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Strategic Deal-Making in FMCG Commercial

Mastering Strategic Deal-Making in FMCG

Apply Now

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Take advantage of our early bird price latest 28 Feb, 2025

9 sessions
(28 Feb - 11 Apr)

FULL CLASS

IDR 1.400.000

IDR 1.725.000

Use promo code:

FMSD1

SINGLE CLASS

IDR 2.200.000

Take advantage of our early bird price latest 28 Feb, 2025

9 sessions
(28 Feb - 11 Apr)

FULL CLASS

IDR 1.400.000

IDR 1.725.000

Use promo code:

FMSD1

SINGLE CLASS

IDR 2.200.000

Take advantage of our early bird price latest 28 Feb, 2025

FULL CLASS

IDR 1.400.000

IDR 1.725.000

Use promo code:

FMSD1

9 sessions
(28 Feb - 11 Apr)

SINGLE CLASS

IDR 2.200.000

Take advantage of our early bird price latest 28 Feb, 2025

9 sessions
(28 Feb - 11 Apr)

FULL CLASS

IDR 1.400.000

IDR 1.725.000

Use promo code:

FMSD1

SINGLE CLASS

IDR 2.200.000

From Discounts to Deals

From Discounts to Deals: Upgrading FMCG Commercial Negotiation

woman sitting around table holding tablet

Strategic Deal-Making in FMCG Commercial is a practical negotiation program for professionals who manage customers, value, and targets across Modern Trade (MT) and General Trade (GT)—whether from the field or from headquarters. Instead of teaching abstract theory, this program puts you inside real FMCG deal situations with retailers and wholesalers, and gives you a clear, repeatable way to plan, structure, and execute negotiations that protect value, not just push volume.

Why Choose Us

Why Strategic Negotiation Skills Are Now Non‑Negotiable for Professionals

Over 80% of trained negotiators report better results, and nearly 30% link these skills to promotions or raises.

MIT’s Negotiation Journal

Companies with systematic negotiation see about 40% higher bottom-line growth.

Harvard Business Review

Structured negotiation training can boost agreement rates by up to 38%.

Harvard Program on Negotiation

Negotiation programs can deliver up to 54:1 ROI and nearly 40% revenue growth in some cases.

Harvard Journal Article

Why Choose Us

Why Strategic Negotiation Skills Are Now Non‑Negotiable for Professionals

Over 80% of trained negotiators report better results, and nearly 30% link these skills to promotions or raises.

MIT’s Negotiation Journal

Companies with systematic negotiation see about 40% higher bottom-line growth.

Harvard Business Review

Structured negotiation training can boost agreement rates by up to 38%.

Harvard Program on Negotiation

Negotiation programs can deliver up to 54:1 ROI and nearly 40% revenue growth in some cases.

Harvard Journal Article

Framework

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.

Sessions

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

•

Negotiator self‑awareness

•

Deal‑structuring lens

•

Seller bias recognition

Session 1

• 28 Feb 2026, 10.00 - 12.00 WIB

Strategic Negotiator Mindset in FMCG

Value Mindset

•

Negotiator self‑awareness

•

Deal‑structuring lens

•

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

•

Margin & trade‑spend logic

•

Joint‑value deal design

•

Retailer value checklist

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

•

Margin & trade‑spend logic

•

Joint‑value deal design

•

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

•

Buyer vs supplier levers

•

MT prep blueprint

•

Strategic question set

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

•

Buyer vs supplier levers

•

MT prep blueprint

•

Strategic question set

A close up of a blue object with a blurry background

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

•

Real‑world constraint mapping

•

Refined MT strategy

•

Sharper negotiation hypotheses

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

•

Real‑world constraint mapping

•

Refined MT strategy

•

Sharper negotiation hypotheses

A close up of a blue abstract background

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

•

Value‑trading behaviour

•

MT “do/don’t” code

•

Upgraded MT prep template

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

•

Value‑trading behaviour

•

MT “do/don’t” code

•

Upgraded MT prep template

a blue abstract background with curved shapes

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

•

GT levers map

•

GT deal structure draft

•

Targeted GT question set

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

•

GT levers map

•

GT deal structure draft

•

Targeted GT question set

a blue abstract background with wavy lines

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

•

Risk & cashflow lens

•

Refined GT proposal

•

Richer GT levers map

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

•

Risk & cashflow lens

•

Refined GT proposal

•

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

•

Sell‑in vs sell‑out balance

•

GT “do/don’t” code

•

Practical GT checklist

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

•

Sell‑in vs sell‑out balance

•

GT “do/don’t” code

•

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

•

Channel strategy blueprint

•

Applied CDM Framework™

•

Personal CDM Playbook™

What You Take Home

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

Who Is This Program For

Key Account & Sales Leaders

Sharpen how you structure deals, protect margin, and navigate tough negotiations with powerful customers.

Trade & Commercial Excellence

See clearly how your plans land at the negotiation table and design guidelines that sales can really use.

Brand & Category Partners

Translate brand and category strategies into concrete negotiation levers and stronger joint business plans.

Distributor & High‑Potential Talent

Build a structured, practical playbook for real‑world deal‑making in your current accounts and channels.

Key Account & Sales Leaders

Sharpen how you structure deals, protect margin, and navigate tough negotiations with powerful customers.

Brand & Category Partners

Translate brand and category strategies into concrete negotiation levers and stronger joint business plans.

Trade & Commercial Excellence

See clearly how your plans land at the negotiation table and design guidelines that sales can really use.

Distributor & High‑Potential Talent

Build a structured, practical playbook for real‑world deal‑making in your current accounts and channels.

Learn With the People Behind the Deals

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

man wearing black t-shirt (Background Removed)

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

PT. Sumber Alfaria Trijaya, Tbk

Adji Pradipta

National Key Account Manager

PT Frisian Flag Indonesia

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FAQ

Frequently Ask Question

What is “Strategic Deal-Making in FMCG Commercial”?

It is a practice-driven negotiation program designed for FMCG professionals who manage customers, value, and targets across Modern Trade (MT) and General Trade (GT). The program replaces abstract theory with real FMCG deal simulations, retailer/distributor dialogues, and structured negotiation tools based on the CDM Framework™.