CCU NEGO TRAINING11 家乐福采购内训手册ppt课件

1、12021 NEGOTIATIONPrepare, Lead and Follow-up negotiations2021.MASS MARGINX=SALESContractSIMPLE EQUATION.Check outCashier TG, CoolersDisplayMain promotion displaySecondary display TG+ TG Podium Promotion Table On-shelf promotion Mini stand Auto walk Sidekick Pillar Cross MerchandisingOnly%FixFix or %

2、FEES TRANSFER FOR ALL SUPPLIERSPROFITABLEGROWTHPARTNERSHIPSALES FOCUSOFFENSIVE.4 Priority on sales and CM Margin value increase 2021 ambitious investments plan will accelerate sales growth Accelerated Sales Growth will bring additionnal Mass of Margin Simplification of national contract is required

3、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 reactionsIntro : Key p

4、oints of the 2021 negotiation projectPower is not revealed by striking hard or often, but by striking true.5Identification of Supplier ClusterProfitabilitySales SharePARTNERSHIPPROFITABLE GROWTHFOCUS ON SALES GROWTH OFFENSIVE BM NEGO.Identification of Supplier ClusterTOP 10 LIAONING - SUNDRY.7Suppli

5、er relations StrategyJBP : “Win Win : Sales and Mass TargetAll initiatives focused on sales (VIP Items, specific promotion mechanism, shortages follow-up, etc.)Traditional Nego for improvement of “Back Margin2021 Nego approach / JBP is possiblePROFITABLEGROWTHPARTNERSHIPSALES FOCUSOFFENSIVE.8NEGO CL

6、USTER 1TG FEES TRANSFER +IMPROVEMENT OF BM PRIOR TO ANY SALES DEVELOPMENT DISCUSSIONSBASIC OFFENSIVE NEGOPay first, grow sales afterPROFITABLEGROWTHPARTNERSHIPSALES FOCUSOFFENSIVE.9NEGO CLUSTER 2Market shareCarrefour supportNegotiationSupplier BookNegotiating levers:TG FEES TRANSFER IN %Information

7、is PowerPROFITABLEGROWTHPARTNERSHIPSALES FOCUSOFFENSIVELevel of profitabilityDelivery ServicesCOMPETITION between SUPPLIERS.10NEGO CLUSTER 3TG FEES TRANSFER+IMPROVEMENT OF CAT. PROFITABILITY MIXPriority on SALES growthPROFITABLEGROWTHPARTNERSHIPSALES FOCUSOFFENSIVE.11NEGO CLUSTER 4STILL NEGO BUT LES

8、S TIME IN NEGO , MORE ON SALES FOCUSFOCUS ON SALES AND MASS MARGIN APPROACH100(CM of last year)Sales GrowthFEES SYSTEMNo impact of sales for more CM ValueCM Value = 120100(LY)MASS MARGIN APPROACHCM Value coming from add. salesNEGO IN % NEED FOR MORE SALES TO GET MORE MASS MARGINFocus on FEESNEGONEGO

9、 % Still Nego but in %Sales Growth3020CM Value = 130PROFITABLEGROWTHPARTNERSHIPSALES FOCUSOFFENSIVE.12VALIDATION OF 2021 LANDING1st Meeting.13Objective : Identify the basis of 2021 NegotiationValidation of 2021 Landing : clear base for 2021 Nego252021 Purchases Landing forecastsAppending / TG Fees l

10、anding (the supplier speak first)2021 Development plan of supplier : listen to supplier25Market evolution, trend, Market share objectives, innovations to come etcBusiness plan expected with Carrefour : assortment, DM, Purchase prices evol., etc2021 Sales and purchases forecast ? Expectation2021 Carr

11、efour Strategy 10 Reminder of Total MASS margin approach, Fees transferExpansion plan confirmationReal Nego will start during following meeting the week after.142021 CONTRACT REQUEST2nd Meeting.15Objective : Clear Request with justificationSupplier makes its first proposal 30CRF raises and explain i

12、ts request for 2021 business 30Reminder of Carrefour Services excellence2021 Purchases forecasts, big picture of potential business plan2021 Operating costs increase /No other choice than increase of Unc. RBReminder of Total MASS margin approach, Fees transferPoints agreed and to be further negotiat

13、ed 30 .16Typical progression of a negotiation with a supplierLanding 08 validation+Supplier 2021 Business plan orientationWeek 1 : Meeting 1Terms proposals from supplierAnd CRFCounter-argument of the supplier W3 M3OutputIntensification of the position of Carrefour by new calculated arguments Level o

14、f TG % transfered must be validated at this stageThe supplier has to redefine a proposition Lead the negotiationsW2 M2Supplier revised proposition W4 M4Output Contract should be concluded at this stageSigning the contractORNegativescenario 34.17Supplier Final proposalW6 M5OutputPresentation of the F

15、INAL proposition of the supplier Contract conclusionOR Implication of Top ManagementThe Supplier leaves with a final compromise proposalOrT2T MeetingT2T MeetiingW7 M6OutputConclusion of the agreement (contract)OR SAP / NO CNY planificationSigning the contract ORSAPTypical progression of a negotiatio

16、n with a supplierLead the negotiations.18Conducting negotiations : Key sucess factors PREPARATION Being adequately prepared : - Having maximal knowledge of the supplier - Communicating coherently the key points of a file to the supplier Mastering Carrefour different levers - Preparing alternative sc

17、enarios (positive/negative) - Preparing a strategy with some compromise - Use efficiently the time by not waiting too long for supplier answers - Planning the next meeting at the end of previous oneCOMMUNICATION Show strong determination and no room for hesitation Show confidence in Carrefour strate

18、gy Acting in a gentle, patient and smooth manner but with determination Have clear ideas when presented to supplier Good Listening to the other party (will give new nego ideas) Asking questions : learning about the supplier.19NEGOTIATION SHEETUPDATEDGUARANTEEDNON G.20THE NET NET PURCHASE APPROACH.21

19、Price Increase Renegotiation 10%BM9%BMWHICH RETAILER IS MORE PROFITABLE FOR P&G ?.22Price Increase Renegotiation 10%BM9%BMWHICH RETAILER IS MORE PROFITABLE FOR P&G ?NPP = 10NPP = 9.23Price Increase Renegotiation 10%BM9.00RMB8.19RMBNET NPPNET NPP9%BMMargin value = 1.0Margin value = 0.81More profit fo

20、r P&GNPP = 10NPP = 9.24Price Increase Renegotiation IMPACT OF PRICE INCREASE ON OUR PROFITABILITY10%BMPrice Increase : +10%NPP = 10New NPP = 1111%BM = +1ptMargin value = 1.0Margin value = 1.21WHO GETS MORE VALUE FROM PRICE INCREASE ?.25Price Increase Renegotiation IMPACT OF PRICE INCREASE ON OUR PRO

21、FITABILITY10%BM9.00RMBPrice Increase : +10%NPP = 10New NPP = 11NET NPP11%Margin value = 1.0Margin value = 1.21BM = +1pt.26Price Increase Renegotiation IMPACT OF PRICE INCREASE ON OUR PROFITABILITY10%BM9.00RMBPrice Increase : +10%NPP = 10New NPP = 119.79RMBNET NPPNew NET NPPREAL VALUE SHARING11%0.210.79CarrefourSupplierMargin value = 1.0Margin value = 1.21BM = +1pt.27Price Increase Renegotiation WITH A FAIR SHARE