Phase I: Retail Ready Workshop
Our Retail Ready Workshop designed specifically for brands wanting to get listed in South African retail and understand exactly what it takes to succeed once on shelf.
This is a practical, in-depth 3-hour masterclass that breaks down the full retail landscape and equips attendees with the tools, knowledge, and financial framework required to approach major retailers with confidence.
What the workshop covers:
1. Overview of the South African Retail Landscape
- Breakdown of the retail structure in South Africa
- LSM splits and how they influence ranging and pricing
- Retailer footprints and positioning
2. Retailer-Specific Deep Dive
We unpack the buying and listing processes of:
- Checkers
- Pick n Pay
- SPAR
- Clicks
- Dis-Chem
For each retailer, we cover:
- Buying structure (national vs regional listings)
- Distribution centre (DC) locations and structures
- Store splits and ranging models
- Direct-to-store vs DC delivery models
- What buyers expect before you even walk into the meeting
3. Trading Agreements – Full Breakdown
We go through actual trading agreement structures for:
- Checkers
- Pick n Pay
- SPAR
- Dis-Chem
Attendees will receive blank copies of trading agreements to review and use as reference.
We cover total supplier responsibility including:
- GS1 standards and barcoding compliance
- Product specifications and quality requirements
- Independent audits
- Labelling regulations
- Transportation and logistics obligations
- Returns processes
- BEE compliance requirements
4. Trading Terms & Commercial Structures
We break down and explain:
- Base rebates
- Advertising and promotional contributions
- Category management expectations
- SWELL allowances
- Exit stock clauses
- Growth incentives
- Logistics and handling charges
5. Custom Pricing Matrix (Practical Application)
The final section is hands-on. We work through a customised pricing matrix for each participant:
- Cost of goods
- Freighted landed cost
- Retailer front-end margin
- Rebates and trading deductions
- Logistics and merchandising costs
- Recommended list price
- Recommended RSP
This ensures attendees leave with a commercially viable pricing structure and are properly prepared for listing negotiations.
The goal of this workshop is simple:
To remove the guesswork and prevent costly mistakes when entering South African retail.
It’s highly practical, commercially focused, and based on real trading frameworks used by major retailers.
