For commercial teams in FMCG
The toughest annual negotiations in years start in September.
Energy and packaging costs are climbing since the Hormuz closure. Your 2027 price increase will be higher than retailers have seen in years, and they will reject it on day one. Pressure-test your organizational readiness in a free 30-minute strategy call, before your first customer meeting.
30 minutes · No pitch
Trusted by negotiators at AB InBev, Kraft Heinz, Danone & Dr. Oetker
Once the first meeting is booked, the cards are dealt
Every FMCG contract ends on 31 December. The negotiation season follows the same script every year, and this round the buying alliances and Hormuz-driven cost increases raise the stakes on both sides of the table.
Jul – Aug
The preparation window
Winning teams build their opening position, concession plan and stakeholder strategy now, before the letter is sent.
Sep – Oct
The letters go out
Price increases must be announced three months before contracts end. This year they’ll be far above what retailers accept.
Within days
The rejection lands
Retailers, backed by international buying alliances, push back immediately, and the pressure campaign begins.
Oct – Mar
35–40 meetings of trench warfare
Order stops, delisting threats, empty-shelf headlines. By now your team is too deep in the fight to change strategy.
What we cover in 30 minutes
This is a teaser of the type of session we run with our clients every summer before the negotiation season. You bring your most critical account, we bring 35 years of deal experience.
Risk analysis
We will talk about what the pitfalls are, you can expect when negotiating with major retailers.
Alliance check
If you are or are about to negotiate with an alliance, how you can still maximize your deals.
Communication Test
What you need to precondition and when before it’s too late.
Approach test
What does good look like if you want to increase your prices with the least amount of disruptions.
With one of our partners.
The consultants behind the table
Impact Negotiation Group has supported €4.1 billion in deals since 2022 and trained 5,935 negotiators at companies like AB InBev, Kraft Heinz, Danone and Dr. Oetker. Your call is with one of the consultants who sits at those tables, so bring a real account.
Adrien Le Clef
Partner — Impact Negotiation Group
Prepares FMCG commercial teams for their annual retailer negotiations across the Benelux and DACH.
Christian Gasser
Partner — Impact Negotiation Group
Decades of deal experience on both sides of the table in FMCG, retail and enterprise negotiations.
We’ve worked with negotiators at:
“This is ROI positive and therefore a must for senior sales.”
“Very good nego training. I have learned a lot; tactics, how to behave, to not be in a competitive mindset.”
“10 out of 10! Do it, it’s a very good training with real examples.”
“Interesting, fast-paced and lot of practical examples.”
“Nice full and rich program, with humor and great balance between theory and practice!”
“Absolutely powerful and valuable training. Applicable in most of the aspects in your life.”
“Having worked with the team at Impact Negotiation Group over the past two years, I’ve found them to be incredibly knowledgeable, responsive, and a pleasure to work with.”
“Very useful, high intensity.”
“Is this a sales call?”
No. You get the four checks above whether you ever work with us or not. If the call shows your team needs deeper preparation, we tell you what that looks like and you decide. We take on a limited number of preparation trajectories before September, so we would rather spend 30 minutes with a team that is serious about this round.
The letter goes out in — weeks. The rejection follows in days.
Book your free 30-minute strategy call
Pick a time below that suits you. You’ll speak directly with a senior negotiation consultant and leave the call with your opening position checked, your concessions pressure-tested and a plan for your first retailer meeting.
Pick a time in the calendarFree · 30 minutes · No pitch, no obligations