CCU_NEGO_TRAINING11_家乐福采购内训手册.ppt

1,2009NEGOTIATIONPrepare,LeadandFollow-upnegotiations,2009,MASSMARGIN,%,X,=,SALES,Contract,SIMPLEEQUATION,Checkout,CashierTG,Coolers,Display,Mainpromotiondisplay,Secondarydisplay,TG+TGPodiumPromotionTableOn-shelfpromotion,MinistandAutowalkSidekickPillarCrossMerchandising,Only%,Fix,Fixor%,FEESTRANSFERFORALLSUPPLIERS,4,PriorityonsalesandCMMarginvalueincrease2009ambitiousinvestmentsplanwillacceleratesalesgrowthAcceleratedSalesGrowthwillbringadditionnalMassofMarginSimplificationofnationalcontractisrequiredFocuson%rebatesisrequiredNegotiationstrategymustbeadaptedtosupplierclusterGoodpreparationiskeyforsuccessThepreparationofnegotiationwillbringmoreprofessionalisminourdemandTheapplicationoftrainingwillallowustobetteranticipatethesuppliersreactions,Intro:Keypointsofthe2009negotiationproject,Powerisnotrevealedbystrikinghardoroften,butbystrikingtrue,5,IdentificationofSupplierCluster,Profitability,SalesShare,IdentificationofSupplierCluster,TOP10LIAONING-SUNDRY,7,SupplierrelationsStrategy,JBP:“WinWin”:SalesandMassTarget,Allinitiativesfocusedonsales(VIPItems,specificpromotionmechanism,shortagesfollow-up,etc.),TraditionalNegoforimprovementof“BackMargin”,2009Negoapproach/JBPispossible,.,8,NEGOCLUSTER1,TGFEESTRANSFER+IMPROVEMENTOFBMPRIORTOANYSALESDEVELOPMENTDISCUSSIONS,BASICOFFENSIVENEGO,Payfirst,growsalesafter,9,NEGOCLUSTER2,Marketshare,Carrefoursupport,Negotiatinglevers:,TGFEESTRANSFERIN%,InformationisPower,Levelofprofitability,DeliveryServices,COMPETITIONbetweenSUPPLIERS,10,NEGOCLUSTER3,TGFEESTRANSFER+IMPROVEMENTOFCAT.PROFITABILITYMIX,PriorityonSALESgrowth,11,NEGOCLUSTER4,STILLNEGOBUTLESSTIMEINNEGO,MOREONSALESFOCUS,FOCUSONSALESANDMASSMARGINAPPROACH,12,VALIDATIONOF2008LANDING,1stMeeting,13,Objective:Identifythebasisof2009Negotiation,Validationof2008Landing:clearbasefor2009Nego252008PurchasesLandingforecastsAppending/TGFeeslanding(thesupplierspeakfirst)2009Developmentplanofsupplier:listentosupplier25Marketevolution,trend,Marketshareobjectives,innovationstocomeetcBusinessplanexpectedwithCarrefour:assortment,DM,Purchasepricesevol.,etc2009Salesandpurchasesforecast?Expectation2009CarrefourStrategy10ReminderofTotalMASSmarginapproach,FeestransferExpansionplanconfirmation,RealNegowillstartduringfollowingmeetingtheweekafter,14,2009CONTRACTREQUEST,2ndMeeting,15,Objective:ClearRequestwithjustification,Suppliermakesitsfirstproposal30CRFraisesandexplainitsrequestfor2009business30ReminderofCarrefourServicesexcellence2009Purchasesforecasts,bigpictureofpotentialbusinessplan2009Operatingcostsincrease/NootherchoicethanincreaseofUnc.RBReminderofTotalMASSmarginapproach,FeestransferPointsagreedandtobefurthernegotiated30,16,Typicalprogressionofanegotiationwithasupplier,Landing08validation+Supplier2009Businessplanorientation,Week1:Meeting1,TermsproposalsfromsupplierAndCRF,Counter-argumentofthesupplier,W3M3,Output,IntensificationofthepositionofCarrefourbynewcalculatedargumentsLevelofTG%transferedmustbevalidatedatthisstage,Thesupplierhastoredefineaproposition,Leadthenegotiations,W2M2,Supplierrevisedproposition,W4M4,Output,Contractshouldbeconcludedatthisstage,SigningthecontractORNegativescenario,3,4,17,SupplierFinalproposal,W6M5,Output,PresentationoftheFINALpropositionofthesupplierContractconclusionORImplicationofTopManagement,TheSupplierleaveswithafinalcompromiseproposalOrT2TMeeting,T2TMeetiing,W7M6,Output,Conclusionoftheagreement(contract)ORSAP/NOCNYplanification,SigningthecontractORSAP,Typicalprogressionofanegotiationwithasupplier,Leadthenegotiations,18,Conductingnegotiations:Keysucessfactors,PREPARATION,Beingadequatelyprepared:-Havingmaximalknowledgeofthesupplier-CommunicatingcoherentlythekeypointsofafiletothesupplierMasteringCarrefourdifferentlevers-Preparingalternativescenarios(positive/negative)-Preparingastrategywithsomecompromise-Useefficientlythetimebynotwaitingtoolongforsupplieranswers-Planningthenextmeetingattheendofpreviousone,COMMUNICATION,ShowstrongdeterminationandnoroomforhesitationShowconfidenceinCarrefourstrategyActinginagentle,patientandsmoothmannerbutwithdeterminationHaveclearideaswhenpresentedtosupplierGoodListeningtotheotherparty(willgivenewnegoideas)Askingquestions:learningaboutthesupplier,19,NEGOTIATIONSHEET,UPDATED,GUARANTEED,NONG.,20,THENETNETPURCHASEAPPROACH,21,PriceIncreaseRenegotiation,10%,BM,9%,BM,WHICHRETAILERISMOREPROFITABLEFORP&G?,22,PriceIncreaseRenegotiation,10%,BM,9%,BM,WHICHRETAILERISMOREPROFITABLEFORP&G?,NPP=10,NPP=9,23,PriceIncreaseRenegotiation,10%,BM,9.00RMB,8.19RMB,NETNPP,NETNPP,9%,BM,Marginvalue=1.0,Marginvalue=0.81,MoreprofitforP&G,NPP=10,NPP=9,24,PriceIncreaseRenegotiation,IMPACTOFPRICEINCREASEONOURPROFITABILITY,10%,BM,PriceIncrease:+10%,NPP=10,NewNPP=11,11%,BM=+1pt,Marginvalue=1.0,Marginvalue=1.21,WHOGETSMOREVALUEFROMPRICEINCREASE?,25,PriceIncreaseRenegotiation,IMPACTOFPRICEINCREASEONOURPROFITABILITY,10%,BM,9.00RMB,PriceIncrease:+10%,NPP=10,NewNPP=11,NETNPP,11%,Marginvalue=1.0,Marginvalue=1.21,BM=+1pt,26,PriceIncreaseRenegotiation,IMPACTOFPRICEINCREASEONOURPROFITABILITY,10%,BM,9.00RMB,PriceIncrease:+10%,NPP=10,NewNPP=11,9.79RMB,NETNPP,NewNETNPP,REALVALUESHARING,11%,0.21,0.79,Carrefour,Supplier,Marginvalue=1.0,Marginvalue=1.21,BM=+1pt,27,PriceIncreaseRenegotiation,WITHAFAIRSHAREof50%OFVALUECREATED,10%,BM,9.00RMB,PriceIncrease:+10%,NPP=10,NewNPP=11,9.50RMB,NETNPP,NewNETNPP,REALVALUESHARING,13.6%,NewBM=+3.6pt,0.5,0.5,Carrefour,Supplier,Marginvalue=1.0,Marginvalue=1.50,2009NEGOTIATIONSPOTENTIAL,Priceincrease:+6%,Share50%,+3.00%,Paperincrease:+20%,Operatingcost/m2:+10%,GeneralDiscount,Cost=0.50%,+1.50%,Cost=1.00%,29,Conclusion