Deductions, an Opportunity for All?
Given that deductions can represent 7-10% of a supplier’s sales, and as net margins continue to fall, then any improvement will not only have...
When a Buyer Wants ‘Too Much’…
With financial pressures causing some retailers to attempt to compensate for falling sales and profits at the expense of suppliers, it is important that...
More Than a Smart Bull-Market NAM?
It can seem that anyone can succeed in a bull-market, although in practice it often appeared to be the other guy, over the past...
Deducing the Alliance Boots options from available clues…
Given the fact that Alliance Boots has passed into private equity ownership, resulting in less performance data being released into the open domain, suppliers...
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...
