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1、12009 NEGOTIATIONPrepare, Lead and Follow-up negotiationsMASS MARGINX X= =SALESContractSIMPLE EQUATIONCheck outCashier TG, CoolersDisplayMain promotion displaySecondary display TG+ TG Podium Promotion Table On-shelf promotion Mini stand Auto walk Sidekick Pillar Cross MerchandisingOnly %FixFix or %F
2、EES TRANSFER FOR ALL SUPPLIERSPROFITABLE GROWTHPARTNERSHIPSALES FOCUSOFFENSIVE4 Priority on sales and CM Margin value increase o 2009 ambitious investments plan will accelerate sales growth o Accelerated Sales Growth will bring additionnal Mass of Margin Simplification of national contract is requir
3、ed o Focus on % rebates is required o Negotiation strategy must be adapted to supplier cluster Good preparation is key for success o The preparation of negotiation will bring more professionalism in our demand o The application of training will allow us to better anticipate the suppliers reactionsIn
4、tro : Key points of the Intro : Key points of the 2009 2009 negotiationnegotiation projectproject5Identification of Supplier ClusterProfitabilitySales SharePARTNERSHIPPROFITABLE GROWTHFOCUS ON SALES GROWTHOFFENSIVE BM NEGOIdentification of Supplier ClusterTOP 10 LIAONING - SUNDRY7Supplier relations
5、Supplier relations StrategyStrategyJBP : “Win Win” : Sales and Mass TargetAll 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 possiblePROFITABLE GROWTHPARTNERSHIPSALES FOCUSO
6、FFENSIVE.8NEGO CLUSTER 1TG FEES TRANSFER +IMPROVEMENT OF BM PRIOR TO ANY SALES DEVELOPMENT DISCUSSIONSBASIC OFFENSIVE NEGOPROFITABLE GROWTHPARTNERSHIPSALES FOCUSOFFENSIVE9NEGO CLUSTER 2Market shareCarrefour supportNegotiation Supplier BookNegotiating levers:TG FEES TRANSFER IN %PROFITABLE GROWTHPART
7、NERSHIPSALES FOCUSOFFENSIVELevel of profitabilityDelivery ServicesCOMPETITION between SUPPLIERS10NEGO CLUSTER 3TG FEES TRANSFER+IMPROVEMENT OF CAT. PROFITABILITY MIXPROFITABLE GROWTHPARTNERSHIPSALES FOCUSOFFENSIVE11NEGO CLUSTER 4STILL NEGO BUT LESS TIME IN NEGO , MORE ON SALES FOCUSFOCUS ON SALES AN
8、D MASS MARGIN APPROACH100 (CM of last year)Sales GrowthFEES SYSTEMNo impact of sales for more CM ValueCM Value = 120100 (LY)MASS MARGIN APPROACHCM Value coming from add. salesNEGO IN % NEED FOR MORE SALES TO GET MORE MASS MARGINFocus on FEESNEGONEGO % Still Nego but in %Sales Growth3020CM Value = 13
9、0PROFITABLE GROWTHPARTNERSHIPSALES FOCUSOFFENSIVE12VALIDATION OF 2008 LANDING13Objective : Identify the basis of 2009 NegotiationValidation of 2008 Landing : clear base for 2009 Nego 252008 Purchases Landing forecasts Appending / TG Fees landing (the supplier speak first)2009 Development plan of sup
10、plier : listen to supplier 25Market evolution, trend, Market share objectives, innovations to come etc Business plan expected with Carrefour : assortment, DM, Purchase prices evol., etc 2009 Sales and purchases forecast ? Expectation2009 Carrefour Strategy 10 Reminder of Total MASS margin approach,
11、Fees transfer Expansion plan confirmationReal Nego will start during following meeting the week after142009 CONTRACT REQUEST15Objective : Clear Request with justification Supplier makes its first proposal 30 CRF raises and explain its request for 2009 business 30 Reminder of Carrefour Services excel
12、lence 2009 Purchases forecasts, big picture of potential business plan 2009 Operating costs increase /No other choice than increase of Unc. RB Reminder of Total MASS margin approach, Fees transfer Points agreed and to be further negotiated 30 16Typical progression of a negotiation with a supplierLan
13、ding 08 validation +Supplier 2009 Business plan orientationWeek 1 : Meeting 1Terms proposals from supplierAnd CRFCounter-argument of the supplier W3 M3OutputIntensification of the position of Carrefour by new calculated arguments- Level of TG % transfered must be validated at this stageThe supplier
14、has to redefine a proposition LeadLead the the negotiationsnegotiationsW2 M2Supplier revised proposition W4 M4Output- Contract should be concluded at this stageSigning the contractORNegativescenario 3417Supplier Final proposalW6 M5Output-Presentation of the FINAL proposition of the supplier- Contrac
15、t conclusionOR- Implication of Top ManagementThe Supplier leaves with a final compromise proposalOrT2T MeetingT2T MeetiingW7 M6OutputConclusion of the agreement (contract)OR- SAP / NO CNY planificationSigning the contract ORSAPTypical progression of a negotiation with a supplierLeadLead the the nego
16、tiationsnegotiations18ConductingConducting negotiationsnegotiations : : Key Key sucesssucess factorsfactorsPREPARATION Being adequately prepared :- Having maximal knowledge of the supplier- Communicating coherently the key points of a file to the supplier Mastering Carrefour different levers- Preparing alternative scenarios (positive/negative)- Preparing a stra
