- · An LBS study showed that according to retailers only 7% of meetings with suppliers add value and 93% waste their time.
- · Suppliers prefer optimizing existing products rather than creating new ones.
- · “They’re blind to the way I do business and seem to rigidly work to a script”
- · “we want a new pie, not further slicing of the old one”
- · Overall the research indicated suppliers presentations provide too much detail, are illogical and unbelievable, given in a distracting style without a theme and with too many objectives.
- · The retailer wants suppliers to be partners who can solve problems and think holistically about the category even if they don’t play in all its parts.
- · “Show me the whitespace and create things I don’t already have”
- · “Find a nugget and create a program around that nugget that helps me win the consumer”
- · “Provide idea ready or 1st to market programs that build my basket while aligning with my core customer”
- · “understand my private brand goals and help me achieve them”
Retailers feel a supplier blind spot is the use of a key account manager.