Also from Dick Seesel...
Retailing In Focus
Dick Seesel's Blog about Retail Today
Strategic Insights for Stores and Suppliers (url)
December 7, 2012
There are three recurring drivers of creating successful relationships with colleagues who are either co-workers or clients that universally apply to both external and internal relationships. What do you think is essential to strong business relationships? [more...]
Not all suppliers are equally easy for retailers to work with, and it doesn't pay to put too much value on a smooth relationship. The smart retailer will acknowledge that he or she has more influence than the vendor in some partnerships, and less in others.
It's important to understand the "balance of power"—for example, a hot designer brand willing to sell your store exclusively may at first have the upper hand. It's equally important—although a cliche—for both sides to pursue "win-win" outcomes, even though getting there may strain the personal ties between retailer and vendor.