Chapter 4 Integrated BP

Distribution Chain A unique combination of sales organization and division  Some master data are maintained at this level  Material master  Pricing conditions Magal and Word | Integr

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The Fulfillment Process

Chapter 4

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3 Identify the key steps in the fulfillment process and the

data, documents, and information associated with each step.

4 Discuss the role of the credit management process in

fulfillment.

5 Effectively use SAP® ERP to execute the key steps in the

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Learning Objectives (Continued)

6 Explain how and why fulfillment is integrated with other

processes.

7 Utilize SAP ERP to extract meaningful information about

the fulfillment process.

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A Basic Fulfillment Process

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 Credit control area

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Sales Organization

 Responsible for

 Distributing goods and services

 Negotiating sales conditions

 Product liability and rights of recourse

 Used to divide the market based on geographic regions

 Highest level of aggregation in sales-related reporting

 A company code must have at least one sales organization

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GBI Sales Organizations

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Distribution Channel

 Responsible for getting materials to customers

 Used to

 Differentiate distribution strategies or approaches

 Different pricing, responsibilities

 Wholesale sales, retail sales, Internet sales

 Statistics and reporting at the DC level

 A sales organization must have at least one distribution channel

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GBI US Distribution Channels

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 Used to consolidate materials with similar characteristics

 Different sales strategies, pricing agreements

 Statistics and reporting at the DC level

 Associated with product lines

 A sales organization must have at least one division

 Can be assigned to multiple sales organizations

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GBI US Divisions

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GBI DE Divisions

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GBI Sales Areas

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Distribution Chain

 A unique combination of sales organization and division

 Some master data are maintained at this level

 Material master

 Pricing conditions

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 A plant must be uniquely assigned to a company code.

 A plant can be assigned to deliver products or services for multiple distribution chains.

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Plants and Distribution Chains

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 Group of employees (to handle expedited orders)

 A plant must have at least one shipping point

 A shipping point can be assigned to many plants

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Shared Shipping Points

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Multiple Shipping Points

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Shipping Point Example

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Credit Control Area

 Responsible for customer credit

 Centralized

 One credit control area for all company codes in the enterprise

 All customers in all company codes are managed by one credit control area

 Decentralized

 More than one credit control area in the enterprise

 Each credit control area manages credit for one or more company codes

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Centralized Credit Control Area

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Decentralized Credit Control Area

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Master Data

 Material master (what views?)

 Customer master (what segments?)

 Customer-material info record

 Conditions

 Output master data

 Credit management master record

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Material Master Data

 Basic Data

 Sales: Sales Organization

 Includes data specific to a combination of sales organization and distribution channels

 Examples include: delivering plant, sales units (unit of measure), minimum quantities (order, delivery)

 Sales: General/Plant

 Includes data specific to a plant

 Examples include: handling requirements (refrigeration), loading (hand cart, forklift)

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Demo 5.1 Review Material Master

 Review some of the data included in a material master

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Customer Master Data

 General Data

 Specific to a client

 Valid across company code and sales area

 Financial/ Accounting data

 Specific to a company code

 Sales Area data

 Specific to a sales area

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Segments Of Customer Master Data

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 Sales Area data (Sales)

 Partner functions: multiple roles

 Sold-to-party, ship-to-party, bill-to-party, payer

 A customer can be served by multiple sales areas

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Multiple Definitions of a Customer

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GBI Customers

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Demo 5.2 Review Customer Master

 Review some of the data included in a customer master

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Customer - Material Information Record

 Intersection data for one customer and one material

 Data specific to the combination of customer and material

 Supersedes data in customer master and material master

 Examples of data

 Cross references customer material numbers, descriptions

 Specific terms (e.g., shipping, tolerances, partial deliveries, delivering plant)

 Alternate delivery plant, shipping terms/methods, tolerances, partial deliveries (e.g not accepted for this material)

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RMB and GBI Material Numbers

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Demo 5.3 Review Customer-Material Information Record

 Review some of the data included in a customer-material information record

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 Surcharges and discounts

 For customer, material, or combination

 Taxes

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Demo 5.4 Review Pricing Conditions

 Review some of the data included in a pricing conditions

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 Mail, fax, EDI

 Master data includes

 Output type, medium, time (immediate or later), partner function

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Credit Management Master Record

 Extension of the customer master record

 General data (client level)

 Address, communication, total credit at the enterprise level

 Credit control area data (credit control area level)

 Credit limit for the credit control area

 Risk category

 Overview (key data from other areas)

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Fulfillment Process Steps

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GBI Scenario

 Customer: RMB, Denver, CO.

 Silver Deluxe Touring bikes: 40

 Delivery 30 by May 10, 10 by June 10

 T-shirts: 100 (qualifies for 10% disc)

 Delivery all by May 10

 Deliver to racing location in Colorado Springs

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Selling price Cost price

Silver deluxe touring bike $2,800 $1,400 T-shirt $30 $15

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Elements of the Pre-sales activity

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Data in a Quotation

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Reference Documents for a Quotation

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Demo 5.5 Create a Quotation

 Review how to create a quotation

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Elements of a Sales Order

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Sales Order Processing

 Typical data in a sales order

 Customer and material data

 Delivery dates and quantities

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Data in a Sales Order

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Relationship between Quotations and Sales Orders

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Structure of a Sales Order

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Sales Order Document

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Backward Scheduling

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Demo 5.6 Create a Sales Order

 Review how to create a sales order

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 Create outbound deliveries

 Picking (optional)

 Packing (optional)

 Transfer requirement (if WM is enabled)

 Post goods issue

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Elements of the Shipping Step

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Data in a Delivery Document

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Structure of a Delivery Document

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Delivery Document Structure

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Relationship between Schedule Lines and Delivery Items

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 One order >> multiple deliveries

 Multiple orders >> one delivery

 Constraints?

 Same customer

 Same shipping point

 Same delivery date

 Same ship-to-address

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Relationship between Sales Order and Deliveries

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Relationship between Delivery

Documents and Transfer Requirements

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Delivery Quantity vs Pick Quantity

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Packing Options

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Impact of Post Goods Issue

 A material document is created

 GL accounts - Stock accounts and cost of goods sold account

- are updated, and an accounting document is created

 A controlling document is created

 Fulfillment provides COGS data to profitability analysis in controlling

 The billing due list is updated

 Sales documents are updated (status)

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Outcomes of Shipping (Goods Issue)

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FI Impact of the Shipping Step

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Demo 5.7 Process Shipment for a Sales Order

 Review how to create the shipment for a sales order

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 Create invoices

 Crete credit and debit memos

 Many deliveries >> one billing document

 Same payer, billing date and destination country

 One delivery >> many billing documents

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Elements of the Billing Step

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Data in a Billing Document

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Relationship between Deliveries and Billing

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Structure of a Billing Document

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Billing Document Structure

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Impacts of a Billing Document

 GL accounts are updated and an FI document is created

 Customer account > AR reconciliation account

 Sales revenue account

 A controlling document is created

 Fulfillment provides revenue data to the profitability analysis process

 Sales documents are updated (status)

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Outcomes of the Billing Step

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FI Impact of the Billing Step

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Demo 5.8 Process Billing for a Sales Order

 Review how to bill for a sales order

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 Post incoming payment

 GL accounts are updated and an FI document is created

 Cash/Bank account

 Customer account -> AR reconciliation account

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Elements of the Payment Step

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Data in a Payment Document

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FI Impact of the Payment Step

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Customer Payment with Discount

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Processing Customer Payment

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Demo 5.9 Process Payment for a Sales Order

 Review to process a payment for a sales order

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Credit Management Process

 Used to determine if credit should be granted to a customer (i.e., should process continue?)

 Credit is checked when:

 Sales order is created or changed

 Delivery is created or changed

 Post goods issue

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Credit Management Process

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Integration with Other Processes

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Document Flow

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Demo 5.10 Display Document Flow

 Review how to display document flow

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Work Lists

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Demo 5.11 Display Work List

 Review how to display a work list

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List of Sales Orders

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Demo 5.12 Display an Online List

 Review how to display an online list

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Information Structures

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Example of Standard Analysis

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