Two-Day ‘hands-on’ Workshop
Maximise your Financial Bargaining Power

How to optimise your brand’s financial impact on major customers vs. the competition

Next Public Session: TBA

AVAILABLE AS IN-HOUSE WORKSHOP
Email: training@namnews.com for details

  Purpose & Output:

The global credit-crunch is adding new financial pressures to suppliers and major retailers alike. This means that it is becoming increasingly important for suppliers to be able to calculate and demonstrate the financial impact of a brand on a retailer’s financial performance.

This ‘hands on’ workshop helps experienced NAMs to use open domain financials (customers and competitors), in order to build and demonstrate a robust impact upon the customer’s profitability.

As a result of participating in the programme, delegates will:

• Identify and quantify areas of competitive advantage.

• Develop skills in quantifying key negotiable aspects and their financial impact upon the profitability of a major customer.

• Optimise the value of their brand to the customer, vs. the competition, in a joint-value-creation relationship.

  Workshop Content:

  The New Trade and Customer Context

• Latest trade projections 2010/11 and financial implications for suppliers.
• Key Retail Customers’ relative financial performance, drivers & pressures.
• Impact of the recession and how to respond strategically.
• When the buyer wants 'too much' & disturbs the status quo.
• How buying policy needs to change to meet new performance measures and targets.
• How your brand can help….

  The Status Quo

• Establishing and restoring the status quo in trade partnership

  The Major Customer as a New Trade Partner

• How the customer will change.
• How they will compete.
• Factoring in the finances and new KPIs.
• Resulting relative financial appeal of your company vs. other suppliers.
• Risk-profiling of your company and the customer, compatibility issues.
• Risk-reward balance: getting your fair-share, financially.
• The walk-away points: How far to go, and how to get there.

  Supplier’s Open Domain Financials

• Key ratios: calculations, cause, effect and insight.
• Comparison with your competition.
• Implications for your company.
• Implications for the buyer.
• Need for setting and maintaining clear walk-away points.
• Incremental sales implications of retail investment.

  The Customer’s Open Domain Financials

• Key ratios: calculations, cause, effect and insight.
• Relative profitability.
• How to demonstrate your company and brand’s effect on the customer’s profitability.

  How your Brand Impacts the Customer’s Financials

• Product and customer profitability.
• Trade Funding Value to the customer.
• Service level.
• Risk transfer.
• Measuring progress and achieving willing compliance.

  Financial Needs of the Buyer & Related Functions within the Customer’s DMU

• Job and functional needs of members of the customer’s decision-making-process.
• How to identify, quantify and prioritise key drivers.
• How to balance profit with compliance.
• Buyers 'needs' Vs 'wants' re the category & impact on other functions.

Essential Tools and Application in Enhancing Perceived Value of your Brand and Deal-Making

• Practical application to GMROII, GMROL, GMROS, supply chain cost/value, service level optimisation and cost of stock-holding, credit-costing, and Customer Account Profitability.

  Implications and Action for your Company within the Customer

• The workshop concludes with an action session for individuals and each team in order to ensure implementation of the key techniques applied in the workshop.

FREE 6-month subscription to Namnews/Kamcity.com (worth £60)
To tune you into the key trade issues and maximise output, you will receive daily trade updates via email
and full access to Kamcity.com, from the time of booking.