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Credit Research Foundation HOMEROOM > Public > Course 160  

 Course ODDM

Deduction Management Fundamentals

Developed and Delivered by Jessica Butler, Attain Consulting Group

 and Diana Crowe, IAB Solutions LLC 



This course is a comprehensive overview of the fundamentals involved in effectively managing deductions.


Instructors Diana Crowe and Jessica Butler have extensive experience in helping companies and employees develop and employ best practices in the management of deductions.


The course is delivered through 5 video and slide learning sessions, providing participants with a complete understanding of the many concepts and practices of deduction management:

  • How to develop a clearly defined process for solving each type of deduction issue
  • How to reduce unauthorized deductions
  • How to develop policies and procedures that eliminate repeat deduction issues
  • Learning the importance of proper coding of deductions to facilitate their analysis and resolution

This course covers the following topics:


1. Introduction

  • Deductions defined
  • History of deductions
  • Benchmarks and financial facts
  • Overview of deductions
  • Key challenges and obstacles

    2. Non-trade Reason Code Strategies

  • Strategy basics
  • Logistics Claims: Freight & Shortages
  • Pricing
  • Unearned Cash Discounts

    3. Trade Deductions & Post Audits

  • Off-invoice (OI) Allowances
  • Billback (BB) Allowances
  • Scan Allowances
  • Advertising
  • Accruals
  • Displays/Slotting Allowances
  • Coupons
  • BO-GO (buy one, get one free)

    4. Developing a Deduction Improvement Roadmap

  • Comparison against best practices
  • Analyzing your deductions
  • Identifying your improvement opportunities
  • Prioritizing improvement opportunities
  • Creating your improvement roadmap

    5. Preparing for a Customer Meeting

  • Types of customer meetings
  • Meeting structure
  • Preparing information and analysis
  • Scheduling the meeting
  • Preparing the meeting agenda
  • Meeting etiquette
  • Meeting follow up
  • Determine the type of meeting you want to have with your customer
  • Evaluate the best structure for the meeting and determine who should attend
  • Identify what information and analysis you will need to prepare for the meeting
  • Schedule the meeting and prepare a meeting agenda
  • Learn basic meeting tips
  • Understand how to follow up after the meeting to encourage success

    This is an On-Demand Course, allowing students to work independently and at their own pace to accommodate the time demands of busy professionals. Upon concluding the presentation/course material, the participant is required to take a final exam. Those who receive a grade of 70% or higher will receive a “Certificate of Professional Development” from the Credit Research Foundation.


    For a video introduction to this course, CLICK HERE


    Registration Fee - $375


    To register, CLICK HERE or cut and paste this link: 

    If this is the first time you are registering for a CRF On-Demand Course, please create a new account. Click on the “Catalog” tab and make your course selection.


    Back to the complete listing of CRF Courses