Business Blueprint
Sales and Distribution
Particulars
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Document change control:
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DOCUMENT INDEX
Process
Number Process Description Sub Process Number
Sub Process Description Global Process Reference
SD 1.0 Enterprise Structure SD 1.1 Sales organization SD 1.2 Distribution channel SD 1.3 Division SD 1.4 Sales Office SD 1.5 Sales Group SD 1.6 Sales Area SD 1.7 Shipping Point SD 2.0 Master Data SD 2.1 Customer Master GP 1.0, GP 2.0 SD 2.2 Material Master SD 2.3 Customer Material information SD 2.4 Conditions GP 1.0 SD 2.5 Output SD 2.6 Routes / Stages SD 2.7 Variant Configuration ( VC) SD 3.0 Pre-Sales Handling SD 3.1 Customer Inquiry Processing GP 1.0 SD 3.2 Quotation Processing GP 1.0 SD 3.3 Contract Processing
SD 4.0 Sale Of Finish Products
GP 1.0
SD 4.1 Sale of Finish Products of Ispat Karmet
SD 4.2 Sale of Finish Products of Ispat Sidex
SD 4.3 Sale of Finish Products of Ispat Annabba
SD 4.4 Sale of Finished Products of Ispat Indo
Process
Number Process Description Sub Process Number
Sub Process Description Global Process Reference
Materials GP 2.0
SD 5.1 Sale of Raw materials to Ispat Sidex by external procurement:
SD 5.2 Sale of Raw materials to PT Ispat Indo from external procurement
SD 5.3 Sale of Raw materials to Ispat Sidex from Ispat Karmet
SD 6.0 Complaints Processing GP 1.0
SD 6.1 Complaints
Process Number: SD 1.0
TITLE: Enterprise Organisation Structure
I) Business Process Overview...5
II) Customer Expectation (Filled by ABC BPO)...7
III) SAP System Functions (Process Flow)...7
IV) Transactions / Programs / Reports / User Exits...11
V) Description of Functional Deficits...11
VI) Approaches to address Functional Deficits...11
VII) Interfaces...11
VIII) Authorisations ...11
IX) SAP Configuration ...11
X) Reporting Requirements...12
I) Business Process Overview
SD 1.1 Sales organization
ABC Marketing, (ABCMF), sells steel products of steel mills under ABC Holding N.V through its sales offices to different regions in the world. ABC Marketing, , sells raw materials such as iron-ore and coal to steel mills under ABC Holdings, N.V.
Functionally, ABCMF is responsible for:
A. Marketing, through Product Managers who take decision on pricing, business planning and profitability of sales of steel materials in various sales regions.
B. Sales, viz., Outside sales through Sales Managers and Technical Service Managers based at various locations and responsible to book orders and manage customer relationships. Inside Sales through Sales-coordinators, who interface with Customers and respective mills
C. Planning, through Planning Managers responsible to monitor the load on aggregates in respective Mills, and
D. Finance responsible for financial and raw material operations. E. Planning logistics.
Geographically, ABC MF is responsible for sale of steel products of steel mills of Ispat Sidex and Ispat Annaba under ABC Holdings N.V. to China, Asia, Iran, M.East and Turkey M A R K E T I N G P r o d u c t M a n a g e r s S A L E S S a l e s C o o r d i n a t o r s S a l e s & T S M a n a g e r s C o u n t r y M a n a g e r s M i l l L o a d P l a n n i n g P l a n n i n g M a n a g e r F I N A N C I A L & R M O p e r a t i o n s G e n e r a l M a n a g e r ( F i n a n c e ) D i r e c t o r ( S a l e s )
ABCMF Organization Chart SD 1.2 Distribution channel
ABC Marketing sells either directly or through intermediaries. Viz, traders and stockists via different
groups:-Basically, the customer groups in the present scenario are: 1. International Trader.
3. Financial Trader. 4. Stockist.
5. Direct End user. 6. Commission Agent
SD 1.3 Division
Divisions are based on product groupings namely, Slabs, Billets, Hot Rolled, Cold Rolled, Tin Plate, Galvanized Products, Hot Rolled Plates, Pipes and Raw Material, PPGI, Pre-painted, Miscellaneous
SD 1.4 Sales office
1.4.1 Following is sales office Org. structure
(I) Sales offices under ABC Marketing, . For CHINA, the sales offices are located in:
1. URUMQI 2. BEIJING 3. GUANGZHOU 4. CHENGDU
For the South East Asia region, the sales office is located in SINGAPORE. For IRAN, the sales office is located in TEHERAN.
For TURKEY, the sales office is located in ISTANBUL.
For the Eastern Europe region, the sales office is located in VIENNA. For the US region, the sales office is located in CHICAGO.
For Canada, the sales office is located in MONTREAL.
For the Middle East, Africa, Latin America & Central America regions, the sales is from office located in Dubai, Jebel Ali , and UAE.
(II) Sales offices not under ABC Marketing, .
For RUSSIA / CIS regions, the sales offices are located in MOSCOW and Timertau. For EU region, the sales office is located in VIENNA, and
For Romania, the sales office is located in Galati. .SD 1.5 Sales Group
Sales Managers in respective Sales Offices are responsible for sales of all steel products in their regions on the basis of business / Monthly Recent forecast / plan by ABC MF.
Not applicable.
SD 1.7 Shipping Point:
Not applicable.
II) Customer Expectation (Filled by ABC BPO)
None.
III) SAP System Functions (Process Flow)
SD 1.1 Sales organization
To facilitate sales transactions in SAP, it is mandatory to define following sales organizational units for present business scenario. Each selling transaction is processed within a sales organization. Subsequently new sales organization can be added by customizing transactions given in section IX) SAP Configuration.
Sales Organization
Description
1000 ABC Marketing
1100 Alkarom Metals Inc
1200 Eastern Steel Ltd.
1300 Montage International Corp
1400 Pacific Atlantic Steel Corporation
1500 Expert Placement Services Ltd.
1600 Global Inter Trader Holdings Ltd.
1700 Sanguine International Ltd.
3000 Ispat Karmet Trading
4000 Glacier Trade Center
5000 ABC Global IT Services
Each sales organization is assigned to only one company code.
SD 1.2 Distribution channel
01 EXTERNAL = Sale transaction that leads to Sales to Customers in various regions.
02 INTERNAL = Sale transaction that leads to Sales to Group Companies.
SD 1.3 Division
Main product categories are represented as Division. Following Divisions are required to define in system.
11 RAW MATERIAL 22 BILLETS 33 SLABS 44 HOT ROLLED 55 COLD ROLLED 66 BLACK PLATE
67 HOT ROLLED PLATES
68 TINPLATE 77 GALVANISED 88 PRE PAINTED 90 PIPES 99 MISCELLENEOUS SD 1.4 Sales office
From ABC marketing perspective, Sales Regions are configured as Sales Offices in SAP. SAP sales office entity represents REGION of ABC marketing:-
Sales Office in SAP
Description
5000 CHINA
5001 South East ASIA
5002 SOUTH ASIA 5003 IRAN 5004 M EAST 5005 TURKEY 5006 AFRICA 5007 Eastern EUROPE
5008 LATIN & CENTRAL AMERICA
5009 NORTH AMERICA
New sales offices can be defined in system if required.
SD 1.5 Sales Group
All the physical sales offices that are located in various regions are configured as Sales Groups.
Sales Groups can be created in SAP if ABC sales offices are increased or expansion take place.
SD 1.6 Sales Area
Sales area is a combination of Sales organization - Distribution channel - Division. Following
sales area combinations are defined.
Sales organization Distribution channel Division
ABC Marketing External BILLETS
ABC Marketing External SLABS
ABC Marketing External HOT ROLLED ABC Marketing External COLD ROLLED ABC Marketing External BLACK PLATE
ABC Marketing External HOT ROLLED PLATES ABC Marketing External TINPLATE
ABC Marketing External GALVANISED ABC Marketing External PRE PAINTED
ABC Marketing External PIPES
ABC Marketing External MISCELLENEOUS
ABC Marketing External RAW MATERIAL
Sales Groups in AP Description
500 DUBAI 501 URUMQI 502 BEIJING 503 CHENGDU 504 GUANGZHOU 505 SINGAPORE 506 TEHRAN 507 VIENNA 508 MONTREAL 509 CHICAGO
ABC Marketing Internal RAW MATERIAL ABC Marketing Internal MISCELLENEOUS
Table SALES AREA
As explained in above table SALES AREA is only for ABC MF. Similar sales area will be created for all sales organizations defined in section III. SD 1.1 Sales organization.
Following diagram shows sales area combination in ABC MF. Similar Sales area combinations can be formed for other sales organizations (other company codes).
SD 1.7 Shipping Point:
Shipping point is an organizational unit where deliveries are planned and executed. . ABC Marketing External Internal HOT ROLLED COLD ROLLED GALVANISED TINPLATE HOT ROLLED PLATES
RAW MATERIAL PIPES BLACK PLATE SLABS BILLETS MISCELLENEOUS MISCELLENEOUS PRE PAINTED
A delivery is always carried out by one shipping point only. It is proposed to use one shipping point for all company codes.
9100 General shipping Point.
Shipping points can be subdivided into loading points. We may not use loading point.
IV) Transactions / Programs / Reports / User Exits
This process SD 1.0 Requires customizing transactions only as explained in Section IX Transactions Program Reports User Exits Description \ Comments
V) Description of Functional Deficits
None.
VI) Approaches to address Functional Deficits
Not Applicable.
VII) Interfaces Source
System Destination System Interface Name Comments
No interfaces are envisaged at this stage as per the current process.
VIII) Authorisations
Roles Restricted Authorization
Transaction Code Object / Value
SD-BPO As Given Below Section 9
IX) SAP Configuration
Customizing
IMG configuration tasks or IMG transactions
MENU PATH
OVX5 Sales Organization: IMG > Enterprise Structure > Maintain Structure > Definition > Sales and Distribution > Define, copy, delete, check Sales Organization > Define Sales Organization
Structure > Definition > Sales and Distribution > Define, copy, delete, check Sales Organization > Define Sales Organization
OVXI Distribution Channel: IMG > Enterprise Structure > Maintain Structure > Definition > Sales and Distribution > Define, copy, delete, check Distribution Channel > Define Distribution Channel
OVXI Sales Office: IMG > Enterprise Structure > Maintain Structure > Definition > Sales and Distribution > Maintain Sales Office (updates TVBUR)
OVXI Sales Office Address: IMG > Enterprise Structure > Maintain Structure > Definition > Sales and Distribution > Maintain Sales Office
OVX4 Sales group: IMG > Enterprise Structure > Maintain Structure > Definition > Sales and Distribution > Maintain Sales Group
OVXB Division: IMG > Enterprise Structure > Maintain Structure > Definition > Logistics – General > Define, copy, delete, check division
OVXG Sales Area: Define sales areas OVXA Assign division to sales organization OVXG Set up sales area
OVXM Assign sales office to sales area
OX10 Plant: IMG > Enterprise Structure > Maintain Structure > Definition > Logistics – General > Define, copy, delete, check plant
X) Reporting Requirements None.
S.NO. Reports Required Priority
H/M/L
Compliance (C, CC, X ,R. N.P.*)
T Code
• C – Compliant (Available as it is in SAP)
• CC – Conditionally Compliant (Data available in different format)
• X – May be developed in ABAP
• R - Redundant
• NP - Not Possible
• TBA - To be assigned
• TBD - To be decided
XI) Supplementary Information
Organization structure in Sales and Distribution is defined to suit the existing organization. For future needs; new organization elements such as sales organization, divisions, sales offices or sales groups can be added through configuration.
The transportation planning point is an organizational unit in Logistics, responsible for planning and processing transportation activities. As we are not using shipments created with reference to deliveries, we will not map this organizational element. However it can be configured in future on need basis.
