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Understanding Sales Tax Needs for Multi-State Businesses in High-Risk Industries

Navigating sales tax compliance in multiple states can be complex, especially for businesses in high-risk industries such as medical devices, food and beverage, and software. Companies expanding their geographic reach often face challenges managing sales tax, exemption certificates, and audits. Key concerns for CFOs and accounting staff include risk mitigation, cost savings, and efficiency. Engaging in timely assessments is crucial when undergoing organizational changes or implementing new systems. Explore essential questions to determine your sales tax requirements and enhance compliance.

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Understanding Sales Tax Needs for Multi-State Businesses in High-Risk Industries

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  1. Who is a Good Prospect? Nexus/Physical Presence in multiple states Doing business in complicated states AL, AZ, CA, CO, KS, IL, LA, MN, NY, TN, TX, WA High risk industries: Medical Devices/Medical Supplies Manufacturing/Distribution/Wholesale Food & Beverage Software/Hardware Network Marketing Service/Installation Customer has a remote sales force Sales to resellers or exempt entities Growing or expanding geographic reach eCommerce (Online) Sales Wants or needs audit protection

  2. When you should talk “Sales Tax” to your customers… A new CFO, Controller, or Accounting staff is hired When they are going through a reorganization Implementing a new ERP Updating an existing ERP Renewing their maintenance contract Recently audited or going through an audit

  3. What Customers Are Concerned About • CFO, Controller • Mitigating Risk • Cost Savings • Productivity/Efficiency Gains • Accounting Manager, A/R Clerks • Increased Accuracy • Better Service (External / Internal) • Expedite Month End Close, Lighten Workload • CTO, IT Manager • Maintain Focus on Key Projects • Ability To Implement & Support • Data Security

  4. Customer Qualifying Questions What types of products or services do you sell? Does the product taxability vary from state to state? Where are you required to collect sales tax? How many states? How do you collect and manage exemption (reseller) certificates? How many Certs do you manage? Are you required to file state sales tax returns? Do you process take/orders in an eCommerce shopping cart, order entry system, or other system outside of your ERP? Existing Tax Solution: Rate Table/Lookup Tool, Excel Spreadsheet, Manual, or Other? How much time do you currently spend managing sales tax?

  5. Register Your Leads! Partner Lead Registration Form: www.avalara.com/PartnerLeads Questions? Email: CDM@Avalara.com

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