Insights

Can more collaborative negotiations between European automotive manufacturers and their suppliers help strengthen and protect the industry against the growing threat from China? Before tackling that question, this article provides essential background on the current state of the European car industry and explores the reasons behind China's rise as today’s EV superpower.

What drives consumer choices in the consumer-packaged goods (CPG) sector, and how do these decisions impact the power dynamic between retailers and suppliers? Nick Capuano and Chris Potestio, Senior Consultants examine the consumer view of brand power and its effects on pricing and negotiations within the CPG industry. This article explores how consumer preferences and purchasing behavior shape market trends and drive the agreements that define the industry.

In the CPG world, retailers act as the crucial link between suppliers and consumers. Their brand power significantly influences how they negotiate, curate their product selection, and strategize for the market. Nick Capuano and Chris Potestio delve into how retailers harness their brand strength to attract customers, dominate market share and boost their bottom line.

In the consumer-packaged goods (CPG) industry, suppliers significantly influence brand strength. When suppliers focus on building strong brands, they gain leverage in negotiations with retailers. This article,Nick Capuano and Chris Potestio, Senior Consultants at The Gap Partnership, explore how suppliers utilize brand power to secure higher prices and better terms, impacting both consumer perception and overall market dynamics.

Brand strength plays a pivotal role in the CPG sector, enabling iconic names like Kellogg's, PepsiCO and Nestlé to command high demand and pricing through consumer trust and reputation. Similarly, premium brands thrive by charging higher prices based on perceived value rather than availability. In this article, Nick Capuano and Chris Potestio, Senior Consultants at The Gap Partnership, explore the relationship between brand power and pricing, and highlight how negotiations can be impacted by suppliers, retailers and consumers alike.

Ever thought about negotiation beyond simply haggling over prices? In B2C, it’s a game-changer for customer loyalty. Successful negotiation isn’t just about discounts; it’s about understanding customer needs, providing value and convincing them that your brand is the best choice, maximizing their willingness to pay.

Discover how the rise of consumer bifurcation is reshaping the CPG industry, with affluent shoppers favoring premium brands and budget-conscious consumers turning to private labels. Learn what manufacturers and retailers must do to adapt, stay competitive, and drive growth in this shifting landscape.

We kick off our C-Suite Talks series with a candid conversation between two CEOs: Scarlett McCabe of Debate Mate and Graham Botwright of The Gap Partnership, with our expert host, Jessie Lancaster.

In today's dynamic business landscape, strategic negotiation isn't just a skill, it's the lifeblood of organizational success. By weaving negotiation into the fabric of organizational culture, companies can reshape the way teams think, collaborate and make decisions. The result? A lasting competitive advantage that propels businesses forward in an ever-evolving marketplace.