$352.50 – $414.70

Trade Maths & Profitability

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Cambridge Hotel Sydney

212 Riley Street

Surry Hills, NSW 2010


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The function of sales and marketing departments is not to move product. The function of sales and marketing departments is to move product PROFITABLY. We know that the gross profit will be generated through margin and stock turns. And we know that your customers don't want your product, they want what your product will do for them.

This program is ideally suited to those marketing and sales individuals who operate in the FMCG and OTC environment. This one-day, intensive, interactive and high content workshop, with follow up, concentrates on the fundamentals of retail profitability, mark ups, margins, price and volume recovery, price points for desired margins, profit, break-even and GMROI. A comprehensive workbook is supplied, for use on the day, for follow up and "In the field".

What participants have said about the program.

“Well presented, fun and informative. I liked the participation” - Go Natural Foods

“Really enjoyed the presentation and Gerald made an effort to see to each person’s learning needs” – Bayer Animal Health

“Very educational and something I can apply to work immediately” - Snack Brands Australia

“Well worthwhile course to all employees, not just those in sales or marketing” – WD40

“Thank you very much for productive day and helping with technical skills” – L’Oreal

“All topics were great, I have walked away learning a lot from it all" – Novartis

“Thank you so much. This was a real eye opener!” - Pfizer

This is not a “one day wonder” for the 16 weeks' follow-up to cement the skills learnt is critical to success. As evidenced by the Ebbinghaus “Retention Curve”, without recall, learners will forget 90% in 6 weeks. So if you want to waste 90% of your investment, don’t have follow up.

In a fun and relaxed environment, you'll learn how to enjoy talking numbers that your customer will understand and appreciate when you build your business case. The customer will appreciate you helping to increase profits by you understanding what will help them to achieve success.

You will be:

  • Equipped with the financial knowledge as it relates to Trade Maths and Profitability so you are more able to recognise the impact of your actions

  • Given the confidence to present and negotiate deals in a commercially astute manner for improved profitable sales.

Maximum number of participants is 12. This allows for individual attention within the group dynamics.

Half-Day. 8.30 am to12.30 pm


  • Profit & Loss/Income Statement, ratios and percentages

  • Participant calculations

  • The effect of price on profit

  • Participant calculations

  • Percentages and percentage points

  • Participant calculations

  • Why the retailer merchandises product

  • What the retailer wants

  • Mark-up, Margin what’s the difference?

  • Participant calculations

  • Determining the purchase price when only know the sell price

  • Participant calculations

  • Determining the selling price when only know the buy price

  • Participant calculations

  • Margins and stock turns

  • Participant calculations


  • What have I learnt? What will I apply? When will I review?

  • Course evaluation

  • Certificate of completion


There is no assumed knowledge of maths, calculations or skill in using a calculator, for all this is taught during the program. At the end of the program, participants should feel comfortable and confident when presenting figures for improved profitable sales.

It is important that principles of adult learning are adhered to and desired performance is achieved through attitude, knowledge and skills transfer. As adults are problem centred, learn at different rates and wish to see and apply the relevance of training, it is important that multi-sense learning takes place through audio, visual and kinetics (hearing, seeing and doing). This is a highly interactive program and the method of training will achieve a balance of approximately 20% presentation and 80% participants’ involvement through:

  • Workshop

  • Presentation

  • Group Participation

  • Discussion

  • Skills Practise

  • Work Sheets


This program has been designed and conducted by Gerald Richards who has over twenty years’ experience in the design and conduct of training programs in his role as consultant to industry. Gerald’s experience has been extensive. He has been a Company Secretary and Accountant for a number of international companies. Changing vocations, he entered the sales profession and has been a Marketing Manager and a Regional Manager at Kodak as well as an International Trainer. He has also been the National Sales and Marketing Manager with Ericsson Communications. Gerald is a Certified Practising Marketer awarded by the Australian Marketing Institute. He has also been a sessional lecturer at the Mt Eliza Business School.

Gerald has developed and presented many programs, including Successful Assertive Selling, Selling FMCG, Marketing and Selling in Retail, Marketing and Selling to Retail, Business Planning, Motivation and Team Building, Finance for Non-Finance Managers, Understanding Retail Finance, Performance Driven Sales Management, Negotiation, and Account Development and Management.


Abbott Australasia, Accent Group, Alberto Culver, Alcon Laboratories, Allergan, Ansell, Assa Abloy, Australian Bakels, Binney & Smith, Bausch & Lomb, Blackmores, Carter Holt Harvey, Consolidated Foods, Clorox, Dairy Australia, Douwe Egberts, Ego Pharmaceuticals, Gillette Australia, Green’s General Foods, ICN Pharmaceuticals, J.A. Davey, Jack Link’s, L’Oreal, McCain Foods, McCormick Foods, Mitch Dowd, MasterFoods, Network Foods, Nice Pak Products, Novo Foods, Oriental Merchants, Patties Foods, Parmalat Limited, Pfizer, Propharma Aust, Regal Cream, Riviana Foods, Sabrands Group, Style International, Tyco Healthcare, The Wrigley Company.

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Cambridge Hotel Sydney

212 Riley Street

Surry Hills, NSW 2010


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