Putting the Wholesaler in the Driver's Seat

Best practices from the retail industry to improve profitability and gain
competitive advantage.

Wholesalers are more than intermediaries in the relationship between manufacturers and their customers. They are value chain partners. To remain competitive in today’s changing landscape, more wholesalers are deploying retail strategies--strengthening their price negotiation tactics to increase purchasing power and profits.

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For more information, please contact the authors:
Laurent Dumarest
Joakim Karlsson
Benoit Nachtergaelee
Guillaume Cretenot

September 2009