Dependency on a small number of customers puts intense pressure on suppliers' profit margins and, in slow growing markets, limits their ability to grow. A group of Northern Ireland food producers were analysed using strategic benchmarking information. This showed that despite slow market growth and higher than average customer dependency, all had increased market share…

BPIR Categories

1.3.3 Review customer relationship approach
14.2.2 Benchmark performance measures with noncompetitors
1.3.1 Build customer relationships
13.1 Develop and manage supplier/customer partnerships

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