INTRODUCTION | 3 |
EXECUTIVE SUMMARY | 4 |
MAIN REPORT | 12 |
1. Supplier-Retailer Relationships: Conflict or Collaboration? | 13 |
1.1 We've Never Had it Better? | 13 |
1.2 Supplier Views of the Different Retailers | 16 |
1.3 Difference in Retailer Attitude Between Suppliers | 19 |
1.4 The Supermarkets Code of Practice | 21 |
1.5 Open Book Accounting | 23 |
2. How Deflationary is UK Grocery Retailing? | 24 |
2.1 Price Focus of the Big 4 | 24 |
2.2 Safeway takeover | 30 |
2.3 Non-food Expansion | 34 |
3. Price and Trading - Testing the Relationship | 36 |
3.1 Price as the Pivot in the Relationship | 36 |
3.2 Importance of Widening the Discussion | 37 |
3.3 Online Auctions | 38 |
3.4 Sourcing Trends | 41 |
3.5 Contracts | 42 |
3.6 Own Label Price Issues | 44 |
3.7 Branded Price Issues | 46 |
3.8 Category Differences | 48 |
4. Category Management - Cementing the Relationship | 49 |
4.1 Category Management as the Glue in the Relationship | 49 |
4.2 Category Management in Practice | 50 |
4.3 Own Label Perspective on Category Management | 54 |
4.4 Importance of Category Management for the Long Term | 55 |
5. Format Development - Profit Opportunity or Margin Threat? | 57 |
5.1 Shopping missions and Layouts Versus New Product Development | 57 |
5.2 Smaller Pack Sizes | 60 |
5.3 Implications for the Supply Chain | 62 |
5.4 Impact on Supplier Structures | 63 |
6. Promotions and Marketing - Collaboration or Revenue Stream? | 65 |
6.1 Importance of Promotions in Supplier Strategy | 65 |
6.2 Promotional Execution | 68 |
6.3 Risks of Reliance on Promotions | 70 |
6.4 In-Store Marketing Collaborations | 71 |
7. Supply Chain Issues - Optimising the Cost Base | 74 |
7.1 Forecasting | 74 |
7.2 Impact of Promotions | 74 |
7.3 Improvements Through Technology and Closer Working | 75 |
7.4 Lead Times and On-Shelf Availability | 77 |
7.5 Factory Gate Pricing | 77 |
8. Conclusions | 81 |
8.1 Supplier-Retailer Relationships - How Unequal are They? | 81 |
8.2 Opportunities and Threats Facing Suppliers in the Future | 82 |
8.3 Who are the Winners and Losers? | 86 |
8.4 Final Word | 91 |
Published: April 2004
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