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Content preview: Strategies for Product Pricing AND Improving Purchasing Negotiation
Skills 20th & 21st August 2019 - Mumbai - Ramada Plaza Palm Grove 27th &
28th August 2019 - Delhi - The Leela
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Subject: ***SPAM*** Strategies for Product Pricing AND Improving Purchasing Negotiation Skills
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Strategies for Product Pricing AND Improving Purchasing Negotiation Skills
20th & 21st August 2019 - Mumbai - Ramada Plaza Palm Grove
27th & 28th August 2019 - Delhi - The Leela
29th & 30th August 2019 - Bangalore - Adarsh Hamilton
11th & 12th September 2019 - Chennai - Hyatt Regency
By
Mr. Dinesh Divekar
Business Mentor, Consultant & Trainer
Introduction
Pricing is what marketing is all about. The whole point of the practice of
marketing is to ensure the long-term survival of the company and survival
will only be assured if the company is profitable in the long-term. However,
pricing is more than a scorecard, the better the company's marketing, the
higher the profit (in the long-term at least). Pricing is also a dynamic
element of the marketing mix. Price can affect the way customers behave and
because "price" is perceived as being the single largest indicator of value,
it will impact on their perceptions of the company's offering versus that of
the competition. Setting the right price is always a challenge. If the
product is sold at a premium price, profitability increases but its volume
of sale decreases. If the product is sold economically, it might result in a
higher sale but the margins shrink. Therefore, setting the right price is a
perennial challenge. This programme will help the participants to address
this challenge.
Objective
after taking this 1-day training, participants will:
. Learn the various stages in setting a price of the product, advantages and
disadvantages of different pricing methods;
. Learn to calculate prices using different approaches;
. Develop competence to choose the correct pricing strategy to fit a firm's
overall objectives;
. Learn some of the economic theories underlying the marketer's view of
price and value.
Who should Attend
This learning programme is suitable for Entrepreneurs, Directors,
Marketing/Sales professionals and all those who are involved in taking the
decision about the price of the product.
Unique Programme takeaway:
How to become a "Market Leader" in a particular industry is always a
challenge for the companies who are "Market Challengers" or "Market
Followers" or those who work in niche markets. The participants will get a
strategic plan for their movement to "Premium Pricing". It may be noted that
this is an indigenously development documents and participants and they will
not get it in any book or website.
Overview
Strategic procurement is one of the important modern-day approaches of a
cost-effective supply chain. It looks at a proactive approach to procurement
along with Best Practices in Negotiation Skills and aims at reducing overall
procurement costs and indirectly improving the bottom line. A paradigm shift
in dealing with vendors helps in moving the supply chain operations to a
world-class level.
Negotiation is an indispensable part of the purchasing function. As a buyer,
you play a critical role in the financial success or failure of your
organization; therefore, the more skillfully you negotiate, the better your
organization's chances for turning a profit.
One of your major functions is to negotiate the best terms and price for the
materials and services your organization needs to operate. This complex task
requires knowledge, tact, superior communication skills, and a solid Games
plan! Negotiation is a process to resolve any issue. Those who master the
skill of negotiation will Saves money, time & achieve a high degree of
satisfaction considering that the Supplier\Vendor with whom you are
negotiating has contradicting interests & effectively you do not have any
influence\control on him.
Price is not the only variable in negotiation. Other considerations include
Interest rate, delivery date\period, size, quantity, quality, payment terms,
warranty, service etc to name a few. All above is to be achieved by
maintaining cordial, professional, long lasting, effective & successful
relationship with your Vendors\Suppliers.
Improving Purchasing negotiations skills addresses these issues &
effectively helps in developing a strategic content which creates a win-win
situation with your suppliers \vendors without affecting your organization
interests\objectives on the long-term basis.
Agenda for Day 1
. Introduction to Product Pricing
. Eight Stages of setting the Product Price
. Price sensitivity - what type of buyer my product has?
. Price and Costs
. Dimensions of the quality of the product/service and its impact on the
price
. Breakeven Analysis
. Introduction to the Product Pricing Strategies
. Understanding Price and Quality Matrix -Premium Pricing, Penetration
Pricing, Economy Pricing & Price Skimming
. Price and Distribution Matrix - Market Leader, Market Challenger, Niche
Marketer & Market Follower
. Strategy to become a Market Leader
. Strategies to initiate Price Cuts
. Strategies to Price Increase
Agenda for Day 2
* Preliminaries
- Present Day Challenges
- Importance of Negotiation
* Negotiation - Definition & Goals
- Identifying opportunities -Setting Goals
- Disagreements & conflicts
* Approach to Negotiations
- Pre- negotiation Check-list
- Planning & Preparation
- Know your limits
- Negotiation Skill-sets
* Know your supplier
- Supplier evaluation. Approval
- Know what they want
- Strengths & weaknesses
- Integrated costing principals- Quality, Cost, Delivery
* The Paradigm Shift in Negotiations
- Moving from Transactional to Strategic Approach
- Dealing with Monopoly Suppliers
- The balance of power in Negotiations
* The best practices in Negotiation
- Win Win approach and Partnering
- Joint problem solving
- Developing partnerships (SRM)
- Working on TCO
- Adopt a Structured approach
- Leverage your strengths
- Early involvement with Suppliers
- Play to each-others' goals
- Analyse the Cost drivers
* Summarizing, Closing, Confirming
Profile of Faculty
Mr. Dinesh Divekar - Business Mentor, Consultant & Trainer
Mr Dinesh Divekar is versatile in the field of training and management
consulting. His multifarious activities include writing articles, designing
case studies and guiding juniors through various online forums.
He has handled the training and consulting across the spectrum of
industries. Taking benefit of the exposure that he gets through his training
and consulting, he conducts research through his participants. Based on his
research, he has designed unique programmes like Effective Selling Skills
for B2B Market, Key Account Management, Sales and Customer Strategy for B2B
Markets, Strategies for Product Pricing etc.
In addition to the training programmes in the field of sales and marketing,
Mr Divekar also conducts training programmes in the field of business
strategy like Strategic Analysis of the Enterprise, Strategy for Supply
Chain Management etc.
Timings: 10:00 am - 5:00 pm, Registration begins at 9:30 am*
How to Register:
> Fees: Rs. 18000 /- +18 % GST per person for both days
> Fees: Rs. 9000 /- +18 % GST per person for Single day
> Please write to gfordseminars@yahoo.com
> Call Mr. Nikhil Kapoor- 09315556407 / 09711114779 / Call -011-42111617
> Mode of Payment: Cheque / DD / NEFT /Paytm
> Cheque favouring GFORD Institute of Management Pvt Ltd payable at New
Delhi.
> Our GSTN. No. : 07AAECG5523F1ZU
> Fees include Refreshment, Lunch, certificate of participation & Course
Material. *Terms & Condition Apply.
GFORD Institute of Management Pvt Ltd
SF - 46, Cross River Mall, Plot No. 9B & 9C, Near Karkardooma Court Metro
Station
Karkardooma, (CBD Shahdara) Delhi - 110032
Tel -011-42111616/617
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=
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for Product Pricing AND Improving Purchasing Negotiation =
Skills</span></font></i></b><b><i><font
size=3D6 face=3DEbrima><span lang=3DEN-IN =
style=3D'font-size:23.0pt;font-family:Ebrima;
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background:#DAEEF3;padding:.75pt .75pt .75pt .75pt;height:87.65pt'>
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style=3D'font-size:14.0pt;
line-height:150%;font-family:Cambria;font-weight:bold'>20<sup>th</sup> =
&
21<sup>st</sup> August 2019 – Mumbai – Ramada Plaza Palm =
Grove</span></font></b><b><font
size=3D1 face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:7.0pt;line-height:150%;
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&
28<sup>th</sup> August 2019 – <st1:City w:st=3D"on"><st1:place =
w:st=3D"on">Delhi</st1:place></st1:City>
- The Leela<o:p></o:p></span></font></b></p>
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&
30<sup>th</sup> August 2019 – <st1:City =
w:st=3D"on"><st1:place w:st=3D"on">Bangalore</st1:place></st1:City>
– Adarsh Hamilton <o:p></o:p></span></font></b></p>
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style=3D'font-size:14.0pt;
line-height:150%;font-family:Cambria;font-weight:bold'>11<sup>th</sup> =
&
12<sup>th</sup> September 2019 – Chennai – Hyatt =
Regency<o:p></o:p></span></font></b></p>
</td>
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style=3D'font-size:
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15.0pt;font-family:Cambria;font-weight:bold'>By<o:p></o:p></span></font><=
/b></p>
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=
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Dinesh Divekar<o:p></o:p></span></font></i></b></p>
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lang=3DEN-IN
=
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:italic'>Business
<st1:City w:st=3D"on"><st1:place =
w:st=3D"on">Mentor</st1:place></st1:City>,
Consultant & Trainer</span></font></i></b><b><font size=3D4 =
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style=3D'font-size:14.0pt;font-family:
=
Cambria;color:black;font-weight:bold'>Introduction</span></font></b><font=
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Pricing is =
what
marketing is all about. The whole point of the practice of marketing =
is to
ensure the long-term survival of the company and survival will only be
assured if the company is profitable in the long-term. However, =
pricing is
more than a scorecard, the better the company's marketing, the higher =
the
profit (in the long-term at least). Pricing is also a dynamic element =
of the
marketing mix. Price can affect the way customers behave and because
"price" is perceived as being the single largest indicator =
of
value, it will impact on their perceptions of the company's offering =
versus
that of the competition. Setting the right price is always a =
challenge. If
the product is sold at a premium price, profitability increases but =
its volume
of sale decreases. If the product is sold economically, it might =
result in a
higher sale but the margins shrink. Therefore, setting the right price =
is a
perennial challenge. This programme will help the participants to =
address
this challenge.</span></font><font size=3D3 color=3Dblack =
face=3DCambria><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Cambria;color:black'><o:p></o:p></s=
pan></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D4 color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
Cambria;color:black;font-weight:bold'>Objective</span></font></b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>after =
taking this
1-day training, participants will:<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>• =
Learn the
various stages in setting a price of the product, advantages and
disadvantages of different pricing =
methods;<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>• =
Learn to
calculate prices using different =
approaches;<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>• =
Develop
competence to choose the correct pricing strategy to fit a =
firm’s
overall objectives;<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>• =
Learn some
of the economic theories underlying the marketer’s view of price =
and
value.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D4 color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
Cambria;color:black;font-weight:bold'>Who should =
Attend<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>This =
learning
programme is suitable for Entrepreneurs, Directors, Marketing/Sales
professionals and all those who are involved in taking the decision =
about the
price of the product.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D4 color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
Cambria;color:black;font-weight:bold'>Unique Programme takeaway: =
<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>How to =
become a
“Market Leader” in a particular industry<a =
name=3D"_GoBack"></a> is
always a challenge for the companies who are “Market =
Challengers”
or “Market Followers” or those who work in niche markets. =
The
participants will get a strategic plan for their movement to =
“Premium
Pricing”. It may be noted that this is an indigenously =
development
documents and participants and they will not get it in any book or =
website.</span></font><b><font
size=3D4 face=3DCambria><span =
style=3D'font-size:15.0pt;font-family:Cambria;
font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
<td width=3D355 height=3D68 bgcolor=3D"#DAEEF3" =
style=3D'width:266.4pt;background:
#DAEEF3;padding:.75pt .75pt .75pt .75pt;height:50.9pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-indent:0c=
m'><b><font
size=3D4 color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
=
Cambria;color:black;font-weight:bold'>Overview<o:p></o:p></span></font></=
b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Strategic
procurement is one of the important modern-day approaches of a =
cost-effective
supply chain. It looks at a proactive approach to procurement along =
with Best
Practices in Negotiation Skills and aims at reducing overall =
procurement
costs and indirectly improving the bottom line. A paradigm shift in =
dealing
with vendors helps in moving the supply chain operations to a =
world-class
level.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
=
style=3D'font-size:12.0pt;font-family:Cambria;color:black'><o:p> </o=
:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Negotiation =
is an
indispensable part of the purchasing function. As a buyer, you play a
critical role in the financial success or failure of your =
organization;
therefore, the more skillfully you negotiate, the better your =
organization's
chances for turning a profit.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
=
style=3D'font-size:12.0pt;font-family:Cambria;color:black'><o:p> </o=
:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>One of your =
major
functions is to negotiate the best terms and price for the materials =
and
services your organization needs to operate. This complex task =
requires
knowledge, tact, superior communication skills, and a solid Games =
plan!
Negotiation is a process to resolve any issue. Those who master the =
skill of
negotiation will Saves money, time & achieve a high degree of
satisfaction considering that the Supplier\Vendor with whom you are
negotiating has contradicting interests & effectively you do not =
have any
influence\control on him.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
=
style=3D'font-size:12.0pt;font-family:Cambria;color:black'><o:p> </o=
:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Price is =
not the
only variable in negotiation. Other considerations include Interest =
rate,
delivery date\period, size, quantity, quality, payment terms, =
warranty,
service etc to name a few. All above is to be achieved by maintaining
cordial, professional, long lasting, effective & successful =
relationship
with your Vendors\Suppliers.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
=
style=3D'font-size:12.0pt;font-family:Cambria;color:black'><o:p> </o=
:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:3.95pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Improving =
Purchasing
negotiations skills addresses these issues & effectively helps in
developing a strategic content which creates a win-win situation with =
your
suppliers \vendors without affecting your organization =
interests\objectives
on the long-term basis.</span></font><b><font size=3D4 =
face=3DCambria><span
=
style=3D'font-size:15.0pt;font-family:Cambria;font-weight:bold'><o:p></o:=
p></span></font></b></p>
</td>
</tr>
<tr height=3D68 style=3D'height:50.9pt'>
<td width=3D377 height=3D68 bgcolor=3D"#B6DDE8" =
style=3D'width:282.9pt;background:
#B6DDE8;padding:.75pt .75pt .75pt .75pt;height:50.9pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:=
center;text-indent:0cm;line-height:150%'><b><font size=3D5 =
color=3D"#c00000"
face=3DCambria><span =
style=3D'font-size:18.0pt;line-height:150%;font-family:Cambria;
color:#C00000;font-weight:bold'>Agenda for Day =
1</span></font></b><font
size=3D5 color=3D"#c00000" face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:18.0pt;
=
line-height:150%;font-family:Cambria;color:#C00000'><o:p></o:p></span></f=
ont></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Introduction to Product =
Pricing<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Eight Stages of setting the Product =
Price<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Price sensitivity – what type of buyer =
my
product has?<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Price and =
Costs<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Dimensions of the quality of the =
product/service
and its impact on the price<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Breakeven =
Analysis<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Introduction to the Product Pricing =
Strategies<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Understanding Price and Quality Matrix
–Premium Pricing, Penetration Pricing, Economy Pricing & =
Price
Skimming<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Price and Distribution Matrix – Market
Leader, Market Challenger, Niche Marketer & Market =
Follower<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Strategy to become a Market =
Leader<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Strategies to initiate Price =
Cuts<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:4.55pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm;line-height:150%'><b><font size=3D4 color=3Dblack =
face=3DCambria><span
=
style=3D'font-size:14.0pt;line-height:150%;font-family:Cambria;color:blac=
k;
font-weight:bold'>• Strategies to Price =
Increase<o:p></o:p></span></font></b></p>
</td>
<td width=3D355 height=3D68 bgcolor=3D"#DAEEF3" =
style=3D'width:266.4pt;background:
#DAEEF3;padding:.75pt .75pt .75pt .75pt;height:50.9pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0cm;margin-right:
=
1.7pt;margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:=
center;text-indent:0cm'><b><font size=3D5 color=3D"#c00000" =
face=3DCambria><span
=
style=3D'font-size:18.0pt;font-family:Cambria;color:#C00000;font-weight:b=
old'>Agenda
for Day 2</span></font></b><b><font size=3D4 face=3DCambria><span
=
style=3D'font-size:15.0pt;font-family:Cambria;font-weight:bold'><o:p></o:=
p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:6.4pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>*
Preliminaries<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Present =
Day
Challenges<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- =
Importance of
Negotiation<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:6.4pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>*
Negotiation – Definition & =
Goals<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- =
Identifying
opportunities –Setting Goals<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- =
Disagreements
& conflicts<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:6.4pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>*
Approach to Negotiations<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Pre- =
negotiation
Check-list<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Planning =
&
Preparation<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Know your =
limits<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- =
Negotiation
Skill-sets<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:6.4pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>*
Know your supplier<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Supplier
evaluation. Approval<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Know what =
they
want<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Strengths =
&
weaknesses<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- =
Integrated costing
principals- Quality, Cost, Delivery<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:6.4pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>*
The Paradigm Shift in Negotiations<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Moving =
from
Transactional to Strategic Approach<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Dealing =
with
Monopoly Suppliers<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- The =
balance of
power in Negotiations<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:6.4pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>*
The best practices in Negotiation<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Win Win =
approach
and Partnering<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Joint =
problem
solving<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- =
Developing
partnerships (SRM)<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Working =
on TCO<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Adopt a =
Structured
approach<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Leverage =
your
strengths<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Early =
involvement
with Suppliers<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Play to
each-others’ goals<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:19.4pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>- Analyse =
the Cost
drivers<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:6.4pt;margin-bottom:.0001pt;text-align:just=
ify;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>*
Summarizing, Closing, Confirming<o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D3 style=3D'height:2.5pt'>
<td width=3D733 colspan=3D2 height=3D3 bgcolor=3D"#DAEEF3" =
style=3D'width:550.0pt;
background:#DAEEF3;padding:.75pt .75pt .75pt .75pt;height:2.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>Profile
of Faculty<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:1.7pt;
=
margin-bottom:0cm;margin-left:0cm;margin-bottom:.0001pt;text-align:justif=
y;
text-indent:0cm'><b><font size=3D4 color=3Dblack face=3DCambria><span
=
style=3D'font-size:14.0pt;font-family:Cambria;color:black;font-weight:bol=
d'>Mr.
Dinesh Divekar - Business <st1:City w:st=3D"on"><st1:place =
w:st=3D"on">Mentor</st1:place></st1:City>,
Consultant & Trainer<o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:11.05pt;
=
margin-bottom:0cm;margin-left:11.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Mr Dinesh =
Divekar is
versatile in the field of training and management consulting. His
multifarious activities include writing articles, designing case =
studies and
guiding juniors through various online forums. =
<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:11.05pt;
=
margin-bottom:0cm;margin-left:11.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>He has =
handled the
training and consulting across the spectrum of industries. Taking =
benefit of
the exposure that he gets through his training and consulting, he =
conducts
research through his participants. Based on his research, he has =
designed
unique programmes like Effective Selling Skills for B2B Market, Key =
Account
Management, Sales and Customer Strategy for B2B Markets, Strategies =
for
Product Pricing etc.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0cm;margin-right:11.05pt;
=
margin-bottom:0cm;margin-left:11.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Cambria;color:black'> In =
addition to the
training programmes in the field of sales and marketing, Mr Divekar =
also
conducts training programmes in the field of business strategy like =
Strategic
Analysis of the <st1:City w:st=3D"on"><st1:place =
w:st=3D"on">Enterprise</st1:place></st1:City>,
Strategy for Supply Chain Management etc.</span></font><b><font =
size=3D4
color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:Cambria;
color:black;font-weight:bold'><o:p></o:p></span></font></b></p>
</td>
</tr>
<tr height=3D178 style=3D'height:133.45pt'>
<td width=3D733 colspan=3D2 height=3D178 bgcolor=3D"#DAEEF3" =
style=3D'width:550.0pt;
background:#DAEEF3;padding:.75pt .75pt .75pt .75pt;height:133.45pt'>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D4
color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Cambria;color:black;font-weight:bold'>Timings: 10:00 am - 5:00 =
pm</span></font></b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'>, Registration begins =
at 9:30 am*<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:0cm;text-indent:0cm'><b><font size=3D4
color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;font-family:
Cambria;color:black;font-weight:bold'>How to =
Register:</span></font></b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:11.65pt;text-indent:0cm'><b><font
size=3D5 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
font-family:Cambria;color:black;font-weight:bold'>> Fees: Rs. 18000 =
/-</span></font></b><font
size=3D5 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
font-family:Cambria;color:black'> +18 % GST per person =
for
both days<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:11.65pt;text-indent:0cm'><b><font
size=3D5 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
font-family:Cambria;color:black;font-weight:bold'>> Fees: Rs. 9000 =
/-</span></font></b><font
size=3D5 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:16.0pt;
font-family:Cambria;color:black'> +18 % GST per person =
for
Single day</span></font><b><font size=3D5 color=3D"#c00000" =
face=3DCambria><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Cambria;color:#C00000;
font-weight:bold'><o:p></o:p></span></font></b></p>
<p class=3DMsoNormal =
style=3D'margin-left:18.75pt;text-indent:0cm'><b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black;font-weight:bold'>> =
</span></font></b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'>Please write to <b><span
=
style=3D'font-weight:bold'>gfordseminars@yahoo.com</span></b><o:p></o:p><=
/span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:18.75pt;text-indent:0cm'><b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
=
font-family:Cambria;color:black;font-weight:bold'>></span></font></b><=
font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'> <b><span =
style=3D'font-weight:bold'>Call Mr.
Nikhil Kapoor- 09315556407 / 09711114779 / Call =
-011-42111617<o:p></o:p></span></b></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:18.75pt;text-indent:0cm'><b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black;font-weight:bold'>> =
</span></font></b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'>Mode of Payment: Cheque / DD / NEFT =
/Paytm<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:18.75pt;text-indent:0cm'><b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black;font-weight:bold'>> =
</span></font></b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'>Cheque favouring <b><span
style=3D'font-weight:bold'>GFORD Institute of Management Pvt Ltd =
</span></b>payable
at <st1:City w:st=3D"on"><st1:place w:st=3D"on"><b><span =
style=3D'font-weight:bold'>New
=
Delhi</span></b></st1:place></st1:City>.<o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:18.75pt;text-indent:0cm'><b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black;font-weight:bold'>> Our GSTN. No. : =
07AAECG5523F1ZU</span></font></b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:18.75pt;text-indent:0cm'><b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black;font-weight:bold'>> =
</span></font></b><font
size=3D4 color=3Dblack face=3DCambria><span lang=3DEN-IN =
style=3D'font-size:14.0pt;
font-family:Cambria;color:black'>Fees include Refreshment, Lunch, =
certificate
of participation & Course Material. *Terms & Condition =
Apply.<o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D87 style=3D'height:65.4pt'>
<td width=3D733 colspan=3D2 height=3D87 bgcolor=3D"#DAEEF3" =
style=3D'width:550.0pt;
background:#DAEEF3;padding:.75pt .75pt .75pt .75pt;height:65.4pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><b><u><font size=3D5 color=3Dblack =
face=3DCambria><span
lang=3DEN-IN =
style=3D'font-size:16.0pt;font-family:Cambria;color:black;
font-weight:bold'>GFORD Institute of Management Pvt =
Ltd<o:p></o:p></span></font></u></b></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>SF - 46, =
Cross River
Mall, Plot No. 9B & 9C, Near <st1:Street w:st=3D"on"><st1:address =
w:st=3D"on">Karkardooma
Court</st1:address></st1:Street> Metro =
Station<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Karkardooma, =
(CBD
Shahdara) <st1:City w:st=3D"on"><st1:place =
w:st=3D"on">Delhi</st1:place></st1:City>
– 110032<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Tel
-011-42111616/617<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
=
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>To keep
receiving our regular Mailers in inbox.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Add us to =
your
address book.<o:p></o:p></span></font></p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'margin-left:0cm;text-align:center;
text-indent:0cm'><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Cambria;color:black'>Reply with =
Subject
Remove to unsubscribe from the mailing =
list<o:p></o:p></span></font></p>
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margin-left:0cm;text-indent:0cm'><font size=3D3 color=3Dblack =
face=3DCambria><span
lang=3DEN-IN =
style=3D'font-size:12.0pt;font-family:Cambria;color:black'> <o:p></o=
:p></span></font></p>
<p class=3DMsoNormal><font size=3D3 color=3Dblack face=3DCambria><span =
lang=3DEN-IN
style=3D'font-size:12.0pt;font-family:Cambria;color:black'><br>
<br>
</span></font><font color=3Dblack face=3DCambria><span lang=3DEN-IN =
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