Deductions
Deductions are, quite simply, the difference between the amount of a manufacturer's invoice and the amount of a distributor's actual remittance. Deductions must be reconciled, and the time and effort to do this represents a significant cost to the Canadian food and consumer packaged goods industry. Recently, significant progress has been made against the issue of unexplained deductions. A benchmarking study, conducted in November 2001, showed that best practices work very effectively for those companies that invest the time and discipline against the process.
To learn more about reducing unexplained deductions, see the following documents:
Deductions Update
The Deductions Update is published periodically to provide progress reports on deductions activities for manufacturers, distributors and sales and marketing agents.
- March 2002 PDF/13kb
Deductions Recommendations/Best Practices
PowerPoint/41kb
Deductions Seminar
October 17, 2002
- Ilya Bahar, Sector Leader: Distribution, IBM Business Consulting Services
"The Benchmark on Unexplained Deductions: How Do You Compare?"
PowerPoint/205kb - Monique Cliché, Business Managerds/, Credit Services, Pfizer Canada Inc. Consumer Group
"Deductions Metrics: Results of the Equifax Survey"
PowerPoint/1MB - Steve Popoff & Lou Brzezinski, Blaney McMurty Barristers Solicitors LLP
"Who Let the Dogs Out? Audits, competition Law & Rebate Processing"
PowerPoint/169kb - Darryl Rowe, Vice President, Customer Development, The Minute Maid Company Canada Inc.
"Industry Best Practices"
PowerPoint/77kb - John Larsen, Vice President Customer Service/Logistics, Colgate-Palmolive Canada Inc.
"Deduction Management: Re-engineering the Business Process"
PowerPoint/37kb