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Event Info

Why Invest

PROGRAMME OBJECTIVE

 

  • Upskill new Key Account Managers (KAMs) in what is required for effective customer engagement
  • Provide KAMs with a set of tools to use in their everyday role

TARGET ATTENDEES

 

  • New Key Account Managers

OUTCOMES

 

  • Understand the skills required to be an effective KAM in the FMCG industry
  • Receive an overview of the strategic focus areas of the major retailers in FMCG
  • Learn how to prepare for effective customer contact 
  • Understand basic trade maths, and the definitions and commercial impact of trading terms
  • Know how to interface more strategically with your customers

 

PROGRAMME OVERVIEW

 

1.  Role and Purpose of Effective Customer Contact

2.  The Current  FMCG Landscape 

3.  Know your Business

4.  Know your Customers

5.  Customer Gap & Opportunity Analysis

6.  Effective Customer Business Planning 

  • The importance of an effective customer business plan and what it looks like

7.  Key Account Management across the Channels 

8.  Basic Trade Maths and Trading Terms Principles

9.  Planning for Successful, Effective Customer Meetings

 

DURATION & FACILITATION

 

  • 2 full days in workroom or online

 

DELEGATE FEEDBACK

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