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Event Info

Why Invest

Knowledge and skills to support commercial excellence

PROGRAMME OBJECTIVES

  • Establish a commercial mindset
  • Understand the commercials of customer management
  • Be able to read and understand income statements (P&L)
  • Calculate mark-up, gross margin, blended margin and gross profit
  • Build robust commercial proposals that positively influence the P&L​
  • Calculate promotional ROI

 

PROGRAMME OUTCOMES

  • Confidently drive commercial discussions with key stakeholders
  • Be empowered to have tough sales conversations and influence negotiations
  • Cognisance of the customer’s need to generate profit, cash and volume
  • Manage key trading efficiencies to influence P&Lpl
  • Engage with customers towards mutual ROI)

TARGET ATTENDEES

  • Key Account Managers
  • Sales Teams: Divisional and Regional Managers
  • Customer Teams
  • Buyers

PROGRAMME OVERVIEW

The Context

  • The Retail Mission

Customer profitability calculations

  • Profit, Margin and Mark-up​
  • The Impact of Price Changes​
  • Contribution to Margin, Margin Mix (Promotional Impact)​

The Income Statement​

  • Understanding the P&L​
  • Impacting the P&L​

Key Stock Management Measures​

Promotional Effectiveness​

Building Commercial Propositions

  • Bringing It All Together
  • Action Planning

DURATION & FACILITATION

  • 1 full day, on site (in person)
  • Specialist facilitator
  • Min 10, max 12 people per group

I feel more empowered to have the tough sales conversations. 
The learnings will enable engagement and negotiation with buyers to deliver better return on investment.

– Key Account Manager

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