Retailer Financial Models in Europe

Carrefour SuperSession Retailer Financial Models in Europe 14 October 2008 | Paris, France How can we improve our trade terms with key accounts by understanding their financial targets? Large retailers in Europe are gaining market share and are therefore expecting incremental support from suppliers. Their multi-channel and multi-market operations in Europe add further complexity to suppliers. It is therefore imperative to have the right information to address financial KPIs during key account negotiations. MVI’s Retailer Financial Models workshop explores different retailer business models and explains how a knowledge of retailers’ financial requirements can help suppliers develop their business in a more productive and consistent manner. How can you respond to bigger customers asking for lower prices? Come to the MVI workshop and find out. Schedule 08:30- 09:00 09:00- 09:45 09:45-11:00 11:00-11:15 11:15-13:00 13:00-14:00 14:00-15:15 15:15-15:30 15:30-16:15 16:15-17:00 Coffee & Registration The importance of understanding the financial objectives of your key accounts Sales growth planning using retailer key performance indicators Break Gross margin calculation in the retail business Lunch Managing gross margins with key accounts Break Balancing stock rotation & service levels Conclusions Agenda The importance of understanding the financial objectives of your key accounts • Enabling Joint Business Plans Sales growth planning using retailer key performance indicators • • • • Catchment areas Shopper variables Like-for-like sales measurement EXERCISE: Using strategic sales growth planning in negotiations Gross margin calculation in the retail business • Front and back margin calculation • Pricing strategies and implications • The role of brand leaders, challengers and private label Managing gross margins with key accounts Highlights • Align range planning with retailer’s key performance indicators • Develop consistent and fact based negotiation frameworks • Understand retailers’ demands in the context of their business financial models • Analysis of the various financial models used by leading retailers across Europe and the key metrics that drive your customers’ buyers in negotiations This interactive full-day workshop uncovers the ambiguities surrounding the various financial models used by major retailers and enables you to make use of these models to better manage relationships with your most important customers. • Understanding buyer responsibilities • % margin vs. gross profit planning • EXERCISE: Managing margin negotiation Balancing stock rotation and service levels • Stock rotation calculation • Connecting service levels to margin • EXERCISE: Managing inventory levels Changing top-to-top discussions and conclusions • Using advanced financial metrics for top-to-top discussions • Data requirements MVI–Management Ventures, Inc Tel: +44 (0)207.031.0256 Fax: +44 (0)207 031 0270 Web: MVI-Worldwide.com MVI-Insights.eu MVI, a division of RI UK Ltd Registered in England No:390593 VAT No:GB243 3351 88 Carrefour SuperSession Business Planning for Dia% 15 October 2008 | Paris, France Dia%, the soft discount concept, is one of Carrefour’s most important business units. As Dia% management looks to broaden its shopper base, the concept has evolved from a simple low-price offer located in city centres, to a retailer with a wider range across multiple format types. This MVI session will look at the transformation of the Dia% concept, once inspired by Aldi, and now designed to compete with Mercadona and its imitators. In addition to a strategic overview, this session will cover the basic points required for developing and maintaining a successful business with Dia%. How will you allocate resources effectively as Dia% becomes a global multi-format retailer? What are the key opportunities for suppliers in this evolving environment? Schedule 08.30 -09.00 09:00–10:30 10:30 – 10:45 10:45 – 12:00 12:00–13:00 13:00-14:00 14:00–14:45 14:45 – 15:00 15:00–16:00 16:00–17:00 Coffee and registration Overview of the global Dia% business Break Moving from a single-format to a multiformat strategy Understanding the Dia% business model Lunch Building a global Dia% Brand Break Merchandising and Marketing strategies Building a channel strategy relevant to the Dia% business Agenda Overview of the global Dia% business • Dia%’s position within the discounter channel • Dia%’s role within Carrefour’s global portfolio Moving from a single-format to a multi-format strategy • Carrefour’s influence over Dia%’s “multi-format” strategy • Exploring the various formats and their roles within the Dia% business Understanding the Dia% business model • • • • Dia% financial principles Key financial ratios within Carrefour KPIs (ROCE) The role of franchising in the Dia% strategy Dia%’s performance against leading European discounters Building a global Dia% Brand • Core brand pillars across markets • Consumer perceptions of the brand • Strengthening the Dia% brand Highlights The fundamental operating principles of Dia% as it continues its geographic expansion and becomes a true multi-format retail brand. How will you allocate resources effectively as Dia% becomes a global multi-format retailer? What are the key opportunities for suppliers in this evolving environment? Merchandising and Marketing strategies • Category structure within the Dia% concept and the role of national brands • Creating an everyday offer for Dia% • The importance of promotions and the loyalty program within Dia% Building a channel strategy relevant to the Dia% business • • • • • The value of listing within the channel Managing a sustainable permanent listing Managing a promotional strategy within the channel and the Dia% business The channel P&L Implications and opportunities for suppliers MVI–Management Ventures, Inc Tel: +44 (0)207.031.0256 Fax: +44 (0)207 031 0270 Web: MVI-Worldwide.com MVI-Insights.eu MVI, a division of RI UK Ltd Registered in England No:390593 VAT No:GB243 3351 88 Carrefour SuperSession Business Planning for Carrefour (Global) 16 October 2008 | Paris, France 2008, a breakthrough year? The Carrefour Groupe is at a crossroads. Shareholder pressure and difficult market conditions in key European markets mean that emerging markets are becoming more and more important for the group. At the same time, management is working to grow its Western European business by implementing a new grocery strategy which is complimented by a multi-format single brand approach across it largest markets. Working with Carrefour in the future will require suppliers to expand their toolkit to provide an innovative mix which can balance an increasingly complex competitive strategy. Schedule 08.30 -09.00 09.00 -10.30 10:30 - 10:45 10:45 – 12:15 12:15 - 13.00 13:00 – 14:00 14:00 – 15:00 15:00 – 15:15 15:15 – 16:30 16:30–17:00 Coffee and registration Carrefour global positioning & future trends Break Carrefour’s new G4 & key Global markets Carrefour Organization Lunch Carrefour financial KPIs and implications Break Marketing and Merchandising strategies Building a global plan with Carrefour Agenda Carrefour Global positioning and future trends • • • • • Carrefour, a multi format grocery retailer Rationalization of market presence Dealing with a more demanding set of shareholders Implementation of the “multi-format, single-banner” strategy The growing role of convenience within the Carrefour format portfolio Carrefour’s new G4 and key Global markets • • • • • • France: Update on Carrefour’s grocery and non-grocery strategies Spain: Maintaining the growth during an economic slowdown Greece, Turkey and the CEE and their roles as fast growing markets China: Strong organic growth in a more challenging environment Brazil & South America: Adapting the business for growth in the traditional market Strategic implications for suppliers Highlights • The increasing weight of emerging markets in the total Carrefour business Carrefour Organization • • • • Key changes within the management board Re-organizing the non-grocery structure The role of CWT Blue Capital as the new head of the supervisory board • Understanding the organization changes at board level • Building a global plan with Carrefour, in line with Carrefour’s changes in its branding, merchandising and operational strategies and resulting opportunities for suppliers Carrefour is very demanding with its suppliers, but how can you improve your ROI? Carrefour Financial Model • • • • • ROCE and masse-de-marge as Carrefour’s KPIs The role of margin planning Improvement in cost structure is key Inventory and stock rotation Competitive benchmark Marketing and Merchandising strategies • • • • Rolling out the PGC model globally Rolling out the non-grocery model in France The role of brands within Carrefour’s evolving assortment Loyalty cards’ implications and opportunities Building a global plan with Carrefour MVI–Management Ventures, Inc Tel: +44 (0)207.031.0256 Fax: +44 (0)207 031 0270 Web: MVI-Worldwide.com MVI-Insights.eu MVI, a division of RI UK Ltd Registered in England No:390593 VAT No:GB243 3351 88 Carrefour SuperSession 14-16 October 2008 | Paris, France For More Information & Registration Email Web Call CustomerService@mventures.com MVI-Worldwide.com/Events/EmeaCalendar.aspx Niloo Sarafan at +44 (0)207.031.0256 Logistics Paris Marriott Hotel Champs-Elysees 70 Avenue des Champs-Elysees Paris 75008, France Please contact the MVI for hotel recommendations. Rate per day: € 1,450.00 (net of any applicable VAT) Multi-day/multi-seat rates available. Please contact MVI for details. MVI accepts Visa, MasterCard, American Express Name Address Country Telephone I would like to attend: q Retailer Financial Models Credit Card q AmEx q MasterCard Expiration Date q Visa Company City Postal Code Email q Business Planning for Dia% Card Number Signature (required) q Business Planning for Carrefour Session fee includes continental breakfast and lunch each day and relevant MVI training outlines. Cancellations/Substitutions Cancellations received in writing 10 days before the program will qualify for a credit on a future MVI program. Unfortunately, MVI is unable to issue refunds for cancellations. Substitutions must be communicated and are allowed at any time. If, due to travel restrictions, security issues or other business reasons, MVI determines that it is not preferable to deliver its traditional classroom programs (such as Workshops and Forums), MVI reserves the right to substitute comparable, alternative learning systems (such as interactive Webcasts) in their place. Content Speakers and topics subject to change. MVI specifically disclaims any liability for the editorial content of the presentations made by non-MVI speakers, which wholly originates with the speakers. The analysis and conclusions presented by MVI represent the opinions of the company. The views expressed do not necessarily reflect those of the retailers under discussion, nor are they endorsed or otherwise supported by the management of those retailers. Sessions may be taped by MVI for internal training purposes. MVI–Management Ventures, Inc Tel: +44 (0)207.031.0256 Fax: +44 (0)207 031 0270 Web: MVI-Worldwide.com MVI-Insights.eu MVI, a division of RI UK Ltd Registered in England No:390593 VAT No:GB243 3351 88