The Retail Revolution Diary

C19 - Why Retail Negotiations are uncomfortable: 4 Mistakes you can correct right now

Most retail negotiations feel uncomfortable for one simple reason: They've been reduced to a conversation about price. In this episode of The Retail Revolution, I share the four mistakes I see suppliers make repeatedly when negotiating with retailers. We discuss: • Mistake #1: You send a price list and nothing else. • Mistake #2: You negotiate emotionally because you're not prepared. • Mistake #3: You're trying to fix the wrong problem, margin isn't always the issue. • Mistake #4: You don't ask enough questions. Retail negotiations should never be about defending a number. They should be about understanding the retailer's challenges, demonstrating value, creating differentiation, and building a compelling business case. Whether you're a Key Account Manager, Sales Director, Managing Director, or supplier working with retail customers, this episode will help you approach negotiations with greater confidence and stronger outcomes. The Retail Revolution is the podcast that helps suppliers understand how retailers think, make better decisions, and build stronger commercial relationships. www.la-revolution.fr [http://www.la-revolution.fr] Retail Negotiation, Retail Buying, Key Account Management, Supplier Strategy, Commercial Strategy, Retail Buyers, DIY Retail, Sales Negotiation, Category Management, Retail Relationships, Procurement, Business Development, Supplier Performance. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit larevolutionfr.substack.com [https://larevolutionfr.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

C18 - Why good product don't scale in Retail

A good product is not enough to succeed in retail. And honestly, that’s one of the hardest realities for many suppliers to accept. In this episode, I break down 4 limiting beliefs that prevent good products from scaling inside retail organisations. We discuss why: * Good products do not automatically sell * Product alone is rarely true differentiation * Innovation without execution often fails * More SKUs do not always create more opportunities I also explore the operational, commercial and strategic realities behind retail growth! Because retail success is rarely about having the “best” product. It’s about building a product proposition that retailers can scale profitably and consistently. This episode is for suppliers, founders, KAMs and commercial teams who want to better understand why some products grow in retail… while others never move beyond launch phase. www.la-revolution.fr [http://www.la-revolution.fr] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit larevolutionfr.substack.com [https://larevolutionfr.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

C17 - Listen if you believe Retailers have all the power in Negotiations

The 4 limiting beliefs that make suppliers weak in Retail Negotiations In this episode, I break down one of the biggest misconceptions in retail: the belief that retailers hold all the power. After years working inside retail as a buyer, I actually saw something very different. Retailers are also dependent on suppliers: for innovation, execution, expertise, flexibility and category growth. So why do so many suppliers still feel powerless during negotiations? In this episode, I explore the 4 limiting beliefs that weaken suppliers during retail negotiations and, more importantly, how to regain strategic control. We discuss: * Why retailers do not hold 100% of the power * How suppliers underestimate their own leverage * Why only responding to retailer requests is dangerous * The hidden switching costs retailers face * Why many suppliers react too late in negotiations * How internal alignment changes negotiation outcomes * The importance of strategy before annual negotiations begin This episode is for suppliers, KAMs, commercial directors and leaders who want to build stronger, more strategic retail relationships. www.la-revolution.fr [http://www.la-revolution.fr] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit larevolutionfr.substack.com [https://larevolutionfr.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

C16 - 4 Costly Misconceptions Suppliers Have About DIY Retail Decision-Making

Most suppliers think they understand how decisions are made in DIY retail. The reality? They’re often operating on outdated or incomplete assumptions. In this episode, I break down 4 common beliefs that quietly damage your performance with retailers and what’s really happening behind the scenes. We cover: * Why price is rarely the only decision driver * Why buying decisions are never made by just one person * Why a change of buyer doesn’t mean starting from zero * Why retail is not just a volume game and never has been If you’re selling into DIY retailers and feel like decisions don’t always make sense… this episode will give you a clearer, more strategic lens. Because once you understand how decisions are truly made, you stop reacting and start influencing. www.la-revolution.fr [http://www.la-revolution.fr] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit larevolutionfr.substack.com [https://larevolutionfr.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

C15 - Leveraging AI & Social Media in DIY: How Suppliers Get Seen and Selected

Test my AI-Twin: https://miria.ai/fiorella-origlia [https://miria.ai/fiorella-origlia] Most DIY suppliers think their challenge is selling. It’s not. The real problem is: they’re not being seen, understood, or considered. In this episode, we explore how social media and AI are changing the rules of supplier selection in the DIY industry and what it actually takes to stand out today. You’ll discover: * Why visibility has become a key driver of selection * The role of AI in refining your positioning and commercial approach * How to use social media as a strategic tool, not just communication * What differentiates suppliers who get shortlisted… from those who don’t This episode is for DIY suppliers who want to move from reactive selling… to being actively chosen. Ready? This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit larevolutionfr.substack.com [https://larevolutionfr.substack.com?utm_medium=podcast&utm_campaign=CTA_1]