IAB S OLUTIONS LLC Ken Green Kathy Rotondo CoChairman Senior Vice - - PDF document

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IAB S OLUTIONS LLC Ken Green Kathy Rotondo CoChairman Senior Vice - - PDF document

IAB S OLUTIONS LLC Ken Green Kathy Rotondo CoChairman Senior Vice President kgreen@iabllc.com krotondo@iabllc.com www.iabllc.com T HE N EW D YNAMICS OF C USTOMER D EDUCTIONS O BJECTIVE OF P RESENTATION Help you to create value in your


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IAB SOLUTIONS LLC

www.iabllc.com

Ken Green Kathy Rotondo Co‐Chairman Senior Vice President kgreen@iabllc.com krotondo@iabllc.com

THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

OBJECTIVE OF PRESENTATION

Help you to create value in your organization.

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THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

DEDUCTION CHALLENGES

  • GROWING DEDUCTION BALANCES
  • UPTICK IN DEDUCTIONS AS A % OF SALES
  • INCREASE IN COMPLEXITY OF DEDUCTIONS
  • MANAGING TIMELY & ACCURATE CLEARING
  • INABILITY TO FIND / RECOVER INVALID CLAIMS

THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

FIVE TOPICS FOR VALUE CREATION

  • 1. CLOSELY EXAMINE CUSTOMER ACTIVITY
  • 2. SUPPLIER AGREEMENTS
  • 3. VENDOR COMPLIANCE
  • 4. RPA – ROBOTIC PROCESS AUTOMATION
  • 5. E‐COMMERCE NUANCES
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THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#1 CLOSELY EXAMINE CUSTOMER ACTIVITY

LOOK AT DEDUCTIONS AS A % OF SALES

Include: Planned and Unplanned, use Net Deductions after any repayments

  • Identify Top Reasons / Categories
  • Coordinate with Sales on Trade Budgets
  • Develop Strategies to Address each Type

THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#1 CLOSELY EXAMINE CUSTOMER ACTIVITY

The Deductions in this example are averaging 48% of Sales.

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THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#1 CLOSELY EXAMINE CUSTOMER ACTIVITY

84%

7% 5% 2% 1% 1%

16%

% Deductions By Type

TRADE MDF PRICE SHORTAGE COMPLIANCE ADVERTISING POST AUDIT

Investigate excessive categories. THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#2 REVIEW SUPPLIER AGREEMENTS

THESE AGREEMENTS ESTABLISH THE “RULES OF THE GAME”

FOR THE SUPPLIER RELATIONSHIP

  • Learn Terms and Conditions of Current Agreements
  • Understand the Impact on Deductions and your Bottom‐line
  • Engage Sales to Negotiate Acceptable Terms
  • Develop a Process to Identify and Challenge Invalid Claims
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THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#2 REVIEW SUPPLIER AGREEMENTS

Acceptance of Terms.

“ BY ACCEPTING A XXXXX PURCHASE ORDER OR BY

SHIPPING PRODUCTS IN RESPONSE TO A XXXXX

PURCHASE ORDER, VENDOR

AGREES THAT XXXXX IS NOT BOUND BY ANY OTHER TERM OR CONDITION OF VENDOR IN ANY WRITTEN ACKNOWLEDGMENT, INVOICE OR OTHERWISE, THAT IS INCONSISTENT WITH OR IN ADDITION TO THE TERMS AND CONDITIONS HEREOF. ”

“ BY CLICKING THE ‘I AGREE’ BUTTON LOCATED

BELOW… YOU AGREE THAT YOU HAVE READ AND UNDERSTAND AND AGREE TO BE BOUND BY ALL TERMS AND CONDITIONS OF THIS AGREEMENT (INCLUDING THE

STANDARDS) WITHOUT

CHANGE, AS THE STANDARDS MAY BE UPDATED FROM TIME TO TIME IN ACCORDANCE WITH THIS AGREEMENT. ”

“FROM TIME TO TIME, COMPANY

MAY ALTER, AMEND, OR CREATE BUSINESS PROGRAMS, PROCESSES, DIRECTIVES AND POLICIES. WHEN IT DOES, COMPANY MAY PROVIDE NOTICE TO SUPPLIER OF SUCH CHANGES VIA ITS PORTAL SYSTEM, ITS CORPORATE WEBSITE…AFTER RECEIVING SUCH NOTICE(S),

SUPPLIER'S ACCEPTANCE OF ORDERS WILL SERVE AS

CONFIRMATION OF ITS ACCEPTANCE OF COMPANY'S NEW BUSINESS PROGRAMS, PROCESSES, DIRECTIVES AND POLICIES”

THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#2 REVIEW SUPPLIER AGREEMENTS

Billing Disputes.

“THE DEADLINE FOR INQUIRIES REGARDING ADVICE

MESSAGES IS NINETY (90) DAYS FOLLOWING

  • ISSUANCE. VENDOR MUST KEEP FULL AND DETAILED

ACCOUNTS FOR A PERIOD OF NOT LESS THAN FIVE

(5) YEARS… XXXXX RESERVES THE RIGHT TO

AUDIT UP TO FIVE (5) YEARS OF VENDOR’S BOOKS AND RECORDS AT ANY TIME WITH RESPECT TO

VENDOR’S CHARGES, POLICIES, PROCEDURES AND

TRANSACTIONS WITH XXXXX. ANY RESULTING CLAIMS WILL BE IMMEDIATELY DEDUCTED WITH OR WITHOUT PRIOR VENDOR APPROVAL OR NOTICE.”

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THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#2 REVIEW SUPPLIER AGREEMENTS

Price and Products.

“ANY PRICE CHANGE MUST BE ACCEPTED BY XXXXX IN WRITING WITHIN THIRTY (30) DAYS OF RECEIPT OF

A PRICE CHANGE NOTICE. IN THE EVENT THE PARTIES AGREE ON NEW PRICING TERMS, SUCH NEW PRICING WILL BE IMPLEMENTED ON THE 1ST OF THE MONTH WHICH IS AT LEAST SIXTY (60) DAYS FOLLOWING THE DATE OF THE NOTICE OF SUCH NEW PRICING. IN THE EVENT XXXXX DOES NOT ACCEPT SUCH PRICE CHANGE, SUPPLIER HAS SEVEN (7) DAYS TO PROVIDE WRITTEN NOTICE TO XXXXX THAT IT IS ELECTING TO TERMINATE THIS AGREEMENT, WHICH TERMINATION WILL BE EFFECTIVE THIRTY (30) DAYS FROM SUCH TERMINATION NOTICE, OTHERWISE EXISTING PRICING WILL CONTINUE.”

“VENDOR MUST COMMUNICATE TO ITS XXXXX REPRESENTATIVE, IN WRITING, ALL CHANGES TO

CURRENT UPC NUMBERS, AS WELL AS THE ADDITION OF NEW NUMBERS, NO LESS THAN NINETY (90) DAYS PRIOR TO SHIPMENT OF PRODUCTS TO XXXXX.”

THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#2 REVIEW SUPPLIER AGREEMENTS

Allowances.

“SUPPLIER HAS GIVEN A SWELL INVOICE ALLOWANCE SHOWN IN "STANDARD PURCHASE ORDER ALLOWANCES" WHICH WILL BE DEDUCTED

FROM EACH INVOICE BEFORE PAYMENT IS MADE FOR

  • MERCHANDISE. SUPPLIER WILL GIVE THE SWELL

ALLOWANCE IN LIEU OF ACTUAL UNSALABLE MERCHANDISE DEDUCTIONS BEING PROCESSED AT

STORE LEVEL. THE SWELL ALLOWANCE PERCENTAGE MUST BE ADEQUATE TO COVER ALL UNSALABLE

  • MERCHANDISE. IF THE ACTUAL VALUE OF

UNSALABLE MERCHANDISE AT COST EXCEEDS THE SWELL ALLOWANCE, COMPANY RESERVES THE

RIGHT TO CHARGE SUPPLIER THE DIFFERENCE.”

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THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#3 BE PRO‐ACTIVE WITH VENDOR COMPLIANCE

EXPECTATIONS FOR SUPPLIERS MAY BE UNREASONABLE AND EXORBITANT

  • Learn requirements and associated fines
  • Determine what is reasonable for your company
  • Engage concerned departments to collaborate
  • Request waivers when requirements can’t be met
  • Verify circumstances and challenge inaccurate claims

THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#3 BE PRO‐ACTIVE WITH VENDOR COMPLIANCE

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THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#4 IMPLEMENT RPA – ROBOTIC PROCESS AUTOMATION

RPA will keep transactional costs down.

WHERE DO WE SEE RPA WORKING IN A/R?

  • Apply Cash–Clear invoices, create and code deductions, AWO
  • Gather Data –Portals, Emails, Claims, PODs, Invoices, Trade
  • Validate & Clear –TPM Match, Approvals
  • Dispute –Portal Submission

THE NEW DYNAMICS OF CUSTOMER DEDUCTIONS

#5 UNDERSTAND E‐COMMERCE NUANCES

ON‐LINE SHOPPING CREATES NEW CHALLENGES FOR SUPPLIERS

  • Managing Relationship –E‐Comm Teams, Catalog management
  • Packaging Expectations –Labeling, Packaging, Case Pack
  • Shipping Requirements –Tighter Ship Windows, ASN issues
  • Trade Spend –Accrual Based vs POS, Sourcing Concerns
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Please contact us for a complimentary deduction analysis:

Kathy Rotondo Senior Vice President krotondo@iabllc.com 203‐887‐8034

IAB SOLUTIONS LLC

233 NORTHERN BLVD CLARKS SUMMIT PA 18411

www.iabllc.com

IAB SOLUTIONS LLC