PROGRAM

Intro to negotiation training is available In House all year round (min. 10 pax)

For full details about the program and courses offered, visit the Australian Grocery Academy below

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CUSTOMER CENTRIC GROWTH

Understand how to develop a customer centric growth culture and the conditions to enable success as an FMCG organisation

1. Explore how Customer’s think about Suppliers and what great engagement looks like from their perspective
2. Understand and evaluate how Customer Centric you and your business are today

a. Review your key processes and strategies through the lens of your Customer
b. Understand how to integrate the voice of the Customer into your business
c. Create the conditions for success – enablers of a successful customer centric culture

3. Learn about the principles that underpin successful collaboration

STRATEGIC CATEGORY MANAGEMENT

Understand how to develop and execute a best-in-class Category Growth Strategy

1. Learn about the role and benefits of strategic category development

2. Identify the core components of a good category growth strategy

3. Assess a category for growth opportunities and create compelling insights

4. Learn how to engage Customers by connecting strategy to their agenda

5. Explore how to use Category Strategy to inform brand and portfolio choices

REVENUE MANAGEMENT

Understanding how to develop and execute the full range of Revenue Growth Management opportunities for Joint Value Creation

1. Learn about the role and benefits of Strategic Revenue Management including how companies can drive improved profitability beyond price increases

2. Understand Retailer key performance indicators and how Strategic Revenue Management should deliver Joint Value Creation

3. Deep dive key approaches that enable optimisation of revenue, growth and profitability

4. Understand how to execute Revenue Management opportunities

5. Identify ways to embed Revenue Management capability into the business

INTRO TO E-COM STRATEGY FOR FMCG

Understand how to create an eCom strategy to win at the digital shelf with omnichannel shoppers

1. Explore the need for an omnichannel approach to succeed in today’s retail landscape
2. Reflect on the role of eCom for Fast Moving Consumer Goods (FMCG) businesses and learn the key steps to creating a winning strategy
3. Learn to view eCom through the eyes of the shopper, identifying key points along the path to purchase to maximise conversion
4. Understand the digital shelf and how to win with merchandising and activations
5. Discuss how to integrate eCommerce internally and into commercial plans

JOINT BUSINESS PLANNING

Understand how to develop and execute a best-in-class Joint Business Plan that delivers Joint Value Creation (JVC) for sustainable growth

1. Understand the need for a JVC approach and what this entails
2. Be able to align strategically with Retailers and identify what is most important for JVC
3. Understand how to create a great Joint Business Plan that integrates Category Strategy and Revenue Management for improved mutual growth and profitability
4. Understand how to engage and sell the Joint Business Plan
5. Understand how to track, measure and review the Joint Business Plan

INTRO TO NEGOTIATION – AVAILABLE IN HOUSE ONLY

Understand the process and principles of negotiating for Joint Value Creation (JVC) outcomes.

1. Know how to identify joint value outcomes

2. Understand the negotiation framework

3. Develop your negotiation objectives and detailed negotiation plan

4. Prepare for your negotiation.

5. Practice and refine the execution approach to ensure successful implementation

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ADDRESS:
Suite 201. 18 Rodborough Road
Frenchs Forest
NSW 2086

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