某超市采购内训手册

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,2009 NEGOTIATION,Prepare,Lead and Follow-up negotiations,2009,1,MASS MARGIN,%,X,=,SALES,Contract,SIMPLE EQUATION,Check out,Cashier TG,Coolers,Display,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,S,implification 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,Power is not revealed by striking hard or often,but by striking true,4,Identification of Supplier Cluster,Profitability,Sales Share,PARTNERSHIP,PROFITABLE GROWTH,FOCUS ON,SALES GROWTH,OFFENSIVE BM NEGO,5,Identification of Supplier Cluster,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,.,7,NEGO CLUSTER 1,TG FEES TRANSFER,+,IMPROVEMENT OF BM PRIOR TO ANY SALES DEVELOPMENT DISCUSSIONS,BASIC OFFENSIVE NEGO,Pay first,grow sales after,PROFITABLE,GROWTH,PARTNERSHIP,SALES FOCUS,OFFENSIVE,8,NEGO CLUSTER 2,Market share,Carrefour support,Negotiation,Supplier Book,Negotiating levers:,TG FEES TRANSFER IN%,Information is Power,PROFITABLE,GROWTH,PARTNERSHIP,SALES FOCUS,OFFENSIVE,Level of profitability,Delivery Services,COMPETITION between SUPPLIERS,9,NEGO CLUSTER 3,TG FEES TRANSFER,+,IMPROVEMENT OF CAT.PROFITABILITY MIX,Priority on SALES growth,PROFITABLE,GROWTH,PARTNERSHIP,SALES FOCUS,OFFENSIVE,10,NEGO CLUSTER4,STILLNEGO BUTLESS TIMEINNEGO,MOREONSALESFOCUS,FOCUSONSALESANDMASSMARGINAPPROACH,100,(CM of,last year),Sales Growth,FEES SYSTEM,No impact of sales for more CM Value,CM Value=120,100,(LY),MASS MARGIN APPROACH,CM Value coming from add.sales,NEGO IN%,NEED FOR MORE SALES TO GET MORE MASS MARGIN,Focus on FEES,NEGO,NEGO%,%,Still Nego but in%,Sales Growth,30,20,CM Value=130,PROFITABLE,GROWTH,PARTNERSHIP,SALES FOCUS,OFFENSIVE,11,VALIDATION OF 2008LANDING,1stMeeting,12,Objective:Identifythebasisof2009Negotiation,Validation of 2008Landing:clear basefor 2009Nego25,2008 PurchasesLanding forecasts,Appending/TGFees landing(thesupplierspeakfirst),2009 Development planofsupplier:listentosupplier25,Marketevolution,trend,Market share objectives,innovations to comeetc,Businessplan expected withCarrefour:assortment,DM,Purchase pricesevol.,etc,2009 Sales andpurchasesforecast?Expectation,2009 CarrefourStrategy10,ReminderofTotalMASS marginapproach,Feestransfer,Expansionplanconfirmation,Real Negowillstartduringfollowing meetingthe weekafter,13,2009 CONTRACT REQUEST,2ndMeeting,14,Objective:ClearRequest withjustification,Suppliermakesitsfirstproposal30,CRFraises andexplain itsrequest for2009 business30,ReminderofCarrefourServicesexcellence,2009 Purchasesforecasts,bigpicture of potentialbusinessplan,2009 Operatingcostsincrease/Nootherchoice thanincreaseofUnc.RB,ReminderofTotalMASS marginapproach,Feestransfer,Pointsagreed andtobefurther negotiated30,15,Typical progression of anegotiationwitha supplier,Landing 08 validation,+,Supplier2009 Business planorientation,Week 1:Meeting 1,Termsproposalsfromsupplier,AndCRF,Counter-argument of thesupplier,W3,M3,Output,Intensificationofthe position of Carrefourbynewcalculatedarguments,LevelofTG%transferedmustbevalidatedatthisstage,Thesupplierhas to redefine aproposition,Lead thenegotiations,W2,M2,Supplierrevised proposition,W4,M4,Output,Contractshouldbeconcludedatthisstage,Signing thecontract,OR,Negative,scenario,3,4,16,SupplierFinalproposal,W6,M5,Output,PresentationoftheFINALproposition of thesupplier,Contractconclusion,OR,ImplicationofTopManagement,TheSupplierleaves withafinalcompromise proposal,Or,T2TMeeting,T2TMeetiing,W7,M6,Output,Conclusion oftheagreement(contract),OR,SAP/NOCNYplanification,Signing thecontract,OR,SAP,Typical progressionof anegotiation with a supplier,Leadthe negotiations,17,Conductingnegotiations:,Key sucessfactors,PREPARATION,Beingadequately prepared,:,-Having maximal knowledge ofthe supplier,-Communicatingcoherently thekeypoints ofa file tothe supplier,MasteringCarrefourdifferentlevers,-Preparing alternative scenarios(positive/negative),-Preparing a strategy with some compromise,-Useefficiently the time bynot waiting toolongforsupplier answers,-Planningthenex