The Retail Revolution Diary

LaRévolution
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The Retail Revolution Diary is an unscripted, behind-the-scenes podcast where I speak as a retail transformer and ex-retail buyer about what suppliers truly face. Authentic insights, real stories from my work, the challenges my clients navigate, and the reflections that never make it into a deck. No script, just honest thoughts from inside LaRévolution!

  1. C19 - Why Retail Negotiations are uncomfortable: 4 Mistakes you can correct right now

    2d ago

    C19 - Why Retail Negotiations are uncomfortable: 4 Mistakes you can correct right now

    Most retail negotiations feel uncomfortable for one simple reason: They've been reduced to a conversation about price. In this episode of The Retail Revolution, I share the four mistakes I see suppliers make repeatedly when negotiating with retailers. We discuss: • Mistake #1: You send a price list and nothing else. • Mistake #2: You negotiate emotionally because you're not prepared. • Mistake #3: You're trying to fix the wrong problem, margin isn't always the issue. • Mistake #4: You don't ask enough questions. Retail negotiations should never be about defending a number. They should be about understanding the retailer's challenges, demonstrating value, creating differentiation, and building a compelling business case. Whether you're a Key Account Manager, Sales Director, Managing Director, or supplier working with retail customers, this episode will help you approach negotiations with greater confidence and stronger outcomes. The Retail Revolution is the podcast that helps suppliers understand how retailers think, make better decisions, and build stronger commercial relationships. www.la-revolution.fr Retail Negotiation, Retail Buying, Key Account Management, Supplier Strategy, Commercial Strategy, Retail Buyers, DIY Retail, Sales Negotiation, Category Management, Retail Relationships, Procurement, Business Development, Supplier Performance.

    15 min
  2. C18 - Why good product don't scale in Retail

    May 29

    C18 - Why good product don't scale in Retail

    A good product is not enough to succeed in retail. And honestly, that’s one of the hardest realities for many suppliers to accept. In this episode, I break down 4 limiting beliefs that prevent good products from scaling inside retail organisations. We discuss why: Good products do not automatically sellProduct alone is rarely true differentiationInnovation without execution often failsMore SKUs do not always create more opportunitiesI also explore the operational, commercial and strategic realities behind retail growth! Because retail success is rarely about having the “best” product. It’s about building a product proposition that retailers can scale profitably and consistently. This episode is for suppliers, founders, KAMs and commercial teams who want to better understand why some products grow in retail… while others never move beyond launch phase. www.la-revolution.fr

    18 min
  3. C17 - Listen if you believe Retailers have all the power in Negotiations

    May 21

    C17 - Listen if you believe Retailers have all the power in Negotiations

    The 4 limiting beliefs that make suppliers weak in Retail Negotiations In this episode, I break down one of the biggest misconceptions in retail: the belief that retailers hold all the power. After years working inside retail as a buyer, I actually saw something very different. Retailers are also dependent on suppliers:for innovation, execution, expertise, flexibility and category growth. So why do so many suppliers still feel powerless during negotiations? In this episode, I explore the 4 limiting beliefs that weaken suppliers during retail negotiations and, more importantly, how to regain strategic control. We discuss: Why retailers do not hold 100% of the powerHow suppliers underestimate their own leverageWhy only responding to retailer requests is dangerousThe hidden switching costs retailers faceWhy many suppliers react too late in negotiationsHow internal alignment changes negotiation outcomesThe importance of strategy before annual negotiations beginThis episode is for suppliers, KAMs, commercial directors and leaders who want to build stronger, more strategic retail relationships. www.la-revolution.fr

    16 min
  4. C16 - 4 Costly Misconceptions Suppliers Have About DIY Retail Decision-Making

    May 1

    C16 - 4 Costly Misconceptions Suppliers Have About DIY Retail Decision-Making

    Most suppliers think they understand how decisions are made in DIY retail. The reality? They’re often operating on outdated or incomplete assumptions. In this episode, I break down 4 common beliefs that quietly damage your performance with retailers and what’s really happening behind the scenes. We cover: Why price is rarely the only decision driverWhy buying decisions are never made by just one personWhy a change of buyer doesn’t mean starting from zeroWhy retail is not just a volume game and never has beenIf you’re selling into DIY retailers and feel like decisions don’t always make sense… this episode will give you a clearer, more strategic lens. Because once you understand how decisions are truly made, you stop reacting and start influencing. www.la-revolution.fr

    15 min
  5. C15 - Leveraging AI & Social Media in DIY: How Suppliers Get Seen and Selected

    Apr 10

    C15 - Leveraging AI & Social Media in DIY: How Suppliers Get Seen and Selected

    Test my AI-Twin: https://miria.ai/fiorella-origlia Most DIY suppliers think their challenge is selling. It’s not. The real problem is: they’re not being seen, understood, or considered. In this episode, we explore how social media and AI are changing the rules of supplier selection in the DIY industry and what it actually takes to stand out today. You’ll discover: Why visibility has become a key driver of selectionThe role of AI in refining your positioning and commercial approachHow to use social media as a strategic tool, not just communicationWhat differentiates suppliers who get shortlisted… from those who don’t This episode is for DIY suppliers who want to move from reactive selling… to being actively chosen. Ready?

    11 min
  6. C14 - The DIY Content Problem: Boring, Emotionless, Identical

    Mar 27

    C14 - The DIY Content Problem: Boring, Emotionless, Identical

    In this episode, I share a recent conversation with a DIY supplier, a genuinely positive and forward-thinking discussion. But it also highlighted something I see too often: It’s time to change the track. At the same time, there’s a second challenge: the way DIY products are presented online. Content is often boring, emotionless, and identical, making it almost impossible to stand out or create real preference. So this episode explores both sides: the mindset shift suppliers need to adopt, and how product content must evolve to create impact! Because growth won’t come from doing the same things… slightly better. www.la-revolution.fr

    18 min
  7. C13 - The Hidden Misalignment

    Mar 19

    C13 - The Hidden Misalignment

    In this episode (C13), I talk about a challenge I often observe inside supplier organisations: internal misalignment. Many companies believe their teams are aligned and collaborating well. But when growth ambitions are not achieved, the root cause is often deeper inside the organisation. In this episode, I share three signals that may reveal internal misalignment: • Growth ambitions without clear ownership• Conflicting priorities between departments• The mindset of “I don’t understand it, but it’s like that” A conversation for suppliers, key account managers, commercial directors and leaders working with retail. www.la-revolution.fr

    20 min
  8. C12 - Conversations & Insights from Internationale Eisenwarenmesse Cologne

    Mar 11

    C12 - Conversations & Insights from Internationale Eisenwarenmesse Cologne

    I’ve just come back from Internationale Eisenwarenmesse in Cologne, and I wanted to share a few reflections from the discussions I had there. Over two intense days, I had 17 meetings with suppliers and industry professionals, discussing tenders, retail expectations, supplier positioning, and the challenges many companies face when working with large retailers. In this episode, I talk about: What I heard from suppliers regarding upcoming and ongoing tenders Why many obvious strategies are still not applied in practice How confidence in business is built through action, not just thinking A simple way to escape price wars in tenders Why I don’t work on commission and what my role really is with suppliers The different ways we can work together strategically Many suppliers have strong products.But the difference between those who grow with retail and those who struggle often comes down to strategy and positioning. If you are preparing a tender, negotiating with a retailer, or trying to strengthen your retail strategy, this episode will give you some useful perspectives. You can also access the Go / No-Go Tender Checklist here:https://1f12-fiorella.systeme.io/tenderchecklist If you’d like to discuss your situation or explore how we could work together, feel free to reach out.

    26 min
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About

The Retail Revolution Diary is an unscripted, behind-the-scenes podcast where I speak as a retail transformer and ex-retail buyer about what suppliers truly face. Authentic insights, real stories from my work, the challenges my clients navigate, and the reflections that never make it into a deck. No script, just honest thoughts from inside LaRévolution!

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