“We don’t know whether every deduction is being reviewed.”
That’s a difficult admission for a supplier team to make, but it’s more common than many companies realize.
The same is true of other uncomfortable deduction questions. How much recoverable revenue is being written off? Why does the same claim category keep appearing? Does anyone verify that promotional deductions match the agreement? Are disputes being filed because the claims are invalid, or simply because the amo
CPG suppliers can grow shipments and still lose margin after retail deductions, chargebacks, returns, shortages, and allowances. Here’s why collected revenue matters more than gross sales.
