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speaker

Paul
Allen

Australia’s Leading Authority on Supplier Margin

Profile

Paul Allen is Australia’s Leading Authority on Supplier Margin. For over 25 years, he has been immersed in business-to-business categories, from beer to pies and paper to glass, helping organisations to unlock value with their contracted business partners.

If you’re a supplier in the Asia Pacific region who is struggling to maintain and grow your operating margins, whilst ever encroaching procurement teams stretch your resources with new demands, Paul could well become the most valuable resource you have on your team.

He routinely helps clients reclaim upwards of 15% of their customer specific net margin entitlement - profit that would otherwise be lost or silently absorbed as an unfavourable “operational variance”.

As a senior sales, marketing & general manager, Paul has worked with some of Australia & New Zealand’s best-known companies and brands, including Lion, Simplot, TABCORP, Australian Paper and O-I Glass. He has negotiated with relentless procurement teams across Europe, Asia and America - and sold billions of dollars of goods to globally recognised brands.

If you believe the lifeblood of your business lies in the certainty of long term customer contracts, then Paul’s insights will compel you to rethink your ‘true cost to serve’. He exposes the fallacy of over-servicing and invites Suppliers to contemplate how they can inadvertently relinquishing millions of dollars every year by failing to monitor Customer specific net margin.

Paul is the Author of “Take Back Your Margin!. He holds a Master’s Degree in Business Administration & Undergraduate Degree’s in Business & Social Sciences

Media
Expertise
Talking Points

Take Back Your Margin!

Discover the 10 Pitfalls that every Supplier must avoid to protect and grow their Customer profitability. This is an interactive presentation that gives participants the chance to complete a real time case study on a Customer of their choice, during the Presentation. A powerful call to arms for Suppliers who are fed up with being squeezed for margin by big Customers.

Never keep a Customer contract Confidential

Customer contracts are the lifeblood of most Suppliers, yet less than 5% of contracts are known & understood by the staff who must fulfil them. As a result, Suppliers are at the mercy of cunning procurement teams who use stealth and manipulation to “get more for less” from front line staff. This dynamic presentation uses tragic and hilarious Corporate case studies to demonstrate why a Customer Contract must be summarised and shared to the very staff who will deliver it. The long term profitability of the Suppliers business depends on it. Participants leave with a commitment to never again lock a contract away in a filing cabinet!

How to up-sell your Customers

This presentation starts with a real life recording of Paul Allen driving through a McDonalds drive-thru and trying to negotiate a “free coke” with his Burger. What participants hear over 2 minutes will amaze every Supplier & create the basis for a dynamic interactive presentation that compels participants to complete a personalised menu list of 10 items that they can immediately use to up-sell existing Customers. This is for Businesses that are desperate to grow revenue’s fast!
Topics

Business

  • Sales
  • Change Management
  • Entrepreneurship & Entrepreneurs
  • Marketing

Innovation

  • Creativity
Feedback
Paul provided an engaging exploration into the opportunity to realise margin for our member companies businesses. Insightful and pragmatic the presentation resonated with the audience and provided a real world practical methodology for participants to take away and consider within their businesses. Australian Food & Grocery Council
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