Training

FMCG Advanced Negotiation Skills

Date of Training: 30th March 2012
Region: Dublin
Trainer: Robert McKernan, McKernan Training Solutions
Venue: The Burlington Hotel, Dublin
Price for SII Member: EUR 375
Price for non-SII Member: EUR 425
Duration: 1 Day - 9.00am to 5.00pm
Type: Workshop

This one day programme is specifically designed for suppliers to the Irish FMCG market and will cover the following areas:

•  Understand your buyers KPI’s
• Take an in depth look at the buyers actual negotiation processes
•  Review buying tactics 
• Deal with online tendering and create your strategy
• The new negotiation model for the FMCG sector
• Review of your personal negotiation skills
• Practice session using real life scenarios in teams, where you get to become a buyer
• Present your position to a buyer on:

• Price increase, the do’s and don’ts, the tactics that buyers use, how to address these and avoid the common pitfalls.
• Promotional funding and retailer promotional ranking, review how the buyer ranks your spend and how to avoid over investment and poor field execution.
• Product listings, the key 20 questions the buyer needs answered and how to present your offering and margin delivery to avoid significant push back and lost opportunity.
• Trading terms, review actual case studies leading to a group discussion on solutions and significant learning using actual financials from real life Multiple negotiations.

 

About the Trainer

For more information or to reserve your place, please contact Yvonne at The Sales Institute on 01 662 6904 or email info@salesinstitute.ie.

Refunds in respect of cancellation are only possible if notice is received in writing twenty one days before scheduled course training