Business Efficiency
Selected Programs
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- Increasing the Rate of Consumer Credit in a Specialty Furniture Store Chain
- Helping a Team of Sedentary Sales Reps Revitalize MarginsManufacturer of technical aluminum products (bars, sections, veneers, blocks) with a strong service focus (finished product).
- Optimizing Negotiation Management in the Wholesale SectorDVD film distribution
- Generating Additional Sales in a Chain of BoutiquesCustom-made swimwear
- Securing a Management ContractAsset management bank catering to corporate clients
- Securing Meetings with Senior ExecutivesConsultant firm specializing in the organization and optimization of manufacturing plants
- Advanced Negotiation Training for Executive EngineersAutomobile equipment manufacturer (AEM)
- Negotiation Training for Business ConsultantsRegional retail bank
- Boosting Referral and Retention RatesMobile telephone customer service department
- Reviving Sales for a Line of ProductsRetail bank
- Boosting Confidence Before Key NegotiationsMobile phone manufacturer
- Training and Certifying Distributors on Getting New OffersTelecommunications
- Providing Training Prior to Key NegotiationsIndustry
- Assisting with the Design of Internal Communication Media for Sales TeamsRetail bank
- Assisting with the Recruitment of Sales PersonnelInsurance
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Optimizing Negotiation Management in the Wholesale Sector
Sector
DVD film distribution
Context and objectives: ‘landings’
- In France, ‘retro-commissioning' negotiations within the distribution sector are referred to as ‘landings'. The negotiations take place halfway through the year and consist of granting - or not, as the case may be - discounts to the distributor based on the extent to which set goals have been reached.
- The difficulty faced by the client are: major risks of ‘conflict' within the specialist distribution sector and generating acceptance for upholding the stipulated conditions in a difficult market and against buyers that are always prepared to renegotiate.
- How do we tackle the issue of account managers who, in some cases, are too harsh with some people and too lenient with others?
Solution developed with the client:
- One-on-one mock interviews and ‘same level' training in pairs with Anderna consultants and former buyer. Allows each participant to identify their strengths and weaknesses and benefit from highly personalized feedback.
- Group workshop to carry out detailed preparations for the next round of negotiations.
Result:
- Conflict resolved and projected margin rate sustained
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