Insights

Europe’s retailers are increasingly banding together to form buying alliances in a bid to improve their negotiation position with their suppliers. This trend is likely to persist, and so suppliers should consider their response to the balance of power shifting back to retailers. We assess the threat and consider a best practice negotiation-led approach.

Inflation's grip continues to challenge consumer goods manufacturers. Companies face rising costs and shifting consumer demand, forcing them to balance creating value for retailers while driving sales, particularly among budget-conscious shoppers. Navigating this complex landscape requires effective negotiation strategies across the entire value chain.

As AI enters the negotiation room, it's critical to understand its impact and how to adapt. Will AI lack human touch or bring unprecedented efficiency? The future of deal-making is evolving and so must negotiators.

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. Now let’s look at the Buyer—more than just a negotiator, the Buyer holds significant influence in delivering the success of their stores and creating value for their customers.

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. In this article, we look at a person who strategic influences value — the Key Account Manager.

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. In this article, we’ll look at the pivotal role played by Regional Store Managers who often dictate the success and value created within this complex ecosystem.

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. In this article, we’ll look at a contributor who often takes center stage—the Sales Representative.

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. In this article, we look at the frontline leader and main point of contact for retailers—the Store Manager.

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. In this article, we’ll look at a key player who is often overlooked—the Merchandiser.