Joint business plan template

Marketing Courses

Channel, Category and Key Customer Courses

Major Customer joint business planning (6.0)

6.0 Major Customer planning, management and joint business planning - template

Ensure that all Customers support all major changes to categories, layouts and new products. Understand exactly how aligned your business and the Customer’s business is in price, promotion, ranging, new product development, and the overall corporate intent of both Firms. Write objectives that are a win/win/win for the Customer, Shopper…and your Firm. Includes major customer plan template.

Objective:
  • Ensure that all Retailers support all major changes to categories, layouts and new products.
  • Reduce crowded categories and confusing layouts.
  • Increase the success of new launches.
  • Understand exactly how aligned your business and the Customer’s business is in price, promotion, ranging, new product development, and the overall corporate intent of both Firms.
  • Write objectives that are a win/win/win for the Customer, Shopper…and your Firm.
  • Action Grids to execute more than just promotion periods and one-year plans…building to a two to three-year horizon.
Content:
  • Ensuring that all the initiatives are bought into and properly supported by Customers.
  • Learning how to build business cases to take to range reviews, and how to introduce initiatives requiring major store format layouts or significant aisle changes.
  • Penetrating Operations and In-Store Functions in Retailers (including Merchandising Managers).
  • Understanding exactly how aligned your business and the Customer’s business is in price, promotion, ranging, new product development, and the overall corporate intent of both Firms.
  • Writing objectives that are a win/win/win for the Customer, Shopper…and your Firm.
  • Action Grids to execute more than just promotion periods and one-year plans…building to a two to three-year horizon.
Capabilities:
  • Engage with Retailers better.
  • Minimise the risk of failure.
  • Support Key Customer Managers in preparing for their presentations and preparing for accidental deletion.
  • Have a roadmap to engaging Retailers at multi-levels in their organisation – Operations, Merchandising and Buying.
Questions you will be able to answer:
  1. Are we aligned with the Customer and the sub-channel at the moment for each of our categories?
  2. What is the Customer’s driving force for this category and the different formats of its stores?
  3. What role does our category play in the Customer’s businesses and in their different store types?
  4. What will it take to ensure new products success and major category initiative such as relays are properly done?
  5. Are our Contract Matrices working and being optimised?
  6. Are our Field Management/State roles reaching out correctly to the right Retailer roles?
Sample Pack: tools, templates, checklists, courses, and capabilities overview