The important financial metrics and analysis to help us better understand our customer’s financial needs and develop compelling customer financial propositions.
Are you a Number Cruncher? You drive profit by making commercially sound decisions. Your financial acumen underpins everything you do. You never met a value analysis you didn’t enjoy but numbers never constrain or muddy your thinking. You know what the key metrics are – the ones that will make a commercial impact on your and your Customer’s business. You crunch numbers accurately and quickly. Your Customer commercial propositions are always persuasive, a thing of beauty.
In this self paced online programme we help you to improve your commercial acumen. We develop your understanding of all the important numbers that drive growth in your business – and your customer’s business. We equip you with the most important and useful customer financial concepts and analyses that you will use everyday. That means you can present compelling financial propositions that your customer will find it easy to agree to.
Who is it for?
This programme is aimed at anyone who sells consumer packaged goods (CPG) to customers*, to drive category growth with shoppers:
- Are you a sales, marketing, business or commercial finance graduate interested in a career in a CPG company?
- Are you a CPG sales and marketing professional tasked with finding and delivering category, brand and customer growth? (This will include roles in the following functions: sales representatives, sales managers, category marketing, consumer marketing, shopper marketing, customer managers and key account managers.)
(* Selling to customer (retail or wholesale) partners, direct to shoppers, and/or with third party distributor partners).
What will I learn?
HOW CUSTOMERS DELIVER BUSINESS RESULTS
How customers make money, value their business and the differences in income statements
THE VALUE IN EFFICIENCY METRICS
The important efficiency measures (such as stock days or shrinkage) to generate results.
THE VALUE IN PROFITABILITY METRICS
The most important profitability measures such as selling price, mark up, gross margin and CTM.
THE VALUE IN RETURN ON INVESTMENT
The most important return on investment measures, how this affects the P&L and what impacts GMROII.
COMPELLING FINANCIAL PROPOSITIONS
The most important customer growth drivers and how to structure your customer financial proposals.