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12009NEGOTIATION
Prepare,LeadandFollow-upnegotiations
200912009NEGOTIATION
Prepare,MASSMARGIN%X=SALESContractSIMPLEEQUATIONMASSMARGIN%X=SALESContractSIMCheckoutCashierTG,CoolersDisplayMainpromotiondisplaySecondarydisplay
TG+TGPodiumPromotionTableOn-shelfpromotion
MinistandAutowalkSidekickPillarCrossMerchandisingOnly%FixFixor%FEESTRANSFERFORALLSUPPLIERSPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVECheckoutCashierTG,CoolersDi4
PriorityonsalesandCMMarginvalueincrease
2009ambitiousinvestmentsplanwillacceleratesalesgrowth
AcceleratedSalesGrowthwillbringadditionnalMassofMargin
Simplificationofnationalcontractisrequired
Focuson%rebatesisrequired
Negotiationstrategymustbeadaptedtosuppliercluster
Goodpreparationiskeyforsuccess
ThepreparationofnegotiationwillbringmoreprofessionalisminourdemandTheapplicationoftrainingwillallowustobetteranticipatethesuppliersreactionsIntro:Keypointsofthe2009negotiationprojectPowerisnotrevealedbystrikinghardoroften,butbystrikingtrue4PriorityonsalesandCMMar5IdentificationofSupplierClusterProfitabilitySalesSharePARTNERSHIPPROFITABLEGROWTHFOCUSONSALESGROWTH
OFFENSIVEBMNEGO5IdentificationofSupplierClIdentificationofSupplierClusterTOP10–LIAONING-SUNDRYIdentificationofSupplierClu7SupplierrelationsStrategyJBP:“WinWin”:SalesandMassTargetAllinitiativesfocusedonsales(VIPItems,specificpromotionmechanism,shortagesfollow-up,etc.)TraditionalNegoforimprovementof“BackMargin”2009Negoapproach/JBPispossiblePROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE.7SupplierrelationsStrategyJB8NEGOCLUSTER1TGFEESTRANSFER+IMPROVEMENTOFBMPRIORTOANYSALESDEVELOPMENTDISCUSSIONSBASICOFFENSIVENEGOPayfirst,growsalesafterPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE8NEGOCLUSTER1TGFEESTRANSFE9NEGOCLUSTER2MarketshareCarrefoursupportNegotiationSupplierBookNegotiatinglevers:TGFEESTRANSFERIN%InformationisPowerPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVELevelofprofitabilityDeliveryServicesCOMPETITIONbetweenSUPPLIERS9NEGOCLUSTER2NegotiationNego10NEGOCLUSTER3TGFEESTRANSFER+IMPROVEMENTOFCAT.PROFITABILITYMIXPriorityonSALESgrowthPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE10NEGOCLUSTER3PriorityonSA11NEGOCLUSTER4STILLNEGOBUTLESSTIMEINNEGO,MOREONSALESFOCUSFOCUSONSALESANDMASSMARGINAPPROACH100(CMoflastyear)SalesGrowthFEESSYSTEMNoimpactofsalesformoreCMValueCMValue=120100(LY)MASSMARGINAPPROACHCMValuecomingfromadd.salesNEGOIN%NEEDFORMORESALESTOGETMOREMASSMARGINFocusonFEESNEGONEGO%%StillNegobutin%SalesGrowth3020CMValue=130PROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE11NEGOCLUSTER4STILLNEGOBUT12VALIDATIONOF2008LANDING1stMeeting12VALIDATIONOF2008LANDING1s13Objective:Identifythebasisof2009NegotiationValidationof2008Landing:clearbasefor2009Nego 25’2008PurchasesLandingforecastsAppending/TGFeeslanding(thesupplierspeakfirst)2009Developmentplanofsupplier:listentosupplier 25’Marketevolution,trend,Marketshareobjectives,innovationstocomeetcBusinessplanexpectedwithCarrefour:assortment,DM,Purchasepricesevol.,etc…2009Salesandpurchasesforecast?Expectation2009CarrefourStrategy 10’ReminderofTotalMASSmarginapproach,FeestransferExpansionplanconfirmationRealNegowillstartduringfollowingmeetingtheweekafter13Objective:Identifythebas142009CONTRACTREQUEST2ndMeeting142009CONTRACTREQUEST2ndMee15Objective:ClearRequestwithjustificationSuppliermakesitsfirstproposal 30’CRFraisesandexplainitsrequestfor2009business30’ReminderofCarrefourServicesexcellence2009Purchasesforecasts,bigpictureofpotentialbusinessplan2009Operatingcostsincrease/NootherchoicethanincreaseofUnc.RBReminderofTotalMASSmarginapproach,FeestransferPointsagreedandtobefurthernegotiated 30’15Objective:ClearRequestwi16TypicalprogressionofanegotiationwithasupplierLanding08validation+Supplier2009BusinessplanorientationWeek1:Meeting1TermsproposalsfromsupplierAndCRFCounter-argumentofthesupplierW3–M3OutputIntensificationofthepositionofCarrefourbynewcalculatedargumentsLevelofTG%transferedmustbevalidatedatthisstageThesupplierhastoredefineapropositionLeadthenegotiationsW2–M2SupplierrevisedpropositionW4–M4OutputContractshouldbeconcludedatthisstageSigningthecontractORNegativescenario3416Typicalprogressionofaneg17SupplierFinalproposalW6–M5OutputPresentationoftheFINALpropositionofthesupplierContractconclusionORImplicationofTopManagementTheSupplierleaveswithafinalcompromiseproposalOrT2TMeetingT2TMeetiingW7–M6OutputConclusionoftheagreement(contract)ORSAP/NOCNYplanificationSigningthecontractORSAPTypicalprogressionofanegotiationwithasupplierLeadthenegotiations17SupplierFinalproposalW6–18Conductingnegotiations:Keysucessfactors
PREPARATION
Beingadequatelyprepared:-Havingmaximalknowledgeofthesupplier-Communicatingcoherentlythekeypointsofafiletothesupplier
MasteringCarrefourdifferentlevers-Preparingalternativescenarios(positive/negative)-Preparingastrategywithsomecompromise-Useefficientlythetimebynotwaitingtoolongforsupplieranswers-PlanningthenextmeetingattheendofpreviousoneCOMMUNICATION
Showstrongdeterminationandnoroomforhesitation
ShowconfidenceinCarrefourstrategyActinginagentle,patientandsmoothmannerbutwithdetermination
Haveclearideaswhenpresentedtosupplier
GoodListeningtotheotherparty(willgivenewnegoideas)Askingquestions:learningaboutthesupplier18Conductingnegotiations:PR19NEGOTIATIONSHEETUPDATEDGUARANTEEDNONG.19NEGOTIATIONSHEETUPDATEDGUAR20THENETNETPURCHASEAPPROACH20THENETNETPURCHASEAPPROAC21PriceIncreaseRenegotiation
10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?21PriceIncreaseRenegotiation22PriceIncreaseRenegotiation
10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?NPP=10NPP=922PriceIncreaseRenegotiation23PriceIncreaseRenegotiation
10%BM9.00RMB8.19RMBNETNPPNETNPP9%BMMarginvalue=1.0Marginvalue=0.81MoreprofitforP&GNPP=10NPP=923PriceIncreaseRenegotiation24PriceIncreaseRenegotiation
IMPACTOFPRICEINCREASEONOURPROFITABILITY10%BMPriceIncrease:+10%NPP=10NewNPP=1111%BM=+1ptMarginvalue=1.0Marginvalue=1.21WHOGETSMOREVALUEFROMPRICEINCREASE?24PriceIncreaseRenegotiation25PriceIncreaseRenegotiation
IMPACTOFPRICEINCREASEONOURPROFITABILITY10%BM9.00RMBPriceIncrease:+10%NPP=10NewNPP=11NETNPP11%Marginvalue=1.0Marginvalue=1.21BM=+1pt25PriceIncreaseRenegotiation26PriceIncreaseRenegotiation
IMPACTOFPRICEINCREASEONOURPROFITABILITY10%BM9.00RMBPriceIncrease:+10%NPP=10NewNPP=119.79RMBNETNPPNewNETNPPREALVALUESHARING11%0.210.79CarrefourSupplierMarginvalue=1.0Marginvalue=1.21BM=+1pt26PriceIncreaseRenegotiation27PriceIncreaseRenegotiation
WITHAFAIRSHAREof50%OFVALUECREATED
10%BM9.00RMBPriceIncrease:+10%NPP=10NewNPP=119.50RMBNETNPPNewNETNPPREALVALUESHARING13.6%NewBM=+3.6pt0.50.5CarrefourSupplierMarginvalue=1.0Marginvalue=1.5027PriceIncreaseRenegotiation2009NEGOTIATIONSPOTENTIAL+4.50%Priceincrease:+6%Share50%+3.00%Paperincrease:+20%Operatingcost/m2:+10%GeneralDiscountCost=0.50%+1.50%Cost=1.00%2009NEGOTIATIONSPOTENTIAL+4.29ConclusionsSuccessofournegotiationsislinkedto:GoodpreparationEfficienttimingCompetitionamongsuppliersMassMarginapproachisnotonlyacommitmentforSalegrowthfromCarrefourbutalsoforProfitabilitygrowthfromtheSuppliersKeepinmindthekeymessageofourPresidenttothesuppliers:“Wewantthesame:SalesandProfitability”29ConclusionsSuccessofourn演讲完毕，谢谢观看！演讲完毕，谢谢观看！312009NEGOTIATION
Prepare,LeadandFollow-upnegotiations
200912009NEGOTIATION
Prepare,MASSMARGIN%X=SALESContractSIMPLEEQUATIONMASSMARGIN%X=SALESContractSIMCheckoutCashierTG,CoolersDisplayMainpromotiondisplaySecondarydisplay
TG+TGPodiumPromotionTableOn-shelfpromotion
MinistandAutowalkSidekickPillarCrossMerchandisingOnly%FixFixor%FEESTRANSFERFORALLSUPPLIERSPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVECheckoutCashierTG,CoolersDi34
PriorityonsalesandCMMarginvalueincrease
2009ambitiousinvestmentsplanwillacceleratesalesgrowth
AcceleratedSalesGrowthwillbringadditionnalMassofMargin
Simplificationofnationalcontractisrequired
Focuson%rebatesisrequired
Negotiationstrategymustbeadaptedtosuppliercluster
Goodpreparationiskeyforsuccess
ThepreparationofnegotiationwillbringmoreprofessionalisminourdemandTheapplicationoftrainingwillallowustobetteranticipatethesuppliersreactionsIntro:Keypointsofthe2009negotiationprojectPowerisnotrevealedbystrikinghardoroften,butbystrikingtrue4PriorityonsalesandCMMar35IdentificationofSupplierClusterProfitabilitySalesSharePARTNERSHIPPROFITABLEGROWTHFOCUSONSALESGROWTH
OFFENSIVEBMNEGO5IdentificationofSupplierClIdentificationofSupplierClusterTOP10–LIAONING-SUNDRYIdentificationofSupplierClu37SupplierrelationsStrategyJBP:“WinWin”:SalesandMassTargetAllinitiativesfocusedonsales(VIPItems,specificpromotionmechanism,shortagesfollow-up,etc.)TraditionalNegoforimprovementof“BackMargin”2009Negoapproach/JBPispossiblePROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE.7SupplierrelationsStrategyJB38NEGOCLUSTER1TGFEESTRANSFER+IMPROVEMENTOFBMPRIORTOANYSALESDEVELOPMENTDISCUSSIONSBASICOFFENSIVENEGOPayfirst,growsalesafterPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE8NEGOCLUSTER1TGFEESTRANSFE39NEGOCLUSTER2MarketshareCarrefoursupportNegotiationSupplierBookNegotiatinglevers:TGFEESTRANSFERIN%InformationisPowerPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVELevelofprofitabilityDeliveryServicesCOMPETITIONbetweenSUPPLIERS9NEGOCLUSTER2NegotiationNego40NEGOCLUSTER3TGFEESTRANSFER+IMPROVEMENTOFCAT.PROFITABILITYMIXPriorityonSALESgrowthPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE10NEGOCLUSTER3PriorityonSA41NEGOCLUSTER4STILLNEGOBUTLESSTIMEINNEGO,MOREONSALESFOCUSFOCUSONSALESANDMASSMARGINAPPROACH100(CMoflastyear)SalesGrowthFEESSYSTEMNoimpactofsalesformoreCMValueCMValue=120100(LY)MASSMARGINAPPROACHCMValuecomingfromadd.salesNEGOIN%NEEDFORMORESALESTOGETMOREMASSMARGINFocusonFEESNEGONEGO%%StillNegobutin%SalesGrowth3020CMValue=130PROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE11NEGOCLUSTER4STILLNEGOBUT42VALIDATIONOF2008LANDING1stMeeting12VALIDATIONOF2008LANDING1s43Objective:Identifythebasisof2009NegotiationValidationof2008Landing:clearbasefor2009Nego 25’2008PurchasesLandingforecastsAppending/TGFeeslanding(thesupplierspeakfirst)2009Developmentplanofsupplier:listentosupplier 25’Marketevolution,trend,Marketshareobjectives,innovationstocomeetcBusinessplanexpectedwithCarrefour:assortment,DM,Purchasepricesevol.,etc…2009Salesandpurchasesforecast?Expectation2009CarrefourStrategy 10’ReminderofTotalMASSmarginapproach,FeestransferExpansionplanconfirmationRealNegowillstartduringfollowingmeetingtheweekafter13Objective:Identifythebas442009CONTRACTREQUEST2ndMeeting142009CONTRACTREQUEST2ndMee45Objective:ClearRequestwithjustificationSuppliermakesitsfirstproposal 30’CRFraisesandexplainitsrequestfor2009business30’ReminderofCarrefourServicesexcellence2009Purchasesforecasts,bigpictureofpotentialbusinessplan2009Operatingcostsincrease/NootherchoicethanincreaseofUnc.RBReminderofTotalMASSmarginapproach,FeestransferPointsagreedandtobefurthernegotiated 30’15Objective:ClearRequestwi46TypicalprogressionofanegotiationwithasupplierLanding08validation+Supplier2009BusinessplanorientationWeek1:Meeting1TermsproposalsfromsupplierAndCRFCounter-argumentofthesupplierW3–M3OutputIntensificationofthepositionofCarrefourbynewcalculatedargumentsLevelofTG%transferedmustbevalidatedatthisstageThesupplierhastoredefineapropositionLeadthenegotiationsW2–M2SupplierrevisedpropositionW4–M4OutputContractshouldbeconcludedatthisstageSigningthecontractORNegativescenario3416Typicalprogressionofaneg47SupplierFinalproposalW6–M5OutputPresentationoftheFINALpropositionofthesupplierContractconclusionORImplicationofTopManagementTheSupplierleaveswithafinalcompromiseproposalOrT2TMeetingT2TMeetiingW7–M6OutputConclusionoftheagreement(contract)ORSAP/NOCNYplanificationSigningthecontractORSAPTypicalprogressionofanegotiationwithasupplierLeadthenegotiations17SupplierFinalproposalW6–48Conductingnegotiations:Keysucessfactors
PREPARATION
Beingadequatelyprepared:-Havingmaximalknowledgeofthesupplier-Communicatingcoherentlythekeypointsofafiletothesupplier
MasteringCarrefourdifferentlevers-Preparingalternativescenarios(positive/negative)-Preparingastrategywithsomecompromise-Useefficientlythetimebynotwaitingtoolongforsupplieranswers-PlanningthenextmeetingattheendofpreviousoneCOMMUNICATION
Showstrongdeterminationandnoroomforhesitation
ShowconfidenceinCarrefourstrategyActinginagentle,patientandsmoothmannerbutwithdetermination
Haveclearideaswhenpresentedtosupplier
GoodListeningtotheotherparty(willgivenewnegoideas)Askingquestions:learningaboutthesupplier18Conductingnegotiations:PR49NEGOTIATIONSHEETUPDATEDGUARANTEEDNONG.19NEGOTIATIONSHEETUPDATEDGUAR50THENETNETPURCHASEAPPROACH20THENETNETPURCHASEAPPROAC51PriceIncreaseRenegotiation
10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?21PriceIncreaseRenegotiation52PriceIncreaseRenegotiation
10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?NPP=10NPP=922PriceIncreaseRenegotiation53PriceIncreaseRenegotiation
10%BM9.00RMB8.19RMBNETNPPNETNPP9%BMMarginvalue=1.0Marginvalue=0.81MoreprofitforP&GNPP=10NPP=923PriceIncreaseRenegotiation54PriceIncreaseRe
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