In the Fast-Moving Consumer Goods (FMCG) industry, companies frequently run strategic promotions and special offers to attract retailers, typically through distributors. Managing discounts and claims is crucial for companies to achieve profitability and operational efficiency. Distributor Management Systems (DMS) serve as the backbone for streamlining claims processes, ensuring swift settlements, and providing key insights for decision-making.
However, the absence of robust claim management features in the DMS platform poses significant challenges for companies. Given the high volume of transactions and the multitude of promotional discounts, schemes, and benefits, a dynamic and efficient claims management solution is indispensable. It allows companies to minimize financial losses, enhance operational efficiency, and maintain strong distributor relationships while safeguarding their brand reputation.
In this blog, we’ll explore why claim reversal is crucial in FMCG, the challenges that companies face, and how Botree DMS offers a solution to these issues.
In a typical DMS environment, discounts to retailers are offered in various formats, including schemes and price discounts. Distributors can then claim reimbursement from the company for any discounts they provide to retailers as part of these promotions by submitting claims through their DMS application.
Claim reversal refers to the process of correcting or reversing claims made by distributors for schemes, promotional discounts, or other financial arrangements when products are returned. However, without robust claim reversal mechanisms, companies may incur financial losses due to overpaid claim reimbursements for returned products. This can result in financial leakage, fraudulent claims, and inaccuracies in financial records.
Let’s explain this using an example and see the impact it can have on your company;
Consider that you (the company) have offered your retailers a promotional discount of Rs. 24 on the purchase of 10 pieces of Product A, worth Rs. 100.
Your distributor sells 10 products to your retailer at a discounted price and claims back the amount (promotional discount offered) from the company. In the above case, the claim amount is Rs. 24.
Bill Amount to your Retailer;
[Total Products Purchased*Selling Price] – [Promotional Discount] = [Amount to be Paid]
Illustration based on the above scenario:
[10*100] – 24 = 976
The invoice to the retailer is generated for Rs. 976.
The distributor receives Rs. 976 from the retailer, then claims Rs. 24 from the company to cover the promotional discount.
In the case of a sales return for the same invoice,
The retailer receives the paid amount back. However, the claim amount (Rs 24) doesn’t get reversed to the company. As a result, the company ends up losing Rs 24, causing a discrepancy, highlighting the importance of a reliable claim reversal system.
This is where efficient claim reversal functionality in a DMS becomes crucial, protecting companies from financial losses and leakage.
Botree DMS offers a comprehensive automated solution to the challenges of claim reversal in the FMCG industry. Integrated with robust claim reversal management features, the system identifies transactions where claims were made, and if those products are returned, it raises a “negative claim” to reverse the original claim. This way, the company doesn’t lose money on overpaid reimbursements, and the process remains transparent, reducing the risk of financial discrepancies or manipulation of promotional discounts and schemes.
In the FMCG industry, claim reversal is more than just a procedural requirement—it’s a key factor in maintaining financial integrity, operational efficiency, and healthy distributor relationships. Botree DMS eases the pain of claim reversal through automation and makes claim management seamless.
Adopt Botree DMS and secure your business against financial leakage and claim-related issues, paving the way for sustainable growth and success in the dynamic FMCG landscape.
Explore more functionalities and see how Botree DMS helps your business streamline operations.
Meet Mr. Vinit Kumar, Product Owner and a seasoned IT professional with over a decade of diverse experience in solutions like DMS, SFA, CRM, and ERP. His expertise lends a fresh perspective to product management. Having spearheaded multiple products & projects, his collaboration with Botree aims to propel product innovation to new heights.
