Maintaining market share
We advised a confectionery manufacturer who held over 90% of a niche market. When an aggressive new entrant appeared in the market we helped our client devise a business strategy to ensure that their dominance was not abused in an attempt to maintain market share.
We advised on the implications of the competitor’s cross-subsidisation and possible use of loss-leaders on a long-term basis. This encompassed advising on competition with non-related products for placement closest to point of sale in retail outlets, and advising on permissible levels of incentives or discounts to retailers.
We advised an innovative retailer of perishable and non-perishable goods, and related services, on a variety of commercial issues to support their business strategy. As well as exclusive distribution arrangements, exclusive purchasing and non-compete provisions we also assisted them in setting up an overseas franchise network - drafting and negotiating the documentation, including the criteria for approved suppliers.