Hindsight Account Management…
Given recent moves by the OFT in seeking evidence of possible collusion by suppliers and retailers in fixing shelf-prices, there is a real danger...
Power-play in Supplier-Retailer Relationships
Faced with customers that exploit market share to impose unfair terms and conditions, suppliers soon find that relatively little help is available from Government...
Alliance Boots Terms – A Pivotal Opportunity For All?
The recent move to impose new trade terms by Alliance Boots obviously represents a major precedent in supplier-retailer relationships. In practice, over the coming...
Cost & Value Optimisation in Trade Partnership
Given the increasing difficulty in securing trade price increases to cover cost price inflation in the face of retailer resistance, coupled with increasing rates...
Making the Numbers Count at the Interface…
Given the build-up in the global credit-squeeze and the pre-Christmas slowdown in UK retail, 2008 will have to be played very close to the...
Mutual Independence – optimising the supplier-retailer working relationship
Given the choice of brands and products available to retailers, coupled with media fragmentation making it difficult to build brand equity, it seems idealistic...
A Market Bellwether, When Tesco ‘Slows Down’?
Whilst Tesco’s competitors would be unwise to take any comfort from a ‘hiccup’ in UK growth, it is perhaps useful to explore the extent...
The Private Equity Consumer?
Bearing in mind that the private equity retailer’s ‘long term’ objective is to re-sell the company to the stock market within a 3-5 year...
Four Shopper ‘Mind-Sets’ That Determine What Consumers Buy In The...
According to a Shopper study from The Nielsen Company, consumers experience up to four different shopping ‘modes’ during grocery shopping – and knowing how...
Managing Sainsbury’s while you wait…
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...
