Customer Management - The Australian Grocery Academy
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Customer Management

Commencing on 23rd February 2022

Understand Retailer & Buyer Strategies, commercial needs and engagement preferences to be better able to better collaborate & partner.

KEY OBJECTIVES:

1. Understand the changing retail landscape, the feedback from the advantage survey and what this means for consumer goods suppliers – what are the expectations & needs from Manufacturers.
2. Understand how Customers & Suppliers segment trade partners and how to align on the role you play.
3. Understand the Strategies of retailers & how to find collaboration opportunities. Understand how they are evolving into the future. (ecosystem).
4. Understand the realities, needs, pressures, planning rhythms and KPIS of buyers and insights into the world they operate in.
5. Understand how to plan retailer engagement – the who, when and how of selling to retailers.
6. Understand how to incorporate all areas of your business into customer engagement.

Relevant and Ready for Action

The Australian Grocery Academy programs have been designed specifically for FMCG, with real FMCG case studies and the latest Australian and global insights and practices.

PROGRAM DETAIL

3 x 2.5 hour virtual sessions to be delivered in consecutive weeks

  • SESSION 1

  • OBJECTIVE:
    Understand how customers view suppliers & the key implications


     

    LEARN:
    Review what’s important for customers (TAG).

    Understand how your customers segment & manage different types of suppliers.

    Understand the evolving strategies of our customers.

    Understand the various thinking styles of buyers.

  • SESSION 2

  • OBJECTIVE:
    Understand how to engage & strategically align with your customers


     

    LEARN:
    Understand how to review & articulate the role you play for customers.

    Learn how to build & execute a customer engagement & contact matrix / wiring plan.

    Understand how to engage your whole business in customer management. (CEO, Supply chain, Category, Marketing).

  • SESSION 3

  • OBJECTIVE:
    Develop your roadmap on how to become better at Customer Management


     

    LEARN:
    Share Learnings on your strategy alignment & opportunities.

    Learn from case study examples of Suppliers who have step changed collaboration with key Customers.

    Learn how to align on strategies & platforms to collaborate on.