control to choose a date.
6. (Optional) You can apply additional exceptions. Select the AND or the OR radio
button to specify the relationship between the exceptions.
To delete an exception filter:

1. Click the exception and then click Delete.
See
• Filtering the Worksheet or Content Pane, page 12-16.

Defining the View Layout
This section applies only to worksheets, not to content panes.
To define the layout of a current view:

1. Click Worksheet > Layout Designer. Or click the Layout Designer button.
The system displays a page where you specify the layout. This page displays the
following areas:
In addition, this screen displays the following icons:

• An icon for each aggregation level that you have included in the worksheet. By
default, these levels are included in the Members Browser or selector lists.
• An icon that represents the time axis. By default, time is shown on the x-axis.
• An icon that represents the series data. Series are shown on the y-axis.
2. To change the worksheet layout, drag the level or time axis icons to the appropriate
areas. You cannot move the series icon.
3. To specify the type of graph to use, select a graph type from the Graph Type
dropdown list.
4. To specify how to display series in this view:

1. Click the Sort button.
The Layout Designer displays a page that shows the order in which this view

currently displays the series.
2. To hide a series in this view, click the None option in the dropdown list to the
right of the series name.
3. Otherwise, to specify where to display the data for a series, select one of the
following options: Table, Graph, Table and Graph.
4. To move a series up or down in this list, click the series name and drag it up or
down.
5. When you are done, click Close.
5. Click Save.
6. Rerun the worksheet to see your changes. To do so, click Data > Rerun.
To specify a cross-tab layout:

1. Drag one or more level icons from the Page Item area to x-axis or y-axis areas.
To specify which levels to use in a worksheet view:

By default, all levels you include in a worksheet are used on all views of the worksheet.
Within a multi-view worksheet, you often hide some of the levels in some views, so that
each view is aggregated differently.
1. Right-click within the Page area of the Layout Designer.

The system displays a menu like the following:
2. Click Hide level and then click the name of the level to hide.
When you hide a level, the worksheet automatically aggregates data across
members of that level.
Note: Do not use this option to hide the time axis.
To revert to the default layout of a worksheet view:

2. Click the tab corresponding to the worksheet view you want to reset.
3. Click the Reset button.

In the default layout, all selected levels are visible and are on the X axis. Also, all
series are displayed in the graph and table according to their default definitions.
See
• Specifying the Worksheet Elements in a View, page 12-24
• Displaying an Embedded Worksheet, page 12-25
• Filtering a Worksheet View, page 12-26
Adding and Managing Worksheet Views

A worksheet can include multiple views, each of which can have a different set of series
and a different layout.
To add a worksheet view:

1. Within the Layout Designer, click the Add Worksheet View button.

2. In the popup dialog box, type the name of the new view.
3. Click OK.
To control synchronization between the views:

The views of a worksheet may or may not be synchronized with each other. If they are
synchronized, when you edit in one view, that change automatically appears in the
other views. Because this can affect performance, sometimes it is best to switch off this
synchronization.
Within the Layout Designer, click one of the following buttons, whichever is currently
displayed:
• Do not force synchronization between views
• Synchronize data between views
To rename a worksheet view:

1. Within the Layout Designer, click the Rename Worksheet View button.
2. In the popup dialog box, type the new name of the view.
3. Click OK.
To enable or disable a worksheet view:

1. Within the Layout Designer, click the Hide/Display button.
2. The Layout Designer displays a popup list of all the views associated with this
worksheet. A check mark is displayed next to each view that can currently be
displayed.
3. For the view interest, select the check box next to the name of the view.
4. Click elsewhere on the screen to close the list of views.
To delete a worksheet view:

Within the Layout Designer, do one of the following:

• Click the tab that corresponds to the worksheet view. Then click the Delete
Worksheet View button.
• Click the Delete All Worksheet View button. Then, at the prompt, click Yes.
See
• Defining the View Layout, page 12-20
• Specifying the Worksheet Elements in a View, page 12-24
• Displaying an Embedded Worksheet, page 12-25
• Filtering a Worksheet View, page 12-26
Specifying the Worksheet Elements in a View

For each worksheet view, you can specify which of the basic worksheet elements are
included: the table, the graph, and so on.
To specify the elements to include in a worksheet view:

2. Click the tab corresponding to the worksheet view you want to modify.
3. Click Advanced... in the lower right.

Demantra displays the following screen:

4. For Combination Selector, click either Tree (to display a Members Browser) or
Dropdowns (to display dropdown menus instead).
5. Select the check box next to each element you want to include in this view of the
worksheet.
6. Click OK.
Displaying an Embedded Worksheet

You can display embedded worksheets on subtabs within a view. An embedded
worksheet can be at a higher aggregation level than the rest of the worksheet, and the
worksheet itself remains editable in general.
Note: The choice of worksheets you see depends on the level-worksheet

associations that are controlled within the Business Modeler.
To display an embedded worksheet as a subtab within a view:

2. Click the tab corresponding to the worksheet view to which you want to add the

sub tab.

• Demantra displays the Advanced screen.
4. Click the Add WS As Subtabs tab.

• Demantra displays a screen like the following:
Depending on the level that you select, the bottom part of the screen shows
different worksheets that you can add as a subtab to this worksheet view.
5. For Selected Levels, select the level that is associated with the worksheet you want.
In general, a worksheet is associated with the levels where it makes sense to use it;
this is controlled by your system configuration. You can choose any of the levels
that are used in this worksheet.
6. For Selected Worksheets, select the worksheets that you want to display as sub tabs
within this worksheet view.
7. Click OK.
Filtering a Worksheet View


For each worksheet view, you can filter the view to show a subset of the data in the
worksheet.
To filter a worksheet view:

2. Click the tab corresponding to the worksheet view you want to filter.

• Demantra displays the Advanced screen.
4. Click the Filter By Level Members tab.

• Demantra displays a screen like the following:
5. For Selected Filter Levels, select the level by which you want to filter this worksheet
view. You can choose any of the levels that are used in this worksheet.
6. For Selected Members, select the level members whose data should be displayed in
this worksheet view.
7. Click OK.

Sharing Worksheet and Content Panes
In general, any worksheet or content pane is one of the following:
• Private—available only to you
• Public—available to other users as well. (If you are using Collaborator Workbench,
this means the worksheet or content pane is available to others users within the
collaborative group.)
In either case, the original creator owns it and only that person can change it.
When you do share worksheet and content panes, however, you should consider data
security. Demantra automatically prevents any user from seeing data for which he or
she does not have permissions. If you build a worksheet or content pane with data that
other users do not have permissions to view, then those users will see an empty
worksheet or content pane. Similarly, if a user has partial permissions for the data, then
the worksheet or content pane will open with only those results that are permitted.
See Configuring the Basics, page 12-4.
Deleting Worksheet or Content Panes

You can delete a worksheet or content pane if you are its owner.
To delete a worksheet or content pane:

1. Open the worksheet or content pane.
2. Click File > Delete. Or click the Delete button.

• Demantra prompts you to confirm the deletion.
3. Click Yes or No.
General Tips on Worksheet Design

This section applies mostly to worksheets, not to content panes.
• For performance reasons, don't select too much data to view, unless there is no
other choice.
• If you receive a message saying "out of memory," try the following techniques to
reduce the amount of memory that your worksheet selects:
• Remove series if possible

• Reduce the span of time
• Apply filters
• If you do need to select a large amount of data, use the levels to your advantage.
Specifically, use the levels in the Members Browser or selector lists rather than
moving them to a worksheet axis. If levels are in the Members Browser or selector
lists, each combination in the worksheet is relatively smaller and will load more
quickly.
• If you do not plan on working with the Activity Browser, you can switch off the
Auto Sync option on the toolbar, and you can also hide the Activity Browser and
Gantt chart.
• Remember that you can filter the worksheet by any level, including levels that are
not shown in the worksheet. For example, you might want to see data at the region
level, but exclude any data that does not apply to the Acme territory. To do this,
you would filter the worksheet to include only the Acme member of the Territory
level, but you would select data at the Region level.
• A multi-view worksheet is useful in following cases:

• If you need to edit data at one aggregation level and see easily how that affects
higher aggregation levels.
• If you need to display a large number of series without having to scroll to see
each one.

13
Reference
This chapter provides reference information for PTP series, levels, and methods.
• Series
• Item Levels
• Location Levels
• Retailer
• Promotion Levels
• Lookup Tables
• Methods
• Procedures
• Triggers
• Workflows
• Engine Configuration
• Additional Checklist Before Running Optimization
Series
This chapter provides reference information for PTP series, levels, methods, and so on.
PTP provides the following series:
Reference 13-1
Series Table Purpose
# Wks promotion Event length in weeks, assuming that each week

starts on Monday. Always rounded up to a whole
number of weeks.
# Wks O promotion level Event length in weeks, for optimized promotion.
# Wks P promotion level Projected event length in weeks, as predicted

when the promotion was committed.
This series is configured (via a client expression)

to have three branches, as follows:
• If the value of this series is not null, that

means Demantra has captured projections
for this promotion. So use that value.
• If the value is null and if the promotion is

Committed, use the value # Wks.
• If the value is null and if the promotion is not

Committed, use null.
$ Sales sales_data Annual dollar sales.
$ Sales Proj sales_data Planned sales dollars: actuals (for past dates) plus
forecast (for future dates)
% ACV Promoted Promotion Indicates the expected level of promotion

participation based on each stores All
Commodity Volume
% ACV ANY sales_data Measures the number of stores that ran any
PROMO promotion, weighted by store size. Loaded from
syndicated data.
% ACV DISP sales_data Measures the number of stores that ran displays,
weighted by store size. Loaded from syndicated
data.
% ACV FEAT sales_data Measures the number of stores that ran features,
weighted by store size. Loaded from syndicated
data.

% ACV sales_data Measures the number of stores that ran combined

FEAT&DISPLAY features and displays, weighted by store size.
Loaded from syndicated data.
% ACV sales_data Measures the number of stores that ran frequent

FREQSHOPPER shopper specials, weighted by store size. Loaded
from syndicated data.
% ACV TPR sales_data Measures the number of stores that ran

temporary price reductions, weighted by store
size. Loaded from syndicated data.
% Attained sales_data Percentage of sales quota attained.
% Spend promotion Event spending (vehicle and buydown), as a

percentage of event sales. This is a useful metric
of the effectiveness of a promotion; the lower this
number, the better.
% Spend O promotion Event spending (vehicle and buydown), as a

percentage of event sales, for the optimized
promotion..
% Spend P promotion Projected event spending (vehicle and buy

down), as a percentage of event sales, as
predicted when the promotion was committed.
PTP uses colors to indicate deviations between

the projections and the actuals:
• If the actual value is more than 20% different

from the projection in the undesirable sense,
the projection is shown in red.
• If the actual value is more than 20% different

from the projection in the desirable sense, the
projection is shown in green. For example, if
the actual profit was 130% of the projected
profit, the projection is shown in green.

to have three branches, in the same way as # Wks
P.
Reference 13-3
ActualLY sales_data Actual demand one year ago.
Actuals Base sales_data Base number of units sold in the past, if there had
been no promotions. Loaded from syndicated
data.
Actuals Incr sales_data Incremental number of units sold in the past, due
to promotions. Loaded from syndicated data.
Actuals LY sales_data Actual demand one year ago.
Actuals Ttl sales_data Total number of units sold in the past. This
includes both base and incremental volume.
Loaded from syndicated data.
Avg % Disc promotion Average percent discount
Avg % Spend promotion Average percent spend
Avg B Dwn promotion Average buy down for the event
Avg CPIU promotion Average cost per incremental unit
Avg Evt Spend promotion Average weekly event spend
Avg Inc Rtl Prft promotion Average weekly incremental retailer profit
Avg Incr Evt $ promotion Average weekly incremental event dollars for
manufacturer
Avg Incr Evt Vol promotion Average weekly incremental event volume
Avg Incr Mfg Prft promotion Average weekly incremental manufacturer profit
Avg Lift promotion Average lift factor for promotion
Avg Mfg Prft promotion Average weekly manufacturer profit
Avg Rtl promotion Average unit retail price at shelf. Loaded from
syndicated data.

Avg Rtl Margin promotion Average retailer event margin
Avg Rtl Prft promotion Average weekly retailer profit
Avg Rtl sd sales_data Average unit retail price at shelf. Loaded from
syndicated data.
Avg Ttl Evt Vol sales_data Average weekly total event volume
Base Evt $ promotion Base sales for the manufacturer, during the
promotion.
Base Evt $ O promotion Base sales for the manufacturer, during the
optimized promotion.
Base Evt $ P Projected base sales for the manufacturer, during

the promotion.
Base Evt $ Rtl promotion Base sales for the retailer, during the promotion.
Base Evt $ Rtl Act promotion Base event dollars from a retailer's perspective, as
determined by syndicated data.
Base Evt $ Rtl P promotion Projected base sales for the retailer, during the
promotion.
Base Evt $ Rtl sd sales_data Base event dollars earned by the retailer, as
loaded from external systems. By default, this
series displays loaded syndicated data.
Base Evt Vol promotion Baseline volume during the promotion.
Base Evt Vol O promotion Baseline volume during the optimized

promotion.
Bill Back UOM Promotion The Bill-Back Accrual Rate for the promotion in
the standard Unit of Measure
Base Fcst sales_data Base volume: actuals (for past dates) plus forecast
(for future dates).
Reference 13-5
BDF Auth sales_data Authorized brand development funds, calculated

as follows: (base rate + dev rate) * volume + fixed
BDF funds
BDF Alloc promotion Allocated brand development funds, based on the

percentage set by the planner
BDF Alloc % promotion Read-only series that indicates how much of

event spending (apart from slotting costs) is to be
allocated to BDF.
Note that BDF Alloc % + MDF Alloc % = 100%
BDF Auth sales_data Authorized brand development fund, calculated

as follows:
(base rate + dev rate) * volume + fixed funds
BDF Bal sales_data Remaining (unspent) BDF funds, computed as

follows:
BDF Auth - BDF Alloc
BDF Base Rate sales_data Brand Development Fund Base rate -- displayed
to the user in the field.
BDF Dev Rate sales_data Brand Development Fund Development rate,

entered by corporate HQ.
BDF Fixed Funds sales_data BDF fixed funds
Buydown promotion The sum of the OI/UOM, BB/UOM, and SD/UOM

series. Represents the total variable cost per
standard Unit of Measure for the promotion.
Buydown $ promotion Buy down spend for the promotion, computed as

the buy down allowance multiplied by the
volume.
Buydown O promotion Buy down spend for the optimized promotion.
Can Vol Dir

Canbl $ promotion Cannibalization dollars for the manufacturer.

This considers volume that has been cannibalized
from other products.
Canbl $ P promotion Projected cannibalization dollars for the

manufacturer.
Canbl $ Rtl promotion Cannibalization dollars for the retailer. This

considers volume that has been cannibalized
from other products and from other stores of this
retailer.
Canbl $ Rtl P promotion Projected cannibalization dollars for the retailer.
Canbl Vol Mfg promotion Cannibalization volume for the manufacturer,
Canbl Vol Other promotion Cannibalization of sales at other stores, as a result

of the promotion. This is a negative number that
indicates how many fewer units were sold. To the
retailer, this is an undesirable effect. To the
manufacturer, this effect is neutral, because the
manufacturer cares only about net volume.
(In Promotion Effectiveness terminology, this is

the so-called "store switching" effect.)
Canbl Vol Own promotion Cannibalization of sales of other products by the

same manufacturer, as a result of the promotion.
This is a negative number that indicates how
many fewer units were sold.
(In Promotion Effectiveness terminology, this is

the so-called "product switching" effect.)
Canbl Vol Rtl promotion Cannibalization volume for the retailer.
This is the sum of Canbl Vol Other and Canbl Vol

Own, both of which are undesirable to the
retailer.
COGS promotion Cost of goods, as paid by the manufacturer.
COGS sd sales_data Cost of goods, as paid by the manufacturer.
Reference 13-7
Cons Promo promotion level Consumer overlay, the deal type as seen by the
consumer. For example, buy-1-get-1-free.
Controls the number of units in the deal and
affects the volume.
Uses the Cons_type lookup table; see "Lookup

Tables".
Cons Promo P promotion level Projected consumer overlay, the deal type as seen
by the consumer, as predicted when the
promotion was committed.
This is shown in red if the actual deal type was

different.

P.

Tables".
CPIU promotion Cost per incremental unit sold as a result of the

promotion.
CPIU O promotion Cost per incremental unit sold as a result of the

CPIU P promotion Projected cost per incremental unit sold as a

result of the promotion, as predicted when the

the projections and the actuals; see "% Spend P".

P.
Cumulative % vs sales_data Total cumulative actuals, as a fraction of the plan.

Plan
Cumulative Actuals sales_data The total actuals (base plus incremental)

cumulative to date.
Cumulative Plan sales_data Cumulative frozen planned volume.

End Ship promotion level Date when shipments will end for the event
Evt Spend promotion Total plan spend (by the manufacturer) for the
promotion, sum of buy down, vehicle costs, and
slotting.
Evt Spend exS promotion Total planned buy down and vehicle costs for
promotion.
This spend is split between MDF and BDF funds.

To control the split, you set the MDF Alloc %
series, which controls how much of the spending
is funded by MDF.
Evt Spend exS O promotion Total planned buy down and vehicle costs for
Evt Spend exS P promotion Projected total planned buy down and vehicle
costs for promotion, as predicted when the


P.
Evt Status promotion level Status of the promotion as shown to users. For
allowed values, see "Promotion Status".
Also, the color of this series indicates the

optimization status of this promotion:
• Yellow means that the promotion has been

optimized.
• Green means that the promotion has been

optimized and accepted, so that the
• White means that the promotion has not

been optimized.
Reference 13-9
Incr Evt $ promotion Incremental sales to the manufacturer due to the

promotion.
Incr Evt $ Net promotion Net incremental sales due to the event.
Incr Evt $ O promotion Incremental sales to the manufacturer due to the

Incr Evt $ P promotion Projected incremental sales to the manufacturer,

due to the event, as predicted when the


P.
Incr Evt $ Rtl promotion Incremental sales to the retailer due to the
promotion.
Incr Evt $ Rtl Act promotion Incremental sales to the retailer due to the
promotion, as determined by syndicated data.
Incr Evt $ Rtl sd sales_data Incremental event dollars earned by the retailer,
as loaded from external systems. By default, this
series displays loaded syndicated data.
Incr Evt Vol promotion Incremental volume due to the promotion.
Incr Evt Vol Act promotion Incremental volume due to the promotion, as
determined by syndicated data.
Incr Evt Vol Fut promotion Incremental volume due to the promotion. This
series has values for all dates (not just future
dates).
Incr Evt Vol O promotion Incremental volume due to the optimized

promotion.

Incr Evt Vol P promotion Projected incremental volume due to the

promotion, as predicted when the promotion was
committed.


P.
Incr Evt Vol sd sales_data Incremental event volume, as loaded from

syndicated data.
Incr Fcst sales_data Incremental volume: actuals and forecast due

only to planned promotions.
Incr Mfg Prft promotion Incremental profit to the manufacturer due to the
promotion. Event spending and slotting have
been deducted.
This profit is in addition to the manufacturer's

usual profit and is thus a measure of the value of
the promotion.
This series is displayed in red if the value is

negative.
Incr Mfg Prft O promotion Incremental profit to the manufacturer due to the

negative.
Incr Mfg Prft P promotion Projected incremental profit to the manufacturer

due to the promotion, as predicted when the


P.
Reference 13-11
Incr Rtl Prft promotion Incremental retailer profit due to the promotion,
calculated as the incremental volume multiplied
by the retailer's margin.
This profit is in addition to the retailer's usual

profit and is thus a measure of the value of the
promotion to the retailer.

negative.
Incr Rtl Prft O promotion Incremental retailer profit due to the optimized
promotion.

negative.
Incr Rtl Prft P promotion Projected incremental retailer profit due to the
promotion, as predicted when the promotion was
committed.


P.
incr_vol_no_unplan promotion Incremental volume caused only by the planned

promotions.
Is_self promotion For internal use only. This series indicates

whether the promotion and the item-location
combination are related:
• 1 means that the promotion applies to the

item-location combination.
• 0 means that the promotion applies to some

other item-location combination.
Lift promotion Lift factor for the promotion. This is the event
volume divided by the base volume.
Lift O promotion Lift factor for the optimized promotion.

List Price promotion List price, the price charged by the manufacturer
to the retailer.
List Price sd sales_data List price, the price charged by the manufacturer
to the retailer.
MDF Auth sales_data Authorized market development fund, computed

as follows:
(base rate + dev rate)*volume + fixed funds
MDF Alloc promotion MDF spending that is allocated to fund this

event. This is computed as follows:
MDF Alloc % * Evt Spend exS
MDF Alloc % promotion Editable series that controls how much of event
spending (apart from slotting costs) is to be
allocated to MDF.
Note that BDF Alloc % + MDF Alloc % = 100%
Enter 50 for 50%, for example.
MDF Auth sales_data Authorized market development fund, computed

as follows:
(base rate + dev rate) * volume + fixed funds
MDF Bal sales_data Remaining (unspent) MDF funds, computed as

follows:
MDF Auth - MDF Alloc
MDF Base Rate sales_data Market development fund base rate.
MDF Dev Rate sales_data Market development fund development rate.
MDF Fixed Funds sales_data MDF fixed funds.
Mfg Prft O promotion Manufacturer's profit from the optimized event.

negative.
Reference 13-13
Mfg Profit promotion Manufacturer's profit from the event, considering

both cost of goods and event spending.

negative.
Mfg Profit Var promotion
Net Incr Evt $ promotion Net revenue from the manufacturer's perspective.
This considers the total manufacturer's lift dollars
and subtracts costs due to cannibalization and
pre- and post-effects.
Net Incr Evt $ Rtl promotion Net revenue from a retailer's perspective. This
considers the total retailer's lift dollars and
subtracts costs due to cannibalization (as seen by
the retailer) and pre- and post-effects.
Net Incr Rtl Prft promotion Net incremental profit for the retailer, after
post-effects.
Optimization Status promotion level Indicates the status of any optimization that was
run on this promotion. Used in the color
expression of the Evt Status series. Not meant for
direct use.
Optimized promotion For internal use only. Indicates if optimization

was run on this promotion.
Off Invoice UOM Promotion The Off-Invoice Allowance Rate for the
promotion in the standard Unit of Measure

Past End Date promotion level Not displayed. This internal series is used to
check whether a promotion has already occurred.
For any promotion, this series equals one of the
following values:
• 1 means that the promotion is past;

specifically, the max_sales_date is equal to or
after the end date of the promotion.
• 0 means that the promotion is in the future.
Other series use this series within client

expressions that have the following general logic:
if past end date = 1, use actuals data; otherwise,

use forecast data.
Pay Type promotion Type of settlement arranged with the retailer for
this promotion. Indicates the payment terms
between the manufacturer and the retailer for this
promotion.
Plan Vol sales_data Manufacturer's planned revenue.
Pre Post Sales promotion Total sales made by the manufacturer before and
after the promotion, as a result of the promotion.
This is shown as a positive number for graphing
purposes. These sales, however, are subtracted
from the total sales.
Pre Post Value Rtl promotion Total sales made by the retailer before and after
the promotion, as a result of the promotion. This
is shown as a positive number for graphing
purposes. These sales, however, are subtracted
from the total sales.
Pre Post Vol promotion Total volume before and after the promotion, as a
result of the promotion. This is generally a
negative number.
Promotion Tactic Promotion The Promotional Tactic or Vehicle.
Reference 13-15
The Promotional Promotion Level Indicates the state of promotion integration

Tactic or Vehicle. between Demantra PTP and Siebel Trade
Promotion Management (TPM). Used to
determine whether or not the promotion is
editable.
Rtl Prft promotion Retailer's profit from the event.

negative.
Rtl Prft O promotion Retailer's profit from the optimized event.

negative.
Sale Price promotion Sale price per unit at shelf.
Sale Price O promotion level Sale price per unit at shelf, for the optimized
promotion.
Sales Quota sales_data Sales quota (revenue).
Sales Quota sales_data Sales quota (revenue).
Sales Var promotion
SD UOM Promotion The Scan-Down Allowance Rate for the

promotion in the standard Unit of Measure
Shelf Price promotion Everyday price to the consumer.
In contrast to the Shelf Price sd series, this series

is stored in promotion_data for better
performance.
Shelf Price sd sales_data The everyday price to the consumer, as loaded

from external systems. This series is stored in
sales_data and is mainly for internal use; see Shelf
Price.
Shipments sales_data Number of units shipped from the manufacturer

to the ship-to destination of the retailer.

Slot Auth sales_data Authorized slotting funds.
Slot Bal sales_data Remaining slotting budget.
Start Event promotion Date when promotion starts in stores.
Start Event O promotion level Date when optimized promotion starts in stores.
Start Event P promotion level Projected date when promotion starts in stores, as

P.
Start Ship promotion level Date when the product will start to be shipped
Status promotion level For internal use only.
Ttl Evt $ promotion Total revenue during the event, for the
manufacturer.
Ttl Evt $ O promotion Total revenue during the optimized event, for the
manufacturer.
Ttl Evt $ P promotion Projected total revenue during the event, for the
manufacturer, as predicted when the promotion
was committed.


P.
Ttl Evt $ Rtl promotion Total revenue during the event, for the retailer.
Ttl Evt Vol promotion Total volume for the promotion.
Ttl Evt Vol O promotion Total volume for the optimized promotion.
Reference 13-17
Ttl Evt Vol P promotion Projected total event volume, as predicted when
the promotion was committed.


P.
Ttl Fcst sales_data Total volume: base forecast plus incremental

forecast.
Ttl Fund Auth promotion Total authorized spending, including MDF, BDF,
and slotting.
Ttl Fund Bal promotion Remainder of total authorized spending, after

accounting for spending.
Units promotion level Number of units associated with the consumer

deal (Cons Promo). Usually this is 1. This is 2 in
the case of 2-for-1 deals.
Unmatched $ sales_data Trade spend not yet matched to an event.
Uplift promotion_data
Veh Cost promotion Vehicle cost for the promotion.
Veh Cost O promotion Vehicle cost for the optimized promotion.
Veh Type O promotion level The vehicle type or event type of the optimized
promotion.
Veh Type P promotion level Projected vehicle type of the promotion, as


P.
Vehicle Cost promotion Vehicle cost for event of type DISPLAY.

DISPLAY

Vehicle Cost F&D promotion Vehicle cost for event of type F&D.
Vehicle Cost F. promotion Vehicle cost for event of type F. SHOPPER.

SHOPPER
Vehicle Cost promotion Vehicle cost for event of type FEATURE.

FEATURE
Vehicle Cost promotion Vehicle cost for event of type NATIONAL TV.
NATIONAL TV
Vehicle Cost TPR promotion Vehicle cost for event of type TPR.
Volume Base sales_data Base volume aggregated over sales data.
Volume Base Ttl sales_data Base volume series used by many other series.
This series gives the base volume, if no
promotions were run or are run. It checks the
value of Past End Date and uses the following
logic.
If past end date = 1, use actuals data; otherwise,

use forecast data.
Volume Incr Ttl promotion_data Incremental volume series used by many other
series. This series gives the incremental volume
due to promotions. It checks the value of Past
End Date and uses the following logic.
If past end date = 1, use actuals data; otherwise,

use forecast data.
Item Levels
PTP uses the following item levels:
Reference 13-19
The most commonly used item level is Promotion Group. Some PTP worksheets use
Brand or Segment. The other levels are provided for convenience, so that you can create
worksheets aggregated at those levels.
The Manufacturer level is populated via the APPPROC_MAINTAIN_TERR_RETAILER
procedure. The rest are created by ep_load_main.
Location Levels
PTP uses a variety of different location levels.
The most commonly used location levels is PTP are Territory and Retailer. The Retailer
has a set of attributes, described in the following subsection. The other levels are
provided for convenience, so that you can create worksheets aggregated at those levels.
The Territory-Retailer level is used by the Analytical Engine. This level is populated via
the APPPROC_MAINTAIN_TERR_RETAILER procedure. The rest are created by
ep_load_main.

Internally, the lowest location level is a combination of Ship To and Territory and is
created automatically by Demantra.
Retailer
This level contains the retailers. It is expected that retailers will be loaded rather than
created within PTP. However, users can and should modify attributes of these retailers:
Attribute Purpose
Account Classification Drop-down list with the following choices:
• Growth
• Holding
• Declining
Avg Everyday Selling Margin Average selling margin, disregarding promotions.
Class_of_Trade Drop-down list with the following choices:
• Food
• Drug
• Mass
• C-Store
• Military
Event Threshold: Display Only Minimum number of units that should be sold for an event
of type Display.
Event Threshold: F Shopper Minimum number of units that should be sold for an event
of type F. Shopper.
Event Threshold: Feat Display Minimum number of units that should be sold for an event
of type F&D.
Event Threshold: Feature Only Minimum number of units that should be sold for an event
of type Feature.
Reference 13-21
Attribute Purpose
Event Threshold: Natl TV Minimum number of units that should be sold for an event
of type National TV.
Event Threshold: TPR Only Minimum number of units that should be sold for an event
of type TPR.
Key Competitors A text field where you can list the key competitors of this
retailer.
Min Man Event Margin
Min Rtl Event Margin Minimum margin that this retailer must make on an event.
Promotion Optimization considers only events that provide
at least this much margin.
Name Name of the retailer.
Number of Active Stores Number of active stores that this retailer operates.
Ship Timing: Display Stock #Wk Specifies how much earlier this retailer likes to receive any
items to be placed in display stock. Specify as the number of
weeks needed before the start of the promotion.
Ship Timing: Displays # Wks Specifies how much earlier this retailer likes to receive any
displays to be placed in the stores. Specify as the number of
Ship Timing: Reg Open Stock Specifies how much earlier this retailer likes to receive any
Wks items to be placed in open stock. Specify as the number of
Slotting Fees per item Amount that this retailer charges to place the items on the
shelf, per item.
Use Default Profile Controls whether to update this profile by getting the
default values for all these attributes.
Veh Costs: Display Only Default cost for an event of type Display for this retailer.
Veh Costs: F Shopper Default cost for an event of type F. Shopper for this retailer.
Veh Costs: Feature & Display Default cost for an event of type F&D for this retailer.

Attribute Purpose
Veh Costs: Feature Only Default cost for an event of type Feature for this retailer.
Veh Costs: Natl TV Default cost for an event of type National TV for this retailer.
Veh Costs: TPR Only Default cost for an event of type TPR for this retailer.
Corporate
This level allows retailers to be defined at both the corporate name level and the
regional level.
Promotion Levels
PTP uses a variety of different promotion levels.
The following sections provide details on these levels:

• "Promotion"
• "Promotion Status"
• "Promotion Type"
• "Scenarios"
• "Optimization Goal"
• "Plans"
Plan
This level stores a set of promotions for a particular account over a given time period.
Reference 13-23
Attribute When Displayed Purpose
Account - The account on which these

promotions will be run.
Promotion Transfer Status

This level facilitates the transferring of promotions to Siebel. It stores the lock status,
which ensures that data doesn't become out of sync during the transfer.
Promotion
This level contains the promotions. Users can add, modify, or remove promotions as
needed. The following table lists all the attributes of promotions and indicates when
these attributes are displayed:
Approval - -
Buydown - Buy down allowance for this promotion. May

be used for Off Invoice or Bill back purposes.
Cons Promo When creating or Consumer overlay. Indirectly specifies the

editing number of units included in the deal to the
customer.

Tables".
End Ship When creating or -

editing
Event Status Not used. Ignore this attribute. It is not used.
Fixed Buydown When optimizing Specifies whether Promotion Optimization

should use the buydown that you have already
entered or calculate an optimal buydown for
this promotion.
Uses a lookup table that should not be edited.
Max Budget When optimizing Maximum allowed budget for this promotion.

Max Buydown When optimizing Maximum allowed buydown for this

promotion. If Promotion Optimization
calculates an optimal buydown, the buydown
will not exceed this value.
method_status - Uses a lookup table that should not be edited.
Min Rtl Margin When optimizing Minimum margin that the retailer must make
Override on this promotion. By default, Promotion
Optimization considers the retailer's default
required minimum margin. Use this parameter
to override that value, if needed.
Use a value greater than 0 and less than or

equal to 1.
Name When creating or Name of the promotion. Does not have to be

editing unique.
Optimal Budget - -
Optimal Lift - -
Optimal Price - -
Decrease
Optimal Profit - -
Optimal Revenue - -
Optimal Type - Indicates the optimal vehicle type for this

promotion. This attribute is a lookup attribute
that uses the Promotion Type level.
Reference 13-25
Optimization Goal When optimizing Select one of the following goals for this
promotion:
• Maximize Revenue
• Maximize Profit
• Maximize Units
This attribute is a lookup attribute that uses the

Optimization Goal level.
Optimization When optimizing By default, Promotion Optimization assumes

Range End that you want the optimized promotion to fall
within the span of time of the original
Optimization When optimizing promotion. If you want Promotion
Range Start Optimization to search for a better time for this
promotion, use these attributes to specify the
range of time for optimization to consider.
Optimization Never displayed Status of the optimization process on this

Status promotion. Uses a lookup table that should not
be edited.
Population When creating or Combinations where this promotion will run

editing and dates of the promotion.
Promotion Status Not used. Ignore this attribute. It is not used.
Promotion Type1 Never displayed Current vehicle type for this promotion. This
attribute is a lookup attribute that uses the
Promotion Type level.
Return on - -
Investment (ROI)
Scenarios When creating or Scenario to which this promotion belongs. This

editing attribute is a lookup attribute that uses the
Scenarios level.
Start Ship When creating or -

editing

Status Never displayed; not -

used directly
Vehicle Type When creating or Type of the promotion. This attribute is a

editing lookup attribute that uses the Promotion Type
level.
Promotion Status
This level contains the PTP promotion statuses.
Promotion Type
This level contains the promotion types, by default, the following set:
Type Details
Display Display Only
F. Shopper F Shopper
F&D Feature and Display
Feature Feature Only
National TV National TV advertising. If this does not

apply, you can use this type as a placeholder
for another type, as needed.
TPR Temporary price reduction only.
Consultants can add other types, but changes are needed in multiple places if this is
done. The documentation for this is currently out of scope.
Scenarios
This level contains the scenarios, which have the following purposes:
• Actuals contains promotions from previous years. These promotions are excluded
from most PTP worksheets because they fall outside the span of time used in these
Reference 13-27
worksheets.
• Current Year should contain the promotions that are planned for the current fiscal
year.
• Sandbox should contain all promotions that are not yet planned.
Optimization Goal
This level contains the predefined optimization goals. Do not make changes to this
level.
Plans
This level is not used in PTP worksheets.
Lookup Tables
This section lists the configurable lookup tables used by promotion levels and series.
Note: You can change the contents of these table, but you should not
change their structure.
Cons_type
This table lists types of consumer overlays and for each type, indicates the number of
units included in the deal to the consumer. This lookup table is used by the Cons Promo
attribute, the Cons Promo series, and the Cons Promo P series. This table has the
following structure:
Field Required? Data type Purpose
CONS_TYPE_ID required NUMBER(10) Unique ID for Oracle

internal use.
CONS_TYPE_CODE VARCHAR2(50) Code for the

consumer overlay.
CONS_TYPE_DESC VARCHAR2(50) Name of the

consumer overlay.
IS_FICTIVE NUMBER(1) Leave these null.

SELF_SHAPE_INDIC NUMBER(5)
ATOR
IG_SHAPE_INDICAT NUMBER(5)
OR
OMIT_SEASONAL NUMBER(5)
FICTIVE_CHILD NUMBER(10)
LAST_UPDATE_DA DATE
TE
Pay_Type_lookup
This table controls the drop-down choices in the Pay Type series. This table has the
following structure:
PAY_TYPE_ID required NUMBER(10) Unique ID for Oracle

internal use.
PAY_TYPE_CODE VARCHAR2(50) Code for the

consumer overlay.
PAY_TYPE_DESC VARCHAR2(50) Name of the

consumer overlay.
IS_FICTIVE NUMBER(1) Leave these null.
SELF_SHAPE_INDIC NUMBER(5)
ATOR
IG_SHAPE_INDICAT NUMBER(5)
OR
OMIT_SEASONAL NUMBER(5)
Reference 13-29
FICTIVE_CHILD NUMBER(10)
LAST_UPDATE_DA DATE
TE
Methods
PTP uses the following custom methods.
Optimize Promotion
This method uses the Call Promotion Optimizer predefined workflow. The Call
Promotion Optimizer workflow consists of three steps in addition to the edit member
step:
1. The first step initializes the necessary fields in the database. This step collects
arguments, passes them to the APPPROC_PRE_OPTIMIZATION stored procedure,
and then runs that stored procedure.
Caution: You should not change this step.
2. The second step calls the optimizer. This is a custom step that collects arguments
and calls the OPL class file, which runs the optimization.
Note: You must configure this for your specific installation, as

described in Configuring the Optimization Step in the Demantra
Implementation guide.
3. The final step cleans up the necessary fields in the database, collects arguments,
passes them to the APPPROC_POST_OPTIMIZATION stored procedure, and then
runs that stored procedure.
Caution: You should not change this step.
If the user uses this method, Demantra creates a virtual promotion that the user can
display along with the current promotion (in the TPO: Optimization Comparison
worksheet).

Accept Optimization
This method saves the optimized promotion, overwriting the previous details.
Specifically, it copies data from the optimized series to the corresponding standard
series, for the selected promotion. For example, it copies data from # Wks O to # Wks.
This method uses the AcceptOptimization predefined workflow. This workflow
consists of one step (which calls the APPPROC_ACCEPT_OPTIMIZATION procedure).
Procedures
PTP uses the following custom procedures.
Procedure Purpose
AP Used by Promotion Optimization.

PPROC_ACCEPT_OPTIMIZATION
APPPROC_BLE_ACTUALS_LY Updates the Actuals_LY series.
AP Updates sales_data. vol_base_ttl, for all dates.

PPROC_BLE_VOLUME_BASE_FUTU
RE For dates in the future, this procedure sets the field
equal to the latest base forecast from the engine.
For dates in the past, this procedure sets the field

equal to the value of sales_data. sdata5, the syndicated
base volume.
AP Updates sales_data .vol_base_ttl, for dates in the past.

PPROC_BLE_VOLUME_BASE_HIST This procedure sets the field equal to the value of
sales_data. sdata5, the syndicated base volume.
APPPROC_CLEAR_DATA Clears the sales_data, mdp_matrix, promotion, and

promotion_data tables.
APPPROC_COPY_DEF_RETAILER Iterates through all retailers, finds any that have been
marked as using the default profile, and copies the
default attribute values to each of those retailers.
APPPROC_DROP_TEMPS Drops the temporary tables.
AP Populates the Manufacturer level and the

PPROC_MAINTAIN_TERR_RETAIL Territory-Retailer level.
ER
Reference 13-31
Procedure Purpose
APPPROC_POST_DATA_LOAD This procedure completes the last steps needed during

data loading:
• Updates the LAST_DATE_BACKUP parameter in

the INIT_PARAMS_0 table to equal the last sales
date in the system.
• Runs the APPPROC_COPY_DEF_RETAILER

procedure.
• Runs the
APPPROC_MAINTAIN_TERR_RETAILER
procedure.
• Updates the promotion_data table with values

loaded into sales_data.
• Updates sales_data .vol_base_ttl according to the

sdata5 column that was loaded. This initiates the
APPTRIG_VOLUME_BASE_UPDATE_SD trigger;
see Triggers, page 13-32.
APPPROC_POST_OPTIMIZATION Used by Promotion Optimization.
APPPROC_PRE_OPTIMIZATION Used by Promotion Optimization.
Instead of running procedures directly, use the workflows provided by PTP.

See Workflows, page 13-33.
Triggers
PTP uses the following custom triggers.
Trigger When activated Action
A When inserting Gets list price, shelf price, and COGs from
PPTRIG_INSERT_PR promotion sales_data and copies them to
OMOTION promotion_data.

Trigger When activated Action
A When inserting Updates the following series for this

PPTRIG_INSERT_PR promotion in the past promotion:
OMOTION_PAST
• Avg Rtl sd
• Incr Evt Vol Act
• Base Evt $ Rtl Act
• Incr Evt $ Rtl Act
AP When updating shelf Copies that data into promotion_data.

PTRIG_SHELF_PRICE price on sales_data.
_UDPATE_SD
APP When inserting a Gets sales_data.volume_base_ttl and updates

TRIG_VOLUME_BAS promotion the field by the same name in
E_UPDATE_PD promotion_data.
A When updating Copies that data into promotion_data

PPTRIG_VOLUME_B volume_base_ttl in
ASE_UPDATE_SD sales_data.
Workflows
PTP uses the following workflows:
Workflow When to run Description
AcceptOptimization Do not run directly. Used by the Accept Optimization

method.
Call Promotion Optimizer Do not run directly. Used by the Optimize Promotion
method.
Note: Includes installation-dependent

details and must be configured for
each installation.
Reference 13-33
Workflow When to run Description
CopyRetailerDefaults Run this each time you Executes the

edit a retailer to use the APPPROC_COPY_DEF_RETAILER
default profile and each procedure.
time you edit the retailer
defaults in the Business
Modeler.
Create Member Do not run directly. Used internally when a user creates a
member of a level.
Delete Member Do not run directly. Used internally when a user deletes a
member of a level.
DoNothing Do not use. Do not use.
Edit Member Do not run directly. Used internally when a user edits a
member of a level.
Import Promo Data Not required. Provided for you to use if you want to
load data manually.
ImportPromotionLevels Not required. Provided for you to use if you want to

load data manually.
Paste Member Do not run directly. Used internally when a user pastes a
member of a level.
Run App Proc After Batch Run this after you run the Runs the following required
Engine Analytical Engine. procedures:
• APPPROC_BLE_ACTUALS_LY
• APPPROC_BLE_VOLUME_BAS
E_FUTURE
Run Drop Temps Run this daily. Executes the

APPPROC_DROP_TEMPS procedure.
Run Engine and BLE Do not use.
runprocsteps Do not run directly. Used by the Optimize Promotion

method.

Engine Configuration
This section describes the basic engine configuration in PTP.
Forecast Tree
The PTP forecast tree is as follows:
Forecast level Levels used in this forecast level Notes

number
Item level Location level
1 Lowest level Lowest level
2 Item Site This is also the lowest

promotional level
(LPL).
3 Item Retailer This is also the

influence group level
(IGL).
4 Promotion Group Retailer This is also the

influence range level
(IRL).
5 Promotion Group Corporate
6 Highest Highest
Parameter Settings
In PTP, the following parameter values are set for the Analytical Engine:
Setting Value Notes Needed for
COMPETITION_IT 352 This is the manufacturer level. Analytical Engine

EM
Reference 13-35
Setting Value Notes Needed for
COMPETITION_L 237 This setting refers to the

OCATION Competition_Location group table,
which has only one row. This has
the same effect as setting
COMPETITION_LOCATION equal
to the Retailer level.
CalcOptimizationI yes Promotion

nput Optimization
StartAverage 0
AverageHorizon 52 Specify the length of time, in base

time units, to use in calculating the
average baseline forecast. Typically
one year or half a year is suitable.
BottomCoefficientL 2
evel
TopCoefficientLev 3
el
Engine Models
Only the linear models work with Promotion Optimization. Therefore, in the model
table in the database, the following models are marked as IS_OPTIMIZATION=1:
R-REGR, M-MRIDGE, and C-CMREG.
Additional Checklist Before Running Optimization

1. The application server currently must be a WINDOWS machine in order to run
optimization.
2. The application server must have Oracle or SQL Server clients installed.
3. TNS entry in TNSNames.ora where name matches the DBNAME entry in the
APPSERVER.PROPERTIES file which can be reached in <ROOT>
Collaborator\demantra

4. From Business Modeler, navigate to system parameters.
Parameters > System Parameters
In the system tab, check that the parameter AppServerLocation contains the correct
path where the application is installed. If there is a mismatch, enter the correct path
into the parameter application_root
Example
Example setting: F:\Program Files\Integration 7.1.1 \Collaborator\demantra
5. Navigate on the desktop to My Computer. Right click, and then choose Properties
from the right-click menu.
6. Choose the Advanced tab, and then click Environmental Variables.

Verify that the path variable contains path to
<ROOT>\Collaborator\demantra\optimization\dll.
Reference 13-37
14
Administration

• Running the Analytical Engine
• Running Required Workflows
• Managing the PTP Users
Running the Analytical Engine

You should run the Analytical Engine in batch mode probably about once a week. This
generates a forecast for all the data in the system.
1. Click Demantra > Demantra Spectrum release > Engine Administrator.
2. Click File > Run Engine.
Administration 14-1
3. For Username and Password, enter the username and password of the database
user that stores the Demantra data. (In the installer, this user is referred to as the
Oracle Database User).
4. For Server, enter the Oracle SID of the database.
5. Click Connect.
6. For Run Mode, click Batch.
7. For Engine Profile, click Batch.
8. Click Run Engine.

After running the Analytical Engine, you should run the Run App Proc After Batch
Engine workflow.
See Running Required Workflows, page 14-2.
Running Required Workflows

PTP provides several workflows that perform necessary back-end tasks. An
administrator will need to run these workflows periodically. To run workflows, you use
the Workflow Manager, a Web-based tool that can be accessed only by users with the
System Manager permission level.
This section lists these workflows and describes how to run them.

Required Workflows
You should run the following workflows periodically:
Workflow When to run
CopyRetailerDefaults Run this each time you edit a retailer to use the default
profile and each time you edit the retailer defaults in the
Business Modeler.
Run Drop Temps Run this daily.
Run App Proc After Batch Engine Run this after you run the Analytical Engine in batch
mode.
Logging on to the Workflow Manager

1. Click Demantra > Demantra Spectrum release > Collaborator Workflow.
2. In the Log On dialog box, enter your user name and password.
The Workflow Manager comes up, displaying a list of workflow schemas.
Starting Workflow Instances
To start a workflow instance

Click Start next to the schema that you want to start.
Viewing Workflow Status

You can view all the status of all public workflow schemas and all private workflow
schemas that you created. This means that you can see how many instances of those
schemas are running, as well as the status of each instance.
To view overall status of the workflows

The Workflow Manager displays the overall status information for the workflows.
Administration 14-3
Each row corresponds to a workflow schema. The Instances column indicates how
many instances of this workflow schema are currently running, if any. The Status
column uses the following color codes:
Green The workflow schema is live and you may execute it, creating a workflow
instance.
Red The workflow schema is archived and cannot be executed.
Yellow There is a data error or other fault within this schema.
To view the currently running instances of a schema

1. Click the Instances link in the row corresponding to that workflow.
The Workflow Manager lists all the instances of that schema that are currently
running.
2. When you are done, click Back.
Scheduling Workflow Instances

If you are the owner of a workflow, you can schedule an instance to start at a specific
time or times. If you are not the owner, you cannot schedule it, although you can start it

manually, as described in "Starting Workflow Instances".
To schedule a workflow instance

1. If the workflow schema is not visible, use the dropdown menu and select the name
of a schema group to which it belongs. Or select All.
2. Click Schedule in the row corresponding to that workflow.

The system displays the Schema Scheduler page, which lists all the times when
Workflow Engine will start an instance of this schema.
3. Click Add.
Administration 14-5
4. In the Schedule Schema dropdown list, select the option that specifies how often to
start an instance of this workflow:
• Daily
• Weekly
• Monthly
• Once
• At Startup (This option launches the workflow whenever the Web server is
started.)
• Periodic (in this option, you can start a workflow at periodic intervals
(measured in seconds, minutes, hours, days, weeks, months, or years. Note that
you cannot choose the starting time.)
Depending on the choice you make here, the system displays additional scheduling
options in the bottom part of the page.
5. In the rest of the page, finish specifying the schedule.

6. Click OK.
To unschedule a workflow instance

1. On the Workflow Management page, click Schedule in the row corresponding to
that workflow.
The system displays the Schema Scheduler page. This page displays one row for
each scheduling entry for this workflow.
2. Click the row corresponding to the scheduling entry you want to remove.
3. Click Remove.
Stopping Workflow Instances

You can stop any workflow instance that you started. You cannot stop a workflow
instance started by another user.
To stop a workflow instance

1. If the workflow schema is not visible, use the dropdown menu and select the name
of a schema group to which it belongs. Or select All.
2. Click the number in the Instances column that corresponds to that workflow.
The system lists all the instances of that schema.
Note: Instances that show in red are instances of Fail-To-Execute

Step steps. For more information, see the Oracle Demantra
Foundation Implementation Guide.
3. Click Terminate next to the instance that you want to stop.
4. Click OK.
The instance is stopped and is removed from the list of instances.
Note: Terminate stops only the workflow instance itself. It does not
cancel any work that the instance may have initiated (such as tasks
that were sent or requests placed in the Simulation Engine or
Administration 14-7
Business Logic Engine queues). These items must be cancelled
manually.
See the Oracle Demantra Implementation Guide
Managing the PTP Users

To manage the PTP users, you use the Business Modeler, a desktop tool that can be
accessed only by users with the System Manager permission level. (Other users can log
into the Business Modeler, to change their own passwords, but no other options are
available to them.)
Logging onto the Business Modeler

Before starting the Business Modeler, make sure that the database is running.
To start the Business Modeler

1. On the Start menu, click Programs.
2. Click Demantra > Demantra Spectrum release > Business Modeler.

A login window appears.
3. Enter your user name and password.
4. Click Login.
Copying a User
The easiest way to create new users is to copy existing users and edit the details as
needed.
To copy a user
1. In the Business Modeler, click Security > Create/Modify User.
The Create/Modify User dialog box appears.
2. Click the button of the user you want to copy, and then click Create Copy.
The User Details dialog box appears. Some of the information, such as user name, is
blank. Other details, such as the company name, are copied from the original user.
3. Specify the user name and password for the new user.

4. Make other changes as needed.
5. Do one of the following:

• Click Next to continue editing information for the new user. Demantra initially
uses all the same values as for the original user.
• Click Finish.
Creating or Modifying a User
To create or modify a user

2. Next:
• To create a new user, click the New User button, and then click OK.
• To modify a user, click the button of that user then click OK. Or double-click
the icon of the user whose details you want to modify.
The User Details dialog box appears.
3. Specify basic user details as follows:

1. Under Enter User Details, type the following information in the appropriate
boxes (or select from the dropdown lists):
• The user name, password, permission level, and the language in which the
system will be operated.
Administration 14-9
• The first and last name of the user, the company name, phone and fax
number, and the email address.
2. For Permission Level, use System Manager if this user needs access to the
Business Modeler and the Workflow Manager. Otherwise, use Supervisor.
3. Click Next.
The User Modules dialog box appears. Here you specify which Demantra user
interfaces this user can access.
4. Click the check box next to each module that the user needs to work with. Then
click Next.
The New User - Select User Series dialog box appears. This dialog box allows you to
determine what data series will be active for the new user, from the entire set of
series in this component. Each list is a collapsible list of series groups and the series
in them.

If a series is not active for a user, it is not available when the user creates
worksheets and is not viewable in existing worksheets to which the user has access.
5. Specify the series that a user can see, as follows:

1. Move all series that you want into the Selected Series list. To do so, either
double-click each series or drag and drop it.
2. Remove any unwanted series from the Selected Series list.
Note: You can also move an entire series group from one list to
the other in the same way.
3. When you are done specifying series, click Next.

The New User - Select User Filters dialog box appears. This dialog box lets you
filter the data that the user can see; specifically, you control which levels and
which members of those levels the user can see.
Administration 14-11
6. Filter the data that the user can see, as follows:
1. Click a level in the left side of the dialog box and drag it to the box on the right.
Or double-click a level in the left side.
2. Now specify which members of this level the user can see. To do so, click a
member in the list, and then click the right arrow button. Or double-click the
member you want to filter out.
The system moves the selected members to the box on the lower right side.
Now the user can see only the selected members of this level. In the preceding
example, the user can see only data that is associated with the Rainbow brand.
Note: The Selected Members list cannot include more than 200
members.
3. Repeat the preceding steps for each filter you want to add. Each filter
automatically limits the choices available in subsequent filters.
4. When you have appropriately filtered data for the user, click Next.
The New User - Select User Groups dialog box appears. This dialog box allows you
to select the group or groups to which the new user will belong. Members of a
group can see each other within Who's Online.
7. Specify the collaboration groups to which a user belongs, as follows:

1. Move all groups to which the user should belong into the Selected Groups list.

To do so, either double-click each group or drag and drop it.
Note: You can also select and move multiple groups with the
standard Ctrl+click or Shift+click actions.
2. Remove any unwanted groups from the Selected Groups list.
3. Click Next.
8. Click Finish.
Deleting a User
To delete a user
2. Click the button of the user you want to delete, and then click Delete.
A question box appears, asking if you are sure you want to delete the selected user.
3. To delete the selected user, click Yes.
See the Oracle Demantra Implementation Guide
Administration 14-13

Index
APPPROC_DROP_TEMPS, 13-31
A running from a workflow, 13-34
APPPROC_MAINTAIN_TERR_RETAILER, 13-
ActualLY, 13-4
20, 13-20, 13-31
actuals
APPPROC_POST_DATA_LOAD, 13-32
colors used for deviations, 13-3
APPPROC_POST_OPTIMIZATION, 13-32
compared to projections, 11-3, 11-6
APPPROC_PRE_OPTIMIZATION, 13-32
details for event, 11-3, 11-6
APPROC_ACCEPT_OPTIMIZATION, 13-31
used in TPO, 2-9
APPTRIG_INSERT_PROMOTION, 13-32
versus plan, 4-4
APPTRIG_INSERT_PROMOTION_PAST, 13-33
Actuals Base, 13-4
APPTRIG_SHELF_PRICE_UDPATE_SD, 13-33
Actuals Incr, 13-4
APPTRIG_VOLUME_BASE_UPDATE_PD, 13-33
Actuals scenario, 13-27
APPTRIG_VOLUME_BASE_UPDATE_SD, 13-33
Actuals Ttl, 13-4
attribute
Actuals versus Plan summary pane, 4-4
copying from optimized promotion to original
aggregation
promotion, 9-13
introduction, 2-1
editing for retailer, 4-8
kinds of levels, 2-1
of plan, reference, 13-23
Analytical Engine
of promotion, reference, 13-24
configuring for optimization, 13-35
of retailer, reference, 13-21
running in simulation mode, 9-2
specifying for promotion, 7-7
typical use, 1-7
AverageHorizon parameter, 13-36
applet
Avg Rtl, 13-4
installing, 3-2, 4-3, 4-9
Avg Rtl sd, 13-5
APPPPROC_COPY_DEF_RETAILER, 13-31
axes of a worksheet, specifying, 12-20
APPPROC_BLE_ACTUALS_LY, 13-31
running from a workflow, 13-34
APPPROC_BLE_VOLUME_BASE_FUTURE, 13- B
31 Base Evt Vol, 13-5
running from a workflow, 13-34 Base Evt Vol O, 13-5
APPPROC_BLE_VOLUME_BASE_HIST, 13-31 Base Fcst, 13-5
APPPROC_COPY_DEF_RETAILER batch run, 14-3
running from a workflow, 13-34 BDF
Index-1
introduction, 2-8 Collaborator Workbench
series names, 5-2 adding content panes, 12-5
setting fund amounts, 5-3, 5-5 introduction, 1-2
using fund, 7-9 key metrics, 4-3
viewing fund balances, 7-3 logging in, 4-1
viewing funds, 5-6 opening worksheets, 4-9
BDF Alloc, 13-6 personalizing, 4-12
BDF Auth, 13-6, 13-6 combination
BDF Bal, 13-6 including in worksheet, 12-11, 12-12
BDF Base Rate, 13-6 companies, 2-5
BDF Dev Rate, 13-6 Cons Promo, 13-8
BDF Fixed Funds, 13-6 Cons Promo P, 13-8
Bill Back UOM, 13-5 content
bill-to locations, 2-4 adding pane from existing panes, 4-12
BottomCoefficientLevel parameter, 13-36 introduction to options, 12-2
brand options, 12-5
and other levels, 13-20 predefined summary panes, 4-3
introduction, 2-3 cost benefit review
budget for future promotion, 10-3, 10-9
consuming, 7-9 for optimized promotion, 9-9
establishing, 5-3, 5-5 for promotions in selected scenario, 7-5
introduction, 2-8 CPI (Consumer Price Index), 12-14
series names, 5-2 CPIU
viewing, 5-6 comparing promotions, 10-9
viewing balance, 7-3 how computed, 13-8
Business Modeler, starting, 14-8 CPIU O, 13-8
Buydown, 13-6 CPIU P, 13-8
Buydown $, 13-6 Cumulative Actuals, 13-8
Buydown O, 13-6 Cumulative Plan, 13-8
Current Year scenario, 2-7, 13-28
C
cache, worksheet D
enabling for a worksheet, 12-5 dashboard
CalcOptimizationInput parameter, 13-36 adding content panes, 12-5
Canbl $, 13-7 introduction, 1-2
Canbl $ Rtl, 13-7 key metrics, 4-3
cannibalization logging in, 4-1
introduction, 2-10 opening worksheets, 4-9
manufacturer personalizing, 4-12
actual, 11-4 default
actual versus projected, 11-3 combinations for new promotion, 7-7
retailer combinations in worksheet, 12-12
actual, 11-7 layout in Collaborator Workbench, 4-12
actual versus projected, 11-3 worksheet view layout, 12-20
categories districts, 2-5
introduction, 2-3 divisions, 2-5
Index-2
filter
E adding for when worksheet opens, 12-5
adding to worksheet view, 12-26
email
and other performance tips, 12-29
escalating a task, 4-12
at user level, 14-11
sending notification of task, 4-10
filtering series in worksheet editor, 12-8
specifying for users, 14-9
for bar charts, 12-6
End Ship, 13-9
introduction, 12-16
ep_load_main, 13-20, 13-20
finding elements, 12-8
event
fixed funds
accepting optimization, 9-13
introduction, 2-8
approving, 7-9
series names, 5-2
closing, 7-10
forecast
committing, 7-9
affected by promotions, 2-7
comparing to other events in scenario, 10-8
and actuals, 5-3
copying and pasting, 7-15
and simulation, 9-1
costs and spending, 2-9
and unplanned promotions, 2-7
creating, 7-6
and volume breakdown, 2-9
deleting, 7-16
introduction, 1-7
duplicating, 7-13
viewing, 6-3
evaluating future event, 10-2
forecast tree and Promotion Optimization, 13-35
evaluating past event, 11-2, 11-5
funds
introduction, 2-6
introduction, 2-8
life cycle, 2-7
series names, 5-2
marking as paid, 7-10
setting amounts, 5-3, 5-5
marking as planned, 7-8
using, 7-9
modifying, 7-11
viewing, 5-6
optimization results, 9-8
viewing balances, 7-3
optimizing, 9-5
projections and actuals, 11-3, 11-6
reference for attributes, 13-24 G
specifying how to fund, 7-8 graph
Evt Spend, 13-9 adding series to, 12-21
Evt Spend exS, 13-9 choosing type, 12-20
Evt Spend exS O, 13-9 time resolution of, 12-9
Evt Spend exS P, 13-9 group
Evt Status, 13-9 adding users to, 14-12
display color, 7-3
exception filter, applying to worksheet, 12-18 I
exchange rate
incr_vol_no_unplan, 13-12
introduction, 12-14
Incr Evt $, 13-10
used in worksheet, 12-15
Incr Evt $ Net, 13-10
extra filters option, 12-5
Incr Evt $ O, 13-10
Incr Evt $ P, 13-10
F Incr Evt $ Rtl, 13-10
files Incr Evt $ Rtl sd, 13-10
attaching to a task, 4-11 Incr Evt Vol, 13-10
Index-3
Incr Evt Vol Act, 13-10 introduction, 2-10
Incr Evt Vol Fut, 13-10 projected and actual, 11-7
Incr Evt Vol O, 13-10 Lift O, 13-12
Incr Evt Vol P, 13-11 links in Collaborator Workbench
Incr Fcst, 13-11 adding link within a task, 4-11
Incr Mfg Prft, 13-11 List Price sd, 13-13
Incr Mfg Prft O, 13-11 location-type levels, introduction, 2-2
Incr Mfg Prft P, 13-11
Incr Rtl Prft, 13-12 M
Incr Rtl Prft O, 13-12
manufacturer
Incr Rtl Prft P, 13-12
and other levels, 13-20
index (financial)
incremental profit, 9-9
introduction, 12-14
introduction, 2-3
used in worksheet, 12-15
maintaining level, 13-31
Is_self, 13-12
MDF
items, 2-3
introduction, 2-8
item-type levels, introduction, 2-2
series names, 5-2
setting fund amounts, 5-3, 5-5
J using fund, 7-9
Java viewing fund balances, 7-3
preventing updates, 3-2 viewing funds, 5-6
Web Start, 4-2 MDF Alloc, 13-13
JRE, 4-2 MDF Auth, 13-13, 13-13
installing, 3-1 MDF Bal, 13-13
MDF Base Rate, 13-13
L MDF Dev Rate, 13-13
MDF Fixed Funds, 13-13
layout, Collaborator Workbench
member
configuring by user, 4-12
and Open With context, 12-5
configuring My Tasks, 4-14
introduction, 2-2
configuring My Worksheets, 4-15
methods, reference information, 13-30
layout, worksheet
Mfg Prft O, 13-13
defining, 12-20
Mfg Profit, 13-14
tips, 12-28
Mfg Profit Var, 13-14
level
models for use with Promotion Optimization, 13-
adding to worksheet, 12-11
36
in worksheet, 12-11
My Tasks
item levels in TPO, 13-19
configuring, 4-12
location levels in TPO, 13-20
configuring and sorting of number of tasks, 4-
on worksheet tab, 12-21
14
promotion levels in TPO, 13-23
refreshing, 4-10
Lift, 13-12
My Worksheets, 4-9
lift decomposition, manufacturer
configuring, 4-12
introduction, 2-10
configuring list of worksheets, 4-15
projected and actual, 11-3
sending a worksheet as a task, 4-10
lift decomposition, retailer
worksheet descriptions in, 12-4
actual, 11-7
Index-4
compared to actuals, 11-3, 11-6
N Promo Effect - Mfg worksheet, 10-2, 10-10
Promo Effect - Rtl worksheet, 10-14
Net Incr Evt $, 13-14
Promo-Evaluation Mfg worksheet, 11-2, 11-8
Net Incr Evt $ Rtl, 13-14
Promo-Evaluation Rtl worksheet, 11-5, 11-13
promotion
O
accepting optimization, 9-13
Off Invoice UOM, 13-14 approving, 7-9
Open With menu closing, 7-10
introduction, 3-6 committing, 7-9
specifying context for filtering, 12-5 comparing to other promotions in scenario,
optimization 10-8
accepting results, 9-13, 9-13 copying and pasting, 7-15
effect on color of Evt Status, 7-3 costs and spending, 2-9
introduction, 1-8 creating, 7-6
performing, 9-4 deleting, 7-16
Optimization Comparison worksheet, 9-7, 9-14 duplicating, 7-13
Optimized series, 13-14 evaluating future promotion, 10-2
evaluating past promotion, 11-2, 11-5
P introduction, 2-6
parameters life cycle, 2-7
for optimization, 9-6 marking as paid, 7-10
for Promotion Optimization, 13-35 marking as planned, 7-8
Past End Date, 13-15 modifying, 7-11
Pay Type, 13-15 optimization results, 9-8
Pay Type series, 13-29 optimizing, 9-5
performance tips for worksheet design, 12-28 projections and actuals, 11-3, 11-6
permission level reference for attributes, 13-24
specifying for user, 14-9, 14-9 specifying how to fund, 7-8
personalization Promotion Comparison worksheet, 10-8, 10-17
My Tasks, 4-14 promotion group
My Worksheets, 4-15 and other levels, 13-20
wide and narrow panes, 4-12 creating a promotion for, 7-6
Planning Environment worksheet, 7-1, 7-16 introduction, 2-4
Planning Hierarchy summary pane, 4-5, 4-6, 4-7, specifying quotas and funds, 5-5
4-9, 4-9 Promotion Optimization
Plan Vol, 13-15 parameters, 13-35
Pre Post Sales, 13-15
Pre Post Value Rtl, 13-15 Q
Pre Post Vol, 13-15 quota
procedures, reference information, 13-31 managing, 5-1
product groups, 2-4 percent attained, 7-3
product lines, 2-4 specifying bottom-up, 5-5
product subgroups, 2-4 specifying top-down, 5-3
projections versus sales, 4-4
colors used for deviations, 13-3 viewing, 5-6
Index-5
Quota and Fund Entry Bottom-Up worksheet, 5- introduction, 2-3
5, 5-9 selection task, marking as done, 4-10
Quota and Fund Entry Top-Down worksheet, 5-3 series
, 5-7 available to user, 14-11
Quota and Fund View worksheet, 5-6, 5-10 for lift decomposition, 10-4
introduction, 2-2
R making available for specific user, 14-10
reference information, 13-1
refreshing, 4-10
related to funds, 5-2
regions, 2-5
related to volume, 5-3
retailer
selecting, 12-7
creating promotion for, 7-6
specifying display, 12-21
editing profile, 4-6
Shelf Price, 13-16
effect on optimization, 9-4
Shelf Price sd, 13-16
evaluating past promotion, 11-5
Shipments, 13-16
incremental profit, 9-9
simulation
introduction, 2-5
accepting, 9-4
introduction to profiles, 2-8
introduction, 1-7
reference for attributes, 13-21
running, 9-3
running workflow to copy default profile, 14-3
starting Simulation Engine, 9-2
settting quotas and funds for, 5-3
useful worksheets, 9-1
right-click menu
Slot Auth, 13-17
as basic navigation tool, 1-5
Slot Bal, 13-17
in Planning Hierarchy, 4-5
slotting funds
introduction, 3-6
introduction, 2-8
Rtl Prft, 13-16
series, 5-2
Rtl Prft O, 13-16
viewing balance, 7-3
Run App Proc After Batch Engine, 13-34
sorting
Run Engine and BLE procedure, 14-3
controlling order of series in table, 12-20
series in worksheet editor, 12-8
S
sort order in My Tasks, 4-15
Sale Price, 13-16 StartAverage parameter, 13-36
Sale Price O, 13-16 Start Event, 13-17
sales areas, 2-5 Start Event O, 13-17
Sales Quota, 13-16, 13-16 Start Event P, 13-17
Sales Var, 13-16 starting
Sales versus Quota, 4-4 Business Modeler, 14-8
Sales versus Quota summary pane, 4-4 TPO, 3-1
Sandbox scenario, 2-7, 13-28 workflow instance, 14-4
comparing promotions in, 10-8 Start Ship, 13-17
scenarios subtabs of worksheet
comparing promotions in, 10-8 other worksheet as subtab, 12-25
introduction, 2-7 summary panes
reference, 13-28 Actuals versus Plan, 4-4
scheduling workflow instances, 14-4 Planning Hierarchy, 4-5, 4-6, 4-7, 4-9, 4-9
segment Sales versus Quota, 4-4
and other levels, 13-20 Volume Breakdown, 4-4
Index-6
Sun JRE, 4-2 Uplift, 13-18
synchronization user
between views, 12-23 access to series, 14-11
syndicated data, 1-1 adding to groups, 14-12
creating, 14-9
T deleting, 14-13
filtering data, 14-11
task
specifying modules, 14-10
configuring My Tasks, 4-14
creating and sending, 4-10
marking as done, 4-10 V
territory Veh cost, 13-18
introduction, 2-5 Veh cost O, 13-18
managing funds and quotas, 5-3 Vehicle Cost DISPLAY, 13-18
tracking volume, 6-2 Vehicle Cost F. SHOPPER, 13-19
viewing fund balances, 7-3 Vehicle Cost FEATURE, 13-19
Territory-Retailer level Vehicle Cost NATIONAL TV, 13-19
maintaining, 13-31 Vehicle Cost TPR, 13-19
purpose, 13-20 Veh Type O, 13-18
time resolution, specifying for worksheet, 12-9 Veh Type P, 13-18
Top/Bottom filter, specifying, 12-6 view
TopCoefficientLevel parameter, 13-36 adding to worksheet, 12-22
TPM defining layout, 12-20, 12-20
worksheets of, 1-3 deleting from worksheet, 12-23
TPO enabling or disabling, 12-23
worksheets of, 1-6 hiding worksheet levels, 12-21
TPO, logging on, 3-1 renaming, 12-23
triggers, reference information, 13-32 restoring default layout, 12-22
troubleshooting synchronization, 12-23
cannot see new promotion, 3-6 volume
Ttl Evt $, 13-17 actual versus plan, 4-4
Ttl Evt $ O, 13-17 breakdown, 2-9, 4-4, 5-3
Ttl Evt $ P, 13-17 breakdown week by week, 6-3
Ttl Evt $ Rtl, 13-17 creating for newly entered promotion, 9-3
Ttl Evt Vol, 13-17 for past and future, 2-9
Ttl Evt Vol O, 13-17 series, 5-3
Ttl Evt Vol P, 13-18 tracking, 6-1
Ttl Fcst, 13-18 used in accruing funds, 2-8, 5-2
Ttl Fund Auth, 13-18 week by week, 6-3
Ttl Fund Bal, 13-18 year on year, 6-2
Volume Base, 13-19
U Volume Base Ttl, 13-19
Volume Breakdown summary pane, 4-4
Units, 13-18
Volume Incr Ttl, 13-19
units of measure
Volume Tracking worksheet, 6-1, 6-2, 6-5
introduction, 12-14
in worksheet, 12-14
Unmatched $, 13-18 W
Index-7
Web server, launching workflows when starting,
14-6 X
Whoxd5 s Online, configuring, 4-12
x-axis
workflow
specifying, 12-20
email addresses used in, 14-9
reference information, 13-33
Y
schema instances
launching at Web server start, 14-6 y-axis
scheduling, 14-4 specifying, 12-20
starting, 14-3 units and scale, 12-14
stopping, 14-7
Workflow Manager, logging on, 14-3
worksheet
adding to My Worksheets, 4-15
data in, 2-2
deleting, 12-28
design
adding a subtab worksheet, 12-25
aggregating and organizing, 12-11
basics, 12-4
caching, 12-5
exception filter, 12-18
filtering individual view, 12-26
index used in, 12-14
selecting series, 12-7
specifying elements to include, 12-24
time criteria, 12-9
tips, 12-28
units of measure, 12-14
views in, 12-20
how aggregated and organized, 2-1
layout, 12-20
ownership and security, 12-28
sending as task to another user, 4-10
worksheets
general introduction, 1-3
Optimization Comparison, 9-7, 9-14
Planning Environment, 7-1, 7-16
Promo Effect - Mfg, 10-2, 10-10
Promo Effect - Rtl, 10-14
Promo-Evaluation Mfg, 11-2, 11-8
Promo-Evaluation Rtl, 11-5, 11-13
Promotion Comparison, 10-8, 10-17
Quota and Fund Entry Bottom-Up, 5-5, 5-9
Quota and Fund Entry Top-Down, 5-3, 5-7
Quota and Fund View, 5-6, 5-10
Volume Tracking, 6-1, 6-5
Index-8

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Oracle® Demantra Predictive Trade Planning

Part No. E22233-09

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Primary Author: Kyle Maclean

Send Us Your Comments

Part 1 Introduction and Basics

2 Predictive Trade Planning Concepts

Part 2 Business Processes

4 Oracle Demantra Dashboard

5 Managing and Viewing Quotas and Funds

9 Simulation and Optimization

10 Examining and Comparing Promotions

11 Reviewing Past Performance

12 Creating Worksheets and Content Panes

Oracle Demantra Predictive Trade Planning User's Guide, Release 12.2

Access to Oracle Support

Related Information Sources

• Oracle Demantra User's Guide

Installation and System Administration Guides:

• Oracle Demantra Integration Guide

• Oracle Demantra Installation Guide

• Oracle Demantra System Requirements Guide

• Oracle Demantra Security Guide

Do Not Use Database Tools to Modify Oracle E-Business Suite Data

This chapter covers the following topics:

• Base volume forecast by item over time based on past history

• Incremental volume forecast based on user-defined promotional variables and

• Detailed fund analysis, including quota versus actuals

• Event optimization taking into consideration a variety of constraints (time, budget,

While Oracle Demantra's PTP solution provides standard, out-of-the-box configuration

Dashboard: Collaborator Workbench

1-2 Oracle Demantra Predictive Trade Planning User's Guide

Predictive Trade Planning Business Processes and Worksheets

1-4 Oracle Demantra Predictive Trade Planning User's Guide

Promotion Modeling and Optimization Business Processes and

1-6 Oracle Demantra Predictive Trade Planning User's Guide

• PTP: Optimization Comparison provides the capability to simultaneously view and

• PTP: Promo-Evaluation: Mfg and PTP: Promo-Evaluation: Rtl provide a detailed

• Reviewing Past Performance- Evaluating Performance from the Retailer's Point

Forecasting and Simulation

1-8 Oracle Demantra Predictive Trade Planning User's Guide

This chapter covers the following topics:

Predictive Trade Planning Concepts 2-1

• Promotion levels correspond to promotional events.

PTP provides many kinds of series:

• Some are based on imported data.

PTP Data Hierarchy

2-2 Oracle Demantra Predictive Trade Planning User's Guide

The Manufacturer Hierarchy

The Category Hierarchy

Predictive Trade Planning Concepts 2-3

The Product Line Hierarchy

2-4 Oracle Demantra Predictive Trade Planning User's Guide

Predictive Trade Planning Concepts 2-5

How PTP Uses Promotion Properties

2-6 Oracle Demantra Predictive Trade Planning User's Guide

• Promotion timing and duration

Promotions and Scenarios

Promotion Life Cycle and Status