(Episode 602; 14 minutes 01) As you know, the Australian retail landscape is dominated by a couple of major players. You'd assume that they stock only well known brands, based on high powered price negotiations. Increasingly, though, that's not the case. There are always opportunities for smaller players to get space on the shelves or in the racks, provided they can show their product will sell and they can meet demand.
Julian Josem is an industry specialist, who works closely with retailers on the design and implementation of systems. Advances in IT are helping suppliers and retailers work closely together but, like anything, the key to success depends on building strong collaborative relationships with the buyers.