Waterfall Dashboard - Fields Definition

Total Value	Component	Description
Local adjustments	Foreign exchange adjustment	Adjustments due to exchange/currency issues
Local adjustments	Local/Regional adjustments	Adjustments for local costs (e.g. tariffs), regional customer preferences and market competitiveness
Volume discounts	Volume discounts	Discounts for bulk purchases
	Sales channel discounts	Discounts for a specific sales channel
	Seasonal discounts	Discounts for seasonal sales objectives (e.g. reduce inventory)
	Customer negotiated discounts	Customized discounts negotiated with the customer
	Free giveaways	Free services or products given to customer with a purchase and shown on the invoice
	Competitive discounts	Discretionary discounts negotiated before the order is taken based on competitors' prices
	Instant rebates	Rebates given before the invoice price
	End-customer discounts	Discounts for end-customer rather than retailer or distributor (typically large end-customers)
	Customer pick-up allowance	Allowance paid for customers who pick up the goods by themselves
	Other on-invoice promotions	Others
Stocking allowance	Stocking allowance	Discounts paid to wholesalers/retailers to make large purchases into inventory (often before seasonal demand increase)
	Early payment discounts	Negotiated discounts or deduction from the invoice if the payment is made early
	Quick/cash payment discounts	Deduction from the invoice price if payment is made quickly
	Rebates	Refunds given for purchasing at certain times, early orders or for selling a product to a specific customer
	Marketing/Market development promotions	Allowance paid to support advertising of manufacturer's brand or to promote sales in a specific market segment or during a promotional time period
	Rewards/Customer loyalty program	Redeem points for gifts or receive one-time promotions for those in loyalty programs; long-term agreements
	Volume bonus	End-of-year bonus paid to customers if the preset purchase volume targets are met
	Slotting allowance	Allowance paid to retailer to secure the set amount of shelf space and product positioning
	Trade spend	Allowance for retailer to discounts from MSRP (manufacturer's suggested retail price)
	End-customer discounts	Discounts for end-customer rather than retailer or distributor, types of pass-through
	Other off invoice discounts	Others
Non-standard orders / customization costs	Non-standard orders / customization costs	Costs associated with manufacturing and delivering a non-standard or customized order
	Consignment cost	Cost of funds when the supplier provides consigned inventory to a retailer or wholesaler
	Shrinkage / returns / corrections	Cost of defective or damaged products
	Freight	Cost of transporting goods to customer
	Rush orders	Higher costs associated with filing and transporting orders more quickly
	Free or expedited shipping	Higher costs of transporting goods to a specific customer
	Inventory maintenance	Cost to hold goods in inventory
	Receivables carrying / late payment cost	Cost of funds from the moment the invoice is sent until the payment is received; cost of delayed payments
	Installation costs	Cost of installing products, including transportation and labor costs
	Support and service cost	Cost of maintenance, general customer services, dedicated services, additional support, etc.
	Performance guarantees / basic terms/ warranty	Discounts that seller agrees to give buyers if the seller misses performance targets (e.g. quality levels, delivery times, price protects)
	Other transaction costs	Others
Raw materials	Raw materials	Cost of materials used to manufacture the product
	Labor	Wages for employees directly involved in manufacturing the product
	Production	Cost to manufacture the product
	Other COGS	Others