The challenge
Unlocking the keys to supplier collaboration
A large US-based Drug channel retailer wanted to measure their relationships with their Joint Business Partners (JBP). They also sought a cadence of more frequent feedback from these suppliers, particularly at a senior management level.
Advantage application
Voice of the Supplier (VoS) piloted with Senior-level respondents
This initiative led off with a pilot program to test and learn with this targeted respondent base. Future waves of feedback would incorporate feedback from the pilot and be run quarterly to measure and monitor the strength of joint business partnerships over time. Survey questions were designed to fit the targeted respondent’s purview. JBP suppliers were segmented by customer tier for analysis purposes.
The outcome
Key insights shape action plans for stronger relationships
Insights obtained from JBP supplier feedback helped to shape action plans for each customer segment, divisional challenges and their overarching approach to joint business planning. As a result of the robust insights coming out of the pilot, another three waves of research are scheduled to track the progress of the action plans over the next year.
