Dynamics of the Retailer-Supplier Relationship Bill McBeath Published on May 1, 2003 In both retail and consumer-product-goods sectors, the gap between winners and losers widens every day. What is it about the winners that makes them more and more successful, extending their lead everyquarter? What are the dynamics driving this "battlefront" between retailersand their suppliers in the struggle for projects, profits, customers and market share? What can trading partners do to win a stronger power position in the supply chain? To answer these questions, ChainLink Research surveyed more than 130 leading retailers and manufacturers. Our unique approach explores the perspective from both sides of the trading-partner link to uncover differences in perception and reveal the myths and the realities.

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