Guide to the Accounts Receivable Process In every business, sales alone don’t guarantee financial success—cash flow does. The period between delivering goods or services and collecting payment is where many companies face their toughest financial challenges, and this gap is managed through the Accounts Receivable (AR) process. More

In every business-to-business transaction, the expectation is simple: goods or services are delivered, and the customer pays the agreed amount. Yet, reality often differs. Customers may short-pay, dispute invoices, or deduct amounts for reasons ranging from damaged goods and shipment shortages to promotional claims and pricing errors. These deductions, while

Maintaining strong relationships with suppliers is crucial for sustained success. One of the simplest yet most impactful ways to ensure that these relationships remain positive is by paying your suppliers on time. Whether your business deals with one supplier or manages multiple contracts globally, timely payments play a key role

Rebate programs are widely used in B2B selling to build customer loyalty and push for larger deals, but not all rebate models work the same way. Two of the most common structures are tiered rebate pricing and volume rebate pricing. While they might sound similar, each follows a different logic

In the intricate network of the foodservice industry, the journey of products from manufacturers to end consumers involves multiple stages and intermediaries. Among these, foodservice redistribution plays a pivotal role in ensuring that products are efficiently moved, stored, and delivered to various foodservice operators, including restaurants, schools, and hospitals. This

Negotiating with suppliers is a crucial skill that directly impacts business profitability, supply chain efficiency, and product quality. Whether securing better pricing, improving payment terms, or ensuring timely deliveries, successful negotiations create long-term value for both buyers and suppliers. A well-structured approach—grounded in research, strategic communication, and relationship-building—can

Revenue Growth Management (RGM) has become a critical function for Consumer Packaged Goods (CPG) companies striving to maintain profitability in an increasingly competitive market. Traditional pricing and promotional tactics are no longer sufficient as consumer behavior shifts, digital commerce expands, and data-driven decision-making becomes essential. RGM provides a structured approach

The foodservice industry operates in a complex environment where contract pricing and revenue management play a critical role in financial stability. With economic pressures, fluctuating ingredient costs, and evolving consumer behaviors, businesses must adopt strategic pricing models to maintain profitability. Without proper revenue control mechanisms, companies risk margin erosion and

Managing trade promotions and contracts across retail and foodservice channels presents unique challenges for consumer goods manufacturers. While retail Trade Promotion Management (TPM) focuses on driving sales through discounts, merchandising, and promotions, foodservice contract management revolves around negotiated pricing, volume commitments, and sales incentives. Traditionally, these two areas have operated

Pricing plays a crucial role in shaping a business’s profitability, competitiveness, and customer perception. While fixed pricing offers stability, it often fails to capture the full potential of shifting market conditions. This is where variable pricing comes in—a strategy that adjusts prices based on factors like demand, location,