Retail Sector at the Crossroads: Collaboration Under Pressure
Amsterdam, dinsdag, 17 juni 2025.
The retail industry is in a critical phase where collaboration between manufacturers and supermarkets is fundamentally being reassessed. Following the COVID-19 pandemic and ongoing price increases, negotiations are tense, challenging traditional collaboration models. The Golden Partner Award marks an important moment of reflection, with the focus shifting from competition to joint value creation. Critical issues such as price negotiations, AI integration, and product development demand a renewed strategic approach that places collaboration at the centre.
Changing Retail Dynamics
The retail sector stands on the eve of a profound transformation, with the traditional collaboration between manufacturers and supermarkets fundamentally being re-evaluated. Since the COVID-19 pandemic, the mutual relationship has been under increasing pressure, particularly due to the continued rise in consumer prices [1]. Negotiation discussions are no longer private but are increasingly discussed openly, exposing the tense relationships [1].
International Procurement Strategies
Major supermarket chains are now all connected to international procurement organisations, further increasing the complexity of negotiations [1]. There has even been a hearing with supermarket organisations, food manufacturers, and the Economic Affairs committee to generate attention for rising prices [1].
Technological Innovation and Collaboration
The sector recognises that the traditional way of working is no longer sufficient. Experts emphasise the need for smarter supply chain collaboration, more efficient processes, and strategic use of technology [3]. AI plays an increasingly important role in product development and retail strategy [1].
Economic Challenges
The Dutch supermarket sector has registered its first sales decline of 1.5 percent in years in 2024, underlining the challenging market conditions [3]. Entrepreneurs are confronted with rising costs for personnel, energy, transport, and rent, which puts pressure on margins [3].