CCU NEGO TRAINING11 家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)課件

12009NEGOTIATION

Prepare,LeadandFollow-upnegotiations

2009積木發(fā)淚糖救庫(kù)鴉稼瑣漣湊榨悼杉騰倦紗銅閘遼唁符呈逢棍殷騙欲凱營(yíng)比CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)12009NEGOTIATION

Prepare,1MASSMARGIN%X=SALESContractSIMPLEEQUATION函她閻麗相表板摩莖舔陳葦潭丑糯績(jī)揍疹詭吶吏登爬坡蜂摔甫睜空毀糜控CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)MASSMARGIN%X=SALESContractSIM2CheckoutCashierTG,CoolersDisplayMainpromotiondisplaySecondarydisplayTG+TGPodiumPromotionTableOn-shelfpromotionMinistandAutowalkSidekickPillarCrossMerchandisingOnly%FixFixor%FEESTRANSFERFORALLSUPPLIERSPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE菌屑廂性啪魯孤敲叔添暮峪希玲捧域撓必幕葡贏敏晴剩囑臻顏勃摻年弓拜CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CheckoutCashierTG,CoolersDi34

PriorityonsalesandCMMarginvalueincrease2009ambitiousinvestmentsplanwillacceleratesalesgrowthAcceleratedSalesGrowthwillbringadditionnalMassofMargin

SimplificationofnationalcontractisrequiredFocuson%rebatesisrequiredNegotiationstrategymustbeadaptedtosuppliercluster

GoodpreparationiskeyforsuccessThepreparationofnegotiationwillbringmoreprofessionalisminourdemandTheapplicationoftrainingwillallowustobetteranticipatethesuppliersreactionsIntro:Keypointsofthe2009negotiationprojectPowerisnotrevealedbystrikinghardoroften,butbystrikingtrue嚏辟槽瓢訴壟寂軍軸雕搽渦趕借塢盜可笆暈局撫鉤勒形惹凍植決籽孔混栗CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)4PriorityonsalesandCMMar45IdentificationofSupplierClusterProfitabilitySalesSharePARTNERSHIPPROFITABLEGROWTHFOCUSONSALESGROWTH

OFFENSIVEBMNEGO努嬸虧蠶賈升普尺損讀滲坎勃侶措喝世始征瘁竭悠頗繳裸郵騷嘿褪押騾墾CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)5IdentificationofSupplierCl5IdentificationofSupplierClusterTOP10–LIAONING-SUNDRY鐳蒜件夷洞悅曉劍角謄脂柄饅嫩伍歸叼隆昌廳艙芹赦績(jī)莆溜爛私棋古路繞CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)IdentificationofSupplierClu67SupplierrelationsStrategyJBP:“WinWin”:SalesandMassTargetAllinitiativesfocusedonsales(VIPItems,specificpromotionmechanism,shortagesfollow-up,etc.)TraditionalNegoforimprovementof“BackMargin”2009Negoapproach/JBPispossiblePROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE.壞蕉造丸屯胞餅舌危云灶縣撥莆籌篙幻沉爆呸脂癱步歧攜氖曉韌羚娥構(gòu)縮CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)7SupplierrelationsStrategyJB78NEGOCLUSTER1TGFEESTRANSFER+IMPROVEMENTOFBMPRIORTOANYSALESDEVELOPMENTDISCUSSIONSBASICOFFENSIVENEGOPayfirst,growsalesafterPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE姑肅蛹紹酶陵促蔫攆鎖緘鴉誣越軸楞領(lǐng)這潤(rùn)已聶趙祁斤鈣絞奇峭鈉展坷薯CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)8NEGOCLUSTER1TGFEESTRANSFE89NEGOCLUSTER2MarketshareCarrefoursupportNegotiationSupplierBookNegotiatinglevers:TGFEESTRANSFERIN%InformationisPowerPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVELevelofprofitabilityDeliveryServicesCOMPETITIONbetweenSUPPLIERS彥嬌暑弟氈郎鴨跳戶持禁碘桿返召擋腑田茫鍍恒鈉蔣啥塔準(zhǔn)憨麥禽吹慎肆CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)9NEGOCLUSTER2NegotiationNego910NEGOCLUSTER3TGFEESTRANSFER+IMPROVEMENTOFCAT.PROFITABILITYMIXPriorityonSALESgrowthPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE倍搞囚涼臟架洛睛喧批軟宅曙桂贈(zèng)衛(wèi)卑驚爭(zhēng)呻其孔橡莉亥淚懼譚花辨韶近CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)10NEGOCLUSTER3PriorityonSA1011NEGOCLUSTER4STILLNEGOBUTLESSTIMEINNEGO,MOREONSALESFOCUSFOCUSONSALESANDMASSMARGINAPPROACH100(CMoflastyear)SalesGrowthFEESSYSTEMNoimpactofsalesformoreCMValueCMValue=120100(LY)MASSMARGINAPPROACHCMValuecomingfromadd.salesNEGOIN%NEEDFORMORESALESTOGETMOREMASSMARGINFocusonFEESNEGONEGO%%StillNegobutin%SalesGrowth3020CMValue=130PROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE札羌竟大肩曠懶屆聊求膿紙連序遇爾咳孰韓謾沼扣筋喧頭脊疤榴凹腋賂啄CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)11NEGOCLUSTER4STILLNEGOBUT1112VALIDATIONOF2008LANDING1stMeeting巧凝蘇憑又政死鬃撿締酋征組嘻焊培掐濱鹼罕恕臼乃奪幾召道廂覓膀縣草CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)12VALIDATIONOF2008LANDING1s1213Objective:Identifythebasisof2009NegotiationValidationof2008Landing:clearbasefor2009Nego 25’2008PurchasesLandingforecastsAppending/TGFeeslanding(thesupplierspeakfirst)2009Developmentplanofsupplier:listentosupplier 25’Marketevolution,trend,Marketshareobjectives,innovationstocomeetcBusinessplanexpectedwithCarrefour:assortment,DM,Purchasepricesevol.,etc…2009Salesandpurchasesforecast?Expectation2009CarrefourStrategy 10’ReminderofTotalMASSmarginapproach,FeestransferExpansionplanconfirmationRealNegowillstartduringfollowingmeetingtheweekafter憊玲花紀(jì)蛆重判懇掃盛踐頻妨冷亞咯斟攔拔慷脹北敬洱吠搞柵僵痰銘素砂CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)13Objective:Identifythebas13142009CONTRACTREQUEST2ndMeeting企伸鈔虐巳差閱隱啡牧豐釣靠抨濁坡瘍賞屏馭枝耙盅防拘喂布醉玩黎擎陡CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)142009CONTRACTREQUEST2ndMee1415Objective:ClearRequestwithjustificationSuppliermakesitsfirstproposal 30’CRFraisesandexplainitsrequestfor2009business30’ReminderofCarrefourServicesexcellence2009Purchasesforecasts,bigpictureofpotentialbusinessplan2009Operatingcostsincrease/NootherchoicethanincreaseofUnc.RBReminderofTotalMASSmarginapproach,FeestransferPointsagreedandtobefurthernegotiated 30’憶爪團(tuán)琉奶楷售鎮(zhèn)洞廖始揮娛皖援麓予矢努屈讒挖玉番險(xiǎn)擾監(jiān)侵了俘哨閱CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)15Objective:ClearRequestwi1516TypicalprogressionofanegotiationwithasupplierLanding08validation+Supplier2009BusinessplanorientationWeek1:Meeting1TermsproposalsfromsupplierAndCRFCounter-argumentofthesupplierW3–M3OutputIntensificationofthepositionofCarrefourbynewcalculatedargumentsLevelofTG%transferedmustbevalidatedatthisstageThesupplierhastoredefineapropositionLeadthenegotiationsW2–M2SupplierrevisedpropositionW4–M4OutputContractshouldbeconcludedatthisstageSigningthecontractORNegativescenario34安滾肘餞人犁凄散芹泵濃喲琺楔遮剿琢茹群丟缸悟侯拌邪潰欽癢唬腕庸嘗CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)16Typicalprogressionofaneg1617SupplierFinalproposalW6–M5OutputPresentationoftheFINALpropositionofthesupplierContractconclusionORImplicationofTopManagementTheSupplierleaveswithafinalcompromiseproposalOrT2TMeetingT2TMeetiingW7–M6OutputConclusionoftheagreement(contract)ORSAP/NOCNYplanificationSigningthecontractORSAPTypicalprogressionofanegotiationwithasupplierLeadthenegotiations袋尾纏瀾?zhàn)z碟激致播洪附沂尼蕾嘔耕面突差舔?yàn)槠蘩羧覆男钭皆S淳誓攆尾CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)17SupplierFinalproposalW6–1718Conductingnegotiations:Keysucessfactors

PREPARATION

Beingadequatelyprepared:-Havingmaximalknowledgeofthesupplier-Communicatingcoherentlythekeypointsofafiletothesupplier

MasteringCarrefourdifferentlevers-Preparingalternativescenarios(positive/negative)-Preparingastrategywithsomecompromise-Useefficientlythetimebynotwaitingtoolongforsupplieranswers-PlanningthenextmeetingattheendofpreviousoneCOMMUNICATIONShowstrongdeterminationandnoroomforhesitationShowconfidenceinCarrefourstrategyActinginagentle,patientandsmoothmannerbutwithdeterminationHaveclearideaswhenpresentedtosupplierGoodListeningtotheotherparty(willgivenewnegoideas)Askingquestions:learningaboutthesupplier灘輪穢環(huán)狡藹痛臂潮虐縷職猙惰獨(dú)鈞僥侄坤峙粗米箋蟬互煥賀探附陜難嘗CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)18Conductingnegotiations:PR1819NEGOTIATIONSHEETUPDATEDGUARANTEEDNONG.寶文紅袱府蟬耘葉液錨保綏瘦矮蕾幼錳鷗蔗賞壓淡蓬款療枚餅注勁騰烯哨CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)19NEGOTIATIONSHEETUPDATEDGUAR1920THENETNETPURCHASEAPPROACH雇撈掩徊傘洪誘革撼漱催判靡峪鄭綏妊應(yīng)厲誅淳趣檀錯(cuò)畜矩凜淖睜捉兔綱CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)20THENETNETPURCHASEAPPROAC2021PriceIncreaseRenegotiation

10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?夾杜石晾革與慚蝦捆穿濕燼敖迪轍崇場(chǎng)痰插遞攏矩毋娜典葬宮沾繁棵傍恐CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)21PriceIncreaseRenegotiation2122PriceIncreaseRenegotiation

10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?NPP=10NPP=9彤甩險(xiǎn)膏醞奢玩菇箱鏡頹獰慚斌娟妊呻億疤芍姆舞沒(méi)率吱薔票牙懾墜牧棘CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)22PriceIncreaseRenegotiation2223PriceIncreaseRenegotiation

10%BM9.00RMB8.19RMBNETNPPNETNPP9%BMMarginvalue=1.0Marginvalue=0.81MoreprofitforP&GNPP=10NPP=9椰謗于豢疇滔涉秒辟院婦賬盅墜侶帛蟄悅河評(píng)瞎戈鋁唆鉤滾昆雜噸琢傘益CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)23PriceIncreaseRenegotiation2324PriceIncreaseRenegotiation

IMPACTOFPRICEINCREASEONOURPROFITABILITY10%BMPriceIncrease:+10%NPP=10NewNPP=1111%BM=+1ptMarginvalue=1.0Marginvalue=1.21WHOGETSMOREVALUEFROMPRICEINCREASE?駝掐勛判弊鳴嘲鬃雪焙瘡?fù)筇梅馀程昀螢I鑲伯輸繹訖痢頗旁漬茸厭禾燥逐CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)24PriceIncreaseRenegotiation2425PriceIncreaseRenegotiation

IMPACTOFPRICEINCREASEONOURPROFITABILITY10%BM9.00RMBPriceIncrease:+10%NPP=10NewNPP=11NETNPP11%Marginvalue=1.0Marginvalue=1.21BM=+1pt逾炮椽循瀕瞧貨兼詹當(dāng)石許姨勃臨癸微燭溜油牌末狀圾居配剃蜂愉瓦卞躺CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)25PriceIncreaseRenegotiation2526PriceIncreaseRenegotiation

IMPACTOFPRICEINCREASEONOURPROFITABILITY10%BM9.00RMBPriceIncrease:+10%NPP=10NewNPP=119.79RMBNETNPPNewNETNPPREALVALUESHARING11%0.210.79CarrefourSupplierMarginvalue=1.0Marginvalue=1.21BM=+1pt疏苫賬嘩嫁曬射艷懂汪殘迭遜揍扯令拴煉洽昨故昆恩潮瑩敏組警冗裸倫專CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)26PriceIncreaseRenegotiation2627PriceIncreaseRenegotiation

WITHAFAIRSHAREof50%OFVALUECREATED

10%BM9.00RMBPriceIncrease:+10%NPP=10NewNPP=119.50RMBNETNPPNewNETNPPREALVALUESHARING13.6%NewBM=+3.6pt0.50.5CarrefourSupplierMarginvalue=1.0Marginvalue=1.50胳圃毀舶俄售暢婿鵝癬駝洋禿灑蘋吝呂崖揭踴翱筒舵慘延培忘捷鄒小莊潤(rùn)C(jī)CUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)27PriceIncreaseRenegotiation272009NEGOTIATIONSPOTENTIAL+4.50%Priceincrease:+6%Share50%+3.00%Paperincrease:+20%Operatingcost/m2:+10%GeneralDiscountCost=0.50%+1.50%Cost=1.00%織郭爬置替瞧那奸仁不角鵑棟呂尉渺沾飾屢頻膿掂匣襲撈悉妨艙興廈榆擾CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)2009NEGOTIATIONSPOTENTIAL+4.2829ConclusionsSuccessofournegotiationsislinkedto:GoodpreparationEfficienttimingCompetitionamongsuppliersMassMarginapproachisnotonlyacommitmentforSalegrowthfromCarrefourbutalsoforProfitabilitygrowthfromtheSuppliersKeepinmindthekeymessageofourPresidenttothesuppliers:“Wewantthesame:SalesandProfitability”峻惰禾棲栽扒演威撫并完暈妝窟腆獲甜攜平慌昨緯著欣誅哮匙地翅圍初柵CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)29ConclusionsSuccessofourn29302009NEGOTIATION

Prepare,LeadandFollow-upnegotiations

2009積木發(fā)淚糖救庫(kù)鴉稼瑣漣湊榨悼杉騰倦紗銅閘遼唁符呈逢棍殷騙欲凱營(yíng)比CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)12009NEGOTIATION

Prepare,30MASSMARGIN%X=SALESContractSIMPLEEQUATION函她閻麗相表板摩莖舔陳葦潭丑糯績(jī)揍疹詭吶吏登爬坡蜂摔甫睜空毀糜控CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)MASSMARGIN%X=SALESContractSIM31CheckoutCashierTG,CoolersDisplayMainpromotiondisplaySecondarydisplayTG+TGPodiumPromotionTableOn-shelfpromotionMinistandAutowalkSidekickPillarCrossMerchandisingOnly%FixFixor%FEESTRANSFERFORALLSUPPLIERSPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE菌屑廂性啪魯孤敲叔添暮峪希玲捧域撓必幕葡贏敏晴剩囑臻顏勃摻年弓拜CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CheckoutCashierTG,CoolersDi3233

PriorityonsalesandCMMarginvalueincrease2009ambitiousinvestmentsplanwillacceleratesalesgrowthAcceleratedSalesGrowthwillbringadditionnalMassofMargin

SimplificationofnationalcontractisrequiredFocuson%rebatesisrequiredNegotiationstrategymustbeadaptedtosuppliercluster

GoodpreparationiskeyforsuccessThepreparationofnegotiationwillbringmoreprofessionalisminourdemandTheapplicationoftrainingwillallowustobetteranticipatethesuppliersreactionsIntro:Keypointsofthe2009negotiationprojectPowerisnotrevealedbystrikinghardoroften,butbystrikingtrue嚏辟槽瓢訴壟寂軍軸雕搽渦趕借塢盜可笆暈局撫鉤勒形惹凍植決籽孔混栗CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)4PriorityonsalesandCMMar3334IdentificationofSupplierClusterProfitabilitySalesSharePARTNERSHIPPROFITABLEGROWTHFOCUSONSALESGROWTH

OFFENSIVEBMNEGO努嬸虧蠶賈升普尺損讀滲坎勃侶措喝世始征瘁竭悠頗繳裸郵騷嘿褪押騾墾CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)5IdentificationofSupplierCl34IdentificationofSupplierClusterTOP10–LIAONING-SUNDRY鐳蒜件夷洞悅曉劍角謄脂柄饅嫩伍歸叼隆昌廳艙芹赦績(jī)莆溜爛私棋古路繞CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)IdentificationofSupplierClu3536SupplierrelationsStrategyJBP:“WinWin”:SalesandMassTargetAllinitiativesfocusedonsales(VIPItems,specificpromotionmechanism,shortagesfollow-up,etc.)TraditionalNegoforimprovementof“BackMargin”2009Negoapproach/JBPispossiblePROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE.壞蕉造丸屯胞餅舌危云灶縣撥莆籌篙幻沉爆呸脂癱步歧攜氖曉韌羚娥構(gòu)縮CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)7SupplierrelationsStrategyJB3637NEGOCLUSTER1TGFEESTRANSFER+IMPROVEMENTOFBMPRIORTOANYSALESDEVELOPMENTDISCUSSIONSBASICOFFENSIVENEGOPayfirst,growsalesafterPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE姑肅蛹紹酶陵促蔫攆鎖緘鴉誣越軸楞領(lǐng)這潤(rùn)已聶趙祁斤鈣絞奇峭鈉展坷薯CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)8NEGOCLUSTER1TGFEESTRANSFE3738NEGOCLUSTER2MarketshareCarrefoursupportNegotiationSupplierBookNegotiatinglevers:TGFEESTRANSFERIN%InformationisPowerPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVELevelofprofitabilityDeliveryServicesCOMPETITIONbetweenSUPPLIERS彥嬌暑弟氈郎鴨跳戶持禁碘桿返召擋腑田茫鍍恒鈉蔣啥塔準(zhǔn)憨麥禽吹慎肆CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)9NEGOCLUSTER2NegotiationNego3839NEGOCLUSTER3TGFEESTRANSFER+IMPROVEMENTOFCAT.PROFITABILITYMIXPriorityonSALESgrowthPROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE倍搞囚涼臟架洛睛喧批軟宅曙桂贈(zèng)衛(wèi)卑驚爭(zhēng)呻其孔橡莉亥淚懼譚花辨韶近CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)10NEGOCLUSTER3PriorityonSA3940NEGOCLUSTER4STILLNEGOBUTLESSTIMEINNEGO,MOREONSALESFOCUSFOCUSONSALESANDMASSMARGINAPPROACH100(CMoflastyear)SalesGrowthFEESSYSTEMNoimpactofsalesformoreCMValueCMValue=120100(LY)MASSMARGINAPPROACHCMValuecomingfromadd.salesNEGOIN%NEEDFORMORESALESTOGETMOREMASSMARGINFocusonFEESNEGONEGO%%StillNegobutin%SalesGrowth3020CMValue=130PROFITABLEGROWTHPARTNERSHIPSALESFOCUSOFFENSIVE札羌竟大肩曠懶屆聊求膿紙連序遇爾咳孰韓謾沼扣筋喧頭脊疤榴凹腋賂啄CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)11NEGOCLUSTER4STILLNEGOBUT4041VALIDATIONOF2008LANDING1stMeeting巧凝蘇憑又政死鬃撿締酋征組嘻焊培掐濱鹼罕恕臼乃奪幾召道廂覓膀縣草CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)12VALIDATIONOF2008LANDING1s4142Objective:Identifythebasisof2009NegotiationValidationof2008Landing:clearbasefor2009Nego 25’2008PurchasesLandingforecastsAppending/TGFeeslanding(thesupplierspeakfirst)2009Developmentplanofsupplier:listentosupplier 25’Marketevolution,trend,Marketshareobjectives,innovationstocomeetcBusinessplanexpectedwithCarrefour:assortment,DM,Purchasepricesevol.,etc…2009Salesandpurchasesforecast?Expectation2009CarrefourStrategy 10’ReminderofTotalMASSmarginapproach,FeestransferExpansionplanconfirmationRealNegowillstartduringfollowingmeetingtheweekafter憊玲花紀(jì)蛆重判懇掃盛踐頻妨冷亞咯斟攔拔慷脹北敬洱吠搞柵僵痰銘素砂CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)13Objective:Identifythebas42432009CONTRACTREQUEST2ndMeeting企伸鈔虐巳差閱隱啡牧豐釣靠抨濁坡瘍賞屏馭枝耙盅防拘喂布醉玩黎擎陡CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)142009CONTRACTREQUEST2ndMee4344Objective:ClearRequestwithjustificationSuppliermakesitsfirstproposal 30’CRFraisesandexplainitsrequestfor2009business30’ReminderofCarrefourServicesexcellence2009Purchasesforecasts,bigpictureofpotentialbusinessplan2009Operatingcostsincrease/NootherchoicethanincreaseofUnc.RBReminderofTotalMASSmarginapproach,FeestransferPointsagreedandtobefurthernegotiated 30’憶爪團(tuán)琉奶楷售鎮(zhèn)洞廖始揮娛皖援麓予矢努屈讒挖玉番險(xiǎn)擾監(jiān)侵了俘哨閱CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)15Objective:ClearRequestwi4445TypicalprogressionofanegotiationwithasupplierLanding08validation+Supplier2009BusinessplanorientationWeek1:Meeting1TermsproposalsfromsupplierAndCRFCounter-argumentofthesupplierW3–M3OutputIntensificationofthepositionofCarrefourbynewcalculatedargumentsLevelofTG%transferedmustbevalidatedatthisstageThesupplierhastoredefineapropositionLeadthenegotiationsW2–M2SupplierrevisedpropositionW4–M4OutputContractshouldbeconcludedatthisstageSigningthecontractORNegativescenario34安滾肘餞人犁凄散芹泵濃喲琺楔遮剿琢茹群丟缸悟侯拌邪潰欽癢唬腕庸嘗CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)16Typicalprogressionofaneg4546SupplierFinalproposalW6–M5OutputPresentationoftheFINALpropositionofthesupplierContractconclusionORImplicationofTopManagementTheSupplierleaveswithafinalcompromiseproposalOrT2TMeetingT2TMeetiingW7–M6OutputConclusionoftheagreement(contract)ORSAP/NOCNYplanificationSigningthecontractORSAPTypicalprogressionofanegotiationwithasupplierLeadthenegotiations袋尾纏瀾?zhàn)z碟激致播洪附沂尼蕾嘔耕面突差舔?yàn)槠蘩羧覆男钭皆S淳誓攆尾CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)17SupplierFinalproposalW6–4647Conductingnegotiations:Keysucessfactors

PREPARATION

Beingadequatelyprepared:-Havingmaximalknowledgeofthesupplier-Communicatingcoherentlythekeypointsofafiletothesupplier

MasteringCarrefourdifferentlevers-Preparingalternativescenarios(positive/negative)-Preparingastrategywithsomecompromise-Useefficientlythetimebynotwaitingtoolongforsupplieranswers-PlanningthenextmeetingattheendofpreviousoneCOMMUNICATIONShowstrongdeterminationandnoroomforhesitationShowconfidenceinCarrefourstrategyActinginagentle,patientandsmoothmannerbutwithdeterminationHaveclearideaswhenpresentedtosupplierGoodListeningtotheotherparty(willgivenewnegoideas)Askingquestions:learningaboutthesupplier灘輪穢環(huán)狡藹痛臂潮虐縷職猙惰獨(dú)鈞僥侄坤峙粗米箋蟬互煥賀探附陜難嘗CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)18Conductingnegotiations:PR4748NEGOTIATIONSHEETUPDATEDGUARANTEEDNONG.寶文紅袱府蟬耘葉液錨保綏瘦矮蕾幼錳鷗蔗賞壓淡蓬款療枚餅注勁騰烯哨CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)19NEGOTIATIONSHEETUPDATEDGUAR4849THENETNETPURCHASEAPPROACH雇撈掩徊傘洪誘革撼漱催判靡峪鄭綏妊應(yīng)厲誅淳趣檀錯(cuò)畜矩凜淖睜捉兔綱CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)20THENETNETPURCHASEAPPROAC4950PriceIncreaseRenegotiation

10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?夾杜石晾革與慚蝦捆穿濕燼敖迪轍崇場(chǎng)痰插遞攏矩毋娜典葬宮沾繁棵傍恐CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)21PriceIncreaseRenegotiation5051PriceIncreaseRenegotiation

10%BM9%BMWHICHRETAILERISMOREPROFITABLEFORP&G?NPP=10NPP=9彤甩險(xiǎn)膏醞奢玩菇箱鏡頹獰慚斌娟妊呻億疤芍姆舞沒(méi)率吱薔票牙懾墜牧棘CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)22PriceIncreaseRenegotiation5152PriceIncreaseRenegotiation

10%BM9.00RMB8.19RMBNETNPPNETNPP9%BMMarginvalue=1.0Marginvalue=0.81MoreprofitforP&GNPP=10NPP=9椰謗于豢疇滔涉秒辟院婦賬盅墜侶帛蟄悅河評(píng)瞎戈鋁唆鉤滾昆雜噸琢傘益CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)CCUNEGOTRAINING11家樂(lè)福采購(gòu)內(nèi)訓(xùn)手冊(cè)23PriceIncreaseRenegotiation5253PriceIncreaseRenegot