1 asia pac distributor training fy2011 end-to-end partner system processes, reporting policy &...
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Asia Pac Distributor Training FY2011
End-to-End Partner System Processes, Reporting Policy & Guidelines
Asia Pac Partner Finance & Operations
Updated on 30 June10
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OBJECTIVE
Assist our Partners to develop a familiarity of existing Policies surrounding POS, Inventory and Claims
Provide an eagle's eye view of the end to end process in Channels systems as required of Distributors’ partnership with Cisco
Getting a first hand User Interface Training - functionality and details behind every system screen as well as upstream and downstream dependencies
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Point of Contact
How to request for access to tools?
Rebates process support path
Useful web portals
High level end-to-end process flow
Detailed Training Agenda
OVERVIEW
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APAC Distribution Finance ManagerLeanne Ang, [email protected] DID: +65-6317 7455
APAC Centralized Rebates Process Admin & DCA Theatre Process Owner (TPO): Angela Chin, [email protected] DID: +65-6317 7879
APAC POS & CBN: Hong Chun Kit, [email protected] DID: +65-6317 7395
APAC Inventory & Stock Rotation: Joey Ng, [email protected] DID: +65-6317 7441
Point of Contact - Finance
Greater China (China, Hong Kong & Taiwan)– Liu [email protected] DID: +86-10-8515 5629
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DIS
TR
IBU
TO
RD
CA
TP
OB
IZ
AP
PR
OV
ER
1i) Email request to DCA TPO for POS/INV submission feedback file with Name, Email address & contact to replace (if any).
1ii) Email request to DCA TPO for DCA_CCO website access (include CCO ID, Full Name, Email Address, Function) & advise inactivation of current staff (if any).
4i. Analyst creates contact list. Once access is granted
by IT, Analyst sends email to
Disti
2i) Analyst opens a support case under WIPS/DCA
2ii) Requests approval from Biz Approver
3. Biz Approver approves/ disapproves
4ii. Analyst sends email to Disti to advice status of
request
APPROVED NOT APPROVED
5. Disti gives confirmation of
access END
SLA: 5 working day
Request for Access to DCA_CCO
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TR
C S
UP
PO
RT
DC
A T
PO
1. Log a Case via email
5. Request enhancement or
document a policy
3. Can I resolve ?
6. Log a case via TRC
Rebates Process Support LevelD
IST
RIB
UT
OR
2. Receive the case
3(i) Business or Technical
7. Receive the issue & solves
YES
4. Feedback
NO
BUSINESS
TECHNICAL
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Distributor Portalhttp://www.cisco.com/asiapac/partners/disti/index.shtml - main websiteSelect the country accordingly. Example of Singapore address: http://www.cisco.com/web/SG/partners/disti/tools.html - to download this training slide
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Cisco Price Dev Team approves/rejects the
DART requests
Cisco AM emails Deal ID (DSA Fulfillment) or
Promotion ID (e-Promo) to Distis & Partners
The rest of this training guide will cover processes relating to points 1 to 4
Auto-Net POS High Level E2E Process Flow
Disti requests DART to Cisco DART team
and they raise it internally
For few promos (e.g. OIP, MSCP) – Partner registers the deal via
PDR tool
DART is created automatically (with
approval from AM+PDR Approver)
Promotions Repository
Rebates get auto-validated by DCA system against the Promo
Repository
Approved deviations & promotions are systematically consolidated into a Repository which gets interfaced to DCA tables
Claims Data
Distributor reports POS with Rebate
Identifiers & upload into DCA_CCO
Cisco APAC FA posts POS
POS Data
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2
4
1bIssue CM / DM to Distis
Cisco APAC rebates FA validates manually all rejected or correction
required claims
1a
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AM Account Manager
ANP Auto Net Point-of-Sale
CCO or CCX Cisco.com
D2D Distributor to Distributor
DCA Distributor Credit Automation
DDA Distributor Data Automation
DART Deviation Authorization Request Tool
E2E End to End
INV Inventory
POS Point of Sale
PDB Partner Database
TPO Theatre Process Owner
Virtual Claiming POS submitted with Claims
WIPS Worldwide Inventory & Point-of-Sale System
Terminologies Used
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1. DART1.1 Point of Contact & Support Level
2. POS & Inventory Template2.1 POS/INV Template – What to Fill for Each Field?2.2 Submission Dateline
3. POS/INV Reporting Process3.1 POS/INV – Where & How to Upload?3.2 System Feedback – POS/INV Submission Successful, Errors or Rejected?
4. POS Reporting Guidelines4.1 De-POS Transaction Guidelines4.2 D2D Stock Transfer Guideline
5. Claims Process, Validation & Policy5.1 Claims Extraction5.2 Claims Feedback5.3 How to Request Claims Feedback from DCA Website?5.4 Validation Types & Rejection Reasons5.5 Price Protection
6. Report Utilization in DCA_CCO6.1 Deviation Usage Report
Training Agenda
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APAC Theatre Process Owner (TPO) and Program Manager: Gabriel Goh, [email protected] ; DID: +65- 6317 5310
Updated as @ JUN 12th 2006
Point of Contact - DART
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DART Support Level & Access Request
1i. Email request for DART Support (include DART ID for any case).
1ii. Email request for DART CCO website access (include CCO ID, Full Name, Email
Address, Function) & advice inactivation of current staff (if any).
5i. Global IT creates access and/ or resolved issue
2ii. DART Admin opens a support case under DART Support with details sent by Disti
YesNo
7. Disti gives confirmation of issue resolution
DIS
TI
DA
RT
A
DM
IND
AR
T
GL
OB
AL
IT
AP
AC
T
PO
/PM
END
SLA: 48Hrs
2i. Can I solve the
issue?
GS
TS
A
NA
LYS
T
3. Can I solve the
issue?
4ii. Business or Technical?
4i. Update case status, notify user
5ii. Provide Resolution
6. Notify Disti the issue resolution
No
Technical
Business
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• Double-click on the above icon for a walkthrough detail on the templates
• For concise definition of each fields, do refer to the DDA Implementation Guide (IG) on the DCA website (http://tools.cisco.com/WWSF/dca/Home)
• Color coded text header fields denotes the following:
BLUE: Mandatory to provide this data element
BLACK: Optional to provide this data element
ORANGE: Optimal/Mandatory, field may not be classed as Optional as it maybe Mandatory in specific business
transactions
2. POS & Inventory Report2.1 What do I fill in each field?
POS/INV Template
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a. Distributors on weekly reporting must submit by end of business day, Tuesday, every week. Reports pertaining to the previous week’s Point-of-Sales (See example below) (e.g. for sales out occurring from 9th to 13th Aug ) and end of previous week’s Inventory balance
(e.g. as at 13th Aug). In the examples quoted, these must be reported by Tue, 17 th Aug. Exception allowable: In-country public holidays.
Please provide an email request for any delayed submission to POS/Inv Analyst at least 24 hours before dateline.
2. POS & Inventory Report2.1.1 Weekly Submission Dateline
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b. Distributors on daily reporting must ensure the following timeline submission: - Based on the extract of Cisco fiscal year 2011 calendar below:
- By 16 Aug, 12 noon SGP time, up to 13 Aug POS & ending INV has to be submitted.- By 19 Aug, 12 noon SGP time, up to either 17th or 18th Aug POS and ending INV need to be
submitted.- China cut off is 17th Aug. The rest (Australia, Korea & India) will be on 18 th Aug.
Exception: In-country public holidays. Please provide an email request for delayed submission to POS/Inv Analyst the day before the
dateline.
2. POS & Inventory Report2.1.1 Daily Submission Dateline
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3• POS/INV – Where & How to Upload?
• System Feedback – POS Submission Successful, Errors or Rejected
POS & INVENTORY REPORTING PROCESS & GUIDELINES
1 hr
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1. Click on ‘Submission Template’ button to retrieve the standard template & complete the report.
2. Submit as POS or INV : upload only as a text file and click to submit.
3. Disti will finally receive a batch “Submission Number” automatically allocated by the DCA system for future reference with Cisco
2http://tools.cisco.com/WWSF/dca/Home
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3. POS & Inventory Reporting Process3.1 POS / INV – Where & How to Upload?
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a. In less than an hour (if distributor have requested for access to receive POS/INV report feedback) distributor will receive an email feedback in the following format should there be no errors. * Please keep the Batch ID for future reference.
** DO NOT REPLY to this email alias! **
3. POS & Inventory Reporting Process3.2 System Feedback – Success POS Submission
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b. If there are errors on the file, the email feedback will contain 2 attachments, detailing the file submission confirmation and excel file to do the correction.
c. Amend info in the highlighted column and submit back via “POS submission” in text file
3. POS & Inventory Reporting Process3.2 System Feedback – Error in POS Submission
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REMINDER:
All re-submission of errors are to be uploaded via POS or Inventory Submission in DCA_CCO (please refer to slide 17)
For rejections upon uploading on DCA_CCO, refer to the error messages below. Review the uploaded POS file and make the amendment. Then save as a text delimited file and upload back to DCA_CCO
3. POS & Inventory Reporting Process3.2 System Feedback – Rejected POS Submission
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4• De-POS Transaction Guidelines • D2D Stock Transfer Guideline• Reporting Fee Metrics
Reporting Policy & Guidelines
30 min
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Business Definition: POS with a “negative quantity” signifies POS line is a return from reseller back to the distributor or
a re-bill. De-POS is required to reverse the 1st invoice (positive qty) submitted as POS to Cisco. Typically results in a 3rd POS transaction to occur or also known as a re-POS.
When should distributors NOT de-POS? Typo error in promotion authorization number:
Because this should be resubmitted as claims correction after extracting POS from DCA_CCO (please refer to section 5.1)
De-POS Reminders! Ensure correct usage of quantity & value reversal:
Positive (+) value in all dollar value fields per unit basis: ‘Reported Net POS price’, ‘Reported Product Unit Price – USD’ (& ‘Claim Per Unit’ and ‘Extended Claim amount’ - if any)
Negative (-) unit in all the quantity fields:’Product Quantity’
(& ‘Claim Eligible Quantity’ - if any)
4.1 De-POS Transaction Guidelines
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When does de-POS occur ?
1. Reseller returns to Distributor (possibly due to order cancellation, but not RMA relating to 1-for-1 product exchanges)
4.1 De-POS Transaction Guidelines
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When does de-POS occur ?
2. Errors in reporting (e.g. Reported Net POS Price)
4.1 De-POS Transaction Guidelines
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Items that are commonly overlooked when De-POS a transaction:
1. To fill in ‘(Original) Re-Bill Invoice Number’ Column
2. To fill in ‘Reported Deal ID’ Column – For POS with claim portion
3. To Insert (NEGATIVE) sign on ‘Claim Per Unit’ and (POSITIVE) sign on ‘Claim Eligible Quantity’ & ‘Extended Claim Amount’
4.1 De-POS Transaction Guidelines
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Reminders:
1. Please check whether Credit Memo has been issued for original CLAIM transaction before submitting Claims in De-POS transaction
2. When NO Credit Memo issued before (due to claims being “rejected”), please leave the claim portion “BLANK” in the De-POS transaction as per below example:
4.1 De-POS Transaction Guidelines
3. For ALL depos & repos transactions, please submit in a separate batch and provide details on the reason for each depos/repos batch. Finance will validate and review the respective batches prior to processing.
4. In POS template, Depos Line - : 1. Compulsory to fill in Column G – Original Distributor to Reseller Invoice Number2. Info must be same as original POS including the wrong Product SKU, wrong dollar etc3. Leave claims Column BO to BS blank if there is no Credit memo requiredRepos Line - :1. Submit the correct SKU2. Submit claims column BO to BS to reclaim when necessary; have to fill in depos Column BO to BS if there is declaims
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D2D Reminders ! Stock transfers should be in-country only, no cross-border transfers Disti B has insufficient balance of required stock for product availability Both distributors must report POS out and adjust Inventory accordingly
Disti A must report:
Reseller = Disti B, End User as “Unavailable”, Net POS = WPL, Trans Type = REG, Serial Number, but no Claims as they’re not eligible for rebate
Disti B must report:
Actual Reseller & Final End User, Serial Number, discounted Net POS value & report DART ID for claims in order to receive credit for their rebates
Business Definition:
Disti to Disti Transaction – A transaction representing sale from one distributor to another distributor as a result of “Stock Transfer” (can be Cisco initiated to help save stock rotation from over stocked distributor).
Notations:Disti A – Transferring Distributor
Disti B – Receiving Distributor
How to report Internal purchase? – Report Reseller & End User as Disti
4.2 D2D Stock Transfer Guideline
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5• Claim Policy• Claims Extraction • Claims Feedback • How to Request Claims Feedback from DCA
Website?• Validation Types & Rejection Reasons• Price Protection
Claims Process & Validation
2 hrs
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OBJECTIVETo set out the policy, process & procedures pertaining to Distributor’s backend rebate claims.
CLAIM VALIDITY
1. COMPOSITE rebate (on POS) must be claimed via DCA
– within 30 days from the ‘Distributor to Reseller Invoice Date’ or if not provided, the ‘Distributor to Reseller Sales Order Date’ or the Distributor shipped date;
– only for the Quantity Sold per POS or less, AND within the approved deviation or promotion quantity and/or amount issued by Cisco.
2. PRICE PROTECTION must be claimed via DCA
– within 30 days from the Global Price notification email advice issued to distributors;
– the price credit for affected products in inventory or in transit shall not exceed the dollar value of shipments of affected products to distributor over the preceding forty-five (45) days
CLAIM ENTITLEMENT Any claims not requested within the stipulated contractual terms above are not entitled for
payment. Any claim fields not completely or incorrectly filled will be rejected by the system
automatically and will not be entitled for payment unless corrected by Distributors. POS & Claims Submission Template uploaded via DCA tools <POS SUBMISSION> Tab.
Targeted processing will be within 10 working days from point of POS being posted by Cisco to claims being auto-validated to Memo Number being generated.
CLAIM POLICY
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Distributors will only need to do Claims Extraction should they have ‘forgotten’ to submit the claims on POS/INV, or if distributor have partially submitted a claim for a particular POS line, or have to do “claim correction”.
This extracts only POS/INV batches that have been fully validated by Cisco and are 100% error-free. A batch may take up to 24 hours (for Daily report submission) or by end of Wednesday (for Weekly report submission) to be validated and processed after submission.
Select the DATE RANGE on which the date of sale, for claim the promotion type will be COMPOSITE.
Allow to filter by CISCO PART NUMBER to reduce the size of File Extraction, click SUBMIT at the bottom page.
5. Claim Process5.1 Claims Extraction
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Screen pop up when SUBMIT button is click.
Click on CONFIRM button, message box pop up
Requests for this report will be emailed to you from [email protected] . DO NOT REPLY to this email alias! You will not get any response.
5. Claim Process5.1 Claims Extraction
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Do not alter the layout or data on the GREY cells, populate only the field required in the red box columns Z to AD of the WHITE background.
Then save as a text delimited file and submit into DCA_CCO on “Claim Submission” TAB
5. Claim Process5.1 Claims Extraction
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After Cisco posts POS/INV reports or Distributor submits claims through POS extraction, distributors will receive the Claims Feedback report
- For Distributors submitting weekly reports, you will receive it by next Monday / Tuesday - For Distributors submitting daily reports, you will receive it few days after submission
This claim status feedback file is attached as a zipped file with multiple tabs in an excel format containing the following tab-sheets and relates only to Composite claims (i.e. excludes Price Protection claims):
For Korea and ANZ
- ‘All Claims’ – for transactions that has been validated as correct by the system or has been issued with a Credit Memo Number and claims rejected by system due to non-entitlement against an approved deviation or promotion
- ‘Correction Required’ – for claims typically with an invalid deviation or promotion ID
For other areas except Korea and ANZ
- ‘Valid Claims’ – for transactions that has been validated as correct by the system or has been issued with a Credit Memo Number
- ‘Entitlement Errors’ - claims rejected by system due to non-entitlement against an approved deviation or promotion;
- ‘Correction Required’ – for claims typically with an invalid deviation or promotion ID
* ‘Correction required’ tab will only be found in this file where relevant; therefore it is not in every report that is sent to you
5. Claim Process5.2 Claims Feedback (For Correction Required)
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• Do not alter the layout or data on the GREY cells, populate only the field required in the WHITE background, columns AE,AG,AI, AK,AM and AO.
• Save only the ‘Correction Required tab’ as a text delimited file and upload via DCA_CCO ‘Claim Submission’ tab within the same week of receiving this report
• Disti will then receive a Claim Submission Number to be kept for future queries to Cisco
1. ‘Correction Required’ Tab on Excel Worksheet
5. Claim Process5.2 Claims Feedback (For Correction Required)
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2. “Valid Claims” (for Short Payment Claims)
No action required from distributors at the point of receiving the first feedback.
• One week after disti claim submission, Disti is encouraged to conduct an audit for short payment of claims (where the system pays for a lesser amount than what disti have requested or are entitled to due to an error in claim submission or otherwise).
• This check based on disti reported claim versus the claims paid by the system based on the entitlement given in DART. If there is short payment, please contact the Rebate Analyst
• If the calculation is agreed, disti needs to log into DCA_CCO website and click on ‘POS/INV Extraction’ menu and extractPOS based on the following values – ‘Date of Sale’ and/or Cisco Part Number criteria
as outlined in the analysis
5. Claim Process5.2 Claims Feedback (For Correction Required)
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• Within an hour, you will receive the POS extract in your email. Unzip the attachment.
• Fill in the white cells with the short paid information and do not alter any information on the gray cells* Please note that the “Claim Quantity” should be only 1 unit and the “Claim Per Unit” and “Extended Claim Amount” are the short paid amount$
• Resubmit into DCA_CCO website under the ‘Claim Submission’ button. • Rebate Analyst will then process those claim.
2. “Valid Claims” (for Short Payment Claims)
5. Claim Process5.2 Claims Feedback (For Correction Required)
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• Every fortnight, log in to DCA_CCO website. Click on the ‘Claim Status’ menu, select Claim Submission Date Range for claims submitted 2 weeks ago.
This is to refresh the rejected claim status because Rebate Analyst would have manually validated some of the rejected claims.
3. ‘Entitlement Errors’ Tab / ‘Rejected Claims’
5. Claim Process5.2 Claims Feedback (For Correction Required)
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• Disti may then either export the claims from the website or choose to have the claims sent to you via email. If you request to be sent via email, you will receive your entitlement error transactions in the following format.
• Please review the ‘Validation reason code’ column for reasons of rejection and insert a comment field at end of the spreadsheet as to why disti should be paid on these system rejected transactions.
• Send back to the analyst and he / she will review and revalidate as applicable
5. Claim Process5.2 Claims Feedback (For Correction Required)3. ‘Entitlement Errors’ Tab / ‘Rejected Claims’
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When CISCO system does not send the Claim Feedback Report for particular week, Disti may request it from DCA CCO website as follows:
1. Go to DCA - click ‘claim status’ and select the Date Range and Promotion type “Composite”2. Click all claim IDs shown and click ‘Queue for Feedback’ icon at the bottom of the page3. Select ‘Request Feedback’ on top right side
5. Claim Process5.3 Claims Feedback (Request in DCA)
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5. Claim Process5.3 Claims Feedback (Request in DCA)When CISCO system does not send the Claim Feedback Report for particular week, Disti may request it from DCA CCO website as follows:
4. Select ‘Request Feedback’ icon at the bottom of the page5. Disti will receive a notification mentioning “Your feedback request has been accepted”6. Disti will receive ‘Claim feedback report’ one hour after the submission. Please unzip the excel file
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Entitlement Error Reason Action taken
Invalid Part NumberPart number do not match or the product family do not match to DART ID or Promo ID
1. Check whether there is a typo error in reported Part Number or whether the reported Promotion ID is incorrect for this transaction2. If it is part number - please De-POS and Re-POS the transactionsIf it is promotion ID – please extract POS and submit correct promo ID
Late ClaimIf claim submission date is more than 90 days from date of POS Disti not eligible for the rebate. No further action on this error
Promo Not Started Date of POS is less than the Promo or DART start date
1. If it is typo error, please dePOS and rePOS2. For exceptional case, please contact rebate analyst and he/she will advice the solutions accordingly.
Promo Expired Date of POS does is after Promo or DART End Date
1. If it is typo error, please dePOS and rePOS2. For exceptional case, please contact rebate analyst and he/she will advice the solutions accordingly.
D2D SaleStock transfer to another Disti so Disti is not eligible for claims
1. Please check whether the reported reseller name is correct.2. If yes, please contact your rebate analyst if you believe you are entitled to obtain the rebate
Disti Not Eligible Disti is not eligible for this deviation/promoPlease check the promo ID and do POS extraction for the correction.
Qty Exceeded
1. The Total UNIT claimed so far is > than Total UNIT approved in Promotion / DART ID2. Or the UNIT per product claimed so far is > than UNIT per product approved in Promotion / DART ID
Rebate analyst will check the error weekly and inform disti in case there is correction needed
5. Claim Process5.3 Claim Rejection Type & Reason
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Entitlement Error Reason Action taken
Value ExceededThe total amount$ claimed so far is > than total rebate amount$ approved in Promotion / DART ID
Rebate analyst will check the error weekly and inform disti in case there is correction needed
End User Info MissingEnd user information is missing on a rebate or invalid end user Please De-POS and Re-POS with correct End User Name
Deferred Claim Reason Action taken
Partial Bundle
If a bundle is fulfilled partially, the claim will be deferred in a “queue” and will be processed only when it’s fulfilled completely. (mostly specific to CTMP/Trade - In claims) Please POS all part numbers approved in DART ID
Manual Review Reason Action taken
Incorrect ResellerIf the reseller reported on the POS line is not eligible reseller approved in promotion / DART Please de-POS and Re-POS with correct Reseller Name
Possible Debit AdjustmentWhere a positive rebate claim Quantity is submitted on a negative POS Quantity line (i.e. return)
1. If the error is on the claim portion, please extract dePOS transaction and submit claim with ‘Negative’ quantity2. If not, please contra off the transactions (Submit Positive POS Quantity and leave Claim portion blank)
Insufficient Promo Details Where the Unit Rebate calculation fails Mostly due the product reported has "Zero" GPL/WPL. Disti not eligible for the rebate. No further action on this error
Serial Number ErrorSerial Number submitted on POS is invalid, duplicated or Product/Distributor mismatch Please De-POS and Re-POS the transactions
Correction Required (requires
submission) Reason Action taken
Invalid PromoThe Promo Authorization / DART Number reported not found in DCA Promo Repository
Please ensure no space in promo ID, typo error, etc. Once it is rectified, please extract POS and fill in the correct the promotion number ID
5. Claim Process5.3 Claim Rejection Type & Reason
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1. Upon price modification of any particular part numbers on the Cisco price list, Distributors will receive
an automated price notification email from the [email protected] alias.
2. The email contains an excel file with a naming convention of ADVXXX.xls, which gives Distributors the
details of the modified price (price drop / increase) or additional part to the price list that they’re
contractually attached to.
3. A drop in the price of a part number on the price list will entitle a Distributor for a price protection claim
to Cisco for products which are currently in their stock.
5. Claim Process5.4 Price Modification Notification
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5. Claim Process5.5 Price Protection Claim
PR
ICE
D
RO
P
ST
OC
K
ON
HA
ND
ST
OC
K I
N T
RA
NS
IT &
BA
CK
LO
G
Distributor Channel Finance Rebate Analyst
1. Disti receive Price Drop Notification
2 (ii)Disti provide SO# in the Claim Reference#
2 (i)Disti claim PP via Inventory Report
Disti to give clarification/
feedback
Analyst checks
POS & INV Report
4. Analyst requests Controller’s approval
on claims5. Analyst issues CM
NOT MATCHED
MATCHED
APPROVED NOT APPROVED
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Business Challenge Lack of information for the distributors on the deviation usage. Distributor has to
reconcile the deviation details and the credit memo’s to understand how much has been claimed so far. No single report or user interface for distributors to identify the deviation usage
Business Objectives To allow Distributors to have full visibility of all their Authorizations and assist their
day to day claiming activities Avoiding re-conciliation issues between Cisco and distributors due to improved
reporting capabilities
6.i. DCA CCO: Deviation Usage ReportDeviation Usage Report Objective
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1st Search logic allows Distributors to search one authorization record, based on combination of Promo Types (COMPOSITE or PRICE PROTECTION) and the Authorization Number, at a time.
The 2nd Search criteria allows Distributors to see the list of all their approved Authorizations for a given ‘Creation Date’ or ‘Start Date’.
6. Deviation Usage Report6.1 Search Functionally
12-Jun-10 20-Jun-10
DSAF-12345-0505
1st Search Function
2nd Search Function
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6. Deviation Usage Report6.2 Deviation Summary & DetailsThe 1st search function will directly give you the specific results based off all claims submitted for the Deviations that are that is currently in DCA
The 2nd Search function will lead you to this page which lists all deviations requested for the dates searched followed by the detail screen per screen on the left.