Wilson Negotiation Group

I n t r o

Organizations are losing millions of dollars each year because of poor & ineffective negotiations conducted on the organization's behalf.

The root cause is the knowledge gap of its negotiators This gap is common and exists for two reasons:

Inexperience - almost 95% of employees who negotiate on behalf of their organization have less than a half day of any formal negotiation training This often results in employees making sub-optimal deals, especially if the other party is welltrained and more prepared

Overgeneralization - there are hundreds of educational programs on negotiation. Most, if not all, are written or facilitated by academics, theorists, or those who embellish their negotiation expertise or experience Not at WNG We are a team of highly experienced and validated consultants from the world’s largest retailers & CPG companies. With experience negotiating deals every day representing billions of dollars each year.

TheProblemtoSolve NavigateYourSolution

Improve your organization's profitability by increasing your negotiation power.

How you do this is up to you; ranging from an in-person workshop to a consulting partnership, find the right fit for your organization to get the high ROI it needs to improve the profitability of its relationships.

A b t

Wilson Negotiation Group

Wilson Negotiation Group (WNG) is a management consultancy specializing in retail and CPG negotiations We help companies drive profitability through assessment, strategy, and negotiation development. Our consultants have managed P&Ls over $1B and have spent years as commercial negotiation consultants to some of the largest companies in the world: we are practitioners, rather than academics Because of our extensive experience in retail and CPG industries, we are able to find variables and unlock value that may have been previously unconsidered

We help our clients become confident and successful negotiators We partner with them in the planning, strategy, tactics, financials, and implementation of their negotiations, delivering the best possible outcomes. Working with WNG is intended to be transformational. The behavioral shifts that our clients experience have helped them add billions of dollars of value to their organizations

All of our consultants are proficient in enhancing negotiation skills across a broad spectrum of responsibility, ranging from an entry-level account manager to the chairman of the board. Regardless of an organization's size or scale, we customize solutions to help its negotiators overcome the barriers to achieving successful deals and create long-term value through negotiation.

At Wilson Negotiation Group, we have over 30 years of experience practicing, teaching, and consulting on a wide range of negotiation challenges in retail and CPG industries

e g o t i a t i o n M a s t e r y

NegotiationMasteryWorkshop

Our flagship, three-day workshop experience is designed for those directly responsible for negotiating on their organization's behalf The Negotiation Mastery workshop prepares your negotiators to win across a range of complexity.

Participants in this workshop learn a structure and process to help them plan, prepare, and execute successful negotiations, as well as the necessary behaviors that lead to optimal negotiation outcomes. Using behavioral psychology and science, the experience helps identify the most effective behavioral, factual, and executable strategies to be successful every time

The workshop is practical because we believe that negotiation skills are best developed by doing. Many different types of negotiations are conducted and analyzed using video to highlight the appropriateness or inappropriateness of the strategies, tactics, and behaviors used Every participant receives personalized feedback throughout the workshop.

NAll experience levels are welcome in the Negotiation Mastery workshop It challenges conventional approaches and constructs a solid foundation for progressing into highly-strategic negotiations.

"Hands down best training have ever experienced. The content, the way it was presented and the enthusiasm made the days exhausting, but I still wanted more!"

--Mary Strange-Hudson, Simmons Foods

e g o t i a t i o n C o n s u l t i n g

NegotiationConsultingServices

At Wilson Negotiation Group, our executive management consultants, each with years of retail and CPG experience, can challenge and advise you through your toughest, most complex negotiations

Our strategies will prepare you and your team to have the capability, confidence, data, and plan, to successfully execute your negotiation.

Our consultants don't work alone WNG has an extensive network of resources to help your organization assess, research, validate, and plan the most effective and profitable negotiation strategy.

OurExpertise

NCost Changes

Joint Business Planning

Assortment

Line Reviews

Channel Management

Supply Chain Sourcing

Procurement

Claims

OTIF

StrategicNegotiationMasteryWorkshop

Although this phrase can be interpreted in many ways, in negotiation, winning before the fight only happens with skillful strategy & planning. Our in-depth, consultant-advising approach produces a robust strategy and plan to win before the negotiation even starts

S t r a t e gi c N e g o t i a t i o n M a s t e r y

The wise win before the fight.

--Sun Tzu

O u r C l i e n t s

At WNG we are passionate; some would even say obsessive, about our clients financial success. We take pride in the outstanding results that our clients have realized by our services.

Our goal is to instill a negotiation culture, to align organizations with a universal language and planning process, but most importantly, to truly change skillful behaviors into profitable deals.

27 years of partnership with top-tier brands

ROB WILSON Lead Consultant

Rob is one of the most respected consultants in the retail negotiation space today. He is an experienced negotiation consultant, trainer,

international speaker, and the founder of Wilson Negotiation Group (WNG) Rob has taught thousands of business professionals around the world how to negotiate more effectively.

For over 27 years, Rob has consulted with fortune 100 & 500 companies throughout the world, including the largest retailers, CPG suppliers, and oil & gas organizations Rob consults primarily in the areas of negotiation (commercial, retail, behavioral) and strategic business planning Rob is not an academic, rather a practitioner. He builds, strategizes, and executes at the negotiation table. His real-life, ongoing experience sets him apart from the rest of the consulting field.

Originally from Dallas, TX, Rob relocated to Northwest Arkansas in 2015 to work for Walmart Stores, Inc, where he led domestic and international negotiation efforts as the senior director of negotiation strategy. Acting on his vision, Rob not only created an internal negotiation strategies team, but also implemented customized training programs to educate all Walmart executives, leaders, and merchants Rob has taught over 1,000 Walmart merchants, as well as associates in merchandise operations, marketing, supply chain, corporate tax, real estate, e-commerce, and store operations divisions. Rob and his strategy team orchestrated all strategies for largescale merchant negotiations, resulting in over $1 billion in cost reductions and savings.

Prior to Walmart, Rob was the most utilized & requested consultant within the Gap Partnership, a global negotiation consultancy based in London Rob excels at strategically-vital negotiations, working alongside his clients at the negotiating table to maximize value for all involved.

A d v i s o r y T e a m

A d v i s o r y T e a m

SCOTT HUFF

Retail Consultant

Scott retired from Walmart Stores, Inc, in June 2017, where he was executive vice president of the consumables and health & wellness divisions. In this role, he initiated merchandising strategies in areas such as beauty and personal care, pets, household paper and chemicals, baby, OTC, pharmacy, and optical.

Previously, Scott served as executive vice president of merchandising operations for Walmart US and was responsible for merchandising execution, replenishment, store layout, supplier diversity, planning, pricing, modular development and joint business planning.

From 2009 to 2014, Scott served as senior vice president of consumables merchandising for Walmart US, leading merchandising efforts for categories such as baby, pets, household paper, household chemicals, personal care and beauty Prior to that, Scott was senior vice president of customer experience, where he was responsible for store layout, in-store presentation, new business development, new formats, indirect sourcing and store planning.

Scott joined Walmart in 1994 as an intern, moving up in a variety of buyer roles and eventually serving as merchandise manager He was promoted to divisional merchandise manager in 2002 and then to vice president in 2003 with responsibility for snacks, beverages and alcohol. In 2007, he was promoted to regional vice president for region 26, covering Arkansas and southern Missouri

PHILIP FREEHLING Retail Consultant

Philip comes from a distinguished 28year career with Walmart Stores, Inc

Philip is an experienced retail executive with a demonstrated history of developing and leading high performing teams. He is a strong professional skilled in leadership,

strategy, merchandising, sales, marketing, inventory control, and operations Phillip is focused on inspiring leaders to realize their organizations full potential through utilizing nearly three decades of vast experience along with his unequaled passion for the customer.

Philip joined Walmart in July of 1992 as a pharmacy intern. Over the next 11 years he worked in pharmacy operations as a pharmacy manager, a district manager and a regional manager In 2004 Philip moved into merchandising where he spent the next three years as a buyer in the hardlines portfolio (sporting goods). After a brief time away from the company, Philip returned to Walmart in January 2009 as sr. director of pricing for Walmart U.S.

In September 2010, Philip took over as sr director of planning, pricing, modular development, and sourcing, for consumables and health & wellness. He was promoted to vice president in July of 2012. Philip’s team was responsible for building and overseeing the common vision and long-term strategy across Walmart’s strategic business units, by aligning individual department strategies with the overall corporate strategy

In February of 2013, Philip moved back into a direct merchant role as the vice president / divisional merchandise manager (VP / DMM) of pets for Walmart U.S. Over the next 13 years, he had responsibility for the development and implementation of effective strategies focused on the Walmart pet customer

A d v i s o r y T e a m

If you have ever wanted to learn how to negotiate like the world’s largest companies, there is no better organization to partner with than Wilson Negotiation Group!

WHAT OUR CLIENTS ARE SAYING

"Hands down best training have ever experienced. The content, the way it was presented and the enthusiasm made the days exhausting but you still wanted more"

--SVP

Michael Stores

“Rob Wilson is a master Negotiator, but more importantly, he can make you one as well.”

-- EVP - Clorox

"Unlike workshops I've had in the past, this training and case studies that apply to work scenarios that I currently face and will continue to face through my career at Duracell. I loved, and regretted, that this workshop took me out of my comfort zone and forced me to perform in uncomfortable, but common circumstances. Definitely one of, if not the most beneficial trainings I've taken. "

--

SVP Duracell

--VP

“Rob is an extremely skilled and passionate negotiator! I totally enjoyed and appreciated the time and incredible learnings that came as a part of these sessions” VP - Simmons Foods Inc.

"Fantastic! Unforgettable! Experiential!"

Sales Premier Nutrition