1 NEGOTIATIONPrepare,LeadandFollow-upnegotiations 2009 MASSMARGIN % X = SALES Contract SIMPLEEQUATION Checkout CashierTG,Coolers Display Main promotion display Secondary display TG+ TG Podium PromotionTable On-shelfpromotion Ministand Autowalk Sidekick Pillar CrossMerchandising Only % Fix Fixor% FEESTRANSFERFORALLSUPPLIERSPriorityonsalesandCMMarginvalueincrease 2009ambitiousinvestmentsplanwillacceleratesalesgrowth AcceleratedSalesGrowthwillbringadditionnalMassofMargin Simplificationofnationalcontractisrequired Focuson%rebatesisrequired Negotiationstrategymustbeadaptedtosuppliercluster Goodpreparationiskeyforsuccess Thepreparationofnegotiationwillbringmoreprofessionalisminourdemand Theapplicationoftrainingwillallowustobetteranticipatethesuppliersreactions Intro:Keypointsofthe2009negotiationproject Powerisnotrevealedbystrikinghardoroften, butbystrikingtrueIdentificationofSupplierCluster Profitability SalesShare IdentificationofSupplierCluster TOP10–LIAONING-SUNDRYSupplierrelationsStrategy JBP:“WinWin”:SalesandMassTarget Allinitiativesfocusedonsales(VIPItems,specificpromotionmechanism,shortagesfollow-up,etc.) TraditionalNegoforimprovementof“BackMargin” 2009Negoapproach/JBPispossible .NEGOCLUSTER1 TGFEESTRANSFER + IMPROVEMENTOFBMPRIORTOANYSALESDEVELOPMENTDISCUSSIONS BASICOFFENSIVENEGO Payfirst,growsalesafterNEGOCLUSTER2 Marketshare Carrefoursupport Negotiatinglevers: TGFEESTRANSFERIN% InformationisPower Levelofprofitability DeliveryServices COMPETITIONbetweenSUPPLIERSNEGOCLUSTER3 TGFEESTRANSFER + IMPROVEMENTOFCAT.PROFITABILITYMIX PriorityonSALESgrowthNEGOCLUSTER4 STILLNEGOBUTLESSTIMEINNEGO,MOREONSALESFOCUS FOCUSONSALESANDMASSMARGINAPPROACH