To expand your skills in managing commercial sales relationships with retailers, AUSVEG is hosting two-day Retail Negotiation Skills Workshops in 2024, in collaboration with NextGen’s Neil Rechlin.

Most growers are very good at negotiating the price of farm equipment and understanding the latest technology. However, it is often not the case when dealing with retailers. Effective engagement will ensure growers get a fairer return for their hard work to grow fresh produce.

AUSVEG, in partnership with NextGen, recently conducted a training course in Melbourne for growers to learn retailer negotiation skills.

Presenter Neil Rechlin says that many growers receive the contract details from the retailer, but often don’t understand them, or the strategy that underpins the discussion. To be in a better position, grower knowledge of what drives retailer behaviour and their tactics goes a long way to improving the outcome for the grower.

Neil says there is consistent poor behaviour from retailers because they face no punishment, and no consequences. The ability to police and fine retailers for poor behaviour would be a significant step forward that can only be achieved through making the Food and Grocery Code of Conduct mandated. Under the legal framework, the current voluntary code does not allow for fines to be levied against retailers for a breach.

“It really does come down to the supplier understanding where they can benefit, what the change of behaviour from their trading partnership should look like, and then being in the position to start enforcing that. Many fear upsetting the retailer and pushing their rights too far and risking the contract.”

For the past seven years Neil has led the NextGen involvement in the Grocery Code of Conduct, working with manufacturers, industry bodies and the ACCC to continue the evolution of the Code in Australia. Neil has a passion for helping suppliers in their sometimes challenging engagements, with the major retailers and wholesalers.

Download the course details pdf here: Negotiation_AusVeg_23

Please indicate your Expression of Interest by emailing publicaffairs@ausveg.com.au. Don’t forget to include which event you are interested in attending.