Retail StrategyAdvisors

• Consulting• Coaching• Mentoring• Training

& AssociatesHoward Bryant

Consulting

Howard Bryant & Associates have achieved success in leading roles with some of the retail industry’s largest companies. HBA was founded in 2005 by Howard Bryant, who is recognised as a leading authority in the retail industry and who has worked at Board Level as a Commercial Director for multinational retailers such as Tesco, B&Q and Reliance. Howard’s team of specialists come from similar backgrounds, all of whom have considerable experience within the retail, manufacturing and distribution sectors. Howard is a Member of the Chartered Institute of Procurement and Supply, Project Management Institute, International Coach Federation and the Thai and British Chambers of Commerce.

Consulting is where we apply our unique experience, insights and skills to help support our clients’organisations and respond to any changes in the environment.

A business’ level of success through each phase of its evolution is a reflection of the fit between the theories, assumptions and ideas within the business and those required by the market place.

As a result there is often an ongoing process of adjustment as theories, assumptions and ideas arise and are aligned in line with changes in the market.

An organisation’s success is therefore a reflection of its ability to sense and respond to its environment. The faster it can anticipate changes in which it conducts business and change the dominant theories, assumptions and ideas the more likely it will be able to benefit from changes in the market.

CoachingCoaching is how we share our unique experience, insights and skills to help others make sense of, navigate, and respond to the specific context in which they find themselves and help them achieve their aspirations.

In addition to providing a framework to help support our clients make sense of their experiences we also focus on helping them overcome any self-limiting beliefs through one-on-one discussions and support.

We design and deliver training and development programs depending on the individual needs and requirements of our clients. HBA primary focus is on developing the capabilities of “C” level and senior executives plus those with specialist responsibilities in strategy, culture, leadership and change management.

Training and DevelopmentTraining and development is how we teach groups the theories, tools and techniques that they require to achieve positive change in their lives and within their organisations.

What Our Clients Say About Us

HBA have worked with over 100+ clients in 27+ countries:

Quality Assurance Provider

Chief Financial Officer

Consumer Healthcare Company

Translation Facilitator

Retail Leader

PR Consultants

Shopper Marketing

FMCG Professional

Asia Europe Rest of World

United Arab Emirates

“Howard has extensiveexperience in his field”

“Howard is a total expert in retail strategy

and operations”

“Howard customizedstrategies to the local market

inspired the team andbuilt confidence”

“Howard supportedthe rapid growth of

Tesco in SE Asia”“Howard is an excellent

coach and consultant and can give you practical

advice to improve your business”

“Howard’s passion forretail and thought

leadership in the industryis second to none”

“The feedback fromparticipants was that the insights and perspectivesoffered were stimulating”

“Howard adds value toevery situation, every

event, and every companyhe works with”

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FranceGreeceNetherlandsRussiaTurkeyUK

AustraliaBangladeshChinaHong KongIndiaIndonesiaJapanMalaysiaMyanmarNew ZealandPhilippinesSingaporeSouth KoreaSri LankaTaiwanThailandVietnam

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THOUSANDS OF RETAIL INDUSTRY EXECUTIVES USE OUR TRAINING,TEMPLATES AND PROCESSES TO INCREASE THEIR COMPANY SALES AND GROW PROFITS EVERY YEAR.

•Retail ConsultingWe help retail companies make better, faster decisions to achieve their objectives and recommend improvements, provide training and give our full support to install the recommended solutions.

•Buying & MerchandisingImproved buying and merchandising performance comes from better informed managers working within an aligned organisation. The tools and techniques that we recommend enable the team to manage the range assortment the vendor base and achieve sales and profit targets.

•Merchandising Strategy Defining the Vision and Mission for your Commercial team is a vital first step to creating clarity. Our processes deliver a plan

that connects company objectives to category strategies.

•Category ManagementTo drive effective Category Management requires a common set of processes to review performance on a regular basis together with a structure and templates with clear roles & responsibilities assigned.

•Vendor ManagementManaging the supplier base requires an agreed set of terms and conditions together with a flexible approach to negotiate for the best terms.

•Retail Knowledge & InsightsMarket analysis and customer insights help our clients understand the multiple issues within multi channel business models. Well informed decisions produce better results using existing knowledge combined with best practice, ideas and insights.

Training and Skills Development Programs

1. RETAIL INSIGHTIn developing markets the manufacturers initially hold the power, then it moves to the retailers and in mature marketsthe consumer is dominant. More and more trading partnerships are recognising thatefficient joint business plans, shared objectives and workingtogether is crucial to win the loyalty of the customer. It isessential that both sides of the trading desk understand thefunction, goals, strategies, problems, aspirations and developments of each other.The Retail Insight course is designed to provide a high level insight into life as a retailer. It is essential for all executives who will interface with retail customers at a strategic level.

Global perspectives

Key measurements of Buyers, Space Planners,Regional Directors, Store Managers

Global Trading

Duration: 2 days

World class performanceStrategic Alliances

Retail Organisation StructuresThe Buying FunctionMarketingSpace PlanningLogistics and Supply ChainStore Design and Development

PresentationGroup Team DiscussionWorkshop - Individual / Group

Course ModulesTo understand and practice:

Methods

Retailer growth strategies Financial KPI’s

In today’s competitive retail environment the need to setobjectives and select the right strategies is essential to achieve the best outcome from every negotiation and is a fundamental and necessary skill to acquire.

Difference between Negotiating and SellingStructured Selling ProcessThe Negotiator’s Responsibilities

Role play on camera

The Use of Power

Role Play

Duration: 2-3 days

Planning the NegotiationSetting Objectives

Shopping ListsCurrenciesCost Benefit AnalysisBody LanguageConducting NegotiationsNegotiation Do’s and Don’ts

Personal Action PlanCompany & Personal Next Steps

PresentationsDiscussionsWorkshops - Individual & Group

The Big Picture

Category Management Language

Role Play

Duration: 2-3 days

PresentationsDiscussionsWorkshops - Individual & Group

Every one says they know either a little or a lot about Category Management and there are indeed many ways to approach it. Most retailers are interested in practical, efficient and result driven processes. This programme is born from extensive experience in managing a large number of Category Management projects with some of the most sophisticated retailers in the world. This is a process that works and pay dividends.

Retailer ContextSupplier Context

Step 1 - Category Definition & RoleStep 2 - Category InsightStep 3 - Category SegmentationStep 4 - Category FutureStep 5 - Category CommercialStep 6 - Category Strategies & TacticsStep 7 - Category ImplementationStep 8 - Category ReviewsCase StudiesBusiness GameProject PlanningCompany & Personal Next Steps

Programme Objectives & Key Modules:

Methods

Methods

Programme Objectives & Key Modules:

2. NEGOTIATION SKILLS

3. CATEGORY MANAGEMENT

Designed for Retail Executives and Key Account Managerswho may have already developed their skills with VendorManagement and need to acquire an extra cutting edge in negotiation.

The Negotiation Skills program deals with what works and how to apply it.

The handling of Major or Key Accounts has become an increasingly important function for every supplier/manufacturer.Retail customers are getting more important, more demanding, more powerful and less compromising with their supplier base. The need for top quality, well-trained and well organised Key Account Managers has never been greater.The Key Account Manager’s programme has been designed for newly appointed or promoted Key Account Handlers to get them up to speed quickly or as a refresher for Key Account Managers who have had no formal training and need to be thinking about updating their approach. It also sets the foundation for newly formed teams to develop new skills.

The Training cycle

Role Play on camera

PresentationsDiscussionsWorkshops - Individual & Group

Duration: 2 days

Presentation Practice Role Plays

Role Play on camera

PresentationsDiscussionsWorkshops - Individual & Group

Duration: 1-2 days

Role Play on Camera

PresentationsDiscussionsWorkshops - Individual & Group

Duration: 3 days

Utilising commercial data

Practice Commercial Selling on camera

What is a teamWhat is a Leader vs. a ManagerMotivation

CoachingTraining: on the job, off the jobCounselingMentoringAppraisingNetworkingAutonomy

Presentation SituationsFormality and InformalityUnderstanding your audience and their needsPlanning the PresentationDeveloping the PresentationVisual and Other Presentation AidsHandoutsControlling the PresentationLanguage, Jargon and the level of pitch

Everyone has to make a presentation at some time and thiscan be either informal ‘one to one’ situations or to very formal,large conferences. This course examines the methods andtechniques associated with each type of presentation situation.It introduces delegates to the necessary preparation and skills to ensure the target audience effectively receives themessage. The programme is suitable for executives at alllevels who may have to make presentations either internallyor externally.

As a team manager you must ensure that you get the very best from your team. Ensuring thatyour company team and personal objectives are achieved, and that the leaders of tomorrow are being developed. This course is designed for newteam managers to understand the fundamentals of ‘man management’ and as a refresher forestablished team managers.

Understand the role, responsibilities and accountabilities Develop a database of critical informationSharpen analytical skillsPractice correct objective settingDevelop successful strategiesActive Questioning and Listening techniquesUnderstand Customer Needs

Extending features to benefits that meet needsDevelop and practice a structured approach

Evaluate Commercial Selling on cameraCapture Key Learning PointsCreate an Action Plan to execute in the ongoing role

Methods

Methods

Methods

To understand and practice:

Course Modules

Programme Objectives & Key Modules:

Course ModulesTo understand and practice:

4. KEY ACCOUNT MANAGER’S COURSE

5. TEAM MANAGEMENT

6. PRESENTATION &COMMUNICATION SKILLS

Training Programme Design

Training Programme Approach

For further details visitwww.howardbryant.com

Prior to the development of a training programme, HBA normally recommend a two day familiarisation exercise. During this stage an Associate Director will spend time with a selection of the delegates (usually four), working individually with them for half a day each. This allows HBA to understand our client’s issues in the market and tailor the training accordingly. During the familiarisation stage the delegates will be asked a structured series of questions designed to cover each aspect of their operational responsibility. Copies of reports, presentations and emails used by the delegate will be viewed as part of this exercise.

The HBA approach to implementing each programme isto deliver action orientated modules which have specificoutputs that are immediately actionable in the work place.Presentations will be tightly structured and delivered ina participative and open style - actively encouraging and often questioning (in a controlled manner) the conventional wisdom or status quo.

Our Directors and Associates have the necessary skills and experience to manage your projects and facilitate team meetings while adding an high standard of insight generating quality outputs.

Our experienced Associate Directors can design specificprogrammes to deliver against each of our clients uniquerequirements. Utilising our practical approach andexperience, programmes developed in this mannerare designed and delivered to our usual world classstandard.

Such Projects include:

Operational BenchmarkingCategory Strategy DevelopmentDepartmental Strategy DevelopmentTeam FacilitationJoint Supplier & Retailer Opportunity facilitationNegotiation of Deals and Tenders‘One to One’ senior development coaching

The Style

Retail Consultancy

Above all, HBA believe that as with all investments ourclients will be expecting a pay back on their trainingand development expenditure. All of our programmes are individually designed and developed with this return on investment in mind.

+66(0)2 381 7581

+66(0)89 017 7427

howard@howardbryant.com

www.howardbryant.com

Skype: howardbryant

A Division of Retail Asia Co., Ltd.1/18 Ekkamai Soi 10, Sukhumvit 63 Road, Bangkok 10110, Thailand.

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Howard Bryant & Associates