1-Day ‘hands-on’ Workshop
Negotiating Effective Price Increases
Making it work for experienced NAMs/KAMs

Next Public Session: TBA

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

  Purpose & Output:

For the first time in five years, retailers are acknowledging that prices have to rise, but not ‘automatically’...  But many NAM & KAMs lack direct experience in managing the price-negotiation process...

An intensive 1-day session helping the team to manage the following issues:

• Achieving fair-share price increases following pipeline material and energy price hikes.
• When the buyer wants 'too much' & disturbs the status quo.
• Legalities ref. ‘RSP’ - Keeping within the law.
• How to agree and hold a 'walk-away' stance within the company (maintaining corporate nerve).
• Buyer-churn: moving discussions off short-term gross margin and sales performance.
• Handling objections:  What to say, and how to say it.
• Harmonising price moves by all key players, without breaking ranks.
• Tailoring price-rise argument to different roles/functions within the customer.
• Closing the deal and ensuring willing compliance.

See past delegate feedback »

  Workshop Content:

  Right Trade & Customer Context

• Latest trade projections 09/10 and implications for negotiating price increases.

• When the buyer wants 'too much'

• Scale of increases in the pipeline, and maintaining RSP parities.

• Price increase context for the company: coping with customer resistance to 'fair share'.

  Right Price

• Price and the total offer package.

• How the appeal of the company offering compares with alternatives.

• Rationale for the increase, stripping out the 'non-essentials'.

• Ways of increasing the price, without increasing the price.

• Reshaping the offer to meet customer need.

  Right Legal Position

• Update on latest legislation on retail price guidance.

• Company’s stance.

• How far to go (what can you say).

• Off-limits areas.

  Right Trade Partner

• Risk-profiling of the company and customer: compatibility issues.

• Risk-reward balance: getting your fair-share, financially.

• How far to go, and how to get there.

Right Shelf-price

• Concessions for each party, cost/value in achieving price increases.

• Negotiating and managing team-dynamics, implementation and compliance.

• Right case-price and application.

Right Objections Handling

• “Materials & energy prices falling also”

• “Other suppliers not asking for increases”

• “Other retailers not moving RSPs”

Right Walk-away Points

• Setting and maintaining clear walk-away points.

• Incremental sales implications.

Right Timing

• When to start the process.

• Who says what to whom, when.

• Measuring progress and achieving willing compliance.

Right Action and Follow-up

• What to do next.

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.