家乐福2009采购谈判培训

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1、12009NEGOTIATIONPrepare,LeadandFollow-upnegotiations2009MASSMARGINX=SALESContractSIMPLEEQUATIONCheckoutCashierTG,CoolersDisplayMainpromotiondisplaySecondarydisplayTG+TGPodiumPromotionTableOn-shelfpromotionMinistandAutowalkSidekickPillarCrossMerchandisingOnly%FixFixor%FEES

2、TRANSFERFORALLSUPPLIERSPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE4PriorityonsalesandCMMarginvalueincrease2009ambitiousinvestmentsplanwillacceleratesalesgrowthAcceleratedSalesGrowthwillbringadditionnalMassofMarginSimplificationofnationalcontractisrequiredFocuson%rebate

3、sisrequiredNegotiationstrategymustbeadaptedtosupplierclusterGoodpreparationiskeyforsuccessThepreparationofnegotiationwillbringmoreprofessionalisminourdemandTheapplicationoftrainingwillallowustobetteranticipatethesuppliersreactionsIntro:Keypointsofthe2009negotiationproject

4、Powerisnotrevealedbystrikinghardoroften,butbystrikingtrue5IdentificationofSupplierClusterProfitabilitySalesSharePARTNERSHIPPROFITABLEGROWTHFOCUSONSALESGROWTHOFFENSIVEBMNEGOIdentificationofSupplierClusterTOP10–LIAONING-SUNDRY7SupplierrelationsStrategyJBP:“WinWin”:SalesandM

5、assTargetAllinitiativesfocusedonsales(VIPItems,specificpromotionmechanism,shortagesfollow-up,etc.)TraditionalNegoforimprovementof“BackMargin”2009Negoapproach/JBPispossiblePROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE.8NEGOCLUSTER1TGFEESTRANSFER+IMPROVEMENTOFBMPRIORTOANYS

6、ALESDEVELOPMENTDISCUSSIONSBASICOFFENSIVENEGOPayfirst,growsalesafterPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE9NEGOCLUSTER2MarketshareCarrefoursupportNegotiationSupplierBookNegotiatinglevers:TGFEESTRANSFERIN%InformationisPowerPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENS

7、IVELevelofprofitabilityDeliveryServicesCOMPETITIONbetweenSUPPLIERS10NEGOCLUSTER3TGFEESTRANSFER+IMPROVEMENTOFCAT.PROFITABILITYMIXPriorityonSALESgrowthPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE11NEGOCLUSTER4STILLNEGOBUTLESSTIMEINNEGO,MOREONSALESFOCUSFOCUSONSALESANDMASSM

8、ARGINAPPROACH100(CMoflastyear)SalesGrowthFEESSYSTEMNoimpactofsalesformoreCMValueCMValue=120100(L