Paul Allen is Australia’s Leading Authority on Supplier Margin. He has negotiated with relentless procurement teams across Europe, Asia and America – and sold billions of dollars of goods to globally recognised brands. If you believe the lifeblood of your business lies in the certainty of long term customer contracts, then Paul’s insights will compel you to rethink your ‘true cost to serve’. He exposes the fallacy of over-servicing and invites Suppliers to contemplate how they can inadvertently relinquish millions of dollars every year by failing to monitor Customer specific net margin. For over 25 years, Paul has been immersed in business-to-business categories, from beer to pies and paper to glass, helping organisations to unlock value with their contracted business partners. As a senior sales, marketing & general manager, Paul has worked with some of Australia & New Zealand’s best-known companies and brands, including Lion, Simplot, Patties Foods, TABCORP, Australian Paper and O-I Glass. Formal Qualifications: Masters of Business Administration; Bachelor of Business (Marketing) & Bachelor of Arts (Social Sciences)

Margin Partners are Supplier Advocates. They work with B2B Suppliers to ensure they receive their full margin entitlement from customers. Their clients have discovered that the variance between key customer gross-margin and net-margin is too great and are seeking to have the resulting dilution of profit rectified. Margin Partners engages with Cross Functional Supplier teams to reveal the cause, reclaim the margin and create a culture of profit protectiveness. Engagements typically identify at least 15% of net-margin improvement and produce a plan to re-secure it within three months. The business is located in Melbourne & Auckland and provides consultancy, customized workshop, coaching and key-note speaker services. Author of ‘Take Back your Margin’.