Day 1. June, 3
10:30 – 11:00 Registration of participants, welcome coffee, registration for
negotiations
11:00–12:30 Colosseum hall. Workshop
PROFICIENT SUPPLIER
Preparation for Chain Wholesale Center™
Key topics:
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What assortment do chains need now: unique, exclusive or ensuring high turnover goods?
Generating competitive advantages: focus on profitability for a client.
Principles of pricing when working with chains. Common mistakes in formation of prices for supplies
to chains.
What shall you do if your competitor's offer is 20% cheaper?
Preparing the correct commercial offer to enter a chain or to launch new assortment. How to find
common interests with a buyer?
How can a supplier use the specific features of crisis to cut listings, bonuses and other payments to
the chains? How to use the Code of Good Practice, Commercial Law etc.
Buyer's 9 traps that a supplier is to be prepared to.
Economic assessment of profitability of conditions offered to a supplier. Is it possible in terms of
unpredictably increasing prices?
Risks that a supplier can face when signing a contract. How to secure against such risks?
Presenters:
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Sergey Iluha, Director General, Liga Kommersantov consulting agency, Development Director,
National Union of Food Exporters, Former Financial Director, SPAR Tula. Over 10 years of managerial
experience in retail chains such as Dixy, SPAR and others.
Irina Bondaruk, Expert, ECR Rus, Over 10 years of work experience in retail chains Auchan,
Pyaterochka, Victoria, Avos'ka and others.
Dmitry Kuznetsov, Project Manager, Real Work Management consulting company. 15 years of work
experience in major food and non-food trade and production companies of Russia, worked in such
companies as Aroma Trade House, Procter & Gamblе, Ice-Fili an others beginning from Regional
Manager and up to Director of Sales. Expert of cooperation with retail chains.
11:00 – 12:30 Baikal hall. Workshop for buyers
EASY NEGOTIATIONS ON COMPLEX BUYING. HOW TO REACH AN AGREEMENT?
Presenter:
Petr Ofitserov, the Director General, Real Work Management consulting company, Expert
for purchasing and supply to retail chains. Author of the bestsellers "SUPPLIER – RETAIL CHAINS. Best
cases of Russia", "Building regional distribution chain".
Key topics:
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Basics of psychological influence: laws, rules, tools.
How to identify if a supplier is lying and how to apply this skill?
Manipulation during negotiations: structure, application and protection
How to crush confidence of an opponent and make him/her justify his/her actions?
Negotiation techniques: «needs», packaging, «cosmos» - demand the impossible and others.
«Golden» mistakes of a supplier and how to use them
Practical exercises
13:00 – 16:00 Chain Wholesale Center™
Day 2. June, 4
09:30 – 10:00 Registration of participants, welcome coffee, registration for negotiations
10:00 – 11:30 Retail hall. Conference
PRIVATE LABELS OF FEDERAL AND REGIONAL CHAINS OF RUSSIA
Key topics:
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In what product categories it is planned to increase a share of Private Label goods? What brands
will have to reduce their share?
In what way the increase in share of Private Label is associated with assortment optimization?
What manufacturers are hard to find in Russia? Free niches for your products
What is an ideal manufacturer of Private Label products from the point of view of major chains?
What requirements are most significant now?
Price control policy and income of a supplier: what a manufacturer should do not to operate at
loss?
Dynamics of preferences of Russian consumers of Private Label products under new economic
conditions
Financial and production risks of a manufacturer: how to prevent them at the stage of signing a
contract with a chain?
Planned speakers:
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Elena Savchenko, Director for Management of Private Label, Dixy Group of Companies
Nadezhda Paderina, Director of Purchasing of Products under Private Label, Auchan
Kirill Murzepp, Director for Management of Private Label, Lenta
Irina Fatkullina, Head of Private Label Department, Monetka store chain
Maria Mironovskaya, Commercial Director, Ulybka radugi
Svetlana Danilkina, Director for Private Label Development, SPAR Russia B.V.
Heads of Private Label Departments of X5 Retail Group, O’Key and other companies.
12:00 – 16:00 Chain Wholesale Center™