文档介绍：1
2009 NEGOTIATION Prepare, Lead and Follow-up negotiations
2009
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
PROFITABLE
GROWTH
PARTNERSHIP
SALES FOCUS
OFFENSIVE
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 ess
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
Power is not revealed by striking hard or often,
but by striking true
5
Identification of Supplier Cluster
Profitability
Sales Share
PARTNERSHIP
PROFITABLE GROWTH
FOCUS ON
SALES GROWTH
OFFENSIVE BM NEGO
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
PROFITABLE
GROWTH
PARTNERSHIP
SALES FOCUS
OFFENSIVE
.
8
NEGO CLUSTER 1
TG FEES TRANSFER
+
IMPROVEMENT OF BM PRIOR TO ANY SALES DEVELOPMENT DISCUSSIONS
BASIC OFFENSIVE NEGO
Pay first, grow sales after
PROFITABLE
GROWTH
PARTNERSHIP
SALES FOCUS
OFFENSIVE
9
NEGO CLUSTER 2
Market share
Carrefour support
Negotiation
Supplier Book
Negotiating levers:
TG FEES TRANSFER IN %
Information is Power
PROFITABLE
GROWTH
PARTNERSHIP
SAL