CCU_NEGO_TRAINING11_家乐福采购内训手册
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2009 NEGOTIATION
Prepare, Lead and Follow-up negotiations
1
SIMPLE EQUATION
MASS MARGIN
SALES
=
X
Intro : Key points of the 2009 negotiation project
Priority on sales and CM Margin value increase
SD Zaohuaxiang
25%
'3971
DL Sanshandao
20%
'P137 15% DL Xiongzhou
'G122 HRB Yushenghe
'N308 W'00e0idVuobao SH Shiziw ang
'R925 Hailin Beiw ei
10%
5%
0%
-5%
0%
5%
10%
W6 – M5
Output
W7 – M6
Output
Supplier Final
ห้องสมุดไป่ตู้proposal
The Supplier leaves with a
final compromise
proposal
Or
T2T Meeting
T2T Meetiing
Signing the contract
OR
SAP
-Presentation of the FINAL proposition of the supplier
7
NEGO CLUSTER 1
SALES FOCUS PARTNERSHIP
OFFENSIVE
PROFITABLE GROWTH
BASIC OFFENSIVE NEGO
TG FEES TRANSFER
+
IMPROVEMENT OF BM PRIOR TO ANY SALES DEVELOPMENT DISCUSSIONS
AAvvgg..CCMM%% 2255..6633%%
50%
SSaalleess PPaarrttiicciippaattiioonn OOffTToopp8844.9.922%%
45% 'G231
40% DL Huanan
35%
'ZYNB
SY Hu'2a3Y51i
30%
DL Baijia
'O371
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 reactions
• 2009 Sales and purchases forecast ? Expectation
• 2009 Carrefour Strategy
• Reminder of Total MASS margin approach, Fees transfer • Expansion plan confirmation
• Show confidence in Carrefour strategy
• Acting in a gentle, patient and smooth manner but with determination
10
NEGO CLUSTER 4
SALES FOCUS PARTNERSHIP
OFFENSIVE
PROFITABLE GROWTH
STILL NEGO BUT LESS TIME IN NEGO , MORE ON SALES FOCUS
FOCUS ON SALES AND MASS MARGIN APPROACH
4
Identification of Supplier Cluster
Profitability
PARTNERSHIP
Sales Share
5
Identification of Supplier Cluster
CM% CM%
460 Sundry 1460 Sundry
TOP 10 – LIAOGGNllooIbbNaallGSScc-oorrSeeccUaarrNddDRY
Carrefour support
Delivery Services
COMPETITION between SUPPLIERS
9
NEGO CLUSTER 3
SALES FOCUS PARTNERSHIP
OFFENSIVE
PROFITABLE GROWTH
TG FEES TRANSFER +
IMPROVEMENT OF CAT. PROFITABILITY MIX
NEGO
FEES SYSTEM
CM Value = 120
20
100
(CM of last year)
Focus on FEES
No impact of sales for more CM Value
Sales Growth
MASS MARGIN APPROACH
NEGO %
CM Value = 130
the supplier • Mastering Carrefour different levers
- Preparing alternative scenarios (positive/negative) - Preparing a strategy with some compromise
• Show strong determination and no room for hesitation
10’
Real Nego will start during following meeting the week after
13
2009 CONTRACT REQUEST
14
Objective : Clear Request with justification
• Supplier makes its first proposal
15%
20%
25%
30%
35%
Sales Weight%
Sales Weight%
Supplier relations Strategy
All initiatives focused on sales (VIP Items, specific promotion mechanism, shortages follow-up,
o 2009 ambitious investments plan will accelerate sales growth o Accelerated Sales Growth will bring additionnal Mass of Margin
Simplification of national contract is required
Key sucess factors
PREPARATION
COMMUNICATION
• Being adequately prepared : - Having maximal knowledge of the supplier - Communicating coherently the key points of a file to
etc.)
.
JBP : “Win Win” : Sales and Mass Target
SALES FOCUS OFFENSIVE
PARTNERSHIP
PROFITABLE GROWTH
2009 Nego approach / JBP
is possible
Traditional Nego for improvement of “Back Margin”
of the supplier
The supplier has to redefine a proposition
Supplier revised proposition
Signing the contract OR Negative scenario
Intensification of the position of Carrefour by new calculated arguments
12
Objective : Identify the basis of 2009 Negotiation
• Validation of 2008 Landing : clear base for 2009 Nego
• 2008 Purchases Landing forecasts • Appending / TG Fees landing (the supplier speak first)
Week 1 : Meeting 1
W2 – M2
3
W3 – M3
Output
4
W4 – M4
Output
Landing 08 validation
+
Supplier 2009 Business plan
orientation
Terms proposals from
supplier
And CRF
Counterargument
- Level of TG % transfered must be validated at this stage
- Contract should be concluded at this stage
16
Lead the negotiations
Typical progression of a negotiation with a supplier
30’
• CRF raises and explain its request for 2009 business 30’
• Reminder of Carrefour Services excellence • 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’
15
Lead the negotiations
Typical progression of a negotiation with a supplier
25’
• 2009 Development plan of supplier : listen to supplier
25’
• Market evolution, trend, Market share objectives, innovations to come etc
• Business plan expected with Carrefour : assortment, DM, Purchase prices evol., etc…
- Contract conclusion
OR
- Implication of Top Management
Conclusion of the agreement (contract) OR
- SAP / NO CNY planification
17
Conducting negotiations :
% 30
100 (LY)
Still Nego but in %
CM Value coming from add. sales
Sales Growth
NEGO IN % NEED FOR MORE SALES TO GET MORE MASS MARGIN
11
VALIDATION OF 2008 LANDING
8
NEGO CLUSTER 2
SALES FOCUS PARTNERSHIP
OFFENSIVE
PROFITABLE GROWTH
TG FEES TRANSFER IN %
Negotiating levers:
Negotiation Supplier Book
Market share
Level of profitability
Prepare, Lead and Follow-up negotiations
1
SIMPLE EQUATION
MASS MARGIN
SALES
=
X
Intro : Key points of the 2009 negotiation project
Priority on sales and CM Margin value increase
SD Zaohuaxiang
25%
'3971
DL Sanshandao
20%
'P137 15% DL Xiongzhou
'G122 HRB Yushenghe
'N308 W'00e0idVuobao SH Shiziw ang
'R925 Hailin Beiw ei
10%
5%
0%
-5%
0%
5%
10%
W6 – M5
Output
W7 – M6
Output
Supplier Final
ห้องสมุดไป่ตู้proposal
The Supplier leaves with a
final compromise
proposal
Or
T2T Meeting
T2T Meetiing
Signing the contract
OR
SAP
-Presentation of the FINAL proposition of the supplier
7
NEGO CLUSTER 1
SALES FOCUS PARTNERSHIP
OFFENSIVE
PROFITABLE GROWTH
BASIC OFFENSIVE NEGO
TG FEES TRANSFER
+
IMPROVEMENT OF BM PRIOR TO ANY SALES DEVELOPMENT DISCUSSIONS
AAvvgg..CCMM%% 2255..6633%%
50%
SSaalleess PPaarrttiicciippaattiioonn OOffTToopp8844.9.922%%
45% 'G231
40% DL Huanan
35%
'ZYNB
SY Hu'2a3Y51i
30%
DL Baijia
'O371
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 reactions
• 2009 Sales and purchases forecast ? Expectation
• 2009 Carrefour Strategy
• Reminder of Total MASS margin approach, Fees transfer • Expansion plan confirmation
• Show confidence in Carrefour strategy
• Acting in a gentle, patient and smooth manner but with determination
10
NEGO CLUSTER 4
SALES FOCUS PARTNERSHIP
OFFENSIVE
PROFITABLE GROWTH
STILL NEGO BUT LESS TIME IN NEGO , MORE ON SALES FOCUS
FOCUS ON SALES AND MASS MARGIN APPROACH
4
Identification of Supplier Cluster
Profitability
PARTNERSHIP
Sales Share
5
Identification of Supplier Cluster
CM% CM%
460 Sundry 1460 Sundry
TOP 10 – LIAOGGNllooIbbNaallGSScc-oorrSeeccUaarrNddDRY
Carrefour support
Delivery Services
COMPETITION between SUPPLIERS
9
NEGO CLUSTER 3
SALES FOCUS PARTNERSHIP
OFFENSIVE
PROFITABLE GROWTH
TG FEES TRANSFER +
IMPROVEMENT OF CAT. PROFITABILITY MIX
NEGO
FEES SYSTEM
CM Value = 120
20
100
(CM of last year)
Focus on FEES
No impact of sales for more CM Value
Sales Growth
MASS MARGIN APPROACH
NEGO %
CM Value = 130
the supplier • Mastering Carrefour different levers
- Preparing alternative scenarios (positive/negative) - Preparing a strategy with some compromise
• Show strong determination and no room for hesitation
10’
Real Nego will start during following meeting the week after
13
2009 CONTRACT REQUEST
14
Objective : Clear Request with justification
• Supplier makes its first proposal
15%
20%
25%
30%
35%
Sales Weight%
Sales Weight%
Supplier relations Strategy
All initiatives focused on sales (VIP Items, specific promotion mechanism, shortages follow-up,
o 2009 ambitious investments plan will accelerate sales growth o Accelerated Sales Growth will bring additionnal Mass of Margin
Simplification of national contract is required
Key sucess factors
PREPARATION
COMMUNICATION
• Being adequately prepared : - Having maximal knowledge of the supplier - Communicating coherently the key points of a file to
etc.)
.
JBP : “Win Win” : Sales and Mass Target
SALES FOCUS OFFENSIVE
PARTNERSHIP
PROFITABLE GROWTH
2009 Nego approach / JBP
is possible
Traditional Nego for improvement of “Back Margin”
of the supplier
The supplier has to redefine a proposition
Supplier revised proposition
Signing the contract OR Negative scenario
Intensification of the position of Carrefour by new calculated arguments
12
Objective : Identify the basis of 2009 Negotiation
• Validation of 2008 Landing : clear base for 2009 Nego
• 2008 Purchases Landing forecasts • Appending / TG Fees landing (the supplier speak first)
Week 1 : Meeting 1
W2 – M2
3
W3 – M3
Output
4
W4 – M4
Output
Landing 08 validation
+
Supplier 2009 Business plan
orientation
Terms proposals from
supplier
And CRF
Counterargument
- Level of TG % transfered must be validated at this stage
- Contract should be concluded at this stage
16
Lead the negotiations
Typical progression of a negotiation with a supplier
30’
• CRF raises and explain its request for 2009 business 30’
• Reminder of Carrefour Services excellence • 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’
15
Lead the negotiations
Typical progression of a negotiation with a supplier
25’
• 2009 Development plan of supplier : listen to supplier
25’
• Market evolution, trend, Market share objectives, innovations to come etc
• Business plan expected with Carrefour : assortment, DM, Purchase prices evol., etc…
- Contract conclusion
OR
- Implication of Top Management
Conclusion of the agreement (contract) OR
- SAP / NO CNY planification
17
Conducting negotiations :
% 30
100 (LY)
Still Nego but in %
CM Value coming from add. sales
Sales Growth
NEGO IN % NEED FOR MORE SALES TO GET MORE MASS MARGIN
11
VALIDATION OF 2008 LANDING
8
NEGO CLUSTER 2
SALES FOCUS PARTNERSHIP
OFFENSIVE
PROFITABLE GROWTH
TG FEES TRANSFER IN %
Negotiating levers:
Negotiation Supplier Book
Market share
Level of profitability