During the training, we will discuss building the store's offer and cooperation with the supplier's representative (Key Account Manager) from the perspective of the buyer of the retail chain. Participants will learn, among others what is a trading strategy? How is customer segmentation prepared? How does the buyer build the product range? What information does the buyer use? We will discuss the basic concepts and tools of a buyer's work. We will present the buyer's mindset before and during the negotiation process.
Program
Commercial strategy - general introduction:
- different roles of categories,
- description of various acceptable promotional,
- price and assortment strategies,
- the role of a specific category in this offer,
- hypermarket, supermarket vs gas stations and convenience
Building a decision tree for categories as a starting point for building a product range strategy
Customer segmentation
Building a range of products
Database - information used by the merchant
Basic concepts:
- types of margins,
- margin versus mark-up
- types of prices
- price index
- average promotional investment ratio
- margin multiplier
- abbreviations used in various retail chains
Negotiations, the network merchant mindset
Category plan - description of the category plan building process
Training duration: 2 days
Big Fish trainers who provide hard purchasing knowledge are active professional people associated with procurement for over 20 or more years. They have experience in large international organizations, managing procurement on the regional or global scope. Experts cooperating with us have experience in managing both indirect and direct categories. Big Fish training, in addition to pure purchasing knowledge, contains elements that increase soft skills. We will provide clients who are interested in our services with full profiles of trainers dedicated to a given training program.