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Global player

More and more, manufacturers focus across borders. These roads can be tough, along trial and error, involving high investments. These markets, as well as any other, are tight, demanding qualitative methods of approach. Because why would retailers abroad accept your products?
In the years to come, we expect to see many manufacturers to start gearing towards the position of global player. But where do you start? Build up local distribution first, or are there more effective ways to approach the challenge? It takes just two men to handle all of Europe, but isn't the success of any global approach primarily based on quality? The catman-model by Bierman is applicable on all retailers in The Netherlands. And, with some adjustments, on all major retailers in France, Germany, England and Europe at large.

European sourcing, buying desks.
A related issue is the increase in pressure on sales conditions applied by retailers operating internationally.
Major retailers contact manufacturers of private labels through direct negotiations and electronic auctions. Top brand manufacturers / multinationals are invited to participate in European plans. These are high risk projects and problems may rise quickly. When problems come up, communicating could become difficult all of a sudden. Resulting in inactive trade relations.
How can we prevent this and how do we facilitate a constructive exchange of ideas?

The advice. The implementation
Bierman's consultancy doesn't stop at providing advice. Translating the findings into practice and supporting Sales and Marketing is part of our core activitities. We frequently participate on head office level or as "front man" in sales talks on the shop floor.
E-mail or call us for an introductory assessment or send this page to a colleague.

FMCG-nieuws "on line"
"Trends in Distribution and Food Marketing" is a publication of Bierman distributed free of charge via e-mail. Our newsletters are based on information gathered by us during our daily contacts with retailers. They are distributed to manufacturers in FMCG. Publication is infrequent: only when there's something to report. Subscription is possible through an e-mail to josbierman@fmcg.nl with the text "free subscription" in the message header or message body.

The retailer is changing.
Are you?

P.J. Bierman
telefoon: 0315-243494
Email: (<josbierman@fmcg.nl>)