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Event Info

Why Invest

PROGRAMME OBJECTIVES

 

  • Understand how your business and your retailers/wholesalers generate income and profit to build robust, sustainable, profitable commercial propositions for mutual benefit
  • Embed the terminology and methodology of trade maths calculations in everyday thinking
  • Engage with more confidence in commercial discussions with sales/key account teams
     

TARGET ATTENDEES

 

  • Key Account Managers
  • Customer teams
  • Sales teams (Divisional and Regional Managers)
  • Buyers

OUTCOMES

 

  • Understand the commercials of customer management:

- Income statements – yours and your customers’
- Margin management levers

  • Know how to do retail maths equations 
  • Knowledge and skills:

- For more commercially focused customer propositions 
- To leverage value propositions without devaluing brands – mutual profitability

 

PROGRAMMES OVERVIEW

The Context

  • Impact of financial decision making
  • Income statements – yours and your customers’

Retail Productivity and Profitability

  • Understanding the importance of a retailer’s key financials – applying basic financial statement concepts
  • How retailers improve profitability – trading terms and managing the margin mix
  • Customer cost drivers – cost of money, investment buying, inventory management, stock efficiencies, gross margin return on inventory investment (GMROII), etc.
     

Price Increase

  • Understanding the 1% – pricing

Promotional Effectiveness

  • Effective promotion calculations (rate of sale)
  • Steal effect calculator on total category for the commercial argument

Applying Business Financial Practices

  • Implementing, tracking, improving

DURATION & FACILITATION

 

  • 1 or 2 full days in workroom or online
  • Trade Maths specialist facilitator
  • 6 to 12 people per group due to role playing

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