家乐福2009采购谈判培训.pptVIP

SIMPLE EQUATION Display Identification of Supplier Cluster * * * * * * * * * * * * * Mass margin = Focus on sales + Value fees to % * 2009 NEGOTIATIONPrepare, Lead and Follow-up negotiations MASS MARGIN X = SALES Contract Check out Cashier TG, Coolers Main promotion display Secondary display TG+ TG Podium Promotion Table On-shelf promotion Mini stand Auto walk Sidekick Pillar Cross Merchandising Only % Fix Fix or % FEES TRANSFER FOR ALL SUPPLIERS PROFITABLE GROWTH PARTNERSHIP SALES FOCUS OFFENSIVE * Priority on sales and CM Margin value increase 2009 ambitious investments plan will accelerate sales growth Accelerated Sales Growth will bring additionnal Mass of Margin Simplification of national contract is required 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 reactions Intro : Key points of the 2009 negotiation project * Identification of Supplier Cluster Profitability Sales Share PARTNERSHIP PROFITABLE GROWTH FOCUS ON SALES GROWTH OFFENSIVE BM NEGO TOP 10 – LIAONING - SUNDRY * Supplier relations Strategy JBP : “Win Win” : Sales and Mass Target All initiatives focused on sales (VIP Items, specific promotion mechanism, shortages follow-up, etc.) Traditional Nego for improvement of “Back Margin” 2009 Nego approach / JBP is possible PROFITABLE GROWTH PARTNERSHIP SALES FOCUS OFFENSIVE . * NEGO CLUSTER 1 TG FEES TRANSFER + IMPROVEMENT OF BM PRIOR TO ANY SALES DEVELOPMENT DISCUSSIONS BASIC OFFENSIVE NEGO PROFITABLE GROWTH PARTNERSHIP SALES FOCUS OFFENSIVE * NEGO CLUSTER 2 Market share Carrefour support Negotiation Supplier Book Negotiating levers: TG FEES TRANSFER IN % PROFITABLE GROWTH PARTNERSHIP SALES FOCUS OFFENSIVE Level of profitability Delivery Services COMPETITION between SUPPLIERS * NEGO C