Houlihan Lokey’s Post

Interesting to see how this unfolds. As for Commercial Teams in FMCG landscape are concerned, I believe Negotiations and Game Theory understanding would be a Must Have skills in the coming time period.

I find this The Wall Street Journal story fascinating for a couple of reasons. First, from a corporate strategy perspective, Walmart is clearly challenging Trader Joe's and Target. They are also intensifying backward integration, taking on giants like Nestle, PepsiCo, and P&G. It speaks to the power of distribution. Whether you're Netflix, Walmart, or Amazon, owning the distribution channel is powerful. Second, how negotiation dynamics directly impact business. Examining counterparty alternatives (or, in technical speak, the Best Alternative To A Negotiated Agreement, or BATNA) is important to do statically. It is also critical to examine dynamically: how will it change over the next 3, 5, and 10 years? Here’s a quick and short recommendation: 1️⃣ If counterparty alternatives improve over time, secure longer agreements. 2️⃣ If counterparty alternatives worsen over time, secure shorter agreements. The rise of Trader Joe’s normalized private labels among consumers and set the stage for Target, Wal-Mart, and Costco to expand their own. Playing Monday morning quarterback, that would have been the moment for brand suppliers to secure long-term agreements. Final point: Negotiation, both in sales and procurement, must connect with corporate strategy. For Walmart, negotiating quality standards with private label suppliers is paramount. If a recall happens on a private label product, it damages the entire Walmart brand. If a recall happens on Tide detergent, it only damages P&G’s sub-brand (Tide). For companies like Nestle, negotiating product placement, endcap usage, and co-marketing is more important than ever. My take? I think the transformation Walmart has undergone has been phenomenal to watch. This extension into higher-end private label builds on that momentum. But I will wait until we bring home some Walmart oat milk ice cream before I give my final perspective. https://lnkd.in/gsMgNnE4

𝟱.𝟮𝟶.𝟮𝟰: 𝗟𝗼𝗻𝗴-𝗧𝗲𝗿𝗺 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 ________________________________________ 𝗧𝗶𝘁𝗹𝗲: Building Long-Term Relationships with Retail Distributors 🤲 Sustaining successful distribution is not just about sales figures; it’s about building relationships. To maintain strong, mutually beneficial relationships, regularly touch base with your retail partners, appreciate their efforts, and address any issues promptly. 🔄 𝗧𝗶𝗽: Schedule regular review meetings to discuss performance, feedback, and opportunities for growth. #organictrends #specialtyfoods #ecofriendlybiz #retail4smallbiz

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It's critical to understand that in the crowded and competitive world of beverage distribution, your track record speaks volumes. Demonstrating reliability and success isn't just about boasting past achievements; it's about building trust and showcasing your ability to deliver consistent results to potential partners. Why is this so crucial? In an industry teeming with options, the challenge for distributors and retailers is to identify genuinely capable and dependable partners. My near-decade experience in distribution has shown me the difficulty of distinguishing potential winners from the rest, akin to the high-stakes decisions of NFL draft picks. The clearer and more substantiated your value proposition, the more you stand out as a desirable partner, proving your brand as a 'first-round pick' in the distribution draft. As the number of brands vying for attention escalates, illustrating your success and aligning with the right partners becomes not just beneficial but essential for sustained growth. Failure to do so risks obscurity in an ever-expanding market. Is your brand poised to affirm its success and resonate with the ideal partners? Connect with Five Star Beverage. Let's navigate this dynamic landscape to build a legacy of reliability and market triumph together. #TrackRecord #BusinessPartnership #FiveStarBeverage #SuccessStories #MarketImpact #FiveStarStrategy

In the fast-paced beverage market, the ability to showcase a solid track record is not just beneficial, it's essential for forging strong business partnerships. 🌟 With an increasingly crowded marketplace, distinguishing your brand as a trusted and reliable partner is more crucial than ever. At Five Star Beverage, we understand the urgency of the moment and are dedicated to helping you highlight your successes to captivate the right distribution partners. Our expertise doesn't just pinpoint opportunities; it helps you seize them at the critical juncture, ensuring your brand not only meets but exceeds market expectations. Dive into our latest insights on how a proven track record can become the cornerstone of trust in your business relationships, and discover how we can help elevate your brand to its rightful market position. The time to act is now, and the opportunity is clear. Let’s make your success story a compelling one. #FiveStarBeverage #TrackRecord #BusinessPartnership #MarketLeadership #SuccessStories #FiveStarStrategy

The "Great Shutdown" might have briefly derailed the strong momentum CELSIUS Holdings, Inc. had built in the vending sales channel, but with PepsiCo now adding extra firepower to its efforts...CELSIUS is reaching even the most exclusive vending machines in America! This was one of my favorite "positive mainstream media stories about energy drinks" recently... #strategy #trends #markets #fmcg #cpg #beverages #energydrinks #politics #government #pepsico #sportsnutrition #supplements #innovation #marketing #sales #retailing #merchandising #business #businessintelligence #entrepreneurship John Fieldly

I'm excited to be a keynote speaker at tomorrow's CMA | SIMA conference in Dallas, Texas. Being part of such a distinguished group of retail and consumer professionals is an honor. This year's theme for the CMA|SIMA conference is “Trailblazing Retail’s Bold Future,” as the industry collectively returns to an innovative mindset after a long period of disruption. Managing through a pandemic followed by an unprecedented time of food and consumer goods inflation and more recent volume erosion has challenged category managers, space planners, and shopper insights professionals to think differently. But this conference is one of the best places to pick up new ideas and insights about the future. #retail #retailers #grocerystores #supermarkets #consumerinsights #consumerpackagedgoods #stores #malls #conveniencestores #foodretail #food #petstores #drugstores #retaildesign RETHINK Retail #topretailexpert