Trade-Spend Responsibility – a Move to the Finance Department?
Having grown from a sales-department ‘slush-fund’ of 5% of turnover to over 20% of a typical supplier’s sales, trade-spend is now greater than cost-of-goods...
When Major Customers Become ‘Major Shareholders’
Essentially, in their role as vital gateways to significant numbers of a brand’s consumers, successful retailers often account for 15% or more of a...
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...
The Way Forward
Now that ‘everything is changed, changed utterly’, and commentators are exploring political, economic and social implications which are well documented elsewhere, it is perhaps...
Dealing with Transition…
A negative side effect of the mergers and takeovers in the retail trade has caused many trading partners to shelve or even abandon medium...
