Accenture has collaborated with Acosta, a leading full-service sales and marketing agency in the consumer packaged goods industry, to provide more efficient and accurate trade promotion deduction processes by implementing a comprehensive automation solution.



Acosta processes more than one million trade promotion deductions annually for more than 350 manufacturers and 1,000 retailers. These deductions aim to increase demand for products in retail stores based on a range of techniques including special pricing, display fixtures and demonstrations.



The management of this process involves a complex research and resolution process to assess the validity of a deduction against supporting back-up documentation, which can come from multiple systems. This requires tight coordination across many departments including sales, finance and supply chain. Acosta’s clients and customers demand high accuracy rates and resolution times for their trade promotion deductions which directly impact their bottom line.



Accenture worked with Automation Anywhere, a global provider of robotic process automation (RPA), in collaboration with Acosta to deliver a suite of RPA solutions. These solutions were applied to Acosta’s custom software application to automate the end-to-end trade promotion deduction process. This entails searching for and validating the invoice, contract, and proof of performance of the deduction, and clearing it against the trade promotion event in Acosta’s client’s system. Acosta rolled out the technology as a pilot, which has already led to improved business results for a select group of clients, with the automation running 24/7 via Acosta’s secured Citrix virtual desktop environment.


Accenture and Acosta are currently rolling out this automated resolution program to additional manufacturers and retailers, as well as expanding the types of trade promotion deductions.



“We are delighted to have delivered an agile and efficient automated service to Acosta, allowing them to deliver a sound proposition to their clients and customers,” said John Zealley, senior managing director and head of Accenture’s Consumer Goods & Services group. “The collaborative approach that was taken is a prime example of how we work with clients and partners to bring innovative ideas and solutions mixed with a laser focus on generating business outcomes and value.”



Sandy Ramsey, executive vice president, Finance Operations, Acosta said, “We’re excited to work with Accenture to streamline and enhance our trade promotion deduction service offerings for brands and retailers. The ability to provide our clients and customers with an end-to-end automated service for trade promotion deductions – one of the most complex finance and accounting business processes – at the scale and speed offered by Accenture in a many-to-many delivery model is invaluable. We look forward to continuing this collaboration and rolling out the program to deliver value to even more clients and customers in the near future.”



About Accenture

Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions – underpinned by the world’s largest delivery network – Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With approximately 401,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.



About Acosta

Acosta is the sales and marketing powerhouse behind most of the trusted brands seen in stores every day. The company provides a range of outsourced sales, marketing and retail merchandising services throughout the U.S. and Canada. For 90 years, Acosta has led the industry in helping consumer packaged goods companies move products off shelves and into shoppers’ baskets. For more information, please visit www.acosta.com.

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