Insights
Notes from the trade.
Practical pieces on the decisions that move margin, written for the people who have to make them.
Portfolio & Mix
Your range review is a margin decision in disguise
Most suppliers walk into a range review trying not to lose facings. That turns a margin decision into a shelf-space negotiation, and hands the agenda to the retailer.
Pricing
Recovering a cost increase without losing the shelf
The list price rise is the most visible way to recover cost, and often the worst. Four other levers usually do more of the work, and all of them are less likely to trigger a range review.
Trade Investment
How to find the 15–25% hiding in your promotional history
Most suppliers evaluate promotions on uplift. Uplift is the least useful number in the file, and swapping it for incremental margin is usually where the first real gain comes from.
Start here
Not sure where the margin opportunity sits? That’s a normal place to start.
Most engagements begin with a short, no-cost conversation about what’s happening in your numbers.