Sunshine Coast horticulture to learn the ‘tricks of the trade’ to maximise their bottom line
Sunshine Coast horticultural growers are encouraged to ‘gear up’ for the Tricks of the Trade - Negotiation Tactics Masterclass coming soon to the Sunshine Coast (27 – 28 June) and Moreton Bay (18 – 19 July).
This free, two-day Masterclass is supporting Queensland growers and their staff to build commercial skills with a focus on retailer and agent conversations; ensuring they are better positioned 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 being delivered by the Queensland Fruit & Vegetable Growers due to the support of the Queensland Government who has recognised that the long-term sustainability of Queensland producers is vital for all Queenslanders.
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 were facing increasing pressure from both ends of their business and that margin squeeze was the number one issue all growers were grappling 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.”
“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.”
Sunshine Coast grower and Chair of Australian Pineapples Sam Pike said the act of negotiation was an important aspect for any horticultural business.
“The environment in which we operate has changed. Our sustainability and auditing regulations have changed; our cost of production has changed. Nothing is the same as what it was for the previous generation,” Mr Pike said.
“We’re price takers so if I can learn the skills needed to negotiate a better deal for the cost side as well as the sales side of my business, that will be massively beneficial, and I encourage all horticultural growers to take up this opportunity.”
Under the program, QFVG has partnered with negotiation training masters NextGen Group. The 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:
Sunshine Coast: 27 – 28 June
Moreton Bay: 18 – 19 July
To learn more about Geared Up Growers, and register for a ‘Tricks of the Trade – Negotiation Tactics Masterclass’, visit www.gearedupgrowers.com.au
