Jean-Yves Heude

Founder and Owner, Chessmate Consulting

Jean-Yves HEUDE has 25 years of strong track record in blue chip FMCG Companies (Kellogg’s, Mars, Martini), with the last 12 years as Managing Director of country or cluster of countries with full P&L accountability, with 20 years in Europe and the last 5 years in ANZ. Jean-Yves started his career with 5 years in Management Consulting in Arthur Andersen / Accenture.​

Jean-Yves and his family fell in love with Australia, decided to stay and became Australian in 2014. He then decided to dedicate his time to help Australian family businesses in FMCG, as a return. Jean-Yves created ChessMate Consulting in September 2013, an independent consulting firm offering to help SME FMCG Companies, primarily in ANZ, to grow Revenues profitably despite the new Retail environment :​

Expert advice in corporate strategy, culture shift, commercial strategy, category model, trading strategy, pricing, negotiation tactics and Coaching / support of the sales team during the execution of the negotiation plan, brand definition and marketing strategy adapted to SMEs, financial tracking and management. Jean-Yves’ main achievements have been to grow businesses profitably in tough retail environments in developed markets, and build strong teams.​

Specifically in Australia, as CEO for Kellogg’s, from 2008 till 2012, Jean-Yves managed to grow Revenues and share, without affecting the P&L structure, despite the historic shift of the Retail environment to the “Balance of Power” model. Since 2013,  he has helped many family businesses to step change their profitable growth.​

All Sessions by Jean-Yves Heude

  • 12 May 2023


  • 13:30  - 14:15
    Australia’s manufacturing and production sector is home to many successful family-owned businesses that deal with a myriad of complexities every day. Many are discovering pressure on their profit because of tougher and tougher negotiations with their corporate clients. When a key client aggressively negotiates pricing, family businesses often feel powerless and feel like they are facing a dilemma. They can’t afford to lose the business, but they can’t afford to satisfy the buyer’s request either. Confrontation will poison the water, but compromise will destroy their margin. With 25 years’ experience in blue chip FMCG Companies (Kellogg’s, Mars, Martini), followed by 10 years assisting Australian family businesses to increase their profitably in tough retail environments, Jean-Yves Heude will share his insights in successful sale/purchase negotiation across many industries. Jean-Yves will be joined by his client 6th generation Anthony Paech (Beerenberg) and Anthony will share how Beerenberg has learnt the art of negotiation through mentoring, and how they have successfully grown their businesses by changing their Sales Negotiation program. Joining them is Ennio Mercuri from Ennio International who will add to the value of the discussion as he outlines his own experiences in negotiation with his broad client and market base. Facilitated by Bevan Roberts SA Partner, Succession Plus.
    Parallel Session




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Jean-Yves Heude