Bespoke two-day in-house workshop
Essentially, using key retailers’ latest annual reports, to assess potential to increase your instore brand effectiveness and indicate ways of optimising your customer relationship to release joint-profit synergies via a 2-day hands-on bespoke workshop, tailored to your categories, competitors and customers.
Purpose and Output
As a result of completing the workshop the delegates will have:
- A working knowledge of the key financial measures, sources and bench-marks for comparison with other major retailers
- The means of calculating the cost, and demonstrating the value of your terms and trade spend via their impact on each of three major customers, as a template for other trade partners
- Understood and anticipated what a buyer can derive from the your UK annual accounts
- The basis for a robust trade strategy, tailored to each of the three customers
Method using EMR-NamNews
Following an initial briefing session and two weeks in advance of the workshop, all delegates will receive pre-read packs containing copies of annual reports, relevant white papers and other background material.
A combination of pre-reading/analyses, access to the latest annual and intermediate reports, and two days application to three major customers via key financial tools and highly participative discussion of interpretation and implications, combined with EMR cross-channel and multi-category experience of these and other customers to increase delegate skills in application of live data to their understanding of real customers and how your company can help.
Workshop Content
Subject to further discussion with management and delegates, we would anticipate the following content would meet the defined delegate and corporate needs:
Using latest annual reports of your three top customers, coupled with our global insights, to help your team to:
- Clarify real business needs of each customer arising from triple-dip flatlining
- Identify opportunities for your brand portfolio in terms of meeting those needs
- Calculate the cost of each element of your total offering (i.e. retail margins, terms and trade-funding)
- Compare this with your competition, where appropriate (including relative competitive appeal, and latest annual report, where appropriate)
- Calculate and demonstrate your impact on each customers P&L (ultimate bottom line impact and in terms of incremental sales)
- Provide a realistic basis and KPIs for negotiation of achievement via improved collaboration
In practice, we use approximately 12 tools to take the team through the analytical and planning process, using their own customers, trade issues and key competition within the categories. In effect, we help them to identify and prepare a negotiation strategy for implementation.
All delegates will receive a personal copy of the latest edition of NamCalc (32 trade finance tools).
FREE 6-month subscription to NamNews/KamCity.com
To tune you into the key trade issues and maximise output, all delegates will receive daily trade updates via email and full access to KamCity.com, from the time of booking.
