FOR SUPPLIERS
The supplier investment you need cannot be justified on a one-year tender.
Retailers want lower cost, more capacity and new capability, but won't commit the volume or term to make the investment case work. Burnsall builds the commercial model that lets you invest with confidence, without carrying the risk alone.
The problems suppliers bring to us
Retailers want investment, but won't commit to it
You're asked for more capacity, lower carbon, better service or new capability. But without committed volume or a multi-year term, the capital case doesn't stack up, and the board won't sign it off.
Annual pricing is eating your margin
Risk, volatility and under-used assets get squeezed into next year's price instead of being priced properly. You carry the cost of uncertainty that isn't yours to carry.
Good performance isn't reflected in the terms
You've invested, hit service and quality targets, and taken on the risk, but the commercial terms don't move.
WHAT CHANGES
A commercial model that reflects true cost and rewards investment, not one reset every year.
Volume certainty you can invest against
Multi-year commitment sized to justify the capital case, agreed and governed upfront, not negotiated after the equipment is already ordered.
Capital recovery built into the model
Investment is recovered transparently against committed volume and term, rather than buried in unit price and re-fought every year.
Performance linked to reward
Service, quality and volume growth are tied to shared incentives, so delivering well changes the deal, not just the relationship.
What changes for suppliers
01
Multi-year committed volume
Growth their board will fund.
02
Term
A contract long enough to finance and invest against.
03
Payback
Capex recovered within the term.
04
Return
A transparent return linked to performance.
Three cases where a tender would not have solved the problem
Building dedicated capacity in a category the incumbents controlled
Unlocking dedicated capacity in a concentrated category
Two sides of the table. One designed outcome.
RETAILERS
Capture the benefits of vertical integration, without owning the factory.
Categories your strategy needs, with the supplier investment that builds them. Without buying the factory.
How we help retailers