2003: Progress on Customer Relationships

Price negotiation only

Past industry model

Scotts model

2003 progress

Category management

Longer term deals

Invest for growth

(Profit vs sales trade off)

Complete distribution

B&Q Supplier of the year

OBI Supplier of the year
Carrefour unique partnership

2004 focus

Leverage

Duplicate

Short term deals

Entered 2-year deals

Selective distribution

Emerging business model will help ensure future growth and stability

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