How to save the FMCG industry : a practical guide for building collaboration between suppliers and retailers / / Chris Leach

• Autore: Leach Chris
• Pubblicazione: Cham, Switzerland : , : Palgrave Macmillan, , [2022]; ©2022
• Descrizione fisica: 1 online resource (250 pages)
• Disciplina: 658.788
• Soggetto topico: Physical distribution of goods - Management; Business logistics; Sales management
• Note generali: Includes index.
• Nota di contenuto: Intro -- Foreword -- Acknowledgements -- About This Book -- Contents -- About the Author -- List of Figures -- List of Tables -- 1: Introduction: Why Do We Need to Look Again at Collaboration? -- Who Am I and Why Am I Writing This Book? -- An Industry in Transition -- The Value Challenge -- It's Time for Change -- What's in Each Chapter? -- References -- 2: The FMCG Market: Where We've Come From, Where We Are Now, and the Problem We Face -- Collaboration: Where Have We Come From? -- Efficient Consumer Response and Category Management -- The Supplier Landscape and Their Needs -- Global to Local Organisations -- Omni-Channel Shopping -- Direct To Consumer -- Discounters -- Supplier Organisation, Work, and Skills -- Collaboration and Category Management -- Walmart Has Some Data They'd Like to Sell You -- Revenue Growth Management (RGM) -- The Retailer Landscape and Their Needs -- Consumers and Shoppers -- Omni-Channel -- Discounters -- Own-Brand -- Data and Insights -- Cost Pressures, Consolidation, and Collaboration -- Retailer and Supplier Collaboration: Partnership or Partnershaft? -- In Summary: The Questions We Need to Address -- Chapter Summary -- References -- Further Reading -- 3: The Theory, and How It Applies to the FMCG Industry -- Business-to-Business Exchange -- BTB Relationship Marketing -- BTB Relational Quality -- BTB Relationship Conflict and Asymmetry -- Power in BTB Relationships -- Value Creation and Capture: What Is It and What Is Happening? -- Business-to-Business Value Creation -- Value Creation Types -- Value Capture -- Key Account Management -- KAM Challenges -- KAM Grocery Market Context and Practice -- Introduction into Research Aims and Methodology -- Identifying the Research Population -- Data Gathering -- Research Anonymity -- Chapter Summary -- References -- 4: Collaboration in Action: Four Case Studies. ; The Alpha Case Study: A Multinational Multi-category Supplier Demonstrating a Global to Local Approach -- Introduction -- Team Structure -- Alpha Case Themes -- Collaboration -- Collaboration Purpose and Choices -- Better Business Relationships -- Joint Business Plans -- Collaboration Choices -- Collaboration Work -- Global to Local Working -- Category Management -- Promotion Strategy -- Non-collaboration Work -- Collaboration Barriers -- Customer's Behaviour -- Trust -- Power -- A Shift in Attitude? -- Punitive Action -- Value -- Value Creation -- Category Management for Value Creation -- Value Capture -- Value Measurement -- Measuring Shopper Behaviour -- Personal Relationships -- Alpha Case Study Summary -- Beta Case Study: A Fresh Food Business Looking to Collaborate Across Many Customers -- Introduction -- Collaboration -- Collaboration Purposes and Choices -- Collaboration and Trust -- Lack of Clarity -- Collaboration Work -- Data Analysis and Reporting -- Providing Customer with Resources -- Category Management Support -- Non-collaboration Work -- Collaboration Barriers -- Retailer Power Influence -- Customer Implementation Barriers -- Value -- Value Creation -- Joint Value Creation? -- Category Management Work -- Value Capture -- Shopper Needs? -- Beta Case Study Summary -- Gamma Case Study: Managing Collaboration When Supplying Brands and Own-Brands -- Introduction -- Gamma Case Themes -- Research Categories Overview -- Collaboration -- Collaboration Purpose and Choices -- Lack of Focus? -- Collaboration Work -- Category Team Work -- Utilising Customer Insights -- Joint Business Planning -- Own-Brand Development -- Non-collaboration Work -- Collaboration Barriers -- Own-Brand Versus Brand Challenges -- Category Management Restrictions -- Power -- Value -- Value Creation -- Value Capture -- New Product Development -- Gamma Case Study Summary. ; Delta Case Study: Own-Brand Supplier Transforming Their Collaborative Approach -- Introduction -- Delta Case Themes -- Collaboration -- Collaboration Purpose and Choices -- Own-Brand as a Differentiator -- Building Collaboration -- Collaboration Work -- Account Planning -- Increased Own-Brand Support Works -- Non-collaboration Work -- Collaboration Barriers -- Building Trust -- Power -- Value -- Value Creation and Capture -- Category Management -- Delta Case Study Summary -- Chapter Summary -- 5: Collaboration Under the Microscope: A Cross-Case Analysis -- Introduction -- Cross-Case Comparison: Data Collection -- Theme-Based Findings Per Case -- Alpha Findings and Evidence: A Multinational Multi-category Supplier Demonstrating a Global to Local Approach -- Beta Findings and Evidence: A Fresh Food Business Looking to Collaborate Across Many Customers -- Gamma Findings and Evidence: Managing Collaboration When Supplying Brands and Own-Brands -- Delta Findings and Evidence: Own-Brand Supplier Transforming Their Collaborative Approach -- Cross-Case Theme-Based Findings: Four Cases, Common Findings -- Summary and Implications of the Cross-Case Analysis -- Finding 1: Collaboration Is One Way -- Finding 2: KAM Teams Are the Norm for Working with Retailers -- Finding 3: Collaboration Is Dominated by Insights Development and Category Management -- Finding 4: JBPs Aren't Joint Plans Between the Retailer and Supplier -- Finding 5: The Influence of Power Is Everywhere -- Finding 6: Value Creation Is Challenging and Often Based Just on Relationships -- Finding 7: Evidence of Value Capture Is Hard to Find -- Finding 8: Own-Brand Suppliers Can Create Closer Collaboration -- References -- 6: The New Model of Collaboration -- The Future Landscape: Foundation Principles -- Principle 1: Partner Choice -- Principle 2: Honesty and Transparency -- Principle 3: Trust. ; The Future Landscape: Opportunities for Growth -- Opportunity 1: Value Creation and Capture -- New Technology -- Relational Value -- Opportunity 2: Category Management Transformation -- Opportunity 3: Mastering Power -- The New Model of Collaboration -- 1. OCM: Omni-Channel Mindset -- Omni-Channel Insights Focus on Future Value Creation -- In Summary -- 2. CPS: Collaborative Partner Selection -- Partner Segmentation Methodology -- Sam Walton's Ten Rules for Building a Business -- In Summary -- 3. MASPO: Mastering Power -- In Summary -- 4. COMS: Commercial Work and Skills -- Role of the Commercial Team: One Demand Team -- Category Management Transformation -- Category Management and Revenue Growth Management (RGM) -- Category Management and KAM -- Category Team Structure -- Commercial Teams Skills Development -- In Summary -- 5. Data and Insights Optimisation -- Data Overload -- AI and Machine Learning -- Value Creation from Insights -- In Summary -- 6. RELATE: Relational and Transactional Value -- In Summary -- 7. Customer Business Planning -- Embedding Category Management in Customer Business Planning -- Customer Business Plan Review -- In Summary -- Chapter Summary -- References -- Further Reading -- 7: Summary and Conclusions: Making the Move Towards Real Collaboration -- Real Collaboration Must Be Our Default Position -- Time to Re-set the Way We Collaborate -- What Have We Covered? -- What's Next? -- Index.
• Sommario/riassunto: 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.
• Titolo autorizzato: How to Save the FMCG Industry
• ISBN: 9783030929862; 9783030929855
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910556879303321
• Lo trovi qui: Univ. Federico II
• Serie: Campbell Collection