Queensland horticultural growers are being encouraged to ‘gear up’ for the Tricks of the Trade – Negotiation Tactics Masterclass series delivered throughout the state.
This free, two-day Masterclass supports Queensland growers and their staff to build commercial skills with a focus on retailer and agent conversations.
They will ensure they’re better prepared to negotiate more effectively with customers and suppliers to maximise their bottom line.
The in-person events form part of the new Geared Up Growers’ pilot program that Queensland Fruit & Vegetable Growers (QFVG) are hosting with the Queensland Government’s support.
Running until September 2024, this state-wide program aims to build the knowledge, skills and confidence of Queensland growers to be the most equipped negotiators in Australia, armed with the best data and cost of production information.
QFVG CEO Rachel Chambers said Queensland growers faced increasing pressure from both ends of their business and that margin squeeze was the number one issue all growers grappled with.
“While some factors remain outside of our control, skilling up Queensland growers to be the most equipped and empowered negotiators in a highly-competitive supply and demand market is well within our control,” Ms Chambers said.
“They know their business better than anyone – now we are just arming them with the knowledge they’ve needed to level the playing field – whether that playing field is with an agent, retailer, energy, fertiliser or any other provider of goods or services.
“We know there is a significant power imbalance when it comes to price negotiations for fresh produce. So, we’ve brought in people who used to work for the other side, those who have been trained in negotiating with growers.
“We are going to use insiders to teach our growers the tricks of the trade and can almost guarantee each grower will find something in
this course that allows them to save a dollar and earn a dollar because, right now, this is what Queensland growers need.
“So, whether you’re a seasoned industry professional or a newcomer looking to sharpen your negotiation skills, this Masterclass is a must-attend event.
“Don’t miss this opportunity to learn from industry experts, network with peers (rest assured there’s no ‘actual’ information sharing) and gain insights that will empower you to thrive in the competitive retail landscape.”
Under the program, QFVG has partnered with negotiation training masters NextGen Group.
“There are many ways in which the power balance between buyer and seller can be influenced,“ NextGen group director Neil Rechlin said.
“There is no ‘silver bullet’ but there are skills and behaviours that can materially shift the needle in the negotiation process.
“These practical workshops – and the follow-up support provided – will help growers understand how retailers, agents and suppliers think and how to leverage the Grocery Code and Horticulture Code to create a commercial advantage in negotiations.
“As part of ongoing support, growers who attend the Negotiation Tactics Masterclass in their area will also have access to the NextGen Groups online members’ only portal hosting key materials, recordings and templates.”
Confirmed dates and locations include:
* Mareeba: 29 – 30 July
* South Johnstone: 1 – 2 August
* Lockyer Valley: 6 – 7 August
* Scenic Rim: 8 – 9 August
* To learn more about Geared Up Growers or register for a ‘Tricks of the Trade – Negotiation Tactics Masterclass’, please visit: www.gearedupgrowers.com.au
