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Trade Relations Under Pressure: Coping with Change in Irish Grocery

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Trade Relations Under Pressure: Coping with Change in Irish Grocery
Table of Contents

INTRODUCTION	3
EXECUTIVE SUMMARY	4
MAIN REPORT	9
1. Catalysts for Change	10
1.1 Tesco Setting the Agenda	10
1.2 The Discounters and Growing Price Emphasis	12
1.3 The Effect of the Groceries Order	14
1.4 Ireland, Europe and Globalisation	16
2. Supply Chain Developments	18
2.1 The Growth of Centralised Distribution	18
2.2 The Changing Role of Supplier Sales Forces	22
2.3 On-Shelf Availability	24
2.4 Shelf-Ready Packaging, Factory Gate Pricing, and Other Developments	27
3. Price an Ongoing Priority	30
3.1 The Move to EDLP	30
3.2 Competition and Pressure on Suppliers	32
3.3 The Growth of Promotions	36
3.4 Own Brands and E-Auctions	37
4. Changing Trading Relationships	39
4.1 The Nature of the Relationship	39
4.2 Changes in Internal Organisation	40
4.3 Recruitment and Training Issues	42
4.4 Partnerships and Category Management	43
4.5 Coping with the Changes	44
5. The Major Retailers	47
5.1 Tesco	47
5.2 Dunnes	50
5.3 Superquinn	52
5.4 Musgrave	53
5.5 The Others	54
6. The Future	56
6.1 Suppliers and the Future	56
6.2 Another Major Retailer in Ireland?	57
6.3 Looking Ahead	58
Published: September 2005 Price: € 995, £ 649, US$ 1215 Insight reports are quality guaranteed. If you are dissatisfied, please return the report within 14 days and tell us why. Your invoice will be cancelled or money refunded.