Winning with customers through joint value creation

Omschrijving

Dramatic changes in shopping behavior over the past few years created significant challenges for retailers and manufacturers. Retailers’ need to invest in different new formats whilst maintaining the attractiveness of their existing formats put a serious strain on the profitability of many leading retailers across Europe. Negotiations between manufacturers and retailers became tougher as retailers were trying to protect their P&L’s. In an effort to strengthen their negotiation position with suppliers, retailers engaged in different forms of procurement consolidation, both at country and at international level. Occasionally, harsh negotiations led to conflicts between manufacturers and retailers, with manufacturers’ brands being unavailable on retailer’s shelves for a period of time, leading to lost sales and shopper dissatisfaction. 

‘Joint Value Creation’ as the only sustainable way forward 

In this keynote, we will deep dive on what joint value creation really means, and how shifting from a transactional relationship to a strategic collaboration can drive sustainable value for all stakeholders. We will look at some key ingredients and key requirements for joint value creation. Participants will get concrete insights into the different steps towards successfully driving a value creation agenda.

Moving towards a collaborative approach 

Winning the hearts and minds of the consumers / shoppers is a shared mission for both retailers and suppliers and provides the common ground for a strategy driven collaboration where the expertise of each party is used to drive sustainable category growth.

In this session, Jacques will provide insights and advice on:

• How to shift from a transactional relationship to a value creation agenda between the manufacturer and the retailer?

• What are the key ingredients of a value creation approach?

• What capabilities are required?

• Why do many companies fail?

• Is it worth the effort?

CV Jacques Van Cauwenberge:

Jacques Van Cauwenberge assists leading global CPG companies to drive profitable growth through a focus on mutual value creation with customers and shifting from a transactional collaboration model to a strategy led approach. Jacques brings a wealth of experience in FMCG, having served as Chief Customer Officer Europe at The Coca-Cola Company where he worked for 24 years. Prior to Coca-Cola, he was head of Esso’s retail operations in Belgium. He now serves as an independent strategy consultant, specialized in international commercial strategy. He is also senior external advisor at Bain & Company. As a recognized expert in international commercial strategy and joint value creation he frequently speaks at industry events. Beyond his professional pursuits, Jacques is an active angel investor and mentor to young entrepreneurs.

Voertaal: English

Programma

• 14.30: Ontvangst
• 15.00: Keynote
• 17.00: Q&A
• 17.15: Uitgebreide netwerkreceptie

Hoe kan ik contact opnemen met SMA als ik vragen heb?

U kunt ons via e-mail bereiken op sma@sma-belgium.be.