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How to Save the FMCG Industry: A Practical Guide for Building Collaboration between Suppliers and Retailers by Chris Leach

How to Save the FMCG Industry: A Practical Guide for Building Collaboration between Suppliers and Retailers

by Chris Leach
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Book cover type: Hardcover
  • ISBN13: 9783030929855
  • Binding: Hardcover
  • Subject: N/A
  • Publisher: Palgrave MacMillan
  • Publisher Imprint: Palgrave MacMillan
  • Publication Date:
  • Pages: 262
  • Original Price: EUR 54.99
  • Language: English
  • Edition: N/A
  • Item Weight: 544 grams
  • BISAC Subject(s): Sales & Selling / General

In the fast-moving consumer goods industry (FMCG), collaboration is often cited as the logical way for suppliers and retailers to create value. Yet, suppliers' experience has shown that doesn't always happen, due in large part to the power of the retailer and a focus on the short term.

In the last thirty years the industry has seen rapid change, with the growth of discounters, online shopping and consolidation of retailers. These changes have brought more opportunities to the industry but also more complexity, challenges and costs to manage for both sides. It's no secret that retailers have sought to leverage their increasing power with suppliers with never ending discussions of cost reduction, while suppliers attempt to engage them with discussions for longer term growth. This results in tension, with the retailer interested in short term activity and the supplier interested in supporting medium term growth. How can these two parties work together to deliver value to the consumer and shopper and ultimately, support the industry?

This book presents first-hand research on how to navigate through these challenges. It identifies new and relevant tools and techniques to develop better, and more valuable collaboration between retailers and suppliers in today's challenging markets. In this notoriously secretive industry, the full value and opportunities of collaboration between retailer and supplier has yet to be fully accomplished. Traditional ways of working need to change if the industry has a chance of succeeding into the 21st century.

With case studies, examples and practical frameworks, this book a brings a focus onto the industry, whilst at the same time providing implementable ideas, suggestions and solutions to improve value creation in this business-to-business context.

Dr Chris Leach is an experienced Management Consultant, academic and business leader, with extensive experience in the Fast-Moving Consumer Goods (FMCG) Industry, working with both suppliers and retailers. He began his career in Sales and Marketing in two food suppliers, and from there spent time in Tesco developing and delivering the marketing plans for their Grocery business. Over recent years Chris has worked as a consultant to the Industry, working around the world with retailers and suppliers to improve their collaboration with each other, to better meet the needs of their consumers and shoppers. Chris has delivered thought leadership, and his recently completed PhD developed new insights into this often-secretive area of business.

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