Masterclass 2018 & 2019: Rethinking Trading Strategy
Time to reboot
Following the success of our international Masterclass in Barcelona, titled Rethinking Trading Strategy, the FMCG Institute is organising repeat sessions in several countries, aimed at improving trade investment and trading strategy effectiveness.
This class will aim to challenge entrenched thinking about the role and perceived limitations of trading strategy and the approach to managing it with major retailers in today’s changing commercial context. It will introduces and explores a comprehensive model designed for the post big-box era where steady erosion of net revenue calls for new answers.
Participants will work alongside peers from a range of leading FMCG manufacturers, with consequent sharing of issues, ideas and methods. They will be challenged to think inventively and strategically about trading architecture and the options available for making it work more effectively for both manufacturers and retailers.
“I would recommend [participation] strongly to all Sales Directors because it will help you to open your mind to new ways of doing things.
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Practical, interactive format
This is a highly interactive workshop where each session involves the introduction of new concepts and methods; group discussion about implications in varying customer contexts; plus individual and break-out group work on material that applies these concepts.
Ultimately, participants will be asked to apply this learning to their own companies and thereby identifying their own issues and opportunities.
Based on extensive best practice research and practical application, the model addresses important barriers to trading effectiveness that are present to varying degrees in most FMCG manufacturers today. The masterclass will "equip” participants to provide leadership on this issue within their own organisations.
“I think [the EQUIP Model] is clear, it’s easy to understand and it’s very practical to go and implement. It’s a rejuvenation of my own thinking. In my mind, there’s no training course that could give you this type of insight that we’ve discussed here. ”
Masterclass Leader
The Masterclass will be led by Marc Childs, Chairman, the FMCG Institute. Marc is widely regarded by major FMCG clients globally as a leading expert in customer engagement strategy, trading strategy and best practice research.With over 40 years of experience in the FMCG industry, Marc is regularly called on at the highest level internationally to provide expert advice on industry best practice in commercial strategy, marketing and sales methods, organisation design and change management.
A regular guest speaker at industry forums and conferences at global and regional level in Europe, North America and Australasia, Marc is an experienced trainer, public speaker, negotiator and facilitator of group problem solving. He is also a prolific analyst and author of editorials on industry issues that are regarded by many on five continents as an authoritative and insightful source.
“I have some experience as a trainer in my company, and I really admired how simply this sophisticated topic was presented. I think this masterclass was a kind of masterpiece.”
For the leadership team
The class is designed for strategy leaders at market level who control engagement and trading strategy with major domestic customers. It is therefore relevant for all members of company leadership teams but specifically General Managers, Sales Directors, Marketing Directors, Finance Directors, Logistics Directors and senior National Business Managers.
Note that the class will have 20 places available. We encourage multiple participation from companies but will be limiting this to a maximum of four delegates per company. As a participant, you will:
Learn and reality-test new methods that view trade investment architecture from a strategic perspective;
Apply trade investment ‘quality’ concepts to specific customer trading challenges, thereby broadening the range of available strategy options;
Recognise sources of dysfunction in trade investment decision processes and how to address them;
Gain new insights into how an integrated approach to revenue management can improve outcomes;
Identify specific issues and opportunities in your own business and how to use the EQUIP Model training package to address them;
Draft core trading principles and policies for your own company.
Images from our groundbreaking 2018 Masterclass in Barcelona.
Book your place
If you're ready to book a place for yourself and your colleagues, please select from the following list to view dates and make a secure booking online using a credit card:
Australia (Institute Members) or Australia (Non-members) - no dates currently available
New Zealand (Institute Members) or New Zealand (Non-members) - no dates currently available
UK - no dates currently available
South Africa - no dates currently available
International - no dates currently available
No dates currently available in your region? The Rethinking Trading Strategy masterclass can also be run as an in-house workshop for a broader team. For more information, please fill in the form below.