An open letter to the members of the...
An open letter to the members of the New Zealand Food and Grocery Council Author Nick Hogendijk 30th July 2021Dear NZFGC members,I want to congratulate you on being heard by the Commerce Commission yesterday and to reiterate that we are…
Foodstuffs Vs Vendors: Two tribes going to war
In late 2019 early 2020 Foodstuffs North Island (FSNI) announced their intention to implement a new commercial model to underpin their growth and performance going forward. Looking at these recent negotiation trends, it appears that FSNI’s strategy has been to…
Does New Zealand need a Grocery Code of...
For several years Australian suppliers raised allegations and complaints against the major grocery retailers in Australia relating to inappropriate use of market power by the retailers in a highly concentrated market similar to New Zealand. This had such serious implications…
COVID - 19 may not be the biggest...
Just when we thought the impact of COVID-19 had a detrimental impact on the foodservice sector in Australia, the recent announcement of Woolworths intention to acquire 65% shareholding of PFD Foodservice (*pending regulatory approval from the ACCC) poses a series…
An open letter to the members of the New Zealand Food and Grocery Council
An open letter to the members of the New Zealand Food and Grocery Council Author Nick Hogendijk 30th July 2021 Dear NZFGC members, I want to congratulate you on being
Foodstuffs Vs Vendors: Two tribes going to war
In late 2019 early 2020 Foodstuffs North Island (FSNI) announced their intention to implement a new commercial model to underpin their growth and performance going forward. Looking at these recent negotiation trends, it appears that FSNI’s strategy has been to move the multiple revenue / income streams across their previous business model into one centralised income stream that has minimal to no risk for FSNI.
Does New Zealand need a Grocery Code of Conduct?
For several years Australian suppliers raised allegations and complaints against the major grocery retailers in Australia relating to inappropriate use of market power by the retailers in a highly concentrated market similar to New Zealand. This had such serious implications for the Australian grocery industry and supplier base, that it became a catalyst for the creation of the Australian Grocery Code of Conduct. In 2015 Australia launched its Grocery Code of Conduct.
COVID – 19 may not be the biggest contributor to the future of Australia’s foodservice sector
Just when we thought the impact of COVID-19 had a detrimental impact on the foodservice sector in Australia, the recent announcement of Woolworths intention to acquire 65% shareholding of PFD Foodservice (*pending regulatory approval from the ACCC) poses a series of strategic challenges for manufacturers, suppliers and competitors in the food and beverage industry.
Three Stages of Negotiation
Negotiations between suppliers and customers require a methodical approach in order to extract the best value from your negotiation.The three key stages are simple:
What happens before a negotiation
What happens during a negotiation
What happens after a negotiation
To “wing it” or negotiate “on the fly” is likely to lead to missed opportunities and unexpected demands from the other party to which concessions can rapidly follow.
Multi-Channel Diversification – An Essential Strategy in Today’s Multilayered Marketplace
The retail landscape is changing more rapidly than ever before. As technology continues to advance, the maturation cycle of each change continues to shorten, while ever-changing consumer and shopper behaviours continue to create new channels and opportunities.Despite this dynamic new retail environment, many suppliers have yet to adapt to meet the evolving market place. In order to evolve within these market dynamics, we need to understand how and why the consumer market is evolving with such speed.