Ep. 109: Fighting Back on Deductions: Smart Ways to Protect Your Margins
Distributor deductions can be overwhelming, but understanding them is essential to running a healthy CPG business. Jenna Gelgand, founder of Jave Insights, and Greg Esslinger of Floret. Together they explain the mechanics behind deductions, the patterns that lead to costly mistakes, and the dispute paths that actually work. You’ll learn how distributors calculate and apply deductions, why certain fees are unavoidable while others are preventable, and how to manage relationships with supplier managers, buyers, and retailers when issues arise.