FMCG

For a client in the FMCG industry we conducted an advisory service to change their trade terms across their customer base in Eastern Europe

The Situation: Following a directive from the Board, the Client needed to negotiate Annual Terms across their customer base. The aim; to get more from their customers without the need to invest at the previous years growth rate. With some customers reducing in investment by -35% from the previous year.

How we Approached the project: To recognise the business-critical nature of key customers, a segmentation based on importance and risk allowed for flexibility in process implementation. The strategy addressed trade terms with all customers within country. It also addressed the international implication going forward. Whilst ensuring long term relationships with key customers. We trained the team responsible for the initiative including on-going mentoring and support during the implementation.

Synopsis from the Client: “Rigorous thinking and constructive challenge. [The] segmentation of customers helped put clear focus on priorities when looking at the issues. [It became] very important to organise this at the right time, and we were on the borderline of this which made it very intense. Combining negotiation strategy for a core team with behavioural training for a wider team worked well and gave a common language. It also sent a clear message to operational colleagues that the business was serious about the project and this gave confidence. Follow up days with Paul worked well to refocus the teams on the strategy in the heat of the negotiations. It forced teams to take the time out to consider and plan at appropriate junctures.“