As the retail industry grapples with price wars, new internet based competitors and international competition, effective negotiation plays a growing role in keeping retailers profitable. Focal Point enables retailers to see inside the manufacturer’s mind, develop outstanding negotiation skills to secure deals which work for them, every time.
- Align the culture
If the organisation’s culture, structure and processes are out of kilter with effective negotiation then behavioural change will occur readily in the training room, but will not survive back in the office. We help retailers get their ducks in a row, negotiation-wise.
- Change behaviour
We develop your buyers to become confident, sharp and one step ahead of the supplier. They develop by sparring and exploring ideas with our tame supplier. We give them ‘match practice’ and crystal clear feedback. And we share our deep knowledge of how sellers sell.
- Make learning stick
Research tells us that retailers who commit to following up training reap far greater financial returns than those who allow the new behaviour to ebb away over time. So we build a package of ongoing learning and assessment such as:
- assessments and benchmarking
- refresher courses
- coach the coach