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Oracle  e-­‐Business  Suite
Competencies	
  and	
  Capabili0es	
  
	
  
Roman	
  Havrylyak	
  
linkedin.com/in/harom	
  
List  of  ERP  projects  -­‐  Sarmat
•  JSC	
  Sarmat,	
  Ukraine	
  –	
  Consumer	
  Goods,	
  brewery	
  	
  
•  OeBS	
  11.5.8	
  implementa0on	
  of	
  Financials,	
  Supply	
  Chain,	
  Process	
  
Manufacturing,	
  Asset	
  Maintenance	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
-­‐	
  Control	
  for	
  Glass	
  Containers	
  
-­‐	
  Lease	
  of	
  refrigerators	
  
-­‐	
  Revenue	
  Reclassifica0on	
  and	
  Recogni0on	
  
-­‐	
  Bank	
  Statements	
  Interface	
  
-­‐	
  Tax	
  Audit	
  and	
  Reconcilia0on	
  
-­‐	
  Expense	
  Audit	
  and	
  Mileage/Gas	
  Allowance	
  
List  of  ERP  projects  -­‐  KhTZ
•  JSC	
  "Khartsyzsk	
  Tube	
  Works",	
  Ukraine	
  –	
  Industrial	
  Manufacturing,	
  Oil	
  
&	
  Gas	
  Pipes	
  	
  
•  OeBS	
  11.5.10	
  implementa0on	
  of	
  Financials,	
  Supply	
  Chain,	
  Discrete	
  
Manufacturing,	
  Project	
  Manufacturing,	
  Human	
  Resources,	
  Contracts	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
-­‐	
  Inventory	
  control	
  per	
  Manufacturing	
  Project	
  
-­‐	
  Lot	
  op0mized	
  inventory	
  reserva0ons	
  
-­‐	
  Quality	
  collec0ons	
  
List  of  ERP  projects  -­‐  TiDiCi
•  TiDiCi,	
  Ukraine	
  –	
  Travel	
  and	
  Transporta0on,	
  truck	
  service	
  sta0ons	
  	
  
•  OeBS	
  11.5.10	
  implementa0on	
  for	
  Financials,	
  Supply	
  Chain,	
  Field	
  Service,	
  
Install	
  Base	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
-­‐	
  Advanced	
  Pricing	
  for	
  loyalty	
  points	
  accrual	
  
-­‐	
  Complex	
  pricing	
  scenarios	
  
List  of  ERP  projects  -­‐  Echostar
•  Echostar,	
  USA	
  –	
  Media	
  and	
  Entertainment,	
  satellite	
  TV	
  “Dish	
  
Network”	
  	
  
•  OeBS	
  11.5.10	
  environment,	
  enhancement	
  to	
  automate	
  Purchasing	
  to	
  Fixed	
  
Assets	
  business	
  flow	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
-­‐	
  implementa0on	
  of	
  EDI	
  transac0on	
  set	
  850,	
  855	
  	
  
List  of  ERP  projects  -­‐  Siemens
•  Siemens,	
  USA,	
  Germany	
  –	
  Industrial	
  Manufacturing,	
  Healthcare	
  –	
  
Molecular	
  Imaging	
  	
  
•  OeBS	
  11.5.10	
  upgrade	
  implementa0on	
  for	
  Financials,	
  Supply	
  Chain,	
  Agile	
  
PLM,	
  Project	
  Accoun0ng,	
  and	
  Time	
  &	
  Labor	
  	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
-­‐	
  Item	
  Category	
  Monthly	
  Volume	
  based	
  Pricing	
  
-­‐	
  OPNET	
  integra0on	
  for	
  Pharmacies	
  
-­‐	
  Agile	
  adapter	
  to	
  Oracle	
  Master	
  Items	
  (Sierra	
  Atlan0c)	
  
-­‐	
  Inter-­‐company	
  integra0ons	
  
List  of  ERP  projects  -­‐  SICC
•  Siemens	
  Intercompany	
  Clearing	
  Center,	
  USA,	
  Germany	
  –	
  Industrial	
  
Manufacturing,	
  Healthcare	
  –	
  Molecular	
  Imaging	
  	
  
•  Integra0on	
  into	
  Siemens	
  ICC	
  via	
  SEDI	
  (Siemens	
  EDI)	
  for	
  Financials	
  (Payable,	
  
Receivables,	
  Cash	
  Management)	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  Gateway	
  (Staging	
  database)	
  for	
  all	
  financial	
  transac0ons	
  AR	
  and	
  AP	
  
invoices	
  and	
  cash	
  receipts/payments	
  
	
  -­‐	
  ZBA	
  (zero	
  balance	
  accounts)	
  in	
  cash	
  management	
  	
  
	
  -­‐	
  virtual	
  bank	
  to	
  simulate	
  Clearing	
  House	
  	
  
	
  
List  of  ERP  projects  -­‐  Preclinical
•  CTIMI	
  Preclinical,	
  USA	
  –	
  Industrial	
  Manufacturing,	
  Veterinary	
  –	
  
Molecular	
  Imaging	
  	
  
•  OeBS	
  implementa0on	
  with	
  footprint:	
  Financials,	
  Supply	
  Chain,	
  Projects,	
  Agile	
  
PLM,	
  Manufacturing	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  Agile	
  adapter	
  to	
  Oracle	
  Master	
  Items	
  (Sierra	
  Atlan0c)	
  
	
  
List  of  ERP  projects  -­‐  PetSafe
•  Radio	
  Systems	
  Corp,	
  USA	
  –	
  Consumer	
  Sector,	
  Pet	
  industry	
  
•  OeBS	
  implementa0on	
  with	
  footprint:	
  Financials,	
  Supply	
  Chain,	
  Engineering,	
  
MRP	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  Discount	
  Consolida0on	
  
	
  -­‐	
  Dynamic	
  Price	
  list	
  sourcing	
  
	
  -­‐	
  ECO	
  custom	
  approval	
  
	
  -­‐	
  Commission	
  accruals	
  for	
  Sales	
  representa0ves	
  
	
  -­‐	
  EDI	
  integra0on	
  for	
  X12	
  850	
  IN,	
  810	
  OUT	
  
	
  -­‐	
  3PL	
  integra0on	
  for	
  shipments,	
  PO	
  receipts,	
  Inventory	
  Cycle	
  Count	
  
List  of  ERP  projects  –  PetSafe  Customer  Care
•  Radio	
  Systems	
  Corp,	
  USA	
  –	
  Consumer	
  Sector,	
  Pet	
  industry	
  
•  OeBS	
  footprint	
  expansion	
  into	
  Contact	
  Center,	
  Trading	
  Community	
  
Architecture	
  (TCA),	
  TeleSupport	
  (Service	
  Requests),	
  iPayment	
  with	
  
PaymentTech	
  gateway,	
  Automated	
  Cash	
  Receipts	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  iPayment	
  integra0on	
  
	
  -­‐	
  Pick/Pack/CashReceipt	
  consolida0on	
  into	
  single	
  document	
  
	
  -­‐	
  FedEx	
  integra0on	
  
	
  -­‐	
  Tax	
  on	
  Freight	
  (for	
  European	
  opera0ons)	
  
List  of  ERP  projects  –  PetSafe  e-­‐Commerce
•  Radio	
  Systems	
  Corp,	
  USA	
  –	
  Consumer	
  Sector,	
  Pet	
  industry	
  
•  OeBS	
  footprint	
  expansion	
  into	
  iStore	
  for	
  B2B	
  and	
  B2C	
  channels	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  	
  custom	
  pricing	
  agributes	
  sourced	
  for	
  iStore/Quo0ng	
  
	
  -­‐	
  Dropship	
  to	
  consumer	
  	
  
	
  -­‐	
  ASP.NET	
  frontend	
  with	
  Oracle	
  iStore	
  backend	
  for	
  B2C	
  opera0ons	
  
	
  -­‐	
  integra0on	
  with	
  Ken0co	
  CMS	
  
List  of  ERP  projects  –  AT&T
•  AT&T	
  Mobility,	
  USA	
  –	
  Telecommunica0ons,	
  cellular	
  service	
  provider	
  
•  Upgrade	
  to	
  Oracle	
  e-­‐Business	
  Suite	
  release	
  11.5.10	
  	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  integra0on	
  with	
  OPUS	
  (Java	
  web	
  app	
  for	
  AT&T	
  kiosks)	
  
	
  -­‐	
  integra0on	
  with	
  3PL	
  with	
  serializa0on	
  support	
  
List  of  ERP  projects  –  Fujitsu
•  Fujitsu	
  Ten	
  Corp	
  of	
  America,	
  USA,	
  Japan	
  –	
  Automo0ve	
  
Manufacturing,	
  High	
  Technology	
  Manufacturing,	
  OEM	
  
•  Oracle	
  e-­‐Business	
  Suite	
  R12	
  implementa0on	
  using	
  Oracle	
  Accelerate	
  
methodology;	
  Financials,	
  Supply	
  Chain,	
  Install	
  Base,	
  Depot	
  Repair,	
  Support,	
  
MRP	
  	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
-­‐	
  EDI	
  integra0on	
  with	
  Fujitsu	
  headquarter	
  in	
  Japan	
  
-­‐	
  Order	
  Management	
  integra0on	
  with	
  Depot	
  Repair	
  
List  of  ERP  projects  –  Sees
•  See’s	
  Candy,	
  USA	
  –	
  Consumer	
  Sector/Consumer	
  Packaged	
  Goods,	
  
Retail/Wholesale/Distribu0on,	
  chocolate	
  factory	
  and	
  distribu0on	
  
•  OeBS	
  R12	
  implementa0on,	
  Financials,	
  Supply	
  Chain,	
  HCM,	
  Payroll	
  	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  3rd	
  party	
  WMS	
  integra0on	
  
	
  -­‐	
  Lean	
  Outside	
  Processing	
  (no	
  WIP)	
  
-­‐	
  Inventory	
  Controls	
  for	
  Periodic	
  (monthly)	
  Flow	
  Manufacturing	
  
List  of  ERP  projects  –  Gopher
•  Gopher	
  Sports,	
  USA	
  –	
  Consumer	
  Sector,	
  Retail/Wholesale/
Distribu0on,	
  sport	
  equipment	
  
•  Oracle	
  e-­‐Business	
  Suite	
  implementa0on	
  via	
  Oracle	
  Accelerate	
  methodology	
  
for	
  Financials,	
  Supply	
  Chain,	
  Value	
  Chain	
  Planning,	
  Marke0ng	
  &	
  Sales	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  3PL	
  integra0on	
  with	
  Manhagan	
  
	
  -­‐	
  Sales	
  Origin	
  tracking	
  from	
  Marke0ng	
  campaign	
  to	
  Quo0ng	
  to	
  Order	
  
Management	
  	
  
	
  -­‐	
  Custom	
  pricing	
  agributes	
  to	
  drive	
  price	
  from	
  item	
  color,	
  lock	
  code,	
  etc.	
  
	
  -­‐	
  integra0on	
  for	
  import	
  of	
  customer	
  leads	
  
List  of  ERP  projects  –  PetSafe  Demantra
•  Radio	
  Systems	
  Corp,	
  USA	
  –	
  Consumer	
  Sector,	
  Pet	
  industry	
  
•  OeBS	
  footprint	
  expansion	
  into	
  Value	
  Chain	
  Planning	
  –	
  Demantra	
  Demand	
  
Management	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  Customer	
  demand	
  buckets	
  to	
  reduce	
  MDP_MATRIX	
  combina0ons	
  
	
  -­‐	
  FAR	
  (forecast	
  amendment	
  request)	
  framework	
  
-­‐	
  Lead	
  0me	
  driven	
  lag	
  forecast	
  accuracy	
  report	
  
-­‐  WMAPE	
  (weighted	
  mean	
  absolute	
  percent	
  error)	
  forecast	
  accuracy	
  
List  of  ERP  projects  –  PetSafe  ASCP
•  Radio	
  Systems	
  Corp,	
  USA	
  –	
  Consumer	
  Sector,	
  Pet	
  industry	
  
•  OeBS	
  footprint	
  expansion	
  into	
  Value	
  Chain	
  Planning	
  –	
  Advanced	
  Supply	
  Chain	
  
Planning	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  simula0on	
  planning	
  with	
  subs0tu0on	
  of	
  Make_Buy	
  flag	
  
	
  -­‐	
  12	
  months	
  components	
  rolling	
  forecast	
  for	
  outsourced	
  manufacturing	
  
	
  	
  
List  of  ERP  projects  –  PetSafe  RMA  Portal
•  Radio	
  Systems	
  Corp,	
  USA	
  –	
  Consumer	
  Sector,	
  Pet	
  industry	
  
•  OeBS	
  footprint	
  expansion	
  into	
  self-­‐service	
  reverse	
  logis0cs	
  portal	
  
•  Dis0nc0ve	
  Customiza0ons:	
  
	
  -­‐	
  OAF	
  based	
  custom	
  portal	
  to	
  empower	
  customers	
  to	
  request	
  credit	
  memo	
  
or	
  return	
  material	
  authoriza0on	
  (RMA)	
  in	
  Dealer-­‐Distributor	
  fulfillment	
  model	
  
	
  -­‐	
  dual	
  approval	
  workflow:	
  external	
  (distributor)	
  and	
  internal	
  (Radio	
  Systems)	
  
	
  -­‐	
  Trading	
  Community	
  Architecture	
  (TCA)	
  to	
  mimic	
  dealer-­‐distributor	
  
rela0onship	
  
	
  
	
  	
  

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Oracle ERP Experience and Customizations

  • 1. Oracle  e-­‐Business  Suite Competencies  and  Capabili0es     Roman  Havrylyak   linkedin.com/in/harom  
  • 2. List  of  ERP  projects  -­‐  Sarmat •  JSC  Sarmat,  Ukraine  –  Consumer  Goods,  brewery     •  OeBS  11.5.8  implementa0on  of  Financials,  Supply  Chain,  Process   Manufacturing,  Asset  Maintenance   •  Dis0nc0ve  Customiza0ons:   -­‐  Control  for  Glass  Containers   -­‐  Lease  of  refrigerators   -­‐  Revenue  Reclassifica0on  and  Recogni0on   -­‐  Bank  Statements  Interface   -­‐  Tax  Audit  and  Reconcilia0on   -­‐  Expense  Audit  and  Mileage/Gas  Allowance  
  • 3. List  of  ERP  projects  -­‐  KhTZ •  JSC  "Khartsyzsk  Tube  Works",  Ukraine  –  Industrial  Manufacturing,  Oil   &  Gas  Pipes     •  OeBS  11.5.10  implementa0on  of  Financials,  Supply  Chain,  Discrete   Manufacturing,  Project  Manufacturing,  Human  Resources,  Contracts   •  Dis0nc0ve  Customiza0ons:   -­‐  Inventory  control  per  Manufacturing  Project   -­‐  Lot  op0mized  inventory  reserva0ons   -­‐  Quality  collec0ons  
  • 4. List  of  ERP  projects  -­‐  TiDiCi •  TiDiCi,  Ukraine  –  Travel  and  Transporta0on,  truck  service  sta0ons     •  OeBS  11.5.10  implementa0on  for  Financials,  Supply  Chain,  Field  Service,   Install  Base   •  Dis0nc0ve  Customiza0ons:   -­‐  Advanced  Pricing  for  loyalty  points  accrual   -­‐  Complex  pricing  scenarios  
  • 5. List  of  ERP  projects  -­‐  Echostar •  Echostar,  USA  –  Media  and  Entertainment,  satellite  TV  “Dish   Network”     •  OeBS  11.5.10  environment,  enhancement  to  automate  Purchasing  to  Fixed   Assets  business  flow   •  Dis0nc0ve  Customiza0ons:   -­‐  implementa0on  of  EDI  transac0on  set  850,  855    
  • 6. List  of  ERP  projects  -­‐  Siemens •  Siemens,  USA,  Germany  –  Industrial  Manufacturing,  Healthcare  –   Molecular  Imaging     •  OeBS  11.5.10  upgrade  implementa0on  for  Financials,  Supply  Chain,  Agile   PLM,  Project  Accoun0ng,  and  Time  &  Labor     •  Dis0nc0ve  Customiza0ons:   -­‐  Item  Category  Monthly  Volume  based  Pricing   -­‐  OPNET  integra0on  for  Pharmacies   -­‐  Agile  adapter  to  Oracle  Master  Items  (Sierra  Atlan0c)   -­‐  Inter-­‐company  integra0ons  
  • 7. List  of  ERP  projects  -­‐  SICC •  Siemens  Intercompany  Clearing  Center,  USA,  Germany  –  Industrial   Manufacturing,  Healthcare  –  Molecular  Imaging     •  Integra0on  into  Siemens  ICC  via  SEDI  (Siemens  EDI)  for  Financials  (Payable,   Receivables,  Cash  Management)   •  Dis0nc0ve  Customiza0ons:    -­‐  Gateway  (Staging  database)  for  all  financial  transac0ons  AR  and  AP   invoices  and  cash  receipts/payments    -­‐  ZBA  (zero  balance  accounts)  in  cash  management      -­‐  virtual  bank  to  simulate  Clearing  House      
  • 8. List  of  ERP  projects  -­‐  Preclinical •  CTIMI  Preclinical,  USA  –  Industrial  Manufacturing,  Veterinary  –   Molecular  Imaging     •  OeBS  implementa0on  with  footprint:  Financials,  Supply  Chain,  Projects,  Agile   PLM,  Manufacturing   •  Dis0nc0ve  Customiza0ons:    -­‐  Agile  adapter  to  Oracle  Master  Items  (Sierra  Atlan0c)    
  • 9. List  of  ERP  projects  -­‐  PetSafe •  Radio  Systems  Corp,  USA  –  Consumer  Sector,  Pet  industry   •  OeBS  implementa0on  with  footprint:  Financials,  Supply  Chain,  Engineering,   MRP   •  Dis0nc0ve  Customiza0ons:    -­‐  Discount  Consolida0on    -­‐  Dynamic  Price  list  sourcing    -­‐  ECO  custom  approval    -­‐  Commission  accruals  for  Sales  representa0ves    -­‐  EDI  integra0on  for  X12  850  IN,  810  OUT    -­‐  3PL  integra0on  for  shipments,  PO  receipts,  Inventory  Cycle  Count  
  • 10. List  of  ERP  projects  –  PetSafe  Customer  Care •  Radio  Systems  Corp,  USA  –  Consumer  Sector,  Pet  industry   •  OeBS  footprint  expansion  into  Contact  Center,  Trading  Community   Architecture  (TCA),  TeleSupport  (Service  Requests),  iPayment  with   PaymentTech  gateway,  Automated  Cash  Receipts   •  Dis0nc0ve  Customiza0ons:    -­‐  iPayment  integra0on    -­‐  Pick/Pack/CashReceipt  consolida0on  into  single  document    -­‐  FedEx  integra0on    -­‐  Tax  on  Freight  (for  European  opera0ons)  
  • 11. List  of  ERP  projects  –  PetSafe  e-­‐Commerce •  Radio  Systems  Corp,  USA  –  Consumer  Sector,  Pet  industry   •  OeBS  footprint  expansion  into  iStore  for  B2B  and  B2C  channels   •  Dis0nc0ve  Customiza0ons:    -­‐    custom  pricing  agributes  sourced  for  iStore/Quo0ng    -­‐  Dropship  to  consumer      -­‐  ASP.NET  frontend  with  Oracle  iStore  backend  for  B2C  opera0ons    -­‐  integra0on  with  Ken0co  CMS  
  • 12. List  of  ERP  projects  –  AT&T •  AT&T  Mobility,  USA  –  Telecommunica0ons,  cellular  service  provider   •  Upgrade  to  Oracle  e-­‐Business  Suite  release  11.5.10     •  Dis0nc0ve  Customiza0ons:    -­‐  integra0on  with  OPUS  (Java  web  app  for  AT&T  kiosks)    -­‐  integra0on  with  3PL  with  serializa0on  support  
  • 13. List  of  ERP  projects  –  Fujitsu •  Fujitsu  Ten  Corp  of  America,  USA,  Japan  –  Automo0ve   Manufacturing,  High  Technology  Manufacturing,  OEM   •  Oracle  e-­‐Business  Suite  R12  implementa0on  using  Oracle  Accelerate   methodology;  Financials,  Supply  Chain,  Install  Base,  Depot  Repair,  Support,   MRP     •  Dis0nc0ve  Customiza0ons:   -­‐  EDI  integra0on  with  Fujitsu  headquarter  in  Japan   -­‐  Order  Management  integra0on  with  Depot  Repair  
  • 14. List  of  ERP  projects  –  Sees •  See’s  Candy,  USA  –  Consumer  Sector/Consumer  Packaged  Goods,   Retail/Wholesale/Distribu0on,  chocolate  factory  and  distribu0on   •  OeBS  R12  implementa0on,  Financials,  Supply  Chain,  HCM,  Payroll     •  Dis0nc0ve  Customiza0ons:    -­‐  3rd  party  WMS  integra0on    -­‐  Lean  Outside  Processing  (no  WIP)   -­‐  Inventory  Controls  for  Periodic  (monthly)  Flow  Manufacturing  
  • 15. List  of  ERP  projects  –  Gopher •  Gopher  Sports,  USA  –  Consumer  Sector,  Retail/Wholesale/ Distribu0on,  sport  equipment   •  Oracle  e-­‐Business  Suite  implementa0on  via  Oracle  Accelerate  methodology   for  Financials,  Supply  Chain,  Value  Chain  Planning,  Marke0ng  &  Sales   •  Dis0nc0ve  Customiza0ons:    -­‐  3PL  integra0on  with  Manhagan    -­‐  Sales  Origin  tracking  from  Marke0ng  campaign  to  Quo0ng  to  Order   Management      -­‐  Custom  pricing  agributes  to  drive  price  from  item  color,  lock  code,  etc.    -­‐  integra0on  for  import  of  customer  leads  
  • 16. List  of  ERP  projects  –  PetSafe  Demantra •  Radio  Systems  Corp,  USA  –  Consumer  Sector,  Pet  industry   •  OeBS  footprint  expansion  into  Value  Chain  Planning  –  Demantra  Demand   Management   •  Dis0nc0ve  Customiza0ons:    -­‐  Customer  demand  buckets  to  reduce  MDP_MATRIX  combina0ons    -­‐  FAR  (forecast  amendment  request)  framework   -­‐  Lead  0me  driven  lag  forecast  accuracy  report   -­‐  WMAPE  (weighted  mean  absolute  percent  error)  forecast  accuracy  
  • 17. List  of  ERP  projects  –  PetSafe  ASCP •  Radio  Systems  Corp,  USA  –  Consumer  Sector,  Pet  industry   •  OeBS  footprint  expansion  into  Value  Chain  Planning  –  Advanced  Supply  Chain   Planning   •  Dis0nc0ve  Customiza0ons:    -­‐  simula0on  planning  with  subs0tu0on  of  Make_Buy  flag    -­‐  12  months  components  rolling  forecast  for  outsourced  manufacturing      
  • 18. List  of  ERP  projects  –  PetSafe  RMA  Portal •  Radio  Systems  Corp,  USA  –  Consumer  Sector,  Pet  industry   •  OeBS  footprint  expansion  into  self-­‐service  reverse  logis0cs  portal   •  Dis0nc0ve  Customiza0ons:    -­‐  OAF  based  custom  portal  to  empower  customers  to  request  credit  memo   or  return  material  authoriza0on  (RMA)  in  Dealer-­‐Distributor  fulfillment  model    -­‐  dual  approval  workflow:  external  (distributor)  and  internal  (Radio  Systems)    -­‐  Trading  Community  Architecture  (TCA)  to  mimic  dealer-­‐distributor   rela0onship