Instructor for this course

All customer invoice (short payment) deductions and chargebacks are not created equal.  Some are “the cost of doing business”, but others are truly “the cost of doing business POORLY”. In this information-packed session, learn about the different types of customer deductions, the impact each has on company profitability and strategies to get them under control. 

This course provides attendees with strategies, insights, and best practice information including:

  • Key reasons companies struggle to take control of deductions and how to overcome these challenges
  • 5 critical steps to improve deduction management
  • Factors contributing to post audit claims and how they can be reduced
  • An overview of enabling technologies currently available to streamline deduction management

Learning Objectives

  • Identify the 3 different types of customer deductions and how they differ
  • Discover the key obstacles companies face when trying to reduce and control customer deductions
  • Discover the 5 key steps for improved deduction management
  • Explore the inherent challenges in the trade promotion process, how these contribute to post audit claims and what you can do to reduce them
  • Discover enabling technology that currently exists to automate manual routines and manual processes that dramatically streamlines deduction management processing
Last updated/reviewed: May 24, 2022

3 Reviews (11 ratings)Reviews

Member's Profile
This course has reaffirmed the thoughts, ideas and process I have always thought should be occurring in our company's deduction management. It has also given me a starting point for restructuring the current process and collaboration.
Anonymous Author
The speaker is very knowledgeable and experienced. This quick overview helps enhance the limited hands-on experience I have in this area.
Anonymous Author
Good course explaining the issues companies face with deductions and the importance of all departments communicating.


Course Complexity: Intermediate

No advanced preparation or prerequisites are required for this course.

Education Provider Information

Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
  1:59Introduction to Customer Deduction Fundamentals – Trends & Best Practices in Deduction Management
Deduction Basics
  7:50Understanding Deductions
  11:03 Deduction Benchmarks
  11:30Taking Control of Deductions
Best Practices
  8:27Best Practices in Deduction Management
  8:27Best Practice Snapshots - Sales Related & Post Audit Claims
  11:23Best Practice Snapshots - Enabling Technologies
  3:17Evaluating Your Performance
Continuous Play
  1:03:56Customer Deduction Fundamentals – Trends & Best Practices in Deduction Management
  PDFSlides: Customer Deduction Fundamentals
  PDFCustomer Deduction Fundamentals Glossary/Index