The buyer and the glory

For purchasers to succeed, they must follow the same strategy as the business. Otherwise, warns Jon Hughes, their efforts are doomed to failure

It’s a cautionary tale for our difficult times. A senior purchasing director in a struggling multi-purpose retailer started out on a strategy of long-term relationships with the company’s suppliers. Amid a crashing share price driven by weak underlying profitability, outmoded products and poor merchandising, the strategy was turned on its head by the chief executive’...

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