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: March 25, 2024
3 Reviews (15 ratings)


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
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: 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 .
Instructor for this course
Course Syllabus
  Introduction to Customer Deduction Fundamentals – Trends & Best Practices in Deduction Management1:59
Deduction Basics
  Understanding Deductions 7:50
  Deduction Benchmarks 11:03
  Taking Control of Deductions 11:30
Best Practices
  Best Practices in Deduction Management8:27
  Best Practice Snapshots - Sales Related & Post Audit Claims 8:27
  Best Practice Snapshots - Enabling Technologies 11:23
  Evaluating Your Performance 3:17
Continuous Play
  Customer Deduction Fundamentals – Trends & Best Practices in Deduction Management1:03:56
  Slides: Customer Deduction FundamentalsPDF
  Customer Deduction Fundamentals Glossary/IndexPDF