CCU NEGO TRAINING11 家乐福采购内训手册

12009NEGOTIATIONPrepare,LeadandFollow-upnegotiationsMASSMARGINX=SALESSIMPLEEQUATIONCheckoutCashierTG,CoolersDisplayMainpromotiondisplaySecondarydisplay•TG+•TG•Podium•PromotionTable•On-shelfpromotion•Ministand•Autowalk•Sidekick•Pillar•CrossMerchandisingOnly%FixFixor%FEESTRANSFERFORALLSUPPLIERSPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE4PriorityonsalesandCMMarginvalueincreaseo2009ambitiousinvestmentsplanwillacceleratesalesgrowthoAcceleratedSalesGrowthwillbringadditionnalMassofMarginSimplificationofnationalcontractisrequiredoFocuson%rebatesisrequiredoNegotiationstrategymustbeadaptedtosupplierclusterGoodpreparationiskeyforsuccessoThepreparationofnegotiationwillbringmoreprofessionalisminourdemandoTheapplicationoftrainingwillallowustobetteranticipatethesuppliersreactionsIntro:Keypointsofthe2009negotiationproject5IdentificationofSupplierClusterProfitabilitySalesSharePARTNERSHIPIdentificationofSupplierClusterTOP10–LIAONING-SUNDRYGlobalScorecardAvg.CM%25.63%SalesParticipationOfTop84.92%SalesWeight%CM%1460SundryGlobalScorecardAvg.CM%25.63%SalesParticipationOfTop84.92%'R925HailinBeiwei'N308Weiduobao'000VSHShiziwang'G122HRBYushenghe'O371SDZaohuaxiang'3971DLSanshandao'2351DLBaijia'P137DLXiongzhou'ZYNBSYHuaYi'G231DLHuanan0%5%10%15%20%25%30%35%40%45%50%-5%0%5%10%15%20%25%30%35%SalesWeight%CM%1460Sundry7SupplierrelationsStrategyJBP:“WinWin”:SalesandMassTargetAllinitiativesfocusedonsales(VIPItems,specificpromotionmechanism,shortagesfollow-up,etc.)TraditionalNegoforimprovementof“BackMargin”2009Negoapproach/JBPispossiblePROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE.8NEGOCLUSTER1TGFEESTRANSFER+IMPROVEMENTOFBMPRIORTOANYSALESDEVELOPMENTDISCUSSIONSBASICOFFENSIVENEGOPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE9NEGOCLUSTER2MarketshareCarrefoursupportNegotiationSupplierBookNegotiatinglevers:TGFEESTRANSFERIN%PROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVELevelofprofitabilityDeliveryServicesCOMPETITIONbetweenSUPPLIERS10NEGOCLUSTER3TGFEESTRANSFER+IMPROVEMENTOFCAT.PROFITABILITYMIXPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE11NEGOCLUSTER4STILLNEGOBUTLESSTIMEINNEGO,MOREONSALESFOCUSFOCUSONSALESANDMASSMARGINAPPROACH100(CMoflastyear)SalesGrowthFEESSYSTEMNoimpactofsalesformoreCMValueCMValue=120100(LY)MASSMARGINAPPROACHCMValuecomingfromadd.salesNEGOIN%NEEDFORMORESALESTOGETMOREMASSMARGINFocusonFEESNEGONEGO%%StillNegobutin%SalesGrowth3020CMValue=130PROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE12VALIDATIONOF2008LANDING13Objective:Identifythebasisof2009Negotiation•Validationof2008Landing:clearbasefor2009Nego25’•2008PurchasesLandingforecasts•Appending/TGFeeslanding(thesupplierspeakfirst)•2009Developmentplanofsupplier:listentosupplier25’•Marketevolution,trend,Marketshareobjectives,innovationstocomeetc•BusinessplanexpectedwithCarrefour:assortment,DM,Purchasepricesevol.,etc…•2009Salesandpurchasesforecast?Expectation•2009CarrefourStrategy10’•ReminderofTotalMASSmarginapproach,Feestransfer•ExpansionplanconfirmationRealNegowillstartduringfollowingmeetingtheweekafter142009CONTRACTREQUEST15Objective:ClearRequestwithjustification•Suppliermakesitsfirstproposal30’•CRFraisesandexplainitsrequestfor2009business30’•ReminderofCarrefourServicesexcellence•2009Purchasesforecasts,bigpictureofpotentialbusinessplan•2009Operatingcostsincrease/NootherchoicethanincreaseofUnc.RB•ReminderofTotalMASSmarginapproach,Feestransfer•Pointsagreedandtobefurthernegotiated30’16TypicalprogressionofanegotiationwithasupplierLanding08validation+Supplier2009BusinessplanorientationWeek1:Meeting1TermsproposalsfromsupplierAndCRFCounter-argumentofthesupplierW3–M3OutputIntensificationofthepositionofCarrefourbynewcalculatedarguments-LevelofTG%transferedmustbevalidatedatthisstageThesupplierhastoredefineapropositionLeadthenegotiationsW2–M2SupplierrevisedpropositionW4–M4Output-ContractshouldbeconcludedatthisstageSigningthecontractORNegativescenario3417SupplierFinalproposalW6–M5Output-PresentationoftheFINALpropositionofthesupplier-ContractconclusionOR-ImplicationofTopManagementTheSupplierleaveswithafinalcompromiseproposalOrT2TMeetingT2TMeetiingW7–M6OutputConclusionoftheagreement(contract)OR-SAP/NOCNYplanificationSigningthecontractORSAPTypicalprogressionofanegotiationwithasupplierLeadthenegotiations18Conductingnegotiations:KeysucessfactorsPREPARATION•Beingadequatelyprepared:-Havingmaximalknowledgeofthesupplier-Communicatingcoherentlythekeypointsofafiletothesupplier•MasteringCarrefourdifferentlevers-Preparingalternativescenarios(positive/negative)-Preparingastrategywithsomecompromise-Useefficientlythetimebynotwaitingtoolongforsupplieranswers-PlanningthenextmeetingattheendofpreviousoneCOMMUNICATION•Showstrongdeterminationandnoroomforhesitation•ShowconfidenceinCarrefourstrategy•Actinginagentle,patientandsmoothmannerbutwithdetermination•Haveclearideaswhenpresentedtosupplier•GoodListeningtotheotherparty(willgivenewnegoideas)•Askingquestions:learningaboutthesupplier19NEGOTIATIONSHEETChinaMerchandiseHeadOffice12FaireSharecoeff584ValueevolValueevolValueevol30%Schick7,566,93117.19%8,701,97115.00%10,