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

Collaboration is often cited as the logical way for suppliers and retailers to create value in the fast-moving consumer goods industry (FMCG). However, suppliers often face challenges due to the power of retailers and a focus on the short term. This book presents first-hand research on how to navigate through these challenges and develop better collaboration between retailers and suppliers. It identifies new and relevant tools and techniques to improve value creation in this business-to-business context, with case studies, examples, and practical frameworks.

Format: Hardback
Length: 240 pages
Publication date: 02 April 2022
Publisher: Springer Nature Switzerland AG

In the dynamic realm of the fast-moving consumer goods (FMCG) industry, collaboration is widely regarded as the key to unlocking value for suppliers and retailers alike. However, suppliers have encountered challenges that hinder the full realization of this potential, largely due to the retailer's dominant position and a short-term focus. Over the past three decades, the industry has witnessed a remarkable transformation driven by the emergence of discounters, the rise of online shopping, and the consolidation of retailers. While these changes have brought about new opportunities, they have also introduced complexities, challenges, and costs that require both sides to navigate with finesse.

It is well-documented that retailers have sought to exert their growing influence over suppliers through relentless negotiations focused on cost reduction. On the other hand, suppliers aim to engage retailers in discussions that prioritize long-term growth. This dynamic creates tension, as retailers prioritize short-term activities, while suppliers advocate for supporting medium-term development. How can these two parties collaborate effectively to deliver value to consumers and shoppers, and ultimately support the industry's growth?

This book offers valuable insights through firsthand research on navigating these challenges. It identifies innovative tools and techniques to enhance collaboration between retailers and suppliers in today's complex markets. Despite the industry's reputation for secrecy, the full potential of collaboration between retailers and suppliers remains largely untapped. Traditional ways of working must evolve to ensure the industry's success in the 21st century.

Through compelling case studies, practical examples, and comprehensive frameworks, this book provides a focused perspective on the FMCG industry while offering actionable ideas, suggestions, and solutions to improve value creation. It serves as a valuable resource for professionals, executives, and stakeholders seeking to foster stronger partnerships and drive sustainable growth in this business-to-business ecosystem.

Weight: 547g
Dimension: 235 x 155 (mm)
ISBN-13: 9783030929855
Edition number: 1st ed. 2022