1. European Retail Alliances Survey for DG Competition: Results

2. The surveyed companies N=39
Agreement covers:
82 % only Brands
2% only PL
16% NA
in % of all questionnaires

3. Agreement covers
In % of answers per questions

4. Buying groups – Retail alliances?
Negotiate rebates for services (B.3) ?
Buy products (B.4)?
Ranging from 92% to 74% per alliance
in % of all mentions across alliances

5. Buy Products
In % of answers per questions

6. Alliances negotiate rebates for services for members?
In % of answers per questions

7. Do alliances provide marketing services for their members?
Ranging from 86% to 50% per alliance
in % of all mentions across alliances

8. Marketing services provided for their members?
In % of answers per questions

9. Services provided: Business continuity
« Failure to engage with the alliance has led to punitive action in the form of delisting and cancelled promotions at member, national level »
Ranging from 93% to 89% per alliance
«Reaching an agreement with the alliance is granting business continuity rather than a pre condition to start selling »
in % of all mentions across alliances

10. Services provided: Business continuity
In % of answers per questions

11. Services signed for …
in % of all mentions across alliances

12. Reaching an agreement with alliance a condition to sell products to its individual members
Ranging from 83% to 41% per alliance
« if there isn’t a global contract there is no local negotiation and no contract »
« local negotiations are frozen until an agreement is reached with the alliance. Innovations and promotions are boycotted »
in % of all mentions across alliances

13. Reaching an agreement with alliance a condition to sell products to its individual members
In % of answers per questions

14. Have you been subject to delisting or threat of delisting by one or several members of alliances?
Ranging from 78% to 35% per alliance
Pressure exercised regardless of size of companies
74% of companies have been exposed at least once by one alliance

15. Subject to delisting or threat of delisting
In % of answers per questions

16. Have Alliances shared the respective terms and conditions negotiated individually with your company in the different countries
Ranging from 35% to 15% per alliance
42% of companies have been exposed at least once by one alliance
in % of all mentions across alliances

17. Shared their respective terms and conditions
In % of answers per questions

18. Have Alliances shared…
…their Retail sales price in different channels/ countries?
…each other’s price build up/margin?
Ranging from 29% to 21% per alliance
Ranging from 24% to 16% per alliance
in % of all mentions across alliances

19. Shared their Retail sales price?
In % of answers per questions

20. Shared each other’s price build up/margin?
In % of answers per questions

21. Have Alliances made other attempt to disrupt business to gain an advantage…
Ranging from 70% to 37% per alliance
61% of companies have been exposed at least once by one alliance
in % of all mentions across alliances

22. Other attempt to disrupt business to gain advantage
In % of answers per questions

23. Have Alliances requested …
Payment for services not delivered?
Non-service related payment request?
Ranging from 73% to 29% per alliance
Ranging from 63% to 17% per alliance,
76% of companies have been exposed at least once by one alliance
55% of companies have been exposed at least once by one alliance
in % of all mentions across alliances

24. Payment for services not delivered?
In % of answers per questions

25. Non-service related payment request?
In % of answers per questions

26. When are rebates paid? Others w/settlement next year end of semester
after services delivered
per installments
in % of all mentions across alliances

27. When are rebates paid?
In % of answers per questions

28. Of the total rebates, what % correspond to measurable counterparts in 2010?
Ranging from an average of 36% to 80% per alliance
in % of all mentions across alliances

29. Value to your business of the services provided
in % of all mentions across alliances and all services

30. Value to your business of the services provided
In % of answers per questions