Training Courses

BFFF TRAINING COURSES

We are pleased to be able to offer members the opportunity to attend the popular Price Negotiation Training Course on 7th March 2012 and also a new course for this year - Category Management on 8th March 2012.

Both courses will be run by Steve Jones, of Focal Point Negotiation - Steve has worked for three out of the top four major multiples and currently trains the buying teams of a number of large retailers - so he has a unique perspective on how the buyers think and what drives them.

Price Negotiation Training

Date: 7th March 2012  Time: 9 - 5

£350 plus VAT per member delegate, £375 plus VAT per non-member delegate

Location: Reading FC

This popular course helps members gain an insight into how to effectively prepare for, and position price increases.

 Steve Jones will detail during the day:

• The process that buyers use to defend against price increases
• How to address some of the power imbalance
• What you and the buyers can legally do in relation to the Competition Act and the Supplier Code
• The logistics of presenting and nailing down the increase
• Understanding your own conflict style and how you can make the buyers preferred conflict styles work for you
• Simple tips to improve your negotiation outcomes

Because this is a very practical program and to ensure everyone has the opportunity to address their own specific issues, numbers are limited to 8 delegates. To ensure your place please click here for the booking form.

Category Management

Date:  8th March 2012  Time 9 - 5

£350 plus VAT per member delegate, £375 plus VAT per non-member delegate

Venue: Reading FC

Are you wondering whether you should get involved with your customers Category Management process - or do you just want to know how they think about it and make their ranging decisions? Perhaps you just want to know how to position your proposal to give you the maximum change of success.

During the day, delegates will learn how to::

• Define the category
• Use market research data
• Understand the principles of how the retailers construct ranges
• Understand the need for ranging and buying decisions to be consumer facing and not customer facing
• Understand how to ensure that financial analysis is robust.

To ensure your place, please click below for the booking form.