Total Negotiation Group

Mark Cranstoun and Mark Grice are incredibly proud of how, through the efforts of the full team, the TNG business has rapidly evolved & grown. We are delighted to be able to share our new TNG film that we think brilliantly brings to life many of the amazing things that TNG does and stands for. #SupplierPartner #TotalNegotiationGroup

Retail media, another hot topic from a recent Sales Director forum. Partner and Head of Negotiation Ralph Ballard Total Negotiation Group Ballard says: “Retail media is simply another variable, it’s a request for money from retailers, it’s a negotiation opportunity. From a negotiation point of view, suppliers need to ensure full conditionality of any spend, but also that the full investment from supplier to retailer, from any of the multi-functional selling team, is known, approved and aligned. Retail media can change the dynamic in the relationship too. The suppliers become the purchasers of the media, ie switching from a seller of a product, to a buyer of media.  Multiple retailers globally are using this to their advantage. As a supplier knowing and controlling your total investment spend is crucial. TNG only ever work on the grocery supplier side of the negotiation table. We have in-depth retailer understanding, with many of our experts having worked in senior roles within grocery retailers, but we prefer to offer our supplier partners a competitive advantage." To ensure that your commercial teams make the most of this negotiation opportunity speak to one of our FMCG experts today. info@totalnegotiation.com _____________________________________________________ ✅ ✅ Transform your commercial outcomes with capability and consulting support from Total Negotiation Group. With a global footprint and a wealth of experience across category and channel, revenue growth management, customer planning, selling and negotiation, we are the trusted partner of the world’s largest FMCG manufacturers. Find out why our partners trust us by contacting one of our experts today at info@totalnegotiation.com✅ ✅ https://lnkd.in/ddmaGr84

Their biggest year ever, we'd call that a decent return on investment! _____________________________________________________ ✅ ✅ Transform your commercial outcomes with capability and consulting support from Total Negotiation Group. With a global footprint and a wealth of experience across category and channel, revenue growth management, customer planning, selling and negotiation, we are the trusted partner of the world’s largest FMCG manufacturers. Find out why our partners trust us by contacting one of our experts today at info@totalnegotiation.com✅ ✅

We are rounding off another great week of client transformation by introducing our latest Global Account Director hire James Pearson. ✋🏼 James was once a passionate client and advocate of TNG. So impressed was James by the commercial impact we had on his organisation, he decided to become a full-time member of #TeamTNG! Welcome James! #SupplierPartner #ClientTransformation #NewTeam #TotalNegotiationGroup

A hot topic straight from one of our recent Sales Director forums....the changes in plastic tax ♻️ There are calls on the UK government to increase the threshold of recycled plastic content from 30% to 35% this year and then up to 50%, and in Europe up to as much as 65% by 2040. In addition, there are calls for the UK tax to increase again from £217.85 to £275 per tonne. The Environment Services Association has gone as far as to suggest a taxable rate of £500 per tonne. So what does this mean for our FMCG manufacturer clients?.....more CPIs no doubt. Ultimately this means the cost of importing any product in plastic packaging that does not meet the threshold will increase which may result in CPIs. Or manufacturers will be forced to seek more costly recycled plastic packaging potentially resulting in CPIs. How can TNG help? We’re staying super close to the legislation to ensure that we understand how it will affect our FMCG manufacturer clients. Our Head of Procurement Angus McIntosh is already advising clients to help them clarify whether they should absorb costs or pass it on. Angus is also providing them with negotiation capability and consulting support as they face the need to negotiate with alternative suppliers. To ensure you have a clear strategy and a team ready for CPIs or any other commercial negotiation, get in touch today. 📞💻 info@totalnegotiation.com _____________________________________________________ ✅ ✅ Transform your commercial outcomes with capability and consulting support from Total Negotiation Group. With a global footprint and a wealth of experience across category and channel, revenue growth management, customer planning, selling and negotiation, we are the trusted partner of the world’s largest FMCG manufacturers. Find out why our partners trust us by contacting one of our experts today at info@totalnegotiation.com✅ ✅

Something a bit different from us this morning, a podcast episode from Mark Grice's visit to our fantastic local team in Brazil. In this episode, Eduardo Blohm Bendzius and Alexandre Waclawovsky talk to our CCO Mark Grice about global trends, how FMCG clients are seeking greater value generation from their partners, and the major things to consider when developing your sales team's capability. The team are delivering fantastic results for clients across the LATAM region. To discover how we can they can transform your business performance contact them today...  💻 flavio.ribeiro@totalnegotiation.com  💻 eduardo.bendzius@totalnegotiation.com https://lnkd.in/dmCpae9u _____________________________________________________ ✅ ✅ Transform your commercial outcomes with capability and consulting support from Total Negotiation Group. With a global footprint and a wealth of experience across category and channel, revenue growth management, customer planning, selling and negotiation, we are the trusted partner of the world’s largest FMCG manufacturers. Find out why our partners trust us by contacting one of our experts today at info@totalnegotiation.com✅ ✅

‘Without question, having TNG onboard during our recent customer negotiations, was by far the best experience I've ever had. TNG added so much value through the sharing of their vast amount of FMCG/Retailer knowledge and experience whilst at the same time coaching us to find our own creative solutions to reach an optimal negotiated agreement. TNG felt like part of the team and our weekly Friday check ins became a highlight of the week for my team to take time to reflect, create and refocus ahead of another week of negotiating. TNG always showed flexibility as well if we needed an ad hoc session to go in pre or post a customer meeting to sense check latest approach, particularly with our senior contacts. I always felt TNG was really invested in our situation, that the outcome mattered and always felt like they were in our corner rooting for us (even if this was virtually whilst we were in the negotiations!). It was so much more than just working through a negotiation process, the whole experience with TNG was value add and thought provoking at every twist and turn. Genuinely could not recommend working with TNG enough, if only we could bottle them #priceless' _____________________________________________________ ✅ ✅ Transform your commercial outcomes with capability and consulting support from Total Negotiation Group. With a global footprint and a wealth of experience across category and channel, revenue growth management, customer planning, selling and negotiation, we are the trusted partner of the world’s largest FMCG manufacturers. Find out why our partners trust us by contacting one of our experts today at info@totalnegotiation.com✅ ✅

A fascinating read in The Grocer on Tesco’s new marketplace. So, what makes the Tesco model so different and what does it mean for our supplier clients? On a basic level Marketplace extends the revenue potential (charging fees for the platform) for a retailer beyond its core model of selling products (List price + trade margin as the model), but it also fuels other elements of its non-trading revenue (retail media, logistics income).   Notably, Tesco will be limiting their SKUs drastically, with just 9-12,000 compared to the typical superstore amount of 50-70,000 SKUs. This is going to result in lots of difficult conversations for suppliers, as getting onto those 10,000 marketplace SKU slots will be very competitive.   So what are we advising our supplier clients to do?   Our Chief Solutions Officer, Bernhard Wessels says, “There are so many elements to consider. Firstly, how do you make your category relevant? How then do you get your brand into that category and how do you maximise the range of assortment you have? What role do you play within that category? How are you truly incremental? These questions around category leadership are ones we are helping our supplier clients with daily within our category practice. And if you don’t know the answer to these questions, we suggest you get in touch too.   “But beyond that, how will trade terms work for this? What volume counts towards sales and potential bonuses within the terms structure? How are logistics payments going to work? How quickly will Tesco pay you? How will promo payment work - are we shifting instore promotions on existing range investment to online 3P and differentiated SKUs?   “With so many unknowns my advice is for our supplier clients to build their Tesco Marketplace strategy sooner rather than later. We must recognise the fact that Tesco is building a unique model here, a new channel if you like: a marketplace with VERY limited range. It is different to other marketplaces and almost a marriage of Marketplace and Discounters.” To ensure Tesco's new Marketplace is a growth opportunity rather than a threat get in touch with one of our experts today. info@totalnegotiationgroup.com ______________________________________________________________ ✅ ✅ Transform your commercial outcomes with capability and consulting support from Total Negotiation Group. With a global footprint and a wealth of experience across category and channel, revenue growth management, customer planning, selling and negotiation, we are the trusted partner of the world’s largest FMCG manufacturers. Find out why our partners trust us by contacting one of our experts today at info@totalnegotiation.com✅ ✅ https://lnkd.in/exixhXpd

Amazing to see so many of team Total Negotiation Group at Searcys at The Gherkin today to celebrate 15 years of CONTINUOUS growth. Today we celebrate every single person from our local teams in ASIAPAC, LATAM, DACH, FIPS, ME, USA and Canada and of course the UK. We wouldn’t be able to deliver the unrivalled results for our clients if it wasn’t for every single one of you, and for that we are forever grateful. Nobody delivers long term mutual value for the FMCG sector quite like us, go TeamTNG! ___________________________________________ Transform your commercial outcomes with capability and consulting support from Total Negotiation Group. With a global footprint and a wealth of experience across category and channel, revenue growth management, customer planning, selling and negotiation, we are the trusted partner of the world’s largest FMCG manufacturers. Find out why our partners trust us by contacting one of our experts today at info@totalnegotiation.com #supplierpartner #TNG # Mark Cranstoun Mark Grice Ralph Ballard Total Negotiation Group Dean Allder Paul Hinson Stewart Beale Susan Moore Stephanie Green

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