PUTTING TOGETHER

STRATEGIC TRADING

© iStockphoto.com/ Slava_Gutsko

PARTNERSHIPS
In 2009, CPG companies will need to make hard choices about where they
invest resources — especially when it comes to the retail customer. ROI is
mandatory in the current economic environment, so if you’re not effectively
segmenting your trading partners on the basis of potential return and working
with them to strategic advantage, it’s time to start. Here’s how.

By Peter Eschenburg Senior Manager, National Consumer Products/Food Industry Practice Hitachi Consulting