Retailer/vendor collaboration: What’s the roadblock?

An interesting RetailWire discussion recently about some of the disconnects between retailers and suppliers continuing to prevent them from seeing eye-to-eye about driving profitable sales. One of the most interesting findings is the high importance of “strategic thinking” among suppliers, less so among retailers. Here’s my point of view:

As far as collaborative planning between retailers and vendors has moved in the past decade, there is still a disconnect. (See the gap in rankings of “strategic thinking” between retailers and suppliers.) There may never be a complete meeting of the minds, but there is plenty of opportunity for both sides to recognize mutual interest and gain. The distrustful, adversarial relationships of the past need to become “history”…especially as industry consolidation on both sides of the table becomes a fact of life.


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