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  • Tool ID: 9118
  • Author: OliiR Academy

Listing – Negotiation Levers

The Listing Negotiation Levers is built to give Trade Marketing and commercial teams a structured, defensible way to catalogue the 12 negotiation levers available in a listing discussion. identify which to use and which to reserve.
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  • Tool ID: 9118
  • Author: OliiR Academy

Tool's Overview

The Listing Negotiation Levers is built to give Trade Marketing and commercial teams a structured, defensible way to catalogue the 12 negotiation levers available in a listing discussion. identify which to use and which to reserve.

It replaces inconsistent commercial debate with a structured, evidence-based approach that produces clear decisions and repeatable methodology.

What This Tool Does

This tool enables Trade Marketing and commercial teams to:

  • Apply the OliiR gold-standard scoring or calculation method consistently
  • Capture decisions transparently for review and audit
  • Drive defensible commercial action across teams and markets
  • Build a multi-period view of performance over time

It moves the underlying commercial conversation from opinion to evidence.

When to Use This Tool

This tool is typically used when:

  • Preparing the annual commercial plan
  • Reviewing performance against agreed KPIs
  • Building the case for a strategic commercial decision
  • Onboarding new commercial team members

Who Should Use This Tool

This tool is intended for:

  • Trade Marketing Managers and Heads
  • Commercial Directors and General Managers
  • Sales and Key Account leadership

It is equally relevant for brand owners and distributors operating across multiple categories and channels.

How the Tool Is Structured

The tool is organised into the standard OliiR structure:

  • Cover – branded front sheet with reference, version, and use rights
  • Terms of Use – full IP, licence, and disclaimer framework
  • Instructions – step-by-step guidance on how to use the tool correctly
  • Working Sheet – the functional grid or calculator
  • Reference Guide – scoring or method notes

This ensures the tool is immediately usable, decision-oriented, and defensible in commercial reviews.

Positioning Note

This tool is most effective when used as part of a structured commercial review cadence, rather than as a one-off exercise. Applied consistently, it builds a multi-year picture of performance and protects scarce commercial investment from flowing on inertia.

Access Options

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  • Download in Microsoft Formats.
  • Excel, Word, PowerPoint.
  • Fully editable, ready to implement.

FAQs

Do I need special software?

No, All tools are built in Microsoft Office.

Download links are sent by email.

Yes, they are fully editable.

Proprietary to OliiR Academy – For internal use only.

  • Testimonials
Before this program, our trade marketing team was stuck in 'execution mode'—constantly firefighting and reacting to sales requests. This course gave them the structure to stop fixing gaps and start leading the category strategy. They are finally operating as the engine room of our commercial growth.
— Commercial Director, Global FMCG Manufacturer
The biggest impact has been on our internal alignment. We used to have Sales, Marketing, and Trade working in silos, often with competing priorities. The Mini-MBA created a shared language and a single commercial rhythm. Now, when we approach a retailer, we speak with one unified voice.
— VP of Sales & Marketing, Regional Distributor
Trade spend is our second biggest P&L line, yet we were spending it on instinct. This program gave my team the financial discipline to actually measure ROI. We’ve stopped the 'surprise promotions' and started building investment models that actually justify the funding.
— General Manager, Food & Beverage
Our conversations with buyers have completely changed. We moved from simply pushing SKUs to presenting data-backed category stories that defend our shelf space. The team now has the confidence to justify listings and challenge retailers with insights, not just price.
— Head of Modern Trade, Personal Care Brand
What I appreciate most is the practicality. My team didn't just learn theory; they came back with ready-to-use JBP templates and Scorecards that we implemented immediately. It brought order and predictability to our daily work routine.
— HR Director, Consumer Goods
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