Odyssey Elixir: From Basic Deduction Reporting to Full Trade Management in 3 Months

Summary

As Odyssey Elixir expanded into more than 5,000 retail doors, the fast-growing functional beverage brand needed better visibility into trade spending, retailer deductions, and promotional profitability. Partnering with Promomash, Odyssey implemented a comprehensive trade and deduction management system in just three months, gaining the financial clarity, operational support, and actionable insights needed to scale more profitably.

The Challenge

Odyssey's basic reporting tools couldn't keep pace with its rapid retail expansion. Limited visibility into deductions from distributors such as KeHE and UNFI made it difficult to understand true net margins, evaluate promotion performance, and make informed trade investment decisions.

The Solution

Odyssey partnered with Promomash to implement its trade promotion and deduction management platform, supported by an experienced Client Success team. The engagement began with a retroactive deduction review and recovery efforts, followed by harmonized distributor reporting through Crisp integrations. Within three months, Odyssey had a comprehensive foundation for managing trade spend, deductions, sales performance, and promotional profitability.

The Results

• Full trade management in 3 months: Moved from basic deduction reporting to integrated trade spend, sales, and deduction management.
• 7% of deductions identified as invalid: In the first year, the value of disputed deductions equaled approximately two years of Promomash service costs.
• Nearly 40% recovered: Of the invalid deductions disputed, nearly 40% had been recovered as of the case study's reporting date.
• Greater visibility and smarter trade decisions: Harmonized KeHE and UNFI reporting helped uncover opportunities to improve promotional ROI, reallocate trade budgets, and protect net margins.

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