某超市采購內(nèi)訓(xùn)手冊-文庫吧資料
2025-02-20 15:27本頁面
【正文】 ctation ? 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 30’ 16 Typical progression of a negotiation with a supplier Landing 08 validation + Supplier 2023 Business plan orientation Week 1 : Meeting 1 Terms proposals from supplier And CRF Counterargument of the supplier W3 – M3 Output Intensification of the position of Carrefour by new calculated arguments Level of TG % transfered must be validated at this stage The supplier has to redefine a proposition Lead the negotiations W2 – M2 Supplier revised proposition W4 – M4 Output Contract should be concluded at this stage Signing the contract OR Negative scenario 3 4 17 Supplier Final proposal W6 – M5 Output Presentation of the FINAL proposition of the supplier Contract conclusion OR Implication of Top Management The Supplier leaves with a final promise proposal Or T2T Meeting T2T Meetiing W7 – M6 Output Conclusion of the agreement (contract) OR SAP / NO CNY planification Signing the contract OR SAP Typical progression of a negotiation with a supplier Lead the negotiations 18 Conducting negotiations : Key sucess factors PREPARATION ? Being adequately prepared : Having maximal knowledge of the supplier Communicating coherently the key points of a file to the supplier ? Mastering Carrefour different levers Preparing alternative scenarios (positive/negative) Preparing a strategy with some promise Use efficiently the time by not waiting too long for supplier answers Planning the next meeting at the end of previous one COMMUNICATION ? Show strong determination and no room for hesitation ? Show confidence in Carrefour strategy ? Acting in a gentle, patient and smooth manner but with determination ? Have clear ideas when presented to supplier ? Good Listening to the other party (will give new nego ideas) ? Asking questions : learning about the supplier 19 NEGOTIATION SHEET C hi na Mer c handi s e Head O ff ic e12 Fai re S hare c o e f f584 Val u e e v o l Val u e e v o l Val u e e v o l 30%S c hic k 7 , 5 6 6 , 9 3 1 1 7 . 1 9 % 8 , 7 0 1 , 9 7 1 1 5 . 0 0 % 1 0 , 0 0 0 , 0 0 0 1 4 . 9 2 % 3 8 .8 2 % Ne g o Targ e t Ga p Ne g o v s ta rg e t39 6 , 6 0 4 , 0 3 1 1 8 . 4 3 % 7 , 5 9 4 , 6 3 6 1 5 . 0 0 % 8 , 8 0 0 , 0 0 0 1 5 . 8 7 % 3 9 .6 9 % 0. 87% 7%1 17+ 25 60 PAD 60 PAD 60
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