Case study - Brand Negotiation in Retail
Leading UK food and non-food wholesaler with turnover more than £1bn. More than 30 cash and carry stores but operating in a competitive environment, difficult trading conditions and declining margins.
The project objective was to rapidly improve trading margin through a focused program to improve trading terms with top suppliers of branded products.
Fastest route to margin improvement to work with existing trading teams to improve trading terms for top suppliers
Top 50 Branded suppliers by spend identified : Beers Wines & Spirits, Soft Drinks, Dairy, Confectionary, Cleaning, Sound & Vision, Disposables Laundry & Paper
Negotiated with 56 branded suppliers to address £256m of spend.
- Dedicated team of consultants working alongside client buyers
- Project completed in 5 months
- Client buying team up-skilled with structured Brand Negotiation methodology
- Delivered over £3.7M of annualised benefits to trading terms
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