Our client was seeking to understand how top e-commerce and retail platforms in Latin America organize and manage their supplier relationships, specifically Brazil, Argentina, and Mexico. The goal was to benchmark commercial practices such as margins, return policies, payment terms, and advertising investments across multiple retail categories, covering:
The objective was to benchmark vendor management practices across Brazil, Argentina, and Mexico’s top retailers by gathering data on key metrics such as Vendor Margins, Front and Back Margins, Payment Terms, and Return Policies, supporting the client’s strategy and performance optimization.
For both phases, 10EQS thoroughly screened and qualified candidates, ensuring their knowledge of commercial terms, negotiation dynamics, and operational KPIs.
10EQS delivered quantitative benchmarking metrics & KPIs across the target categories for each country. The insights helped the client to identify key patterns and prioritize areas for commercial and operational improvement. Amongst other results, there was a notable variation in vendor terms for smartphones across different brands within the same retailer.
Vendor and margin structures differed significantly by brand, reflecting varying levels of negotiation power. Advertising investment was absent across all cases, and payment terms were generally consistent. Damage allowances and performance bonuses were selectively applied, depending on the supplier.
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