某超市采购内训手册

2009NEGOTIATION

Prepare,LeadandFollow-upnegotiations

20091MASSMARGIN%X=SALESContractSIMPLEEQUATIONCheckoutCashierTG,CoolersDisplayMainpromotiondisplaySecondarydisplay

TG+TGPodiumPromotionTableOn-shelfpromotion

MinistandAutowalkSidekickPillarCrossMerchandisingOnly%FixFixor%FEESTRANSFERFORALLSUPPLIERSPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE

PriorityonsalesandCMMarginvalueincrease

2009ambitiousinvestmentsplanwillacceleratesalesgrowth

AcceleratedSalesGrowthwillbringadditionnalMassofMargin

Simplificationofnationalcontractisrequired

Focuson%rebatesisrequired

Negotiationstrategymustbeadaptedtosuppliercluster

Goodpreparationiskeyforsuccess

ThepreparationofnegotiationwillbringmoreprofessionalisminourdemandTheapplicationoftrainingwillallowustobetteranticipatethesuppliersreactionsIntro:Keypointsofthe2009negotiationprojectPowerisnotrevealedbystrikinghardoroften,butbystrikingtrue4IdentificationofSupplierClusterProfitabilitySalesSharePARTNERSHIPPROFITABLEGROWTHFOCUSONSALESGROWTH

OFFENSIVEBMNEGO5IdentificationofSupplierClusterTOP10–LIAONING-SUNDRYSupplierrelationsStrategyJBP:“WinWin”:SalesandMassTargetAllinitiativesfocusedonsales(VIPItems,specificpromotionmechanism,shortagesfollow-up,etc.)TraditionalNegoforimprovementof“BackMargin”2009Negoapproach/JBPispossiblePROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE.7NEGOCLUSTER1TGFEESTRANSFER+IMPROVEMENTOFBMPRIORTOANYSALESDEVELOPMENTDISCUSSIONSBASICOFFENSIVENEGOPayfirst,growsalesafterPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE8NEGOCLUSTER2MarketshareCarrefoursupportNegotiationSupplierBookNegotiatinglevers:TGFEESTRANSFERIN%InformationisPowerPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVELevelofprofitabilityDeliveryServicesCOMPETITIONbetweenSUPPLIERS9NEGOCLUSTER3TGFEESTRANSFER+IMPROVEMENTOFCAT.PROFITABILITYMIXPriorityonSALESgrowthPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE10NEGOCLUSTER4STILLNEGOBUTLESSTIMEINNEGO,MOREONSALESFOCUSFOCUSONSALESANDMASSMARGINAPPROACH100(CMoflastyear)SalesGrowthFEESSYSTEMNoimpactofsalesformoreCMValueCMValue=120100(LY)MASSMARGINAPPROACHCMValuecomingfromadd.salesNEGOIN%NEEDFORMORESALESTOGETMOREMASSMARGINFocusonFEESNEGONEGO%%StillNegobutin%SalesGrowth3020CMValue=130PROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE11VALIDATIONOF2008LANDING1stMeeting12Objective:Identifythebasisof2009NegotiationValidationof2008Landing:clearbasefor2009Nego25’2008PurchasesLandingforecastsAppending/TGFeeslanding(thesupplierspeakfirst)2009Developmentplanofsupplier:listentosupplier25’Marketevolution,trend,Marketshareobjectives,innovationstocomeetcBusinessplanexpectedwithCarrefour:assortment,DM,Purchasepricesevol.,etc…2009Salesandpurchasesforecast?Expectation2009CarrefourStrategy10’ReminderofTotalMASSmarginapproach,FeestransferExpansionplanconfirmationRealNegowillstartduringfollowingmeetingtheweekafter132009CONTRACTREQUEST2ndMeeting14Objective:ClearRequestwithjustificationSuppliermakesitsfirstproposal30’CRFraisesandexplainitsrequestfor2009business30’’ReminderofCarrefourServicesexcellence2009Purchasesforecasts,bigpictureofpotentialbusinessplan2009Operatingcostsincrease/NootherchoicethanincreaseofUnc.RBReminderofTotalMASSmarginapproach,FeestransferPointsagreedandtobefurthernegotiated30’15TypicalprogressionofanegotiationwithasupplierLanding08validation+Supplier2009BusinessplanorientationWeek1:Meeting1TermsproposalsfromsupplierAndCRFCounter-argumentofthesupplierW3––M3OutputIntensificationofthepositionofCarrefourbynewcalculatedargumentsLevelofTG%transferedmustbevalidatedatthisstageThesupplierhastoredefineapropositionLeadthenegotiationsW2––M2SupplierrevisedpropositionW4––M4OutputContractshouldbeconcludedatthisstageSigningthecontractORNegativescenario3416SupplierFinalproposalW6––M5OutputPresentationoftheFINALpropositionofthesupplierContractconclusionORImplicationofTopManagementTheSupplierleaveswithafinalcompromiseproposalOrT2TMeetingT2TMeetiingW7––M6OutputConclusionoftheagreement(contract)ORSAP/NOCNYplanificationSigningthecontractORSAPTypicalprogressionofanegotiationwithasupplierLeadthenegotiations17Conductingnegotiations:KeysucessfactorsPREPARATIONBeingadequatelyprepared:-Havingmaximalknowledgeofthesupplier-CommunicatingcoherentlythekeypointsofafiletothesupplierMasteringCarrefourdifferentlevers-Preparingalternativescenarios(positive/negative)-Preparingastrategywithsomecompromise-Useefficientlythetimebynotwaitingtoolongforsupplieranswers-PlanningthenextmeetingattheendofpreviousoneCOMMUNICATIONShowstrongdeterminationandnoroomforhesitationShowconfidenceinCarrefourstrategyActinginagentle,patientandsmoothmannerbutwithdeterminationHaveclearideaswhenpresentedtosupplierGoodListeningtotheotherparty(willgivenewnegoideas)Askingquestions:learningaboutthesupplier18NEGOTIATIONSHEETUPDATEDGUARANTEEDNONG.19THENETNETPURCHASEAPPROACH20PriceIncreaseRenegotiation10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?21PriceIncreaseRenegotiation10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?NPP=10NPP=922PriceIncreaseRenegotiation10%BM9.00RMB8.19RMBNETNPPNETNPP9%BMMarginvalue=1.0Marginvalue=0.81MoreprofitforP&GNPP=10NPP=923PriceIncreaseRenegotiationIMPACTOFPRICEINCREASEONOURPROFITABILITY10%BMPriceIncrease:+10%NPP=10NewNPP=1111%BM=+1ptMarginvalue=1.0Marginvalue=1.21WHOGETSMOREVALUEFROMPRICEINCREASE?24PriceIncreaseRenegotiationIMPACTOFPRICEINCREASEONOURPROFITABILITY10%BM9.00RMBPriceIncrease:+10%NPP=10NewNPP=11NETNPP11%Marginvalue=1.0Marginvalue=1.21BM=+1pt25PriceIncreaseRenegotiationIMPACTOFPRICEINCREASEONOURPROFITABILITY10%BM9.00RMBPriceIncrease:+10%NPP=10NewNPP=119.79RMBNETNPPNewNETNPPREALVALUESHARING11%0.210.79CarrefourSupplierMarginvalue=1.0Marginvalue=1.21BM=+1pt26PriceIncreaseRenegotiationWITHAFAIRSHAREof50%OFVALUECREATED10%BM9.00RMBPriceIncrease:+10%NPP=10NewNPP=119.50RMBNETNPPNewNETNPPREALVALUESHARING13.6%NewBM=+3.6pt0.50.5CarrefourSupplierMarginvalue=1.0Marginvalue=1.50272009NEGOTIATIONSPOTENTIAL+4.50%Priceincrease:+6%Share50%+3.00%Paperincrease:+20%Operatingcost/m2:+10%GeneralDiscountCost=0.50%+1.50%Cost=1.00%ConclusionsSuccessofournegotiationsislinkedto:GoodpreparationEfficienttimingCompetitionamongsuppliersMassMarginapproachisnotonlyacommitmentforSalegrowthfromCarrefourbutalsoforProfitabilitygrowthfromtheSuppliersKeepinmindthekeymessageofourPresidenttothesuppliers:“Wewantthesame:SalesandProfitability”299、静夜四无无邻，荒居居旧业贫。。。2023/1/52023/1/5Thursday,January5,202310、雨中黄叶叶树，灯下下白头人。。。2023/1/52023/1/52023/1/51/5/202311:07:43PM11、以以我我独独沈沈久久，，愧愧君君相相见见频频。。。。2023/1/52023/1/52023/1/5Jan-2305-Jan-2312、故人人江海海别，，几度度隔山山川。。。2023/1/52023/1/52023/1/5Thursday,January5,202313、乍见见翻疑疑梦，，相悲悲各问问年。。。2023/1/52023/1/52023/1/52023/1/51/5/202314、他乡生白白发，旧国国见青山。。。05一月月20232023/1/52023/1/52023/1/515、比比不不了了得得就就不不比比，，得得不不到到的的就就不不要要。。。。。。一月月232023/1/52023/1/52023/1/51/5/202316、行动出出成果，，工作出出财富。。。2023/1/52023/1/505January202317、做前，能能够环视四四周；做时时，你只能能或者最好好沿着以脚脚为起点的的射线向前前。。2023/1/52023/1/52023/1/52023/1/59、没有失败，，只有暂时停停止成功！。。2023/1/52023/1/5Thursday,January5,202310、很多事情情努力了未未必有结果果，但是不不努力却什什么改变也也没有。。。2023/1/52023/1/52023/1/51/5/202311:07:43PM11、成功就是是日复一日日那一点点点小小努力力的积累。。。2023/1/52023/1/52023/1/5Jan-2305-Jan-2312、世间成事，，不求其绝对对圆满，留一一份不足，可可得无限完美美。。2023/1/52023/1/52023/1/5Thursday,January5,202313、不不知知香香积积寺寺，，数数里里入入云云峰峰。。。。2023/1/52023/1/52023/1/52023/1/51/5/202314、意志坚强强的人能把把世界放在在手中像泥泥块一样任任意揉捏。。05一月月20232023/1/52023/1/52023/1/515、楚塞三湘接接，荆门九派派通。。。一月232023/1/52023/1/52023/1/51/5/202316、少年十十五二十十时，步步行夺得得胡马骑骑。。2023/1/52023/1/505January202317、空山山新雨雨后，，天气气晚来来秋。。。2023/1/52023/1/52023/1/52023/1/59、杨杨柳柳散散和和风风，，青青山山澹澹吾吾