VendorRetailer Relationships at Reebok

1
Vendor-Retailer Relationships at Reebok

• Sales Organization for Reebok
• Customer-based
• Region-based
• Account Management at Reebok
• Headquarter-level effort sell in
• Field-level effort sell through
• Key for successful relationship Trust and
  confidence
• Channel Function issue sales and negotiation
  (Push)

2
Zara Fast Fashion

• Introduction
• Structure of the fashion industry
• Key international competitors
• Four-step business system

3
Zara Fast Fashion

• Information gathering ? decisions
• Design
• Sourcing/manufacturing
• Distribution ( order by PDA)
• Retailing (Store Display, coordination, music,
  window)
• Internationalzation of Zara
• Management Roundtable