Strategic Deal-Making in FMCG Commercial
Mastering Strategic Deal-Making in FMCG
Take advantage of our early bird price latest 28 Feb, 2025
Full Class
IDR 1.400.000
IDR 2.225.000
Use promo code: FMSD1
Single Class
IDR 2.200.000
9 sessions (28 Feb - 11 Apr)
Introducing CDM Framework ™
The CDM Framework™ (Commercial Deal‑Making Framework) is your operating system for turning everyday FMCG customer conversations into structured, value‑creating negotiations that protect margin and grow business.
Inside FMCG Commercial Launch Playbook
Session 1
28 Feb 2026, 10.00 - 12.00 WIB
Strategic Negotiator Mindset in FMCG
Establish a rigorous, shared language for commercial negotiation and the behavioural patterns that systematically create or destroy value in FMCG deals. Participants connect negotiation theory with the day‑to‑day realities of selling into MT and GT.
Value Mindset
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Negotiator self‑awareness
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Deal‑structuring lens
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Seller bias recognition
Session 2
7 Mar 2026, 10.00 - 12.00 WIB
Retailer Economics and Value Creation Logic
Build commercial acumen by linking proposals to retailer economics: how margin is built, how trade spend flows through the P&L, and how retailers actually assess “good” vs “bad” deals.
Retailer P&L literacy
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Margin & trade‑spend logic
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Joint‑value deal design
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Retailer value checklist
Session 3
14 Mar 2026, 9.00 - 11.00 WIB
Modern Trade Deal Architecture and Levers
Decode how Modern Trade really operates—structures, annual negotiation cycles, decision drivers, and key levers—so participants can prepare like strategic partners, not reactive sellers.
MT mechanics fluency
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Buyer vs supplier levers
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MT prep blueprint
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Strategic question set
Session 4
14 Mar 2026, 11.00 - 12.00 WIB
Inside the Buyer’s Room: Modern Trade Dialogue
Engage directly with an MT buyer to stress‑test assumptions from the previous session, surface non‑obvious constraints, and refine how participants frame and position their proposals.
Buyer perspective insight
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Real‑world constraint mapping
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Refined MT strategy
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Sharper negotiation hypotheses
Session 5
21 Mar 2026, 10.00 - 12.00 WIB
Modern Trade Deal Lab: Annual Terms Simulation
Translate MT theory and buyer insight into a high‑stakes, time‑bound negotiation simulation that mirrors real annual terms discussions and tests value‑trading behaviour under pressure.
Live MT negotiation practice
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Value‑trading behaviour
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MT “do/don’t” code
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Upgraded MT prep template
Session 6
28 Mar 2026, 9.00 - 11.00 WIB
General Trade Economics and Route‑to‑Market Design
Unpack the operating reality and economics of General Trade—distributors, wholesalers, and outlets—and how GT deal structures influence sell‑in, sell‑out, and cashflow.
GT mechanics fluency
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GT levers map
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GT deal structure draft
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Targeted GT question set
Session 7
28 Mar 2026, 11.00 - 12.00 WIB
Inside the Partner’s Business: GT Dialogue
Engage a GT distributor/wholesaler to understand how they think about capital, risk, assortment, and growth, then refine the GT deal design with those realities in mind.
Partner perspective insight
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Risk & cashflow lens
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Refined GT proposal
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Richer GT levers map
Session 8
4 Apr 2026, 10.00 - 12.00 WIB
General Trade Deal Lab: Distributor Negotiation Simulation
Put GT concepts and partner insights into practice through a negotiation lab that balances hard economics with relationship equity and execution realities.
Live GT negotiation practice
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Sell‑in vs sell‑out balance
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GT “do/don’t” code
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Practical GT checklist
Session 9
11 Apr 2026, 10.00 - 12.00 WIB
Cross‑Channel Deal‑Making Studio (Capstone)
Integrate MT and GT decision‑making in a capstone experience that forces participants to manage channel trade‑offs and codify their personal Commercial Deal‑Making (CDM) Playbook™.
MT–GT trade‑off view
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Channel strategy blueprint
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Applied CDM Framework™
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Personal CDM Playbook™
The CDM Framework ™ Toolkit
Curated Learning Resources from Leading Business Schools
01
Systemic FMCG Deal Architecture Map
02
MT & GT Levers and Economics Maps
03
MT & GT Negotiation Preparation Canvases
04
MT & GT “Do / Don’t” Codes
05
Personal CDM Playbook™
Who Is This Program For
Step into a classroom led by
senior FMCG commercial leaders
and negotiation specialists who have sat on both sides of the table designing trade strategies, leading key account teams, and coaching executives—now distilling those experiences into a structured, practice‑driven learning journey for you
Annisa Rahma
VP FMCG Academy & Brand Manager, Godrej Indonesia
Wimam Limandibrata
Field Sales Director Coca-Cola Europacific Partners
Hary Kapota
Regional Trade Marketing Director - Consumer - Asia Middle East & Africa (AMEA)
Reza Aprilianno Putra
NKAM Modern Trade Haleon Indonesia
Ryan Alfons Kaloh
Marketing Director at PT. Sumber Alfaria Trijaya, Tbk
Adji Pradipta
National Key Account Manager at PT Frisian Flag Indonesia
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