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Putting in place effective global trading relationships continues to play a key role in the strategy of international suppliers and retailers (e.g. Carrefour, Metro, Tesco and Wal-Mart). IGD’s latest industry-wide survey reveals that there is a polarisation taking place between suppliers engaged in global account management. As a result, IGD believes that international suppliers generally fall into one of the following three categories:
- ‘The Believers’: suppliers who are already engaged in global account management and consider this to be a competitive advantage and who are seeking to move ultimately to stage 5 and 6 on IGD’s Transition Curve.
- ‘The Sceptics’: suppliers who are already engaged in global account management, but are feeling disillusioned and struggling to realise a return on their investment.
- ‘The Resistance’: suppliers who have so far not engaged with their key customers on a global platform and believe that this currently is not the right solution for them.
IGD has been analysing the development of global trading relationships over the past five years and has become an international reference on this subject. Getting Value from Global Trading Relationships presents the results of a 2007 industry-wide survey together with:
- Strategic options for suppliers seeking to maximise their return on investment
- New models and tools for suppliers to benchmark their company’s performance
- Exclusive insight gained from interviews with Juan Cubillo, Carrefour and John Molter, P&G
- In-depth IGD analysis of the results from the 2007 industry-wide survey
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An IGD 
