Implementation of the new way-of-working into the organisation via a Change management approach (delivered in collaboration with Nexum)

Introducing or optimizing the development of effective Sales & POS-strategies often requires major changes: the integration of new business processes, modifications to the organization, new mindsets... Managing change within organizations is a core expertise of Nexum.
The collaboration with Nexum enables LD & Co to apply the principles of change management to optimize the effectiveness of supplier’s commercial departments.

Introducing Innovative Thinking in the development of account plans.

Successful point-of-sales and shopper marketing activities are quite often the result of creative interpretations of relevant insights. Understanding the essence of strong insights, knowing how to generate these insights, translating insights into breakthrough ideas,…  These are the topics which are covered in the ‘Innovative Thinking training’, which is offered by LD & Co in collaboration with 2 experienced experts.

The development of sales and account strategies and plans should ideally be built on a combination of commercial insights and insights into the Supply Chain performance:

• What is the true profit contribution of each retailer for the supplier?
• What is the contribution of a selling unit, sold to retailer A, versus the contribution of the same selling unit, sold to retailer B?
• Do all SKU’s sold to a retailer, offer an acceptable contribution? What is the profit contribution of account-specific SKU’s?
• How can we optimize the supply chain per retailer both internally and externally (in collaboration with the retailer)?
• Do our trade terms stimulate our retailers to adopt the optimal order and delivery behaviour?
• ...

The answers to these questions represent a basis for defining priorities within the portfolio of customers and to determine how to optimize the supply chain, leading to wins for both for the supplier and the retailer.
To offer the possibility of combining commercial insights with supply chain insights, LD & Co established a partnership with S&V Management Consultants. S&V stands for ‘state-of-the-art’ advice in Supply Chain Strategy and Performance and in Supply Chain Process Excellence.

Negotiation training, linking the outcome of the account planning process to the yearly negotiations (delivered in collaboration with Nexum)

The yearly negotiations with retailers absorb a lot of time and energy of the organisation and determine to a large extent the quality of the collaboration in the coming year. Negotiating effectively calls for the right skills and techniques, as well as for the development of well-defined account plans, highlighting what is really at stake.
The negotiation training offered by LD & Co in partnership with Nexum, is set up to establish these competences within a supplier’s organization.

Field Sales Force effectiveness.   Field sales forces often provoke questions like:

• What is the role of the Field Sales force in the implementation of commercial strategies & plans?
• How many sales reps and/or merchandisers are required?  
• What are the responsibilities of sales seps and merchandisers?
• How many stores need to be visited and how often?
• What kind of information does the Field Sales force need to collect?
• How to collect and report store information?
• ...

To answer these questions in the context of the developed vision and commercial strategies,  LD & Co partners with a couple of Field Sales experts.