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.