Retailer Relationships
‘Coming together is a beginning, staying together is progress, working together is success’ Henry Ford
VISION
The common goal for both manufacturers and retailers is profitable and sustainable growth. Where there is a common goal, there is a joint way forward…
That joint way forward is to better satisfy shoppers’ needs. Brand owners must use every insight to grow their brands and hence the overall category in the most effective way. Retailers have their role to play by providing the space for these insights to take shape. Both parties need to be on the same page.
The challenge is for manufacturers and retailers to succeed in developing and adopting a joint working process that will enable an effective execution of plans and strategy.
At Kinetic Consulting, our aim is to help you draw value out of your retail relationships and achieve a winning, growth-oriented collaboration.
ACTION
Our consultants will facilitate the five-step Jointly Agreed Growth process* for you and your retailer business partners. This process focuses on the shopper, extends the planning horizons and involves trust and buy-in from cross-functional teams:
- Step 1: review the shopper and economic environment, focusing on key market drivers
- Step 2: review sales, and agree the priority growth levers
- Step 3: define and agree on a 3 year joint growth plan, with KPI’s
- Step 4: execute the plan, and communicate widely across all stakeholders
- Step 5: monitor and adapt.
*Process owned by ECR Europe
The benefits of such a process extend throughout the business:
You develop a strong collaboration with your retailer that is growth-oriented and objective.
You improve relationships and collaboration across all functional contact points.
You develop stronger Sales and Negotiation skills as well as best practices.
The outcome: Improved retailer collaboration and support thanks to a common focus on strategies that drives growth for both parties.
