Develop Capabilities to Manage Today’s Complex Retail Customers
MVI’s SkillBuilders™ courses are firmly established as the industry’s most effective retail training for developing the capabilities to better manage today’s complex retail customers. Our interactive, exercise-driven curricula allows you to develop a model work plan with clear next steps to build momentum—internally and externally. Gain the critical skill development necessary to build best practice, account–specific plans for your largest, most complex customers.
Our SkillBuilders faculty consists of FMCG/CPG experts with backgrounds in senior sales/marketing management, experienced in identifying challenges or issues holding back successful on-plan results.
Strategic Retailer Management (SRM)
MVI’s Strategic Retailer Management (SRM) delivers proven skills and tactics for managing your plan, your processes and your buyer, and enables you to move from a “sell-to” mentality to true strategic collaboration. Build comprehensive account plans with clear next steps to gain momentum both internally and externally. The workshop focuses on creating business plan value beyond price and item, including:
- Retailer strategic plan inputs
- How retailer functions are measured
- “Perfect Store” planning tools (OGSM)
- How retailers negotiate and how to manage the dialogue
- Customer and Decision Mapping (RACI)
- Improving Retail Execution
- Effective scorecards and business reviews
Retailer Economics (RE)
Raise your financial acumen to take the dialogue with your customers from a SKU/price discussion to a total business proposition. This class provides key skill-sets to understand and align against retailer financial dynamics – increasing account effectiveness and strategic integration. Workshop participants gain a clear understanding of how to influence financial “levers” at the customer through an exploration of sales, profit, and inventory, and return metrics such as GMROII, RONA, ROIC, EVA, and EBITDA. Session topics include:
- Managing three of the four financial levers of the retailer
- The current economic models being employed at today’s sophisticated retailers
- Gross vs. Net Inventory
- Margin Analysis
- Pricing and terms implications
- Key retailer metric comparisons
- The future and impact of Scan-Based Trading
- Getting credit: valuing your business system not just the SKU
New! Maximizing 3rd Party Selling (or Service) Organizations (TPSO)
Build effective working relationships with third party selling organizations and drive higher productivity and profitability. Understand the TPSO (brokers), what motivates them, and what you need to do to gain a greater “share of mind” and ultimately sell more.
MVI’s exercise-driven curriculum provides original and actionable insight into critical issues defining best-practice third party selling/service-client relationship. Session participants learn how to move from a “managing the third party” mentality to one of maximizing the business “through the third party.”
This course is designed for those experienced sales managers who want to combine their knowledge of their business with a productive, successful relationship with a TPSO.
Modules include:
- Using and Understanding the TPSO: its drivers, including cost structure and profitability
- Your Management Role…Get a Bigger Piece of the Pie
- Maximizing the Business through the TPSO Process
- Communicating So the Right People Hear the Right Messages
- Optimizing Your Field Time
- Measure, Measure, Measure
Bring MVI SkillBuilders™ Onsite
Bring MVI SkillBuilders on-site to your team and explore your company’s specific category dynamics, customer opportunities and capability gaps. MVI Onsite delivery takes place at the location of your choice and allows a maximum number of teammates to benefit. Call your MVI Account Manager today and take advantage of this cost-efficient way to develop a plan that meets your unique objectives.