--- title: ‘TNG was engaged by our multi-national FMCG client to provide capability build and negotiation consultancy as they entered a number of important trade terms discussions with major retailers.’ description: An international FMCG supplier operating in a wide range of global markets including both modern trade and traditional trade environments. image: https://totalnegotiation.com/hubfs/4-cat-man-1.jpg --- [![tnlogo](https://totalnegotiation.com/hubfs/skyron-2023/tnlogo.svg "tnlogo")](https://totalnegotiation.com) [Contact](https://26224138.hs-sites-eu1.com/contact?hs_preview=yOfwxtks-95831570410) - What we do - [Negotiation strategy](https://totalnegotiation.com/en-gb/negotiation-strategy) - [Revenue growth management](https://totalnegotiation.com/en-gb/revenue-growth-management) - [Category and channel strategy](https://totalnegotiation.com/en-gb/category-and-channel-strategy) - [Customer planning and selling](https://totalnegotiation.com/en-gb/customer-planning-and-selling) - [Case studies](https://totalnegotiation.com/case-studies) - [About us](https://totalnegotiation.com/en-gb/about-us) - [Our experts](https://totalnegotiation.com/en-gb/about-us/meet-our-experts/) - [Corporate social responsibility](https://totalnegotiation.com/en-gb/corporate-social-responsibility/) - [Careers](https://totalnegotiation.com/about-us/careers/) - [Contact us](https://totalnegotiation.com/en-gb/contact) # ‘TNG was engaged by our multi-national FMCG client to provide capability build and negotiation consultancy as they entered a number of important trade terms discussions with major retailers.’ ![woman-shopping-supermarket](https://totalnegotiation.com/hubfs/4-cat-man-1.jpg) **The Client **  An international FMCG supplier operating in a wide range of global markets including both modern trade and traditional trade environments. Not always the market leader, they trade strongly.   **Their Challenge**  Global retailers can be challenging in trade terms negotiations. Our client wanted to ensure that all their agreed trade terms were conditional and rewarding to both parties thus encouraging positive and profitable behaviour. This had not always been possible in the past.  **Objectives of the engagement**  - Ensure team were confident and prepared for the forthcoming negotiations. - Develop detailed and thorough plans for all the major retailers. - Role-play the negotiations, share feedback, and seek internal alignment  **The solution**  TNG designed a tailored workshop over 4 days to reflect all the identified challenges and the current market conditions. This was reinforced by challenging review sessions to test the preparations and finally filmed role plays to recreate the actual negotiations.  **Outcome**  Within 6 weeks of the workshop conclusion, two major negotiations had been successfully concluded. Estimated incremental value achieved is approximately $700k already.  In addition, these two big wins have created more confidence for the other negotiations and increased perception of power  **Future**  TNG will continue to support the client through ongoing commercial coaching in the remaining negotiations and in the implementation of the two big wins.  Jul 19, 2023 7:50:00 AM [FMCG](https://totalnegotiation.com/case-studies/tag/fmcg) About the author Total Negotiation Group All Posts - [Aviation](https://totalnegotiation.com/case-studies/tag/aviation) - [Banking](https://totalnegotiation.com/case-studies/tag/banking) - [Channel Strategy](https://totalnegotiation.com/case-studies/tag/channel-strategy) - [Distribution](https://totalnegotiation.com/case-studies/tag/distribution) - [Europe](https://totalnegotiation.com/case-studies/tag/europe) - [FMCG](https://totalnegotiation.com/case-studies/tag/fmcg) - [FMCG Manufacturer](https://totalnegotiation.com/case-studies/tag/fmcg-manufacturer) - [FMCG Supplier](https://totalnegotiation.com/case-studies/tag/fmcg-supplier) - [Financial Services](https://totalnegotiation.com/case-studies/tag/financial-services) - [Food](https://totalnegotiation.com/case-studies/tag/food) - [Food Manufacturer](https://totalnegotiation.com/case-studies/tag/food-manufacturer) - [GTR](https://totalnegotiation.com/case-studies/tag/gtr) - [Global Manufacturer](https://totalnegotiation.com/case-studies/tag/global-manufacturer) - [Health and Beauty Industry](https://totalnegotiation.com/case-studies/tag/health-and-beauty-industry) - [Insurance](https://totalnegotiation.com/case-studies/tag/insurance) - [USA](https://totalnegotiation.com/case-studies/tag/usa) #### We are Total Negotiation Group 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. #### Get in touch - [Team House](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [1 Fairview Estate](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [Henley-on-Thames](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [Oxfordshire](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [RG9 1HE](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) **Tel: [+44 (0) 1491 728 090](tel:44001491728090)** [info@totalnegotiation.com](mailto:info@totalnegotiation.com) #### Find us on - [![linkedin](https://totalnegotiation.com/hs-fs/hubfs/skyron-2023/linkedin.png?width=60&height=60&name=linkedin.png)](https://uk.linkedin.com/company/total-negotiation) - © 2024 Total Negotiation Group - [Privacy Policy](https://totalnegotiation.com/privacy-policy) - [Diversity & Inclusion](https://totalnegotiation.com/diversity-inclusion) - [Sitemap](https://totalnegotiation.com/sitemap) ![arrow-img](https://totalnegotiation.com/hs-fs/hubfs/skyron-2023/arrow-img.png?width=28&height=19&name=arrow-img.png) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Total Negotiation Group", "url" : "https://totalnegotiation.com/case-studies/author/total-negotiation-group" }, "dateModified" : "2024-03-22T10:47:43.204Z", "datePublished" : "2023-07-19T06:50:00.000Z", "headline" : "‘TNG was engaged by our multi-national FMCG client to provide capability build and negotiation consultancy as they entered a number of important trade terms discussions with major retailers.’", "image" : [ "https://totalnegotiation.com/hubfs/4-cat-man-1.jpg" ], "mainEntityOfPage" : { "@id" : "https://totalnegotiation.com/case-studies/tng-was-engaged-by-our-multi-national-fmcg-client-to-provide-capability-build-and-negotiation-consultancy", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://totalnegotiation.com/hubfs/1564411371404.jpeg" }, "name" : "Total Negotiation Group" } } ```