ccunegotraining11家樂福采購(gòu)內(nèi)訓(xùn)手冊(cè)(參考版)
2025-02-11 09:05本頁面
【正文】 G 2 3 1D L H u a n a n0%5%10%15%20%25%30%35%40%45%50% 5 % 0% 5% 10% 15% 20% 25% 30% 35%S a l e s W e i g h t %CM%1 4 6 0 S u n d r y7 Supplier relations Strategy JBP : “Win Win” : Sales and Mass Target All initiatives focused on sales (VIP Items, specific promotion mechanism, shortages followup, etc.) Traditional Nego for improvement of “Back Margin” 2023 Nego approach / JBP is possible PROFITABLE GROWTH PARTNERSHIP SALES FOCUS OFFENSIVE . 8 NEGO CLUSTER 1 TG FEES TRANSFER + IMPROVEMENT OF BM PRIOR TO ANY SALES DEVELOPMENT DISCUSSIONS BASIC OFFENSIVE NEGO PROFITABLE GROWTH PARTNERSHIP SALES FOCUS OFFENSIVE 9 NEGO CLUSTER 2 Market share Carrefour support Negotiation Supplier Book Negotiating levers: TG FEES TRANSFER IN % PROFITABLE GROWTH PARTNERSHIP SALES FOCUS OFFENSIVE Level of profitability Delivery Services COMPETITION between SUPPLIERS 10 NEGO CLUSTER 3 TG FEES TRANSFER + IMPROVEMENT OF CAT. PROFITABILITY MIX PROFITABLE GROWTH PARTNERSHIP SALES FOCUS OFFENSIVE 11 NEGO CLUSTER 4 STILL NEGO BUT LESS TIME IN NEGO , MORE ON SALES FOCUS FOCUS ON SALES AND MASS MARGIN APPROACH 100 (CM of last year) Sales Growth FEES SYSTEM No impact of sales for more CM Value CM Value = 120 100 (LY) MASS MARGIN APPROACH CM Value ing from add. sales NEGO IN % ? NEED FOR MORE SALES TO GET MORE MASS MARGIN Focus on FEES NEGO NEGO % % Still Nego but in % Sales Growth 30 20 CM Value = 130 PROFITABLE GROWTH PARTNERSHIP SALES FOCUS OFFENSIVE 12 VALIDATION OF 2023 LANDING 13 Objective : Identify the basis of 2023 Negotiation ? Validation of 2023 Landing : clear base for 2023 Nego 25’ ? 2023 Purchases Landing forecasts ? Appending / TG Fees landing (the supplier speak first) ? 2023 Development plan of supplier : listen to supplier 25’ ? Market evolution, trend, Market share objectives, innovations to e etc ? Business plan expected with Carrefour : assortment, DM, Purchase prices evol., etc… ? 2023 Sales and purchases forecast ? Expectation ? 2023 Carrefour Strategy 10’ ? Reminder of Total MASS margin approach, Fees transfer ? Expansion plan confirmation Real Nego will start during following meeting the week after 14 2023 CONTRACT REQUEST 15 Objective : Clear Request with justification ? Supplier makes its first proposal 30’ ? CRF raises and explain its request for 2023 business 30’ ? Reminder of Carrefour Services excellence ? 2023 Purchases forecasts, big picture of potential business plan ? 2023 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 3
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