DEVELOPING BUSINESS RELATIONSHIPS

THE PROJECT

A market-leading branded chilled foods company had experienced unprecedented cost inflation and the business needed an 8% increase in costs from all of their customers. The client's objective was to negotiate successfully the increase in cost without affecting their relationship with the customers and joint business plans.

WHAT WE DID

Fresh Perspective provided a range of services that included bespoke negotiation skills training specifically for cost inflation and one-to-one support for the individuals throughout the process.

THE RESULT

The outcome was that each account manager had a clear negotiation plan to obtain the required price increase and questions and answers to overcome the buyers' challenges. The cost inflation recovery target for the business was exceeded and the sales team had built greater confidence and knowledge and had a process for negotiating cost increases.

COMMERCIAL MENTORING AND SKILLS DEVELOPMENT

THE PROJECT

A newly promoted account manager of a branded chilled foods business moved from the convenience channel to look after one of the large UK multiple retailers. The relationship with the retailer was very challenging and the new product development and promotions were put on hold. The client's objective was to improve the relationship quickly to ensure delivery of the business sales and volume targets.

WHAT WE DID

Fresh Perspective provided bespoke training on understanding customers and one-to-one sessions. Combined with 24-hour telephone access, this gave the individuals support to deal with issues.

THE RESULT

The outcome was that the account manager achieved reinstatement of the new product development and promotional plan within three months. The retailer signed up to the joint business plan and this delivered significant growth to the business for the following 12 months and the account manager gained confidence and developed a sustained positive relationship with the retailer.

GROWING OPPORTUNITIES

THE PROJECT

A FTSE 100 chilled food company operating in the private label chilled food sector wished to develop their customer portfolio by gaining a significant amount of business with Tesco. The client already had a well established private label business with Sainsbury's and ASDA but they had no experience of dealing with Tesco.

WHAT WE DID

Fresh Perspective scoped and identified the greatest opportunity to gain business for the client and went onto train the management team in how to deal with Tesco. This included detailed insight into the Tesco Private Label Tendering process and assisting in the preparation of the proposal for the new business.

THE RESULT

The client secured a £54m private label chilled food contract with Tesco. In addition Tesco now use the client to demonstrate to other private label companies "what good looks like" in account managing Tesco.

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with Hazel Stride...

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One Stride Ahead Ltd
Tel:+44 (0)7836 352068
Skype: hazel.hodson-freshperspective
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Registered in England, no. 7384147

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