Auckland 2016

25-27 Jun, Sat–Mon 10pm–5am, ASB Showgrounds

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Gerald Richards

Principal, Market People

Gerald Richards is an international trainer and coach in leadership, marketing, sales, management and finance. He has a background in accounting and finance with international enterprises, before entering the world of selling. Beginning as a representative he quickly moved to Sales Manager, Regional Manager and National Sales and Marketing Manager with multinational organisations.

Gerald trains and coaches individuals and groups in various business disciplines, working across Asia, the United States, New Zealand and Australia, and has extensive experience in the FMCG area. He is a Fellow of the Australian Marketing Institute, and a Certified Practising Marketer.

Gerald has successfully run his own small business for over twenty years, and understands the physical, financial and emotional challenges and opportunities of operating in this environment.

Sunday 26 June

Workshop – Costing and Negotiations with Buyers

10:35am-10:55am Seminar Series

Gerald Richards

New Zealand Trade and Enterprise

Mark-ups and margin. What’s the difference?

Not a lot. Just the difference between a profit and a loss. Just the difference in distribution. Just the difference in range. Just the difference in a successful negotiation.

In this high impact and interactive session, we will focus on some critical numbers when negotiating with the retailer in the Australian FMCG environment.

 The three critical points of negotiation – the best, acceptable, and worst deal

 The three perception positions – “mine”, “theirs”, and objective

 Distribution chain and areas to impact

 Channel architecture in the Australian environment

 Mark-up, margin, and why the difference matters

 Participant calculations

 COGS, margins and Shelf Price

 Margins, Stock turns and Gross Product Profit

Bring a calculator, or your phone - you’ll be working on practical calculations with a workbook to guide you through. You’ll be surprised by the simplicity of some of the answers, and the difference they’ll make for your business outcomes in Australia.

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