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* Maximising the Impact of Trading Relationships Date Published: 25/04/2010 *
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Maximising the Impact of Trading Relationships  
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IGD's one-stop guide to developing, maintaining and improving successful trading relationships

 

The commercial dialogue continues to evolve and driving operational effectiveness is now a key lever for growth. It’s therefore unsurprising that best-in-class suppliers and retailers recognise that leveraging supply chain, shopper insight initiatives and financial management tools within their commercial engagement is even more important than before.

This report will illustrate how leading suppliers and retailers are currently maximising the opportunities of their trading relationships. Furthermore, it will identify how companies in the early stages of developing capability can avoid the pitfalls to achieve a significant competitive advantage. Benchmarking your company’s capability against your peer group has never been more important, and this report will be a key tool to help you prioritise development areas for your commercial teams.
 
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Maximising the Impact of Trading Relationships will help you to:

Maximise your promotional effectiveness and implementation

Enhance your core commercial interaction

Understand how you can respond to the changing expectations of Trading Directors

Expand your commercial dialogue to incorporate operational effectiveness

Realise the ‘quick wins’ and plan long-term tactical developments
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Executive summary

  • Key findings
  • Implications

The Shifting Focus of Trading Relationships

  • IGD's Research Methodology
    • IGD's Annual Retailer Survey
    • IGD’s Annual Supplier Survey
  • Retailers’ Trading Priorities
  • The Focus of Suppliers’ Trading Relationships
  • How Aligned are Retailers and Suppliers?
  • Retailers’ Future Trading Focus
  • Broadening out Trading Discussions

Building Customer Engagement Capability

  • Retailers’ Expectations of Suppliers
    • Retailers’ Basic Expectations
    • Retailers’ Expectations of Best-In-Class Suppliers
  • Suppliers’ Capability Shield
    • What is the IGD Capability Shield?
    • How Do Suppliers Rate Their Capability?
  • Developing Future Capability
    • Retailers’ Priorities for Development
    • Alignment between Retailer and Suppliers Priorities

Leveraging Customer Engagement Capability

  • Building Strategic Relationships
  • How are Strategic Relationships Developing?
  • Flexing Customer Engagement Capability by Customer
    • Strategic Customers
    • Tactical Customers
    • Innovative Customers
    • Transactional Customers

A Deep Dive into the Hot Topics of Customer Engagement

  • Delivering Growth through Shopper Insights
    • The Shopper Rises up the Agenda
    • Developing Customer Marketing Teams
    • The Shopper Marketing Process
    • Putting Shopper at the Heart of the Business
    • Benefits of Building Shopper Marketing Capability
       
  • Supply Chain Engagement
    • How is Customer Supply Chain Engagement Evolving?
    • Interaction Between Supply Chain and Commercial Teams
    • Resources for Managing Supply Chain Engagement
    • Making Supply Chain Engagement Work
    • The Benefits of Supply Chain Engagement
       
  • Driving the Sustainability Agenda
    • A Renewed Focus on Sustainability
    • What role does sustainability play in trading discussions?
    • Engaging with Retailers on Sustainability
    • Future Considerations for Sustainability
       
  • Building Capability in Financial Management
    • What is Financial Management Capability?
    • Measuring Promotional Effectiveness
    • Developing Pricing Corridors
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* IGD Members Non-Members Academic Institutions
GBP £ 1200 £ 1800 N/A
EUR € 1600 € 2400 N/A
Additional Information:

All reports are subject to VAT at 20%. Each report is licensed for up to 50 users. For additional users, please contact IGD. This report is promoted by IGD as agent for IGD Services Ltd. Cheques should be made payable to IGD Services Ltd.
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