Insights

Scott Chepow considers the rapid rise of omnichannel retail, from the surge in e-commerce to the evolving role of brick and mortar and the implications for commercial negotiations. As retailers and brands navigate a more complex and interconnected landscape, the ability to negotiate for value across channels has become a critical capability.

It's a simple question: Are you taking risk into account in your negotiations? If you are then you are setting yourself up for success. If not, you are inviting a suboptimal outcome. Campbell Graham introduces the elegant concept of a risk adjusted strategy and details why it's one that every negotiator should have up their sleeve.

For retail buyers, Christmas isn’t a season; it’s a year-round commercial engine. This roadmap aligns the retail planning cycle with negotiation seasonality, highlighting where negotiation adds value and how timely strategic support transforms pressure into performance.

In this inspiring new episode of C-Suite Talks, Dürrin Ergün sits down with two powerhouse leaders shaping global transformation: Pia Costea Selzer-Plon, COO at The Gap Partnership, and Alessandro Piccinini, Managing Director at Nestlé Nespresso SA Germany.

Companies invest heavily in employee training to boost performance and adapt to market changes, as highlighted by Henry Ford's quote. Training is vital for competitive companies and aids in cultural change, but identifying effective methods remains challenging. Many soft skills and cultural change programs fail to meet expectations, making improvement through training difficult and iterative. While achieving goals without training is even harder, the article explores the benefits and limitations of internal negotiation training, the role of external training in shifting mindsets, and the key elements of successful training programs.

The global automotive industry is steering through rough terrain. With the recent tariffs, cost increases for imported cars are likely to translate to higher prices for consumers. This isn't just a bump in the road, it's a significant challenge. The automotive industry must adapt quickly to survive, thrive, and drive success in this new landscape.

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.