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.
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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.
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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.
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3 stages of Negotiaion

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.
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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.
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Setting Objectives in a Negotiation – The Importance of Getting it Right

Getting caught out at the critical decision stage…Last month I was reflecting on my first National Account Manager role in conversation with a client. It was my first national customer, and they represented 30% of employers’ revenue. I wanted to prove myself quickly, and a major launch of 12 new products into my customer was my way to do it. My objective was simple, get my customer to accept the entire range!I prepared, I rehearsed my sales presentation, and I was ready. My proposition was realistic, and it received a resounding “Yes”! My boss was going to be very happy.
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