Insights
Staying on top of global negotiation trends and the latest thinking will help drive your own success. Our research reports and articles keep you up to date on what's happening around the world - all delivered with a keen negotiation angle and fresh perspective.
Buying alliances: Coming to a market near you
Chris Atkins
October 2024
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: It’s all in the words
Scott Chepow
October 2024
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.
Battle for shopper brand loyalty: A competitive game of manufacturer versus retailer
Sal Fiordelisi
July 2024
The retail landscape is shifting dramatically as consumers face rising prices and shrinking package sizes. A striking 54% of shoppers are turning to private labels, while only 26% remain loyal to name brands. This trend is reshaping competition and negotiation strategies in the industry. Get ready for a retail revolution!
Driving value in Direct Store Delivery: Buyer
Nick Capuano & Jordan Mullins
May 2024
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.
Influencing value in Direct Store Delivery: Key Account Manager
Nick Capuano & Jordan Mullins
May 2024
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.
Maximizing value in Direct Store Delivery: Regional Store Manager
Nick Capuano & Jordan Mullins
May 2024
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.
Elevating value in Direct Store Delivery: Sales Representative
Nick Capuano & Jordan Mullins
April 2024
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.
Directing value in Direct Store Delivery: Store Manager
Nick Capuano & Jordan Mullins
April 2024
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.
Establishing value in Direct Store Delivery: Merchandiser
Nick Capuano & Jordan Mullins
April 2024
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.