Deduction Management Fundamentals

CEUs Awarded: 0.44

This course is a comprehensive overview of the fundamentals involved in effectively managing deductions.

Instructors Diana Crowe and Jessica Butler have extensive experience in helping companies and employees develop and employ best practices in the management of deductions.

The course is delivered through 5 video and slide learning sessions, providing participants with a complete understanding of the many concepts and practices of deduction management:

• How to develop a clearly defined process for solving each type of deduction issue
• How to reduce unauthorized deductions
• How to develop policies and procedures that eliminate repeat deduction issues
• Learning the importance of proper coding of deductions to facilitate their analysis and resolution

This course covers the following topics:

1. Introduction

• Deductions defined
• History of deductions
• Benchmarks and financial facts
• Overview of deductions
• Key challenges and obstacles

2. Non-trade Reason Code Strategies

• Strategy basics
• Logistics Claims: Freight & Shortages
• Pricing
• Unearned Cash Discounts

3. Trade Deductions & Post Audits

• Off-invoice (OI) Allowances
• Billback (BB) Allowances
• Scan Allowances
• Advertising
• Accruals
• Displays/Slotting Allowances
• Coupons
• BO-GO (buy one, get one free)

4. Developing a Deduction Improvement Roadmap

• Comparison against best practices
• Analyzing your deductions
• Identifying your improvement opportunities
• Prioritizing improvement opportunities
• Creating your improvement roadmap

5. Preparing for a Customer Meeting

• Types of customer meetings
• Meeting structure
• Preparing information and analysis
• Scheduling the meeting
• Preparing the meeting agenda
• Meeting etiquette
• Meeting follow up
• Determine the type of meeting you want to have with your customer
• Evaluate the best structure for the meeting and determine who should attend
• Identify what information and analysis you will need to prepare for the meeting
• Schedule the meeting and prepare a meeting agenda
• Learn basic meeting tips
• Understand how to follow up after the meeting to encourage success

This is an On-Demand Course, allowing students to work independently and at their own pace to accommodate the time demands of busy professionals. Upon concluding the presentation/course material, the participant is required to take a final exam. Those who receive a grade of 70% or higher will receive an electronic “Certificate of Professional Development” from the Credit Research Foundation.