Annual negotiations

The yearly talks in which a brand and a retailer agree prices, trade terms, promotions and listings for the coming year. In German, Jahresgespräche.

Why it matters

Most of a brand's yearly economics with a retailer are fixed here. Coming with sell-out data, promotion results and a joint plan makes the talks less about price alone.

In France

The law sets a fixed yearly deadline for these negotiations; see our French retail guide for the current rules.

Switzerland, by contrast, has no legal deadline for these negotiations.