Faced with customers that exploit market share to impose unfair terms and conditions, suppliers soon find that relatively little help is available from Government...

Given the increasing difficulty in securing trade price increases to cover cost price inflation in the face of retailer resistance, coupled with increasing rates...

With the UK’s No.3 retailer in limbo, facing two possible outcomes, Sainsbury’s suppliers cannot afford to freewheel in the meantime. Essentially, option one is to...

The Competition Commission’s Emerging Thinking document covers much useful ground which has since been assessed elsewhere. As always, apart from the main objectives of...

Survival for suppliers in the current retail climate means being able to understand the realities of the retail business model and insisting upon a...

In their relentless quest for lower prices, retailers are correctly including global sourcing in their buying repertoire. Buyers are obliged to seek the best...

With major retailers increasingly requiring dedicated ‘man-on-man’ matching of their multi-functional team structures at the supplier/customer interface, as evidence of committed partnership, it is...

Managing a global customer at local level can present an opportunity or threat for both KAM and company, locally and globally. Accepting the inevitability...

A negative side effect of the mergers and takeovers in the retail trade has caused many trading partners to shelve or even abandon medium...