This episode of FMCG Weekly examines the evolution of price negotiations in 2026, focusing on the shift from cost-plus models to data-driven, category-focused strategies. Matilda, the A.I. host, provides a detailed analysis of best practices for senior executives, emphasizing the importance of quantifying shopper resilience and using switching models to project category growth. Through case studies involving Mars, Nestlé, and PepsiCo, the podcast illustrates the risks of protracted delistings and the power of brand equity. The text concludes with a strategic framework for C-suite leaders to navigate retailer relationships while securing essential margin adjustments in a post-inflationary market.

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management