Account Management and Buyer Relationships
You follow one factory and four accounts through a whole financial year instead of one order. You work out what each buyer is worth per week of capacity, and what a year of small concessions costs. You see what a buyer who is two fifths of the order book prices on every other decision. And you see why the person you deal with changes long before the agreement does.
Published by Merchandising Academy · First lesson free to read
Course value
What will you be able to do?
Work outcome
You can turn an enquiry into a quotation you can stand behind, read a contract for the clauses that will cost you, and decide on the numbers which orders and which accounts to keep.
Who it is for
Factory and supplier teams.
What you will produce
You build an account file you can negotiate from. You rank the year by contribution per line-week against a capacity hurdle. You keep a dated concessions ledger with the account code on every line. You find the break-even probability that decides whether to ask for a price rise. You build an annual-review pack that trades clauses instead of price. And you write a one-page account record that survives a handover.
Learning format
6 lessons · 0 templates · workplace calculations and decisions.