About Our Australian Team

Total Negotiation Australia helps organisations and individuals to step change negotiation capability and partner with them to significantly improve their profitability.

To all of our engagements we bring:

Our Team

Nick Hogendijk

Director

Experience
Nick Hogendijk is a highly talented negotiation expert and thought leader with over 15 years of commercial experience working for some of the world's leading FMCG and CPG companies including Mars, Mondelez and Diageo. Nick has honed his negotiation skills by working closely with culturally diverse teams in managing complex multi-national, multi-channel and multi-currency projects across the globe.

Nick's passion for empowering others has seen him accept various roles including key team leadership positions across Asia, Europe, and North America. He has successfully negotiated global, regional and domestic trade agreements as well pricing structure for various blue chip companies.

Style
Renowned for his leadership, negotiation, collaboration and commercial acumen, Nick has forged his reputation across multiple channels including: Corporate & Independent Grocery, Wholesale, Route to Market, Petrol & Convenience, New Business Development and Global Duty Free Markets. Nick has also worked extensively in "back office" environments linking commercial with other core business functions such as Finance, Supply, and Marketing.

Nick is committed to enabling people realize their full potential, and pursues this objective relentlessly in spite of the obvious interpersonal dynamics and complex human needs. With great pride in the Total Negotiation model, Nick's focus is developing the negotiations skills of every attendee so that they realize best practice in their business negotiations and commercial capability.

Results

  • Successfully negotiated new trading terms agreement with major multi-channel customer resulting in reduced trade investment and 20%+ revenue growth year on year for two consecutive years
  • Negotiated & Implemented Ocean Primary freight agreement with market leading supplier to deliver range expansion and improved profit performance of both supplier and retailer
  • Successfully negotiated and executed national pricing restructure of entire portfolio for all channels delivering simplified pricing structure and margin improvement while maintaining strong customer relationships

International Team

All of the Total Negotiation facilitators have senior commercial experience and are hand-picked for their specific sector experience.
We take care to closely align them to clients for best fit.

Mark Grice

Partner

Experience
Mark has developed his negotiation experience in a number of senior financial and commercial roles up to Board level, working extensively internationally. He works successfully in both B2C and B2B environments, adding value to complex negotiations through being able to easily move between operational and strategic modes of thinking. Prior to co-founding Total Negotiation he worked in FMCG, licensing, finance and marketing industries, including PWC, Diageo, Disney and Catalina Marketing.

Style
His style is described by clients as authoritative, entertaining and passionate. He is challenging and thought provoking to ensure that clients are thorough in their preparation for negotiations. As a qualified Chartered accountant, Mark has a highly commercial outlook on negotiation.

Results

  • Worked with a FMCG client to create a saving of AUD$400k for FMCG client through a redistribution of investment between customers
  • Ongoing consultancy support of a client resulted in distribution agreements set to deliver additional market share and incremental margin of AUD$15m
  • Advised and supported a FMCG client to implement their first price in five years, delivering more than £3m in incremental profit

Mark Cranstoun

Partner

Experience
Mark is a highly skilled negotiator with extensive, senior commercial experience in the FMCG sector. His experience ranges from managing large commercial teams through to managing projects delivering transformational results. A qualified coach from Henley Management College, he is also a Licensed Practitioner of both Insights and NLP. Prior to co-founding Total Negotiation in 2009, Mark worked at Nat West, Swiss Bank Corporation, Mars and Diageo.

Style
Known for creating both pace and change that improve business performance. Mark is adept at understanding negotiations from multiple perspectives, which enables him to spot more opportunities to negotiate and helps ensure ongoing organisational alignment.

Results

  • Worked with a European client to reschedule financial commitments achieving a saving of more than £3m against budget
  • Restructure of terms investment for a FMCG client saving over £1m in year 1

Dean Allder

Consulting Director

Experience
Dean is a proven commercial professional with excellent negotiation and sales skills gained from managing large customer portfolios and budgets. He held senior roles with Pepsico & Reebok and ran his own consultancy before joining Total Negotiation. Also, a licensed Insights practitioner.

Style
A passion for people development has led Dean to deliver more than 200 capability programs across 4 continents, each one with as much enthusiasm, energy and inspiration as the first. He's known for his ability to translate training into commercial reality for delegates across cultures.

Results

  • Successful negotiations of all channel trade terms for one of the UK's leading sports brands, contributing incremental profit in excess of £1.5m in a declining market
  • Terms harmonisation project for one of the UK's leading FMCG businesses delivering incremental savings of more than £2m directly to the bottom line
  • Coaching of Key Account teams for one of the world's leading FMCG brands to re-negotiate trade terms in more than 20 different markets, across the UK, Europe, Middle East and South America - leading to long term and sustainable profit growth

William Harte

Associate

Experience
Bill has held roles in both Sales and Marketing with large multinationals and traded with Coca-Cola, Tesco, Asda and Booker. Strong commercial experience comes from both buying and selling roles and from trading with multi-national parties in the UK, Europe and Japan.

Style
Bill's role play skills are legendary, built upon his training in and passion for improvised Theatre. He confidently and successfully portrays any number of situations and customer styles to challenge and develop delegates. Coupled with his coaching skills, they deliver transformational results.

Results

  • Complex, multi-party negotiations between Coca-Cola Enterprises, Diageo, Tesco, Asda and J Sainsburys
  • Challenging 'real plays' with over 50 Diageo customer managers to ensure successful implementation of new Trade Term
  • Mentoring a marketing consultancy in a successful pitch to win a global financial services account

Simon Negus

Associate

Experience
Simon's exceptional negotiation experience within the UK retail trade comes from commercial roles both at Mars Confectionery and United Biscuits. After heading up United Biscuits snack business in Ireland, he has continued to build his international negotiation expertise.

Style
Simon has the ability to provide an easy to understand and logical route through even the most complex negotiation, and is able to balance the short term and long term outcomes to ensure the optimum result is achieved.

Results

  • Negotiating the commercial contract for Mars sponsorship of the Millennium Dome, including sole supply rights
  • Negotiating the trade terms/cost price harmonisation following the merger of Morrisons and Safeway, and again for Co-Op and Somerfield
  • Several JBP negotiations with both Tesco and Asda Walmart

John Green

Associate

Experience
John's experience comes from senior trading and procurement roles in both Sainsburys and Rentokil. At Sainshurys he headed the procurement function and delivered £50m of benefits each year as well as developing and leading a coaching programme for retail buyers to improve their buying skills.

Style
As a procurement specialist John is known for keeping his eye on the prize. In his consulting and training this is evident in his calm and methodical approach, thorough and detailed but never at the expensive of also being creative in commercial situations.

Results

  • Leading a major outsourcing delivering £15m off the balance sheet and £3.5m profit improvement
  • Negotiating a 40% price increase for a small manufacturer in to a big branded FMCG supplier
  • Negotiating with Plc board for set up and funding of a procurement function

Rachel Astbury-Phillips

Associate

Experience
Rachel is an energetic, self-motivating professional who thrives on a fast paced and demanding environment. Her career demonstrates a proven track record in leading, global FMCG companies from Account Management and Category Development through to Global Director roles whilst at Reckitt Benckiser and Sales Director, Australia with GSK Consumer Health Care.

Style
As a result of her broad experience, her negotiation skills (used internally and externally) have been highly developed both locally within the retail trade environment but, also globally, managing and delivering against differing key stakeholder opinions spanning various countries, functions and hierarchies.

Rachel is an innovative and creative thinker with a results focus and has a desire for continuous improvement. This coupled with her tenacity has step changed account and country performances delivering against targets in fiercely competitive arenas.

Rachel's strategic leadership skills are also critical to her success and include her identifying, setting and leading Sales/Category/Brand/Account strategies in addition to leading and embedding cultural and organisational change. She is an enthusiastic communicator, influencer and coach which has enabled her to identify and embed strategic customer engagement programmes via new ways of working internally and externally.

Rachel's negotiation highlights include

  • Successfully identifying and implementing a new Joint Business Plan format with a UK leading retailer, moving away from traditional targets to absolute investment for growth driving initiatives.
  • Optimising trade investment across a number of accounts to deliver Gross Margin improvement whilst also delivering Market Share and double digit Net Revenue growth.
  • Harmonisation of trade terms across two company divisions with a leading retailer.

Bryan Leggett

Associate

Experience
Bryan has extensive experience in large global organisations and medium enterprises with demonstrated success in taking brands and products to category leadership status in the retail sector. More recent roles have encompassed Australasian Sales Manager and Head of Category with Nestlé Health Science managing sales teams and national customer portfolios into the healthcare sector. With 20 years in leadership roles and strategic planning, Bryan transforms the both vision and strategy into viable commercial propositions through one of the organisation’s best assets – its’ people.

Style
With his easy going style, Bryan delivers engaging training programs that supports each participant in bringing a new or enhanced skill to their development. The success of any organisation is through its people and his coaching and mentoring abilities has seen many individuals excel in their roles and increasing their contribution to the organisation. He has an inspiring leadership style which others like to follow. His passion for developing people extracts the best in their ability and empowers them to achieve above and beyond their role.

Results

  • Bryan has managed major retail customers for both Fast Moving Consumer Goods and healthcare organisations in Australia and New Zealand to include Coles Supermarkets, Kmart, Target Australia, Metcash, Woolworths Ltd, Chemist Warehouse, Terry White Chemist, Priceline and other retailers. Through planning, communication and negotiation he has an enviable record of exceeding expectations of both the organisation and the customer.

Graham Carter

Associate

Experience
For more than 30 years Graham has excelled as an experienced commercial leader, expert negotiator and recognised trainer dealing with some of the world’s best known FMCG and retail businesses.

Following an extensive career across Asia with Mars Inc., Graham has spent more than 15 years focussing on the learning and development of people. Graham has facilitated many training programmes and implemented learning solutions, always with a focus on the development and enhanced capability of each and every attendee.

Style
Grahams focus is to continually exceed all customer expectations and to deliver value added learning experiences for all program attendees.

With his vast knowledge and practical experience of working within various trade channels such as Wholesale, Supermarket, Pharmacy, Convenience, Health Care and Fast Food, Graham has developed an ability to customise his style to deliver against the clients' needs.

Results

  • Graham has provided many blue chip companies with negotiation learning and development solutions relevant to their unique business challenges. His experiences have seen him support the delivery of significant results across many companies including companies such as Mars Inc., Nestle, BP, Fuji Glaxo-Kline, Xerox, Goodyear, Diethelm, Carrier, Toys R Us, Dairy Farm, KFC, Pizza Hut, HSBC, Universal Pictures (home entertainment division) and Mattel.

Marc Showniruk

Associate

Experience
After 25 years of retailing experience for Australia’s largest grocery retailer Marc ventured into supplier based consulting where he has leveraged his invaluable experience as a retailer to enhance the performance of many suppliers across Australia and abroad.

Marc’s retailing experience saw him work on many initiatives for Woolworths including international sourcing, joined up business planning, vendor replenishment management, extensive category management experience, seasonal buying, etc. all leading to profit enhancement and consistent business performance growth during his tenure. Marc has a deep knowledge of retailer operations and he uses this insight and knowledge to enhance the awareness and capability of suppliers to enable them to have more meaningful and results oriented conversation and negotiations with trade partners.

Since retiring from Woolworths Marc has worked with many suppliers on their go to market strategies, operational efficiencies and negotiation positions to better meet the needs of the supplier and retailer alike.

Style
With his deep knowledge of retailing and its challenges, Marc brings an informative and challenging approach to the negotiations table to ensure suppliers are best placed to both meet the needs of their own business while also focussing on matching the needs and burning issues of their customers.

Marc blends his pragmatic approach with the demands and culture of each client to ensure that both the development needs of the individuals and the business performance objectives of the company are at the core of his delivery.

Results

  • Marc has successfully worked with may suppliers to re-shape joint business plans, trading terms agreements, factory gate shipping, and ocean primary freight solutions through utilising his extensive knowledge of retail operations, strong commercial acumen and excellent negotiation capability.
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