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joint business plan em portugues

joint business plan em portugues

JBP ou Joint Business Plan: o que é e por que a sua indústria ou varejo deve investir nessa estratégia

O Joint Business Plan (JBP) ou Plano de Negócio é um conjunto de estratégias executadas a longo prazo entre indústria e varejo, visando alcançar resultados positivos para todas as partes, incluindo o consumidor final.

Diferentemente do que muitos possam pensar, o JBP não é uma estratégia de vendas de um produto ou serviço. O aumento do faturamento das empresas envolvidas no Joint Business Plan pode ser um dos objetivos do planejamento, mas ele não se resume em vendas.

“Para mim, o JBP é sinônimo de uma construção a quatro mãos. Juntamos os objetivos da indústria, do varejo e até uma visão pessoal dos profissionais que trabalham nesse tipo de planejamento. A partir disso, montamos um calendário de execução. Acredito que dessa forma levamos a estratégia a outro patamar e os resultados são melhores.”

Explica Isabella Barbara, Executiva de E-commerce na Softys.

Portanto, de uma forma prática, o JBP envolve:

jbp-o-que-fazer

Como dizemos anteriormente, o planejamento do JBP não se resume a vendas assim como essa estratégia também não está relacionada a uma longa reunião. 

O Joint Business Plan requer um longo estudo sobre o mercado, as empresas envolvidas, os objetivos que deverão ser trabalhados e a execução.

Dentre os objetivos de JBP a sua companhia pode por exemplo ter o desejo de: 

São vários os objetivos que uma empresa pode querer alcançar, mas é importante priorizar as escolhas. Caso você tenha dúvida sobre como criar o planejamento da sua empresa ou de que forma fazer a escolha de objetivos, nesse book detalhamos cada fase da criação de JBP.

Por que a minha empresa deve investir na criação de um JBP? 

Essa é uma resposta muito simples de se responder. As empresas, independentes do tamanho e do segmento, devem investir nessa estratégia porque o JBP traz resultados efetivos!

 A seguir, listamos alguns dos resultados que a sua empresa também pode conseguir com esse tipo de planejamento.

1. Aumento da representatividade da empresa no mercado

Enquanto muitas empresas apenas seguem a fluxo para aumentar suas vendas, no JBP as indústrias e varejos fazem estudos e desenvolvem estratégias conjuntas para chegar ao objetivo final. Com esse alinhamento, as marcas chegaram a resultados surpreendentes.

“Com ações de JBP, nós conseguimos mais que duplicar a representatividade da nossa marca no mercado online e em 2020 podemos até triplicar essa expansão. Também tivemos um resultado positivo de governança das ações da nossa empresa. Isso significa que houve um alinhamento das ações da companhia, hoje todos sabem o caminho que precisamos seguir.”

Explica Heloisa Sevciuc, Digital Transformation na Nestlé Purina.

Outra empresa que também teve bons resultados relacionados à expansão de mercado foi a Coop, a maior Cooperativa de Consumo da América Latina. A Coop foi criada há mais de 60 anos e a organização é experiente no desenvolvimento de estratégia de JBP.

Atualmente a Coop trabalha nesse tipo de projeto com aproximadamente 40 a 50 fornecedores, sobretudo grandes indústrias.

“O JBP é uma prática frequente no nossa rotina. Estamos aprimorando os nossos processos cada vez mais e tratando os nossos desafios de forma igualitária entre indústria e varejo. Quando isso acontece os resultados vêm. Em um único produto, por exemplo, conseguimos aumentar o faturamento em 25%.”

Exemplifica Gustavo Ramos, Diretor adjunto de Comercial e Marketing na Coop.

2. Redução do tempo médio de entrega dos produtos

Os problemas com logística estão entre os principais desafios na execução das empresas,  seja para marcas que atuam no ambiente online ou offline. Esse é um problema que afeta toda a cadeia: indústria, varejista e consumidor final. 

No caso da Goodyear, fábrica de pneus para automóveis, o tempo médio de entrega dos produtos nas regiões Norte e Nordeste levava durava mais de 30 dias, o que era considerado um período longo pela empresa. 

“Na logística que tínhamos, os produtos saíam da fábrica em São Paulo, seguiam para o centro de distribuição da empresa em Pernambuco e depois a gente começava as entregas. Esse processo fazia com que os clientes recebessem a mercadoria com 45 dias, quando não havia imprevistos”, explica Maria Liz Fraga, Business Advisor Account na Goodyear.

A solução para o problema relacionado à logística da empresa foi um dos objetivos do JBP da Goodyear. A fabricante reuniu os parceiros, envolveu as equipes operacionais e depois de alguns testes o grupo chegou na solução.

“Para chegar ao resultado que queríamos, tivemos que refazer a nossa rota de distribuição. Com a nova estratégia, incluímos uma nova forma de entrega, desta vez, saindo de São Paulo direto ao destino final. O resultado foi a redução do tempo médio de 45 para 12 dias. Isso afetou positivamente todos os envolvidos no processo, porque os nossos clientes reduziram o custo de investimentos imobilizado no estoque”, conclui Maria Liz Fraga.

3. Melhora no relacionamento entre indústria e varejo 

Quando as empresas assumem o compromisso de participar de um Joint Business Plan, está sendo firmada uma parceria. Dessa forma, elas estão unidas por um compromisso, o que faz com que as relações fiquem mais próximas.

“Quando os resultados começam a aparecer o relacionamento entre as empresas fica ainda melhor porque os objetivos são construídos em conjunto. Ganhamos uma maior proximidade entre as equipes e isso reflete no resultado final”, explica Maria Liz Fraga, Business Advisor Account na GoodYear.

O Diretor Adjunto de Comercial e Marketing da Coop, Gustavo Ramos, também concorda com os ganhos em relacionamento proporcionados pela implantação do JBP. 

“Na maioria dos casos, é possível resolver as demandas com conversas maduras, com os dois lados descobrindo a raiz do problema e elaborando um plano de ação”, conclui Gustavo.

Como a Lett ajuda a sua marca na execução do JBP

Como você já sabe, planejamentos como os de Joint Business Plan envolvem grande objetivos. Isso significa que por mais que você tenha a sua meta principal de expansão comercial, existem diversos indicadores-chave de desempenho que você vai precisar acompanhar para atingir o resultado que deseja. Nesse sentido, os dados da Lett são fundamentais para a execução de uma boa estratégia.

Veja como a Lett pode ajudar a sua empresa a alcançar os seus objetivos, fale com um dos nossos consultores. 

E se quiser se aprofundar ainda mais no assunto, acesse o nosso ebook “JBP: como traçar estratégias eficazes entre indústria e varejo.”

Mantenha-se atualizado com as novidades do blog da Lett!

Mariana sampaio, compartilhe.

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Modelos e Exemplos de Plano de Negócios Gratuitos (Business Plan)

Criar um plano de negócios definitivamente não é a parte mais fácil ou emocionante de começar, ou organizar uma empresa.

Criar seu plano de negócios é mais que apenas colocar suas ideias no papel para que os financiadores em potencial as vejam. É um processo exploratório no qual você pode avaliar suas opções, testar suas suposições sobre sua ideia e até descobrir novas oportunidades. Pode até levar você a eliminar aspectos e objetivos do seu negócio antes de investir tempo e dinheiro neles.

Isso não significa que você tem que quebrar a cabeça e começar um plano do zero. Existem modelos de plano de negócio que facilitam esse processo para você! Confira estes modelos de planos de negócios que você pode baixar gratuitamente para começar.

Modelos de Plano de Negócios em Português

Separei alguns dos modelos de negócios que eu mais gostei, todos em português para facilitar ainda mais essa importante etapa de planejamento do seu negócio.

Sebrae – Modelo Plano de Negócios (Excel)

Sebrae - Modelo Plano de Negócios (Excel)

Criado em 1972, o Sebrae estimula o empreendedorismo e promove a competitividade e o desenvolvimento sustentável dos pequenos negócios no Brasil. Referência no setor de negócios do Brasil, o Sebrae disponibilizou um modelo de plano de negócios bem completo e intuitivo. Para baixar você precisa realizar um cadastro rápido.

Clique aqui para baixar .

Dynamic Business Plan – Modelo Plano de Negócios (Word)

Dynamic Business Plan - Modelo Plano de Negócios (Word)

Desde 1995, Mogens Thomsen, proprietário da Thomsen Business Information, tem ensinado e aconselhado os empresários da península escandinava, principalmente da Dinamarca. Ele disponibilizou um modelo de plano de negócios traduzido para o Português.

Endeavor – Modelo Plano de Negócios (PDF)

Endeavor - Modelo Plano de Negócios (PDF)

A Endeavor é uma organização global sem fins lucrativos com a missão de acelerar empreendedores que aceleram o crescimento do país. Apoiam milhares de empreendedores à frente de scale-ups, que são referência em performance e compromisso com a sociedade, e articulam mudanças para facilitar o crescimento de empresas no Brasil, nas bandeiras de Acesso à Capital, Simplificação Tributária e Desburocratização.

UOL – Modelo Plano de Negócios (PDF)

UOL - Modelo Plano de Negócios (PDF)

O UOL HOST é a unidade de hospedagem e serviços web do Grupo UOL e conta com a experiência de mais de 19 anos da marca que se consolidou como sinônimo de internet no Brasil. Eles contam com um setor chamado Meu Negócio, e por esse canal disponibilizaram um modelo de plano de negócios. Para baixar o arquivo você precisará deixar o seu e-mail, você pode inserir um e-mail inexistente apenas para conseguir ter acesso ao arquivo.

Clique aqui para baixar.

Modelos de Plano de Negócios em Inglês

Se você se sente confortável com o inglês, pegar alguns modelos e traduzir com certeza é uma boa opção. Existem muitos mais modelos disponíveis em inglês e com certeza algum se adequará a sua necessidade.

Score – Modelo de plano de negócios (PDF)

joint business plan em portugues

Score é uma organização sem fins lucrativos americana dedicada a ajudar os empreendedores a lançar suas empresas. Seu modelo, disponível para download em PDF ou Word, faz 150 perguntas e é genérico o suficiente para ser personalizado para a maioria dos tipos de negócios. O recurso Refining the Plan que o acompanha é útil, especialmente se esta for sua primeira tentativa de redigir um plano de negócios.

SBA – Administração de Pequenas Empresas dos EUA (PDF)

joint business plan em portugues

O modelo do SBA está disponível para preenchimento online e download em PDF. Você pode voltar e editá-lo conforme necessário, então não se preocupe em ter tudo pronto na primeira vez que você se sentar para resolvê-lo. Mesmo dividido em seções, é um documento longo e um pouco trabalhoso para ser lido, mas produz um plano de negócios útil e com aparência profissional. Isso é particularmente útil se sua ideia não estiver totalmente desenvolvida e você souber que tem dever de casa a fazer – ela solicita informações.

100 Startup – Plano de negócios de uma página (PDF)

joint business plan em portugues

Quem disse que um plano de negócios deve ser um documento longo e complicado? Alguns financiadores vão querer ver muitos detalhes, mas você pode fornecer isso nos apêndices. O 100Startup, o site do best-seller de mesmo nome, tem uma tonelada de recursos simplificados para empresários, incluindo este modelo de plano de negócios super simplificado.

LawDepot – Construtor de Plano de Negócios

LawDepot - Construtor de Plano de Negócios

Você apenas precisa responder a algumas perguntas simples e estará “pronto antes que você perceba!” Não acredite nisso. Um plano de negócios deve levar tempo e muito dever de casa, mas se você já fez isso, o modelo do LawDepot é uma escolha decente. Ele percorre os primeiros passos, marketing, produto, análise competitiva, SWOT e muito mais, com uma janela abaixo dos campos de entrada para mostrar o plano enquanto você o desenvolve. Você pode baixá-lo gratuitamente com uma assinatura de teste, mas deve se lembrar de cancelá-lo dentro de uma semana se não planeja continuar a usá-lo.

joint business plan em portugues

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Gartner Research

Joint business planning template.

Published: 19 November 2019

Use this template that includes a comprehensive set of tools to conduct joint business planning with key customers. Executive sales leaders responsible for account management can use the tools to identify and evaluate joint objectives, create a joint business plan and review progress against goals.

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Joint Venture

Portuguese translation: joint-venture / empreendimento conjunto.

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8th & Walton

What Is a Joint Business Plan (JBP)? Benefits & Best Practices

By 8th & Walton | on October 2, 2022

From small businesses to large corporations, the most successful companies begin and stick with a clear business plan. When a company defines its goals, lays out a path to meet objectives, and agrees on financial spending and expectations, it creates a shared vision and accountability to succeed.

Many businesses experience greater growth when partnering with another business. In the supplier and retailer relationship, both parties working independently would be detrimental. To create a mutually beneficial partnership, they must begin by defining each company’s responsibilities, expectations, and needs in a joint business plan.

What Is a Joint Business Plan?

A joint business plan (JBP) is the collaborative process of planning between a retailer and a supplier in which both companies agree on short-term and long-term objectives, financial goals, growth, and shared business initiatives for profitability.

Joint business planning focuses on agreeing on common objectives and aligning on a single goal or set of goals. The companies in the joint business plan must work together to accomplish a shared vision.

What Is the Purpose of a Joint Business Plan?

For retailers and suppliers, having a joint business plan can create a win-win strategy in growing consumer sales. An effective JBP allows suppliers to build stronger relationships with their retailers so both parties can mutually support and benefit from each other.

When a retailer and supplier recognize each others’ needs and agree on common goals, they can share insights to support each other and improve sales, customer growth, and processes.

How Does a Joint Business Plan Work?

Two companies can come together with a joint business plan because they have one thing in common: a shared shopper . Whether it is a supplier partnering with a retailer or a children’s clothing company partnering with a toy manufacturer, having the same target audience is the first element that brings the companies together.

The companies considering a joint business venture should then share their individual business plans and discuss their mutual growth opportunities. This is where the general goals and areas of support can be defined. Specific tactics and category strategies can also be fleshed out in early discussions before moving to the formal process.

Once both companies are in agreement that the partnership will be mutually beneficial, the joint business plan can be created. Formal contracts are drawn up, approved, signed, and the plan is ready to be executed. Periodic reviews and necessary adjustments to the JBP are recommended as needed.

Benefits of Joint Business Planning

Why enter into a joint business plan with another company? The benefits can be not only financial but educational as well:

Joint Business Planning Best Practices

How can companies ensure their joint business plan is a good fit for both parties? These are some best practices to include in preparation for entering into the partnership:

1. Align Internally First

Before entering into a joint business plan with another company, all members of the business must agree on the benefits of the partnership. Recognizing the advantages and seeing the bigger picture is key. When employees are in alignment within the company, it will be easier to align with the partnering company on the shared vision of the joint business plan.

2. Create the Plan Together

When two businesses enter into a partnership, the joint business plan should not be built by only one. A company sending another a complete plan or just a form to fill out is not collaborative. Both companies need to build the plan from the ground up. Collaborating in the development of the joint business plan is just as important as executing the plan itself.

3. Set Specific Goals

Expectations for success in the partnership need to be specific. “We need to grow sales” or “production costs will decrease” are good goals, but too general. Keep specifics in your plan that are as specific as they are realistic. If one company wants to grow sales by 40% in the next quarter, this should be spelled out in the joint business plan so get early support or push back from the other company.

4. Assign a Metric to Each Goal

Putting a metric with a goal keeps the company accountable to the mission of the joint business plan. For example, if the goal is to grow sales by 40% in the next quarter, it would be wise to assign a weekly growth metric. If the metric is too low over a few weeks, the plan shows that action needs to be taken immediately in order to meet the 40% sales growth goal for the quarter.

5. Communicate Responsibility and Accountability

The joint business plan is the place to eliminate all guesswork. If Company A is responsible for providing labels to Company B, be very specific about the responsible parties. Clarify that the packaging coordinator of Company A will mail the labels to the warehouse manager of Company B on the first of the month.

6. Include Risks and Solutions

Planning for setbacks is key to planning for success. The joint business plan should include any possible risks or obstacles foreseen by either company. Having solutions in place for multiple scenarios makes the plan easier to execute.

7. Constantly Evaluate the Relationship

Joint business plans work better with trust, mutual respect, and a great working relationship. Keeping the relationship healthy between the companies and individuals relying on each other brings more success to the overall plan. Monitor the relationship periodically and work to resolve conflicts as they arise.

Joint Business Plans at Walmart

Walmart works with its suppliers to create plans for sales and category growth. The company relies on suppliers to bring insights to the table to spot trends and get in front of potential gaps in the business.

Back in 2011, Walmart created a joint business plan with Proctor and Gamble to pick up lost sales in air fresheners. This category was down over 2% across the chain, but P&G brought insights to Walmart on how consumers were purchasing throughout the industry.

Consumers had no problem going to Walmart for aerosol sprays for under a dollar, but would then go to specialty stores to purchase expensive candles in the same scent. Through communicating through the joint business plan, Walmart was able to create excitement around higher price-point items and show the shared shopper they could purchase the extra items in one store.

Positive business collaborations can be extremely beneficial in growing retail sales. Two companies sharing a common vision can build on each other’s best practices and support each other to mutually win at the register.

Suppliers looking for support in their Walmart business have found great collaboration with 8th & Walton. Our team of experts supports suppliers to improve reporting, analytics, supply chain, accounting, and more. To begin a great collaboration with us, request a free 15-minute consultation this week.

About the Author

joint business plan em portugues

8th & Walton consists of retail industry experts with a combined 200+ years of Walmart and Walmart supplier experience. Having helped hundreds of CPG companies in their efforts to be better supplier partners to the world's most influential retailer, the 8th & Walton editorial team prides itself on being a go-to resource for Walmart supplier news and insights.

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Por  vince brook, julho 2020 por  vince brook.

Um guia prático e detalhado para negociar com sucesso o santo graal dos acordos corporativos: planos de negócios conjunto. Fazê-lo bem significa chegar a um acordo que seja de benefício mútuo, tenha riscos minimizados e seja apropriadamente propriedade e gerenciado por todas as partes.

Planejamento de negócios conjunto, planejamento anual, planos de compra e venda: com o tempo, o nome dado ao planejamento de negócios conjunto - ou JBP - evoluiu. No entanto, o processo de negociação de acordos anuais que são colaborativos, refletem benefícios mútuos e atenuam os riscos por meio do alinhamento, contrato e atribuição de responsabilidade ainda é um processo importante adotado por muitas empresas.

O processo, se bem gerenciado, pode ajudar o foco e o alinhamento através da identificação e priorização antecipada de metas. Também pode ajudar a mitigar o risco atribuindo responsabilidade, e permitirá uma maior probabilidade de um contrato bem-sucedido por meio de monitoramento regular, revisão e ajustes, conforme necessário.

joint business plan em portugues

Onde começar

Como iniciar o processo é uma das principais perguntas. Em primeiro lugar, determine se um JBP é apropriado para ambas as partes. Comece considerando os benefícios: existem negociações suficientes em andamento? A escala da oportunidade incremental é significativa o suficiente? Depois, avalie se existe um nível adequado de “vontade e habilidade”, ou desejo e capacidade, de ambos os lados, para investir tempo na criação de um.

Depois de determinar que é apropriado, o planejamento de negócios em conjunto está intrinsecamente vinculado ao ciclo de planejamento de negócios. No entanto, o processo pode ser mais eficaz se for contínuo e interativo. Para obter o valor ideal do plano, o contrato também deve se basear na criação de valor mútuo, com ambas as partes contribuindo ativamente, em vez de simplesmente executar soluções pré-estabelecidas. Manter-se a par dos desenvolvimentos de negócios, do desempenho do mercado e da criação de um acordo dinâmico versus um estático garantirá que o valor não seja corroído pela duração do contrato.

Caso queira ler o relatório completo, faça o download preenchendo o formulário abaixo.

joint business plan em portugues

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joint business plan em portugues

joint business plan em portugues

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Course Description

This approach to Joint Business Planning (JBP) is rooted in an alignment process between the customer and seller (Manufacturer, Broker, Suppler, etc) that produces breakthrough business plans. The objective of JBP is to drive alignment of goals, strategies and action plans between the two collaborative partners.

Learning Objectives

Target Audience

Any person from a Manufacturer, Retailer, Distributor or Agency, within the Consumer Product Goods industry, who seeks a more advanced understanding of Joint Business Planning. Typical participants include roles such as Category Managers, Buyers, Merchandisers, Customer Team leaders, Account Executives, Marketing Managers, Pricing & Promotion Managers, Finance Managers, Business Managers, Operations Managers, Retail or Sales Strategy Managers, Trade Marketers, Supply Chain Managers, Category Analysts, etc.

Supported Behaviors

Strategic Business Planning Analysis & Insights Trading Partner Development

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Joint Business Strategy Planning

Create joint accountability and drive revenue with aligned priorities..

The Business Planning module’s configurable templates guide the process of jointly building and reviewing detailed business plans with your partners. Once created, you and your partner can track progress toward your goals and quickly identify successes, and when a different direction is needed.

Get Started with Channeltivity

Build and review joint business plans.

Business planning with partners is one of the most effective ways to drive revenue and create joint accountability. Flexible and configurable to your needs, the joint business planning module enables you to build measurable objectives, execution strategies and tactics, go-to-market plans, target account lists, SWOT analyses and more. Once completed, analyze the effectiveness of your plan and identify areas that may need modification.

Channel Planning Management Within the Plan

From within the joint business plan, manage all program requirements developed jointly with your partners and check both you and your partner’s progress against the plan.

What Is Joint Business Planning?

Joint Business Planning (JBP) helps Consumer Goods suppliers and retailers build winning relationships that benefit both parties and improve the commerce experience through clear insights into the other's needs and recognition of mutual interests.

joint business plan em portugues

Charles Redfield

Executive vice president and chief merchandising officer – sam’s club (walmart).

The symbiotic relationship between retailer and Consumer Packaged Goods (CPG) companies has, till now, been able to support steady growth based on demand alone. Now, as the Consumer Goods (CG) industry continues to shift away from organic expansion, the need to reach more customers and engage new audiences is more important than ever.

Let's dive in to some of the key shifts our customers are seeing in the retail environment:

Authentic challenger brands are continually entering the market. According to a recent  survey  carried out by McKinsey, 30-40% of consumers have been trying new brands and products during the pandemic. Of these consumers, 12% expect to continue to purchase the new brands after the pandemic. More competition = more difficulty obtaining or retaining market share.

Global supply chain stress has created a multitude of issues for companies seeking to keep costs down. Disruptions in labour markets have seen 15% of companies with insufficient labour for their facilities to keep up with increases in demand, leading to inflation re-emerging as a significant problem for the first time since the 1970s.

Changing consumer needs are not only encouraging the rise of new, healthier alternative brands but also instigating real legislative change. For example, in October 2022, HFSS (High in Fat, Salt & Sugar)  regulations  will see a crackdown on promotions for unhealthy food and drinks, which will have serious repercussions for both suppliers and retailers.

joint business plan em portugues

Evan Sheehan

Retail, wholesale & distribution leader - deloitte global.

These shifts have caused retailers to change the way they do business; the traditional playbook needs to be thrown out and rewritten. The diversification we have seen in channels, models and store formats means that retailers’ expectations for suppliers have changed. And, as increasing numbers of authentic challenger brands come to market, competition has never been higher. 

For both retailers and suppliers, Key Account Management (KAM) needs to be revisited. A culture of test & learn in real time needs to be applied to contend with these new market entrants and, with “key accounts contribut[ing] between 40% to 80% of revenue for a branded supplier” in developed markets as indicated by this article by Bain & Company , the time to reinvent is now.

Major incentives for change can be distilled into these three points:

joint business plan em portugues

In the past, the CPG industry power dynamic has often favoured the supplier, but this is no longer the case. Only 3% of retailers are in an exclusive relationship with just one supplier in a given category, indicating the clout they hold to sway access to consumers is higher than ever before. With a number of Consumer Goods companies falling prey to a one-size-fits-all to their global business models, they have been losing valuable ground to more specialised, relevant competitors.

For CPG companies, visibility at point-of-sale for their products is vital. For retailers, getting the product in-store to sell is their business. Having retailers being ‘on-side’ and aligned is game-changing for suppliers. 

But, as indicated in the name, Joint Business Plans need to be exactly that: Joint. If the manufacturers arrive at the table with a railroad agenda, offering little to no agency to the retailer, it will be too one-sided and off balanced. If retailers have unrealistic expectations, e.g broad assortments or 24-hour delivery, from certain suppliers, the equilibrium of the plan will be thrown off from the outset. This is where the value of insight-sharing cannot be understated; IGD asserts that both sides must 'be prepared to share information with each other' to achieve success.

Both CPG companies and retailers need to be able to influence the plan and offer respective insights to avoid creating a zero-sum atmosphere.

For companies collaborating on Joint Business Plans, certain proactive steps need to be taken to fit the plan to benefit both parties. Bain & Company have set out five key steps that they have seen Consumer Goods companies take to achieve 'more trustful and productive' relationships and provide significant value.

joint business plan em portugues

Entering into a business relationship, such as a JBP, with a full understanding of where a potential partner is in the market is pivotal to a successful collaboration. Being aware of any weaknesses provides the opportunity to address them before they become an issue and impact your business. 

In turn, a complete understanding of your own business’ strengths and weaknesses before embarking on any external partnership is equally important. A Joint Business Plan can only be successful if it truly brings benefit to both the retailers and CPG companies; without this, joint commitment can’t be assured. 

This demands the creation of an environment where retailers and CPG companies can offer total visibility into their data, thereby enabling creation of target audiences and consumer journeys. As indicated by an IGD Industry Survey , ‘Too often trust is the biggest barrier to putting any proposal into action’. Data transparency reduces the possibility of down-the-line surprises and potential derailing of the plan.

While keeping costs down may be advantageous, it is vital not to lose sight of the top priority; understanding the target customer segments. 

Customer data extracted through the collaborative JBP can help maintain product stock levels, illustrate demand and identify trends in product distribution. Without this information, even a theoretically perfect Joint Business Plan will fail. Understanding who the customers are and what they are buying better enables CPG companies and retailers to produce and distribute - keeping the customer’s needs at the crux of their strategy.

It’s important to note that Joint Business plans are not one-size-fits-all; it may take more time to differentiate a plan to make it more tailored to a specific relationship, but the benefits can outweigh the expense.

Research by POI illustrates that 58% of CPG companies are struggling with retailer aligned compliance for store-level promotion execution. Clearly, there is a concerted need to ensure in-real time that assured promotions are being carried out, but 27% of CPG companies do not get any real-time insights into retailer compliance, forcing them to wait until the end of a cycle to make any significant changes.

While promotion compliance isn’t a new issue in the Consumer Goods industry, it can be a major roadblock to a JBP. With teams in the field, far more regular compliance checks can be performed and the information shared much wider, much faster. 

The dialogue between each party needs to continue beyond initial negotiations and agreements. Regular meetings provide opportunities to correct mid-cycle issues, where the retailer and CPG company can align on real-time results and solutions. 

Without clearly defined and tracked performance metrics, the success of the JBP is uncertain. Both parties need to agree on what data sources are going to be reviewed. Expectations must be laid out internally and externally, to establish what each side hopes to get out of the arrangement. This will prevent potential disappointment if or when unaired expectations aren’t met. 

It is also important to have discussed and agreed upon the terms and investment in the JBP. Going into a project aware of the value that each business is adding to the other and being able to quantify the ROI is fundamental to a successful Joint Business Plan.

As shown in the recent Promotion Optimization Institute (POI) State of the Industry Report , 64% of manufacturers have challenges when looking for data from retailers. When data is such a foundational element to gainful retailer partnerships, it needs to be shared. The ideal is to involve teams from across the company including distribution, sales, finance and marketing. Siloed internal communication can negatively impact information sharing and lead to failure of a JBP.

CPG companies need to leverage real-time insights pulled from a range of commercial data sources that allow them to optimize strategies based on their business goals and current supply and promotion constraints. This maximises the value of every dollar invested in trade spend.

Closely aligned with the tenets of Bain's Key Account Management Commercial Excellence framework, Aforza drives Joint Business Planning with an end-to-end platform of core functionalities:

Account 360° View : Gain a complete view of an account's hierarchies and key relationships, as well as visibility into all engagement activity across channels.

Real-time Data & Insights on Account Performance: Get real-time insights, from a range of commercial data sources, across all aspects of your key account performance.

Integrated Trade Promotions: Optimize trade spend and target key customers by displaying a real-time view into promotion performance, inventory levels, sales order insights, budgets & funds, plans & objectives.

Retail Execution Checks from Field Sales Teams: Leverage your teams in the field to check key account compliance and take promotion-based order capture with penny-perfect pricing on mobile; online or offline .

Digital Asset Management : Ensuring all important business documents are centralised and accessible against the account, such as contracts and Joint Business Plans.

Check out this demo from Aforza's Chief Product Officer, Nick Eales, as he showcases how leading Consumer Goods companies are leveraging Aforza to create productive account collaborations that unlock revenue potential like never before:

With industry-leading innovations and capabilities, the Aforza cloud & mobile solution continues to help consumer goods companies sell more and grow faster. Take the first steps now and create productive account collaborations that unlock revenue potential like never before.

joint business plan em portugues

Joint Business Planning at WOW Tech

WOW Tech Group was founded in 2018 with the coming together of two industry leaders, Womanizer Group Management GmbH from Germany and Standard Innovation Corporation from Canada.

Their stated mission is to be the premier provider of pleasure products that enable people all over the world to increase the satisfaction of their personal and sexual well-being.

With Aforza, WOW Tech enabled Joint Business Planning by allowing Key Account Managers (KAMs) to easily set up and manage account plans and set sales targets across various KPIs. 

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joint business plan em portugues

Grocery insights: Time’s up for joint business planning

Joint business planning is outliving its usefulness to both grocery retailers and vendors. What began as a strategic response to intensifying competition is transforming into a costly, complex, and cumbersome undertaking that’s no longer delivering the desired results for either party. With growth prospects looking grim across the sector, it’s time for grocery retailers and vendors alike to embrace a simpler approach – one that relies less on short-term price promotions and more on long-term, sustained value gains that reduce demands on people and operations.

A good idea that’s running out of shelf lifeundefined Joint business planning first emerged in the mid-2000s, and its use grew sharply in the following years. Grocery retailers pushed vendors for more trade investment to help stay competitive in an increasingly crowded market; vendors complied, demanding better performance and stretch volume targets in return.

The result? Incremental sales rose through intense price competition, only to be followed by lengthy periods of price deflation across many categories. Promotional calendars became congested. Vendor trade spend has increased while retailers’ gross margin has eroded. Both spend more and more time and money on managing a complex web of agreements and pursuing competing interests, rather than on the core business. What was meant as a collaborative process has often created more antagonism between vendors and retailers, fostering “us vs. them” thinking that has sometimes led to decisions and actions that consumers either didn’t care about – or notice.

Joint business planning’s diminishing returns have reached a point where it’s providing little – if any – incremental benefit to grocery retailers and vendors. Change is needed, and fast.

Growth prospects can’t justify costly joint business planning The rising costs and poor returns associated with joint business planning are a growing liability in a grocery sector that’s facing significant growth pressures.

Arguably the most highly correlated macro indicator for food consumption – population growth – is slowing: Canada’s population grew a mere 0.9% in 2015, down from 1.1% the year before, and there’s no sign of a turnaround. At the same time, consumer trends are changing: consumers are cooking less and turning to convenience foods and out-of-home dining, and they’re also shifting away from mainstream brands in favour of new natural or organic offerings.

Given these market realities, grocery retailers and vendors will find it increasingly challenging to achieve top-line revenue growth, especially in off-trend categories. To preserve or improve margins, companies need to turn their attention to reducing costs found in their current operating model – and joint business planning is a great place to start.

Rebooting joint business planning for a low-growth world Both grocery retailers and vendors stand to benefit from stepping back from the resource-intensive complexity of today’s joint business planning. Adopting simpler approaches can significantly reduce costs, improve efficiencies, and refocus energies on delivering value to consumers – which, over time, can give rise to long-term, sustainable boosts to revenue and, more importantly, profitability.

Some in the industry are already beginning this “reboot” of their planning process. A number of grocers are enlisting their national procurement groups to help consolidate and minimize the number of trade agreements in play, thereby reducing the administrative burden associated with them. We’ve seen one vendor roll program funding into the invoice price and entrust promotion to the retailer; no longer needing to manage that spend directly has allowed the vendor to trim its sales force. Another vendor has shifted away from promotional spending, deciding that its strong brand delivered stable demand; this change in strategy has translated into less stress on supply chains and less need to maintain costly “safety stock.”

Moving away from joint business planning requires companies to forego short-term revenue gains in exchange for lower costs, reduced complexity, and longer-term growth. It demands companies to have the determination and patience to stay the course – and reinvest savings into building the brand and delivering consumer value.

And improving consumer value is vital. Consumers will quickly notice fewer price promotions, and companies will need to deliver something to justify higher prices. For example, vendors may look to improve ingredients or improve packaging to make products easier or more convenient to use. Retailers will likely want to focus on improving the in-store experience, from the store environment to product assortment.

Ready to hit reset? Joint business planning isn’t delivering what grocery retailers and vendors need in today’s market. It’s time to take action and reset thinking around this aspect of the business. Companies can start by looking at their array of current plans – are they delivering the expected value? If not, it’s time to dig in and find out why. This is also the time to determine whether management is willing to support a period of transition, and potentially missing short-term targets for long-term benefit in a low-growth world.

Read Deloitte's grocery insight series to get the most value for your business

Key Contact

Andrew Bond

Director, value creation services.

[email protected]

905-315-6718

Andrew is a director in Deloitte’s Value Creation Services practice, and is based in southwestern Ontario. Before joining the firm, he spent over 10 years in roles throughout the finance and sale func... More

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  1. Joint Business Plan (JBP): o que é e como fazer

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  2. joint business plan

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  3. JBP ou Joint Business Plan: o que é e por que a sua indústria ...

    O Joint Business Plan (JBP) ou Plano de Negócio é um conjunto de estratégias executadas a longo prazo entre indústria e varejo, visando alcançar resultados positivos para todas as partes, incluindo o consumidor final. Diferentemente do que muitos possam pensar, o JBP não é uma estratégia de vendas de um produto ou serviço.

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  6. Modelos e Exemplos de Plano de Negócios Gratuitos (Business Plan)

    Score - Modelo de plano de negócios (PDF) Score é uma organização sem fins lucrativos americana dedicada a ajudar os empreendedores a lançar suas empresas. Seu modelo, disponível para download em PDF ou Word, faz 150 perguntas e é genérico o suficiente para ser personalizado para a maioria dos tipos de negócios.

  7. BUSINESS PLAN

    Secondly, the business plan could not be how it was imagined initially, simply because GPS, our major competitor, is free and is fully financed by the US government. Em segundo lugar, o plano de empresa não podia ser o imaginado no início, simplesmente porque o GPS, o nosso grande concorrente, é gratuito e totalmente financiado pelo Governo ...

  8. business plan

    business plan tradução: plano de negócios. Aprender mais em dicionário Inglês-Português Cambridge

  9. joint

    joint tradução: conjunto, mútuo, articulação, articulação, assado, assado, baseado, junta [feminine], articulação…. Veja mais em Dicionário Cambridge ...

  10. Joint Business Plan Em Portugues

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  11. Joint Business Planning Template

    Published: 19 November 2019 Summary. Use this template that includes a comprehensive set of tools to conduct joint business planning with key customers. Executive sales leaders responsible for account management can use the tools to identify and evaluate joint objectives, create a joint business plan and review progress against goals.

  12. Joint Venture

    joint-venture / empreendimento conjunto. Entered by: Carlos Angelo. 16:34 Nov 17, 2005. English to Portuguese translations [PRO] Law/Patents - Law: Contract (s) English term or phrase: Joint Venture. Contrato onde duas empresa se unem para participar do mesmo. È diferente do consórcio. djanventurim.

  13. What Is a Joint Business Plan (JBP)? Benefits & Best Practices

    What Is a Joint Business Plan? A joint business plan (JBP) is the collaborative process of planning between a retailer and a supplier in which both companies agree on short-term and long-term objectives, financial goals, growth, and shared business initiatives for profitability.

  14. Joint business plans: Alcançando o elusivo ganha-ganha

    Planejamento de negócios conjunto, planejamento anual, planos de compra e venda: com o tempo, o nome dado ao planejamento de negócios conjunto - ou JBP - evoluiu. No entanto, o processo de negociação de acordos anuais que são colaborativos, refletem benefícios mútuos e atenuam os riscos por meio do alinhamento, contrato e atribuição de ...

  15. Joint Business Plan Em Portugues

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  16. joint

    Tradução de "joint" em português. This food joint is my life. Este conjunto de alimentos é a minha vida. Please do the preparations for a joint operation immediately. Por favor, faça os preparativos para, uma operação conjunta imediatamente. Combating terrorism is described as a joint objective.

  17. Joint Business Planning « The Partnering Group

    Course Description. This approach to Joint Business Planning (JBP) is rooted in an alignment process between the customer and seller (Manufacturer, Broker, Suppler, etc) that produces breakthrough business plans. The objective of JBP is to drive alignment of goals, strategies and action plans between the two collaborative partners.

  18. Joint Business Planning in the Channel

    Flexible and configurable to your needs, the joint business planning module enables you to build measurable objectives, execution strategies and tactics, go-to-market plans, target account lists, SWOT analyses and more. Once completed, analyze the effectiveness of your plan and identify areas that may need modification.

  19. What is Joint Business Planning (JBP)?

    A Joint Business Plan can only be successful if it truly brings benefit to both the retailers and CPG companies; without this, joint commitment can't be assured. This demands the creation of an environment where retailers and CPG companies can offer total visibility into their data, thereby enabling creation of target audiences and consumer ...

  20. Grocery insights: Time's up for joint business planning

    Rebooting joint business planning for a low-growth world Both grocery retailers and vendors stand to benefit from stepping back from the resource-intensive complexity of today's joint business planning. Adopting simpler approaches can significantly reduce costs, improve efficiencies, and refocus energies on delivering value to consumers ...