Margin management

To power profitable growth

• All senior managers with a direct interest in ensuring that profitability is proactively managed.
• Sales and commercial managers who want to maximise the conversion of sales opportunities into profitable business.
• Account managers needing to ensure that customers deliver the level of sales they have anticipated when discount structures have been agreed.
• Finance managers keen to ensure that their business does not grow 'at any price'.
• All who want to find a common language between finance and sales.

'Definitely food for thought with some ideas to immediately put into practice.'
Robert Beckram, Finance Director, Gratterpalm Group

'It has given me ideas for a lot of new ways of consolidating, and how we look at margins and pricing.'
Nick Pope, Head of European Footwear, New Balance Athletic Shoes Ltd

'All my objectives are now answered.'
Amira Burzic, Financial Controller, Tamar.com Ltd

• Insight into a range of opportunities for profit improvement.
• The ability to increase margins without losing valuable customers.
• Knowledge of margin management techniques that have worked for other well-known organisations.
• Insights into how to win tenders and make a profit.

Robin Bellis-Jones, BSc, BCommerce, MBA, FCMA, CGMA, FIMC, Director of the Bellis-Jones Hill Group. Robin has over 25 years' experience in business improvement and performance management. He works closely with directors and senior managers to support strategy development and profit improvement across a wide range of organisations.

Tony Hodgson, ACMA, CGMA, Head of The Bellis-Jones Hill Group Pricing and Revenue Management practice. Tony has assisted organisations' drive performance improvement by identifying the key levers to enhance profitability. He was formerly Director of Pricing for a global organisation, and has developed pragmatic and successful approaches to pricing and margin management that demonstrably enhances profitability.

• Why effective margin management can be difficult.
• Why gross margins can be misleading:  knowing what the real margins are and what drives them.
• Analysing, reporting and managing profitability by customer, channel, sector, region and product.
• Understanding the balance between the customer relationship and margins they generate.
• Pricing – an assessment of the hidden profit improvement opportunities.
• Case studies of organisations that have grown both revenues and profits by focusing on customer profitability, reporting and pricing process management.
• Recent developments in pricing and customer profitability analysis and reporting software.

The course starts with registration and coffee at 9.00 am and ends at 5.00pm.

6 CPD hours (where applicable)

This course is endorsed by ACCA UK. 

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