Negotiating with Power Buyers
SPG Insights
Winter 2006

Abstract:
Big retailers have used the promise of higher volumes to negotiate better deals since the early days of the supermarket and the Sears catalog. However, over the past decade, this practice has been taken to an entirely new level of sophistication. Price negotiations have shifted dramatically in favor of “big box” retailers (like Wal-Mart, Target, and Home Depot) who have tripled their total dollar share of North American retail sales.

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