Functional Competencies (E-Learning) – Commercial Excellence Academy

Get New Customers

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Channel, Customer and Consumer Landscape Mapping

This learning capsule is designed for First/ Entry Level Sales Function Resources who are new to either your company or new to a sales role. This learning capsule is the first step in training a Sales Representative to understand the channels and customers that they will be selling to.

Background

As a sales professional, your objective is to target and seize the right opportunities, control costs and maximize revenues. The key to achieve your objective is to map your sales journey (i.e., Customers and Channel) to leverage existing markets and widen scope to seek new markets. Effective Channel and Customer Mapping not only ensures growth and sustainable increase in profits but also helps in creating a win-win situation for you and your customers.

Learning Capsule Highlights

This learning capsule is designed to help you build a targeted sales territory plan for every customer segment using proven practices and industry insights. It will also help you build important customer relationships, and gain insights to develop and grow potential accounts. Key elements include:

Understanding the definition and differences between Channel, Customer and Consumer.
Understanding the various trade channels and customers by different segments.
Importance of your business to these channels/ customers.
How to create a journey plan.

Learning Outcomes

Understand the requirements of each channel to enable you to develop the right proposition for your own channels.
Understand which trade channels each of your customers fall into.
Able to create an efficient journey plan to utilise your effort and time efficiently.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Understanding the Customer, Shopper & Consumer

This learning capsule is designed for First/ Entry Level Sales Function Resources who are new to either your company or new to a sales role. This learning capsule will train the entry level Sales Professionals to understand their own customer’s needs and wants and how best to build strong customer relationships.

Background

The nucleus of every successful business is to know and understand their customer’s need and wants. Whether you sell directly to individuals or other businesses, emphasis on needs and wants will help build significant and persuasive value propositions to meet both current and future needs of customers.

Learning Capsule Highlights

To sell to your customers more effectively and to gain a competitive edge, it becomes imperative to answer key questions such as –

Who are your customers?
What do they buy?
Why do they buy?
Why do your customers need you?

This learning capsule is designed to get a detailed understanding of the customer’s path to purchase journey for effective business decisions and building competitive advantages. Key elements include:

Understanding your customers primary, secondary, unique and personal needs using Maslow’s Hierarchy of Needs.
Understanding the different personality traits that your customer has and how to customize your behaviour accordingly.
Understanding how to create a SWOT analysis for your customer.

Learning Outcomes

Build and foster strong customer relationships.
Ability to map your customer against hierarchy of needs.
Ability to analyse key customer’s personality traits and adapt your selling approach accordingly.
Ability to carry out a SWOT analysis for your key customers to develop the right strategic sales approach.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Structured Selling Framework

This learning capsule is designed for First/ Entry Level Sales Function Resources who are new to either your company or new to a sales role. This learning capsule provides training on a “Structured Selling Framework” that a Sales Professionals will use for all aspects of selling in their sales career.

Background

The role of a salesperson has evolved from traditional product-focused to need-based selling. Successful salespersons are people who have experience in problem-solving, and follow a structured approach to identify and cater to customer’s needs and challenges. Following a need-based approach will help you develop customized value added solutions for the entire sales process.

Learning Capsule Highlights

Whether you are selling a new or an existing product, your selling approach should be to apply the right strategies, tactics and techniques to achieve business objectives, while establishing and maintaining a preferred position amongst your customers. This learning capsule will cover proven sales practices/ strategies to help you plan and prepare for effective and productive sales calls. Key elements include:

Understanding the key Sales Fundamentals.
Provide an 8-Step Structured Selling Framework for use in all aspects of sales planning and sales calls.
Focus on the Effective Sales Framework (ESF) for use in sales calls.

Learning Outcomes

Understand the Sales Fundamentals and how they apply to your customers.
Ability to use the Structured Selling Framework for planning, executing and follow up to sales calls.
Be comfortable in use of the Effective Sales Framework (ESF) when dealing with buyers.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Basic Negotiation

This learning capsule is designed for First/ Entry Level Sales Function Resources who are new to either your company or new to a sales role. This learning capsule provides training on Basic Negotiation skills that will be required not only when selling to and collaborating with customers but also when selling ideas and concepts internally.

Background

Negotiation is inevitable – whether it is Account Management, Budgeting, Resource Allocation or simply buying and selling of products and services. In any situation, it is imperative to follow a systematic and a structured Negotiation approach to reach mutually beneficial agreements and create value for the organisation by achieving/ exceeding objectives.

Learning Capsule Highlights

This learning capsule is designed to gain an understanding of the techniques and approaches in Negotiation to positively influence outcomes. Along the way, you will also gain insights on how effective negotiating skills can help overcome a wide range of business challenges. Key elements include:

Understanding the definition of negotiation and how to conduct WIN:WIN negotiations.
Concepts of “Know your limits”, “Shopping Lists” and “Trading Variables”.
Understanding buyer tactics and how to deal with them.
Closing a negotiation.

Learning Outcomes

Ability to conduct negotiations using a structured framework to achieve WIN:WIN outcomes.
Ability to use shopping lists and trading variables to achieve positive outcomes.
Recognise buyer tactics and how to overcome them.
Develop clear next steps to close a negotiation.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Basic Distributor Management

This learning capsule is designed for First/ Entry Level Sales Function Resources who are new to either your company or new to a sales role who will have “Distributors” as customers in their panel of customers. This learning capsule provides specific training for the Sales Professionals who will have day to day and transactional responsibility for a distributor.

Background

Distribution networks are an important part of the overall sales and marketing strategy of the company. Companies rely on the distributors to sell their products across channels, while adhering to the brand promise and values. The key to effectively manage distributors is to recognize them as partners and continuously seek their inputs in developing the overall sales/ channel strategies.

Learning Capsule Highlights

Building strong and successful relationships with distributors require enhanced skills and competencies. In this learning capsule on Basic Distributor Management we will look at how the Sales Fundamentals should be applied with a distributor and the different skills required to help you develop a consistent approach to build and develop your distribution network partnerships. Key elements include:

Understanding the Distributor Market.
Sales Fundamentals as applied with a Distributor.
Effective strategies to manage Distributor networks.

Learning Outcomes

Understand where your distributors fit in the market.
Ability to apply the sales fundamentals with a distributor.
Maintain distributor relationships by proactively managing relationship.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

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Shopping Basket Mechanics/Analysis

This learning capsule is designed for Experienced Sales Function Resources or New Key Account Managers or New Category Managers who are interacting with customers at more than just a transactional level. This learning capsule provides training on how to analyse shopper behaviour using data available such as basket spend.

Background

In any organisation, using strong analysis of data that can help develop a customer's business is a key ingredient in developing and maintaining positive work relationships. Strong workplace relationships not only require effective communication techniques to deal with conflicts but also require aligning personal needs and requirements with those of the stakeholders and the organisation.

Learning Capsule Highlights

This learning capsule is designed to help understand the importance of data & analysis and how they can play a key role in making strategic, operational, and tactical decisions. Key elements include:

Type of data available
Key components of data validation.
Key analysis to understand shopper behaviour
The role of insights in driving customer spend

Learning Outcomes

Understanding of key data types relevant to business outcomes
Ability to validate the quality of data
Knowledge of key types of analysis required to understand and predict shopper behaviour
Alignment of analysis with desired customer outcomes

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Understanding the Role of PoP Drivers

This learning capsule is designed for Experienced Sales Function Resources or New Key Account Managers or New Category Managers who are interacting with customers at more than just a transactional level. In this learning capsule, we will examine the role of Point-of-Purchase drivers so that Sales Professionals can translate this into a winning vision in their accounts and ultimately augment customer spend.

Background

Changing shopper behaviour coupled with increased purchase decisions made at the Point-of-Purchase have prompted the retailers and Consumer Goods and Services companies to re-explore their Shopper Marketing strategies and understand the role of Point-of-Purchase drivers in making such decisions. Marketing via Point-of-Purchase not only increases the chances of repeat purchases and builds loyalty but also helps in targeting new customers, gain credibility and facilitate selling. If run effectively, Point-of-Purchase programs can be more productive in increasing sales than advertising and promotion programs and investments.

Learning Capsule Highlights

This learning capsule is designed to help you gain an understanding of Point-of-Purchase drivers and focuses on how important the shopper journey is in driving trial and building loyalty of your brands and categories. Key elements include:

Defining Shopper Marketing and its role.
Understanding the Shopper Journey and how it influences purchase decisions.
Identification and definition of the Point-of-Purchase drivers.
Examples of Shopper Marketing that drive decision making.

Learning Outcomes

In-depth understanding of shopper behaviour at the Point-of-Purchase.
Role of Point-of-Purchase drivers and their importance in marketing.
Importance of integrating consistent Point-of-Purchase messaging with other marketing materials across channels.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Triggers and Barriers to Successful PoP Execution

This learning capsule is designed for Experienced Sales Function Resources or New Key Account Managers or New Category Managers who are interacting with customers at more than just a transactional level. In this learning capsule, we will examine Point-of-Purchase drivers in more detail, looking at how you can implement plans with your customers.

Background

Changing shopper behaviour coupled with increased purchase decisions made at the Point-of-Purchase have prompted the retailers and Consumer Goods and Services companies to re-explore their Shopper Marketing strategies and understand the role of Point-of-Purchase drivers in making such decisions. Marketing via Point-of-Purchase not only increases the chances of repeat purchases and build loyalty but also helps in targeting new customers, gain credibility, and facilitate selling. If run effectively, Point-of-Purchase programs can be more productive in increasing sales than advertising and promotion programs and investments.

Learning Capsule Highlights

This learning capsule is designed to help you gain an understanding of ‘How to win at the Point-of-Purchase?’ Designing a realistic and effective Point-of-Purchase program requires identifying and integrating all the elements/ drivers of the Point-of-Purchase to ensure consistent messaging across channels. Key elements include:

Identification and definition of the Point-of-Purchase elements/ drivers.
Detailed examination of each Point-of-Purchase driver and how to execute thoroughly with your customers.
Identifying Point-of-Purchase opportunities and creating an execution plan.
Measuring success.

Learning Outcomes

Detailed understanding of Point-of-Purchase drivers and how they can be executed in your accounts successfully.
Ability to put a tailored Point-of-Purchase opportunity plan in place and execute it with customers.
Ability to track and measure success.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Basic Key Account Management/Planning

This learning capsule is designed for Experienced Sales Function Resources or New Key Account Managers or New Category Managers who are interacting with customers at more than just a transactional level. This learning capsule is designed to provide Key Account Managers the skills they will require to build successful joint business plans with their customers.

Background

Key Account Management involves strategically developing and maintaining relationships with key customers to work towards achieving common business goals. Effectively managing and winning key accounts requires identifying customers’ needs and following a consultative approach to build joint business strategies that add value to the bottom line.

Learning Capsule Highlights

This learning capsule is designed to provide a structured approach in understanding, managing and developing long term profitable relationships with key accounts that play a strategic role in the business growth. Key elements include:

Role of a Key Account Manager.
Examining the Sales Fundamentals and how they apply in Key Accounts.
Focus on Pricing and Promotional Planning via financial workshops.
Bringing it together in a Business Action Plan.

Learning Outcomes

Gain a proactive approach to grow and build long-term sustainable relationships with key accounts.
Enhanced confidence and understanding in handling multiple key accounts.
Ability to manage financial aspects of pricing and promotional planning.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Advanced Distributor Management

This learning capsule is designed for Experienced Sales Function Resources, Distributor Managers or New Key Account Managers or New Category Managers who are interacting with customers at more than just a transactional level. In this learning capsule, we will examine distributor management at a deeper level for those account managers who are building strategic relationships with distributors.

Background

Developing and improving efficiency and effectiveness of distributor relationships involves acquiring the right set of tactical and strategic tools.This would involve a significant transition from a pure transactional relationship to one which focuses on identifying and driving value for the customer, removal of non-added value cost, defining the competitive advantage and focusing on the needs of the customer’s customer. To follow a consistent approach for distributor management, it is essential to conceptualise, develop, execute and monitor annual and/ or joint business plan to include elements such as overall business objectives, distributor success criteria (KPIs), distributor rewards/ motivation programs etc.

Learning Capsule Highlights

This learning capsule involves the entire gamut of distributor management including prospecting, selecting, appointing, managing and measuring performanceof the strategic channel partners for improved sales performance. Key elements include:

Revisiting the Distributor Fundamentals.
Understanding the pillars of Distributor Management.
Understanding of distributor financials to help in effective decision making.
Consistent approach to monitor and assess distributor performance.

Learning Outcomes

Develop a consistent and structured approach to Distributor Management.
Acquire proven strategies/ tools to boost distributor sales effectiveness.
Gain capabilities and competencies for effective management of distributor networks.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Augment Customer Spend

Increase Frequency of Purchase

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Basic Category Management

This learning capsule is designed for Senior Key Account Manager, Senior Category Managers and Sales Managers who are responsible for Category Management work with key accounts. In this learning capsule, we will examine the process of Category Management to deliver overall improved category growth and profitability with key strategic customers.

Background

Category Management has become the key to the success of sophisticated retailers over the last decade. It is a systematic, disciplined approach to manage a product category as a strategic business unit and deliver improved category growth and profitability. Manufacturers and suppliers in the Consumer Goods and Services sector, who take a strategic category approach to their products and brands with sophisticated retailers, will see the benefits and improved revenues alongside an improved experience for the shopper.

Learning Capsule Highlights

This learning capsule covers the fundamentals of basic Category Management ultimately providing a clear process that can be followed for any category in the Consumer Goods and Services sector. Key elements include:

Understanding the definition of Category Management.
Understanding the roles different categories play.
Understanding the 7-step process involved in Category Management.

Learning Outcomes

Have clear understanding of what Category Management is and how it will result in improved turnover and profitability.
Ability to follow the process involved in simple Category Management work.
Acquisition of capabilities and competencies to lead Category Management work with key customers.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Shopper Marketing at Point-of-Purchase

This learning capsule is designed for Senior Key Account Managers, Shopper Marketing and Trade Marketing Managers, Senior Category Managers and Sales Managers who are responsible for managing key accounts. In this learning capsule, we will examine the move from a focus on purely Consumer Marketing to Shopper Marketing and how it can increase the frequency of purchase of your brands and products.

Background

In the last few years, it has become increasingly apparent that to win in-store, progressive suppliers not only need to have a compelling customer proposition and a compelling consumer proposition but they also need to have a compelling shopper proposition to ensure that “shoppers” buy their products. Developing a strong shopper proposition will deliver immediate and long term benefits for both suppliers and their customers.

Learning Capsule Highlights

This learning capsule covers the fundamentals of Shopper Marketing as part of a larger category vision. It also examines how to turn consideration into actual purchases through Shopper Marketing at the point of purchase. Key elements include:

Understanding why Shopper Marketing is important in today’s retail environment.
Understanding Shopper Marketing as part of a wider category vision.
How to implement Shopper Marketing at the point-of -purchase with your customer.

Learning Outcomes

Have clear understanding of what Shopper Marketing is and how it can impact on your brands and products.
Ability to implement a program of Shopper Marketing as part of a category vision with your key customers to ultimately increase the frequency of purchase of your products and brands.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Trade Promotions Management

This learning capsule is designed for Senior Key Account Managers, Commercial Finance Managers, Senior Category Managers and Sales Managers who are responsible for managing key accounts. In this learning capsule, we will examine role that promotions play as part of a wider annual and/ or joint plan and how smart promotional planning can increase frequency of purchase of your brands and products.

Background

Promotions have always played a huge part in day to day transactional dealings with customers, however, smart promotional planning and analysis is key to driving turnover. Recently trade spend as a percentage of revenue has been increasing for most manufacturers and there is a key need to manage the share of spend in the categories that your brands are present. This learning capsule examines promotional planning and return on investment in detail and how it will drive turnover and profit for your products. This could be part of annual and/ or joint business planning.

Learning Capsule Highlights

This learning capsule covers the differing roles that promotions play for both suppliers and retailers. Key highlights include:

Differing promotional mechanics mapped to desired business benefit (Trial, Loyalty, etc.).
Complex promotional planning and understanding the financial aspects.
Promotional analysis and return on investment.

Learning Outcomes

Understand differing roles that promotions play and how they apply to your customers.
Ability to plan appropriate promotions with your customers as part of annual and/ or joint business planning.
Financial awareness for both promotional planning and promotional analysis.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Advanced Key Account Management/Planning

This learning capsule is designed for Senior Key Account Managers, Senior Category Managers and Sales Managers who are responsible for managing key accounts. This learning capsule is designed to provide Senior Key Account Managers, Senior Category Managers and Sales Managers with the skills that they require to build successful annual and/ or joint business plans with their customers and ultimately increasing the frequency of purchase of your products among your customers.

Background

Key Account Management involves strategically developing and maintaining multi-functional relationships with key customers to work towards achieving common business goals. Effectively managing and winning key accounts require identifying customers’ needs and following a consultative approach to build joint business strategies that add value to the bottom line.

Learning Capsule Highlights

The learning capsule is designed to provide a structured approach in understanding, managing and developing long term profitable relationships with key accounts that play a strategic role in the business growth. Key elements include:

Role of a Key Account Manager in strategic accounts.
Review of sales fundamentals and how to influence them as part of a key account annual and/ or joint business planning.
Setting joint targets, putting robust plans in place to achieve and track success.
Understanding resources available and how to utilise them.

Learning Outcomes

Ability to create robust annual and/ or joint business plans with key strategic customers based around the sales fundamentals.
Ability to utilise multi-functional resources both internally and externally to build strong plans to drive turnover and profit in key customers.

Delivery of Program

Delivery of Program: This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Customer Experience & Loyalty Management

This learning capsule is designed for Senior Key Account Managers, Senior Category Managers and Sales Managers who are responsible for managing key accounts. The learning capsule is also relevant for Brand and Marketing Managers who have specific customer responsibility. This learning capsule is designed to provide Sales and Marketing Managers with the skills to build robust shopper loyalty programs with key customers to ultimately increase the frequency of purchase of your brands and products.

Background

Shopper Loyalty programmes have been around for many years but in the last 10 years, retailers have become more and more sophisticated in their execution of these programmes to drive shopper loyalty and ultimate increase frequency of purchase in their stores. The use plethora of data that comes with shopper loyalty programs in modern day retailing is key to their success.

This learning capsule will examine many different shopper loyalty programmes and how they can be used effectively for both your brands and products individually but also as part of a retailer’s wider shopper loyalty programme.

Learning Capsule Highlights

The learning capsule is designed to provide a structured approach in understanding and designing effective Shopper Customer Experience & Loyalty Management programs. Key elements include:

Understanding how shopper loyalty drives increased frequency of purchase through advanced data analytics.
Examination of differing shopper loyalty programmes and understand their benefits and pitfalls.
Understand how to create either a stand-alone shopper loyalty programme for your products or as part of a wider retailer programme.

Learning Outcomes

Full understanding of how shopper loyalty can impact turnover and profit.
Ability to create a robust shopper loyalty programme for your brands and products as part of annual and/ or joint business plan with your key customers.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

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Portfolio & Mix Management

This learning capsule is designed for Commercial Directors, Sales Directors and their Multi-Functional Counterparts (e.g., Finance Director, Brand Director, Logistics Director) who work at a strategic level on building true partnerships with key strategic customers. This particular learning capsule will look at financial modelling and how achieving the right portfolio and mix can ultimately increase profits for suppliers and their customers.

Background

Over the last 10 years, sophisticated suppliers and customers have worked on taking a category view and delivering the right products and environment for shoppers but looking internally at the right portfolio of products and the profit mix across the products will ultimately deliver improved profits for suppliers and customers alike.

Learning Capsule Highlights

The learning capsule is designed to provide a structured approach to achieving the right financial mix of products within a portfolio of products. Key elements include:

Understanding how the sales fundamentals impact the most effective mix of products required in a portfolio.
The financial implications of the profitability of products both internally and externally.
Practical tools/ techniques to increase credibility and build and maintain successful workplace relationships.
Pulling together the right mix of products that will nurture and grow both you and your customer’s profits.

Learning Outcomes

Ability to work cross-functionally to achieve the right portfolio and mix of products that improve profitability.
Building portfolio and mix management into a strong selling proposition with key customers.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Advanced Category Management

This learning capsule is designed for Commercial Directors, Sales Directors, Senior Category Managers and their Multi-Functional Counterparts (e.g., Finance Director, Brand Director, Logistics Director) who work at a strategic level on building true partnerships with key strategic customers. In this learning capsule, we will examine the process of Category Management to deliver overall improved category growth and profitability with key strategic customers.

Background

Category Management has become the key to the success of sophisticated retailers over the last decade. It is a systematic, disciplined approach to managing a product category as a strategic business unit and delivering improved category growth and profitability. Commercial Directors and their counterparts who take a strategic category approach to their products and brands in sophisticated retailers will see the benefits with improved revenues alongside an improved experience for the shopper.

Learning Capsule Highlights

This learning capsule will not only revise the fundamentals of Category Management but also analyse financial modelling and assortment tools to aid category management. Key elements include:

Revision of the fundamentals of Category Management including the 7-step process involved.
In-depth analysis of financial modelling tool and assortment tools available to aid category management work.
Bringing it all together as part of a strategic annual and/ or joint business plan.

Learning Outcomes

Ability to use financial modelling and assortment tools to build strong Category Management plans with key strategic customers.
Ability to gain alignment at senior management/ board level to principles of advanced Category Management with goal of nurturing and growing profits.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Revenue Growth Management (Including Trade Terms)

This learning capsule is designed for Commercial Directors, Sales Directors, Commercial Finance Directors and their Multi-Functional Counterparts (e.g., Supply Chain Director, Logistics Director) who work at a strategic level on building true partnerships with key strategic customers. In this learning capsule, we will examine how you can implement trade investment plans and bespoke trade terms with key customers to nurture and grow profits.

Background

In an increasingly competitive market where the power has evidently shifted towards the retailer with a continued focus on price competitiveness, it is imperative for suppliers to continually review their commercial proposition with key trade customers to optimise growth and profitability.

Learning Capsule Highlights

This learning capsule will examine the proven practices in Trade Investment Management in order to nurture profit growth in a complex trading environment. Key elements include:

Examination of elements that impact Trade Investment Management (Return on Investment of activities in different customers, customer engagement, pricing architecture, supply chain).
Understanding the financial impact of trade terms and how to use trade terms to work collaboratively with key customers to deliver improved growth and profits for both parties.

Learning Outcomes

Ability to use financial modelling to understanding the impact of all activities on overall growth and profitability.
Ability to impact trade terms to make strategic decisions on which customers to over/ under invest.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Pockets of Value - Value Chain Optimisation

This learning capsule is designed for Commercial Directors and their Multi-Functional Counterparts (e.g., Finance Director, Brand Director, etc.) who work at a strategic level leading a company or a company division. In this learning capsule, we will examine how a company can examine its internal activities with the goal of achieving a competitive advantage.

Background

Value chain analysis is a strategy tool used to map the flow of value from manufacturing of a product, transitioning through various levels of route-to-market and ultimately realization of the final value upon its purchase by the consumer. Through its detailed mapping, it also analyses the internal company activities with a goal to recognize which activities are the most valuable to the company and which ones could be improved to provide competitive advantage.

Learning Capsule Highlights

This learning capsule will examine the value chain analysis tool and how you can apply it to your business and ultimately achieve a competitive advantage. Key elements include:

Understand the process of using a value chain analysis tool.
Examine primary activities (inbound logistics, operations, outbound logistics, marketing and sales and service) and their impact on achieving company goals.
Examine support activities (Infrastructure, HR, IT and Procurement) and their impact on achieving company goals.

Learning Outcomes

Understanding what Detailed Value Chain Analysis is and how it can impact your business strategies.
Ability to carry out a Detailed Value Chain Analysis on your company or business division.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Role of Right Analytics (Dashboard and Relevant KPIs)

This learning capsule is designed for Commercial Directors, Commercial Finance Directors and their Multi-Functional Counterparts (e.g., Finance Director, Brand Director, etc.) who work at a strategic level leading a company or a company division. In this learning capsule, we will examine the importance of having the right analytics in place and the financial impact of placing a strategic focus on analytics.

Background

In recent studies, it has become increasingly evident that companies who place the right resource against analytics are seeing an impact on their bottom line. Where this focus on analytics comes from the leadership downwards in complex organisations, the strategic and financial results are clear to see.

Learning Capsule Highlights

This learning capsule will examine the role that analytics plays in any organisation and how using the appropriate analytics tools will impact the growth and profits of the company. Key elements include:

Understanding the role of analytics in an organisation.
Case Studies of how focus on analytics can improve results
Examination of appropriate Dashboard and Relevant KPI’s for differing companies.
Focusing the right talent and resource on data and analytics roles.

Learning Outcomes

Understanding the importance of analytics and its impact on decision-making and ultimately profit growth.
Ability to put appropriate analytics tools in place for your organisation to measure the relevant KPIs.
Ability to resource the right talent for those analytics roles throughout an organisation.

Delivery of Program

This training capsule will be delivered through Self Led E-Learning via our online Learning Management System. In our E-Learning environment, all of the capsules have been designed by industry experts and are stimulating and interactive but you will lead your own training at your own rate going through each capsule at a time and pace that suits you.

Nurture & Grow Profits