{"id":54033,"date":"2022-02-10T10:52:20","date_gmt":"2022-02-10T10:52:20","guid":{"rendered":"https:\/\/www.retaildetail.be\/food\/analysis-manufacturers-negotiate-position-strength-supermarkets\/"},"modified":"2022-09-05T16:09:14","modified_gmt":"2022-09-05T14:09:14","slug":"analysis-manufacturers-negotiate-position-strength-supermarkets","status":"publish","type":"post","link":"https:\/\/www.retaildetail.be\/nl\/news\/food\/analysis-manufacturers-negotiate-position-strength-supermarkets\/","title":{"rendered":"Analyse: Fabrikanten onderhandelen vanuit sterke positie met supermarkten"},"content":{"rendered":"<p>De toon verhardt in de prijsdiscussies met foodretailers: fabrikanten lijken niet bang van <em>delistings<\/em> en spreken zich openlijk uit in de media. Dat is ongezien. Verschuiven de machtsverhoudingen? En hoe moet het nu verder?<\/p>\n<p><!--break--><\/p>\n<h2>Perceptiestrijd<\/h2>\n<p>In heel Europa zijn de handelsrelaties tussen retailers en hun leveranciers momenteel erg gespannen, dat is bekend. Fabrikanten willen de hogere kosten voor grondstoffen, energie en transport doorrekenen, maar ze botsen daarbij vaak op een weigering van de supermarktketens. Die verdenken hun handelspartners ervan misbruik te maken van de situatie om de marges op te pompen.<\/p>\n<p>In een erg competitieve sector zijn de foodretailers beducht om de verkoopprijzen te verhogen, maar zien ze ook hun toch al flinterdunne marges liever niet verder krimpen. Daarnaast woedt een perceptiestrijd: wie is \u201cschuldig\u201d aan de prijsstijgingen en wie verdedigt de koopkracht van de consument? Recent kwamen nieuwe conflicten aan het licht in onder andere Frankrijk en het Verenigd Koninkrijk.<\/p>\n<p>Dat meningsverschillen wel eens tot delistings leiden, is niet nieuw. Wel ongezien is dat retailers en fabrikanten de onderlinge beschuldigingen niet schuwen en hun ruzies uitvechten in de media. <strong>Albert Heijn<\/strong> beschuldigde <strong>Nestl\u00e9<\/strong> er vorige maand nog openlijk van de prijzen met meer dan 20% te willen verhogen. De fabrikant zag zich genoodzaakt een persbericht uit te sturen <a href=\"https:\/\/www.retaildetail.be\/nl\/news\/food\/ruzie-tussen-albert-heijn-en-nestl%C3%A9-escaleert\">dat deze beschuldiging formeel ontkent<\/a>.<\/p>\n<h2>Scherpe uitspraken<\/h2>\n<p>Eerder deze week sprak ook topman Jan Boone van koekjesfabrikant <strong>Lotus Bakeries<\/strong> zich uit in niet mis te verstane bewoordingen: \u201cWe hebben hogere tarieven nodig om onze winstmarges op peil te houden en te investeren. Als een klant de hogere tarieven niet wil aanvaarden, <a href=\"https:\/\/www.retaildetail.be\/nl\/news\/food\/dreigende-taal-van-jan-boone-lotus-bakeries-%E2%80%9Csupermarkten-moeten-prijsverhogingen\">maken we geen productiecapaciteit voor hem vrij<\/a>.\u201d Voorlopig zijn er geen producten van de fabrikant uit de rekken gehaald en verlopen de gesprekken constructief, voegde hij er wel aan toe.<\/p>\n<p>Toch zijn de scherpe uitspraken meer dan opmerkelijk te noemen. Vooral omdat het de afgelopen maanden wel vaker de fabrikant was, die de leveringen stopzette \u2013 en dus niet de retailer die een boycot uitsprak. Doorgaans gaat men er van uit dat de inkoper het overwicht heeft in de onderhandelingen, en dat fabrikanten uiteindelijk geen andere keuze hebben dan (op zijn minst gedeeltelijke) toegevingen te doen, als ze in de rekken willen blijven liggen. Zo eenvoudig ligt het echter niet meer.<\/p>\n<h2>Dominante posities<\/h2>\n<p>E\u00e9n van de verklaringen zit in de sterke consolidatiebeweging die heeft plaatsgevonden de afgelopen decennia: het aantal merkleveranciers is fors gekrompen als gevolg van fusies en overnames, en assortimenten werden gesaneerd. Uiteindelijk onderhandelen de supermarkten met een relatief beperkt aantal zeer grote multinationals \u2013 soms veel groter dan de retailers zelf \u2013 die in cruciale categorie\u00ebn een dominante positie innemen met sterke merken.<\/p>\n<p>Beeld je een chocoladeschap in zonder <strong>Mondelez<\/strong>, een koekjesschap zonder <strong>LU<\/strong> en Lotus Bakeries, een snacksrayon zonder <strong>Lay\u2019s<\/strong> of een frisdrankschap zonder <strong>Coca-Cola<\/strong>? Die zet je niet zomaar aan de deur. Toch toont het recente conflict tussen <strong>Colruyt<\/strong> en <strong>Nutella<\/strong> wel <a href=\"https:\/\/www.retaildetail.be\/nl\/news\/food\/colruyt-be%C3%ABindigt-dispuut-met-nestl%C3%A9-en-ferrero\">dat geen enkel merk immuun is<\/a>.<\/p>\n<h2>Minder opties<\/h2>\n<p>Consolidatie speelt overigens ook bij de fabrikanten van huismerken, die net zo goed met stijgende kosten worden geconfronteerd. Die onderhandelingen verlopen even hard als die met de merkfabrikanten, en ook hier horen we signalen over tijdelijke onderbrekingen van de leveringen.<\/p>\n<p>Een retailer die op zoek gaat naar een alternatieve leverancier voor een specifiek assortiment, heeft nu eenmaal niet de keuze uit tientallen gelijkwaardige kandidaten. Met het wisselen van leverancier nemen ze bovendien ook serieuze risico\u2019s: de continu\u00efteit van het aanbod kan in gevaar komen. \u201cUiteindelijk komt het hierop neer: inkopers hebben eigenlijk gewoon veel minder opties dan ze doorgaans beweren\u201d, vernemen we van een huismerkenconsultant. Dat plaatst fabrikanten in een sterkere onderhandelingspositie, en daar lijken ze zich nu meer dan ooit van bewust. &nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>De toon verhardt in de prijsdiscussies met foodretailers: fabrikanten lijken niet bang van delistings en spreken zich openlijk uit in de media. Dat is ongezien. Verschuiven de machtsverhoudingen? En hoe moet het nu verder? Perceptiestrijd In heel Europa zijn de handelsrelaties tussen retailers en hun leveranciers momenteel erg gespannen, dat is bekend. Fabrikanten willen de [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":54031,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[18],"tags":[818],"people":[],"extra":[43],"company":[],"topic":[275,589],"region":[90],"class_list":["post-54033","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-food","tag-delisting","extra-plus","topic-analyse","topic-prijsconcurrentie","region-belgie"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Analyse: Fabrikanten onderhandelen vanuit sterke positie met supermarkten - RetailDetail BE<\/title>\n<meta name=\"description\" content=\"De toon verhardt in prijsdiscussies met foodretailers: fabrikanten lijken niet bang meer van delistings. 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