1. FUJITSU AMERICA Cover Page 11 VENDOR BILLBACK SOLUTION Shyam, Sr. Consultant, Fujitsu America Inc.

2. FUJITSU AMERICA Agenda 22  Scope & Importance  Solution Footprint  Trade Management – BBWB – GL  Credits – BBWB  Claims – BBWB  Warehouse Spoils – BBWB  BBWB – Features & Utilities  Value Proposition  Q & A

3. FUJITSU AMERICA Scope : Trade Deals 33 Three basic forms of trade deals have emerged : off-invoice, discretionary funds and bill-backs. Off-Invoice: Manufacturer -> Distributor : Dollar discount for each case purchased by the distributor/retailer during a specified period of time. Discretionary Funds (Lump sum): Manufacturer -> Distributor : Lump sum payments in return for retailer promoting brand to the customer Billbacks: Manufacturer -> Distributor -> Customer : Discount based on per case sold by the distributor to the customer during the promotion period. The bill back amount is determined based on the data provided by the distributor.

4. FUJITSU AMERICA Importance 44 Bill backs go Straight to the Bottom Line Accurate Pricing to the customers – Increased competition. Increased vendor claims management due to increased promotion activity. No Standard process available in base systems Unique footprint for CPG / Manufacturers and Retailers

5. FUJITSU AMERICA We have the answers… 55 Solution Foot Print

6. FUJITSU AMERICA We have the answers… 66 The case study presented in the next section details how the E Business Suite Family with Fujitsu’s Add In was leveraged to deliver an all encompassing vendor Bill back Solution : Footprint Includes :  Oracle E – Business processes  The seeded interface Tables and API’s  Oracle Order Management  Oracle Advance Pricing  Oracle Receivables  Oracle Trade Management  Oracle Payables

7. FUJITSU AMERICA Source : 1 :Trade Promotions – BBWB Integration Flow 77

8. FUJITSU AMERICA Offer Setup in Trade Management 88

9. FUJITSU AMERICA Offer Setup – Price Modifier Creation 99

10. FUJITSU AMERICA Order Entry : 1010

11. FUJITSU AMERICA Pricing Modifiers 1111 List Price : 64.02 Discount : 0.28 Selling Price : 63.84

12. FUJITSU AMERICA Billback Accruals 1212

13. FUJITSU AMERICA Accrual for Marketing Promotions AccountDebitCredit Sales Promotion Expenses0.28 Promotions - Vendors0.28 13 AccountDebitCredit Pending Bill Backs0.28 Promotions - Vendors0.28 Distributor Manufacturer

14. FUJITSU AMERICA Billback Workbench: 1414

15. FUJITSU AMERICA Billback Workbench Summary View: 1515

16. FUJITSU AMERICA Billback Workbench Detailed View: 1616

17. FUJITSU AMERICA Process & Archive Billbacks 1717

18. FUJITSU AMERICA Source : 2 : Claims for Lump sum Deductions 1818 Customer Claims for Ad Allowance News Letter Discount New Store Item Placement

19. FUJITSU AMERICA Claims / Deduction Management: Lump sum Deductions 1919

20. FUJITSU AMERICA Claims Investigation View : 2020

21. FUJITSU AMERICA Claim Settlement: 2121

22. FUJITSU AMERICA Automated Credit Memo creation: 2222

23. FUJITSU AMERICA RMA: SLA Journal for Pending Billback Accruals 2323 Account DebitCredit Revenue158.44 AR 158.44 Pending Bill Backs158.44 Revenue 158.44

24. FUJITSU AMERICA Claims Credit Memo – Billback Workbench Integration 2424

25. FUJITSU AMERICA AP Integration : Debit Memo Creation 2525

26. FUJITSU AMERICA Source : 3: Credit Memo – BBWB 2626 Source : Credit Memo  Promotion Adjustment  Spoils  Product Recalls

27. FUJITSU AMERICA Credit Memo – BBWB 2727

28. FUJITSU AMERICA RMA Entry : Product Recall 2828

29. FUJITSU AMERICA RMA: Entry Lines : Return Reasons 2929

30. FUJITSU AMERICA Credit Memo : Product Recalls 3030

31. FUJITSU AMERICA Credit Memo : Reason 3131

32. FUJITSU AMERICA RMA: SLA Journal for Pending Billback Accruals 3232 Account DebitCredit Revenue40.18 AR 40.18 Pending Bill Backs40.18 Revenue 40.18

33. FUJITSU AMERICA Bill Back : Search Page 3333

34. FUJITSU AMERICA Bill Back : Summary 3434

35. FUJITSU AMERICA Bill Back : Details 3535

36. FUJITSU AMERICA Bill Back : Preview 3636

37. FUJITSU AMERICA Source : 4 : Warehouse Spoils 3737 Product Recalls Vendor Returns Vendor Supported Labor Warehouse - Spoils

38. FUJITSU AMERICA Source : Warehouse Spoils 3838

39. FUJITSU AMERICA Account Alias Issue : Spoils - Warehouse 3939

40. FUJITSU AMERICA Account Alias Issue : Spoils - Warehouse 4040

41. FUJITSU AMERICA Account Alias Issue : Spoils - Warehouse 4141

42. FUJITSU AMERICA SLA : Journal for Warehouse Spoils 4242 AccountDebitCredit Spoils – Warehouse15.10 Inventory 15.10 Pending Bill Backs15.10 Spoils - Warehouse 15.10

43. FUJITSU AMERICA Bill Back : Search Page 4343

44. FUJITSU AMERICA Bill Back : Summary 4444

45. FUJITSU AMERICA Bill Back : Detail 4545

46. FUJITSU AMERICA Bill Back : Preview 4646

47. FUJITSU AMERICA BBWB : Key Differentiators 4747 Beyond the Standard Process: Centralized database for vendor bill back data Automated interface to pull data from various sources Review, Hold & Modification options before Bill Back Automated accrual for Bill Backs. Automated Reversal of Accruals for Adjustments Reconciliation Reports to Match the GL Accruals to the Actual Bill back

48. FUJITSU AMERICA Bill Back Work Bench : ROI 4848 Decrease in Vendor Claims from accurate Bill backs. Increase in volume of Bill Backs resulting from more accurate tracking of promotions, Customer Credits and spoils data. Accurate pricing for customers resulting in increased credibility Better Management Reporting on Promotions Received Vs Given. Accurate financial reporting on Pending Bill Backs.

49. FUJITSU AMERICA Q & A 4949 Thank You