Day 1 |
||
| Program Overview | Understand how value is created and lost between retailers and suppliers and the need for strong commercial and revenue management to achieve sustainable commercial outcomes – delivered via JBPs
3 x Pre Reads – White papers created for the Program:
Program Overview: The Next 3 Days Introductions & Personal Objectives Program 1 Recap – Presentation from Program 1 Delegates: How to create a Growth Plan. Course overview – Know how to utilise a broad range of category, consumer, shopper & commercial insights to proactively identify and capitalise upon the category levers for joint growth |
|
| Understanding retailers & theirStrategies | Retailer – Supplier Commercial Dynamics
Understand the retailer – supplier interface, strategies & KPIs Retail Landscape Whitepaper (pre read) – Group discussion & individual reflection. Life as a Buyer Whitepaper (pre read) – Group discussion & individual reflection. Exercise – How to engage and add value to your buyer. Understanding Your Customer: Strategies, Initiatives, Metrics & KPIs. Gain a detailed understanding of retailer, their priorities & KPIs Show examples of retailer strategy approaches and winning strategies in fmcg markets globally and different consumer goods sectors in Aus. Link to Category role Group discussion & individual reflection Retailer KPIs. Share examples of retailer KPIs. E.g. Comp Sales, Margin explained, return on space, GIMROI., Inventory, OOS, markdowns etc. Customer Segmentation, Prioritisation & Strategy alignment: Segmenting & prioritising your customers. Aligning your strategy with theirs. Case Study Exercise Selecting Your Customer Investment Strategy. Ensuring you have a coherent approach to Customer Investment. Does your trade fund strategy reflect your strategic intent? Case Study Exercise. Review of day… key points. Close |
|
Day 2 |
||
| AM | Recap | Recap of key points from Day 1. Questions. |
| Customer Segmentation & Prioritisation |
Explain and understand the importance of a prioritisation approach to customer management and the role it plays define your growth agenda. |
|
| Revenue Management. |
What is Rev management and why is it a key component of effective commercial management. Marketplace examples discussion. Revenue Management and where it sits within effective joint business planning. How Revenue Management is used to drive greater ROI on trade spend with a focus on Promotion Spend. Understand how effective revenue management can be used to deliver Category, Customer and Supplier agendas. Case Study examples to practice with. |
|
Day 3 |
||
| AM | Recap | Recap of key points from Days 1 & 2. Questions. |
| Case Study | Case Study Presentations. Recommendations & Rationale | |
| AM | Joint Business Plan Development & Engagement | Commercial Joint Business Plans
Understand how to integrate Category & Commercial propositions and opportunities into a Customer Business Plan Joint Business Plans Understand the components of Joint Business Plans, what best practice is and retailer and supplier needs in JBPs
Case Study Exercise – create a Customer specific Joint Business Plan. Debrief & feedback JBP Engagement & Selling. Creating, Selling & executing the JBP. Linking to retailer strategies and needs. Compelling selling & story telling JBP Selling role play & feedback. Summary of Key points Personal Action Plans |
| PM | ||