Joint Business Plan for Manufacturers and Retailers – Corporate Course

Most manufacturers create their business plans independently, without considering collaborative planning with retailers. Learn how to develop an effective Joint Business Plan to strengthen your relationships with business partners and increase profitability.

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Does your company still plan in isolation from the customer?

The reality is that many manufacturers design their business plans without involving retailers, missing out on opportunities for joint growth.

The Joint Business Plan (JBP) is a key methodology that allows manufacturers and retailers to align their strategies, ensuring that both work towards shared goals, optimizing resources and maximizing results.

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What will you achieve with this Joint Business Planning course?

Moving from isolated planning to a collaborative strategy.
Learn to develop effective JBPs with strategic retailers.
Improve sales execution by aligning objectives and resources.
Increase profitability by optimizing investment in trade marketing and promotions.

Joint Business Plan Course Content

1. From Isolated Planning to Collaborative Planning

Determining Customer Needs Beyond Margin and Price. Vision and Role of the Category in Your Business Model.

2. Sell-Out Analysis and Store Segmentation

Definition of store groups with similar demand and shopper purchasing behavior (days, times, formats, prices, brands and versions)

3. Analysis of Store Sales (Sell-In)

Key differences between shopper demand and manufacturer sales to stores. Analysis of historical promotional data. Comparison against other accounts and channels to define the benchmark.

4. Determining barriers and opportunities for the Shopper

Methodology for Observing Shopper Purchase Behavior by Store Segment: profile, decision tree, planogram navigation, evaluation of the shopping experience and resources to support the purchase decision.

5. Opportunities and Barriers in Execution Quality in Stores

Methodology for evaluating the comparative quality of execution in store vs other manufacturers in the same category or alternative categories, competing for the same shopper.

6. Financial Analysis of Category Performance

Net profitability analysis of the category for the store considering the costs associated with its operation in the store (e.g., space, personnel, energy costs, losses, etc.)