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. 

Inflation: It’s all in the words. Negotiating cost pressures in fast-moving consumer goods

Scott Chepow

August 2024

Global inflation persists, with prices rising slower, challenging FMCG manufacturers due to rising input costs and varied consumer demand. In the U.S., real wage growth is outpacing inflation, but consumer confidence varies by income level. Companies must optimize value chains to create value without overburdening consumers.

Battle for shopper brand loyalty: A competitive game of manufacturer versus retailer

Sal Fiordelisi

July 2024

Retailers can capitalize on the growing demand for private label brands as consumers face rising prices and shrinking package sizes. A 2023 survey shows 54% of shoppers will buy more private labels, while only 26% will stick with name brands. This shift boosts competition for shopper loyalty. In this article, we examine these trends and their impact.

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.

Price displacement strategies: Navigating the hard truth in negotiations

Alexander Zhang

April 2024

In this article, Alexander Zhang, Senior Consultant at The Gap Partnership, shares strategies and tactics for crafting effective negotiation strategies in challenging scenarios.