CCU_NEGO_TRAINING11_家乐福采购内训手册.pptx

1 2009 NEGOTIATIONPrepare, Lead and Follow-up negotiations MASS MARGIN X = SALES Contract SIMPLE EQUATION Check out Cashier TG, Coolers Display Main promotion display Secondary display TG+ TG Podium Promotion Table On-shelf promotion Mini stand Auto walk Sidekick Pillar Cross Merchandising Only % Fix Fix or % FEES TRANSFER FOR ALL SUPPLIERS 4 Priority on sales and CM Margin value increase 2009 ambitious investments plan will accelerate sales growth Accelerated Sales Growth will bring additionnal Mass of Margin Simplification of national contract is required Focus on % rebates is required Negotiation strategy must be adapted to supplier cluster Good preparation is key for success The preparation of negotiation will bring more professionalism in our demand The application of training will allow us to better anticipate the suppliers reactions Intro : Key points of the 2009 negotiation project 5 Identification of Supplier Cluster Profitability Sales Share Identification of Supplier Cluster TOP 10 – LIAONING - SUNDRY 7 Supplier relations Strategy JBP : “Win Win” : Sales and Mass Target All initiatives focused on sales (VIP Items, specific promotion mechanism, shortages follow-up, etc.) Traditional Nego for improvement of “Back Margin” 2009 Nego approach / JBP is possible . 8 NEGO CLUSTER 1 TG FEES TRANSFER + IMPROVEMENT OF BM PRIOR TO ANY SALES DEVELOPMENT DISCUSSIONS BASIC OFFENSIVE NEGO 9 NEGO CLUSTER 2 Market share Carrefour support Negotiating levers: TG FEES TRANSFER IN % Level of profitability Delivery Services COMPETITION between SUPPLIERS 10 NEGO CLUSTER 3 TG FEES TRANSFER + IMPROVEMENT OF CAT. PROFITABILITY MIX 11 NEGO CLUSTER 4 STILL NEGO BUT LESS TIME IN NEGO , MORE ON SALES FOCUS FOCUS ON SALES AND MASS MARGIN APPROACH 12 VALIDATION OF 2008 LANDING 13 Objective : Identify the basis of 2009 Negotiation Validation of 2008 Landing : clear base for 2009 Nego 25’ 2008 Purchases Landing forecasts Appending / TG Fees landing (the s