Manufacturer/Retailer Interaction
According to a recent IGD survey, building long-term strategic relationships “requires suppliers not only to understand the retailers’ strategies, but also the economic business model and the financial criteria which drive their decision making.” And it couldn’t hurt if the retailers understood the same of the suppliers!.
Mar-Pro
Mar-Pro is the new business simulation from Marcel Corstjens, Insead Marketing Professor & creator of Storewars. Mar-Pro is designed with new techniques to deliver the key learnings efficiently and effectively.
Participants take turns playing the roles of both manufacturer and retailer, utilizing financial data and market research information to drive their decisions. This dual perspective enables them to more easily create win-win situations. They learn by doing, testing strategies in a risk free environment…with an opportunity to fix their mistakes. Insights are gained on Pricing, Promotion, Trade Marketing, Assortment, Shelf Space Allocation and Loyalty Systems. Lectures on topics such as the financial structure of manufacturers and retailers and how each earns their money leads parties to strategies that help develop long-term relationships.
“I ranked this training as No. 1 in my career including Tesco and Metro…”
Jun Yang, Customer Led Category Management Manager, Metro AG
Target Audience
At the end of this program,
participants will be able to:
Retailers: Primary: Buying, Merchandising, Category Management, Marketing, Private Label; Secondary: Finance, Supply Chain, etc
Suppliers:
Primary: Sales, Trade Marketing, Category anagement, Marketing, Market Research; Secondary: Finance, Operations, Supply Chain and other functions
Agencies:
Client Service, Marketing – Ideal for improving services and servicing to your clients through a better understanding of their businesses.
- Offer insights into manufacturer and retailer relationships
- Use enhanced negotiation skills to create win-win situations
- Determine appropriate business strategy and implement effectively
- Operate more effectively with other departments in their organization
- Work in teams to achieve a group objective
- Transform information into profitable decisions
- Manage time more effectively
Types of Programs:
- Collaboration program – jointly with your trade partner – Benefits: Learn with and from your trading partners leading to increased trust, improved relationships, joint project creation and hopefully increased profits
- In-house program – cross-functional, regional by function, integrating merged organizations
Benefits: Increased cross-functional awareness leading to collaboration that ultimately benefits shoppers/consumers; team-building; associate assessment - Open program – with other industry players.
Benefits: New ideas, benchmark your associates with industry, use as a recruitment tool
Included in the 2 ½ Day Program
- One facilitator and one administrator, simulation, feedback, lectures, coaching
- Optional: For in-house sessions,lectures can be customized to support your practices (e.g. Negotiations); An ROI measurement program can be created.