EFFICIENT TRADE RELATIONSHIP BACKGROUND PROPOSAL

Professional management of the relationship between companies is as important as professional management within companies”. EFFICIENT TRADE RELATIONSHIP

HOW TO IMPLEMENT A CULTURE OF CHANGE Within Companies Between Companies EFFICIENT TRADE RELATIONSHIP

HOW TO IMPLEMENT A CULTURE OF CHANGE Corporate culture Organisational structure Reward mechanisms and performance measures Knowledge and skills Buyer-Seller Negotiation practicesBuyer-Seller Negotiation practices EFFICIENT TRADE RELATIONSHIP

TIMING January – co chair group meeting February 10 : co chair group to define workshop and project workprogram March 15: Workshop Paris Conference Stockholm Conference EFFICIENT TRADE RELATIONSHIP

OUTLINE OF ENRICO TOJA SPEECH in THE PLENARY « EFFECTIVENESS and EFFICIENCY » EFFICIENT TRADE RELATIONSHIP

- in order to achieve ECR Mission "Working together to fulfil consumer wishes better, faster and at less cost",Professional management of the relationship between companies is as important as professional management within companies”. - If our industry is to grow (theme of the conference), we are to attract "best professionals - best minds and executers". -Now we all know that the somehow confrontational nature of the relationship experienced in negotiation is affecting the whole nature of the relationship between manufacturers and retailers - it makes recruitment of the best somehow more difficult –Also, the implementation of ECR practices is being constrained by organisational and attitudinal barriers. We remain a long way short of fulfilling ECR ultimate potential - growing the cake together - Effectiveness and Efficiency can only be truly achieved if we change the way people think and behave. If ECR is to accelerate into its second decade, then it must confront people and organisational issues. - We need to reconsider the way we motivate and reward the performance of our employees, we need to reconsider our recruitment selection criteria, we need to re think our organisational structure to ensure it promotes cooperation within departments, business units, but also cooperation between trade partners. - Last, we need to ensure all our training programs promote collaborative spirit and behaviour, not just knowledge and skills. The ECR Learning Program has already achieved great results in addressing these issues, changing the mindset in better learning and working together - Reference to possible project. Last, reference to the break out session - what will be the themes/presentations and invite audience to come and learn more about the costs of confrontation and the solutions brought by some.

Break out session Introduction 10’ (negotiation vs collaboration – Inefficient and ineffective) Example of another sector to demonstrate the costs of negotiation practices – the ‘business case for more efficient and effective trade relationship, professional trade relationship” ? What is it in the grocery trade? US EXAMPLE What is happening in Europe : ECR Italy testimonial of a process for change