Retailer Negotiation Command

Insider negotiation strategy against the world’s biggest retailers.

An engagement that pays for itself many times over. We build your counter-position, your financial model, and your playbook. Immediately.

Meet the team · Former Amazon Private Brands operator. 12 years of insider retail and negotiation experience at Amazon and P&G.

Book a Free 15-Minute Strategy Call

Limited to 2 active negotiations at a time.

Recent Engagement

$14M claim. 48 hours. $10M off the table.

A CEO called us in a panic. $110M of annual business with a major grocer retailer. A $14M dispute charge over a plant-side quality issue had just hit his inbox.

We signed a mutual NDA within the hour. Got on a strategy call within two. Had an agreement on scope within 24 hours. Within 48 hours the client had a 14-page written negotiation strategy document and a full financial counter-model arguing for a 90% reduction in the asked fee.

The outcome: $10M off the $14M claim. Final settlement at $4M.

Client name, retailer, and specific figures anonymized under mutual NDA. Methodology and timeline are accurate.

Bring us your claim

Who This Is For

Built for suppliers and brands who cannot afford to lose.

You sell into a tier-one retailer. You have been hit with an RFQ reset, a pricing dispute, an annual renegotiation, or a multi-million-dollar claim. Your internal team knows the business. The stakes are high.

You need someone who has seen the retailer’s playbook from the inside. Someone who can build the counter-position, model the financial range, and design the full strategy from counter-proposal to timing to posture, including how your team talks to the retailer and exactly what to say when.

$50M+ annual revenue·Tier-one retailer customer·Active negotiation moment

Four Moments

Four moments we negotiate against retailers.

Most suppliers and brands hit one or more of these every year. Each one is a moment where the anchor gets set, and you do not get a second chance at it.

RFQ reset or new category bid

You are responding to a retailer’s RFQ and need to price to win while protecting margin. Get the pricing wrong on the first pass and you either lose the business or win it at a price you cannot sustain. We build the financial model and help you land in the right zone.

Annual renegotiation

The retailer is pushing for price concessions, extended terms, or a category reset. Walk in without a counter-strategy and you lose six or seven figures without the buyer breaking a sweat. We help you hold the line on what matters and concede on what does not.

Pricing dispute

The retailer is claiming a cost reduction, rebate, or promotional allowance your finance team is not sure is valid. Before you concede, someone needs to pressure-test the retailer’s numbers. That someone should not be the person who also manages the account relationship.

Quality, financial, or MDF claim

The retailer has issued a chargeback, a quality-driven deduction, or an MDF dispute that runs into the millions. The first number is the anchor. Without a structured counterproposal backed by a financial model, you negotiate down from their ceiling instead of up from your floor.

The Problem

Sound familiar?

The pattern we see in every engagement. Click any to see how we solve it.

The claim comes in one-sided

The retailer writes the first number. It is anchored high. Without a counter-anchor backed by a financial model, you end up negotiating down from their ceiling for six months.

Your account lead is running the negotiation

They own the retailer relationship, which means they have to stay in the room. They also have to push back hard without burning the account. That is a lot to hold at once, and the retailer knows it.

You are outgunned on information

The retailer fields category managers, finance partners, and legal counsel. You field a handful of people and a deadline. The information asymmetry is real and it compounds.

The first meeting sets the anchor

Walk in without a position and the number the retailer picks becomes the reference point for every downstream conversation. One bad meeting locks in millions of dollars of concessions.

The Process

How it works.

A four-step engagement structured around the negotiation itself.

1

Intake and Scope

Free, 15 minutes

Quick call to understand the negotiation moment, the stakes, the timeline, and whether Trio is the right fit. No pitch. If it is not a fit, we say so.

Day 1

2

Negotiation Strategy Package

Week 1

You receive a written strategy document covering counterparty analysis, resourcing risk, financial impact analysis, counterproposal recommendation, tactical sequencing, and talking points. Plus a supporting financial model quantifying your defensible counterproposal range.

Week 1

3

Active Negotiation Support

Through resolution

Ongoing strategic coaching and document review throughout the negotiation. We draft responses to retailer communications, pre-brief your team before critical meetings, and debrief after each exchange to sharpen the next move. Your account lead runs the meetings. We stay behind the scenes.

Weeks 2 through resolution

4

Resolution and Documentation

At close

When the matter is settled, we document what was won, what was conceded, and the reasoning. You keep the methodology for future negotiations.

At close

Why Trio

Why this works.

We have been on the other side of the table.

Most outside advisors have never worked inside a tier-one retailer. We have. We know how buyer teams build their case, where they have room, and where they are bluffing. That inside view is the difference between a counterproposal that gets taken seriously and one that gets dismissed in a single meeting.

Hands-on, behind the scenes. We build the financial model. We draft the talking points. We sit on every pre-brief and debrief. Your account lead runs the meetings. We stay out of the room, so the retailer never sees an outside strategist in the conversation.

Discretion built in. Every engagement is strictly confidential and governed by mutual NDA with explicit non-attribution. Your retailer will not know Trio is involved, and we ask that you do not disclose it. All work product is for your internal use only.

Aligned incentives. The base retainer is modest. The majority of the fee is built on how successful we are in the negotiation. We only scale up when the savings do.

Trio Retailer Negotiation Command

  • Insider knowledge of retailer playbooks
  • Financial model behind the counterproposal
  • Written negotiation strategy document
  • Tactical sequencing and talking points
  • Discretion and explicit non-attribution
  • Success fee aligned to savings

Pricing Model

Priced to the stakes.

Engagements are structured as a $5,000 base retainer plus a percentage of the savings negotiated.

Base Retainer

$5,000

Covers the written negotiation strategy document, the financial counter-model, and the initial positioning work, usually delivered within a week. Modest by design. Easy to say yes to when the stakes are real.

Success Fee

% of savings

The majority of the fee is built on how successful we are in the negotiation. Percentage negotiated separately based on the stakes of the matter. If we do not save you money, we do not make money.

We price to the stakes of the negotiation, not to an hourly rate. The percentage of savings is discussed and agreed in the intake call before any engagement begins.

Book a Free 15-Minute Strategy Call

Risk Sharing

We share the risk.

$5,000 Base Retainer

Covers the written negotiation strategy document, the financial counter-model, and the initial positioning work. Modest by design. Not enough to matter if the outcome does not follow.

Success Fee Tied to Savings

The majority of the fee is built on how successful we are in the negotiation. Percentage of savings, negotiated separately based on the stakes of the matter. We only scale up when the savings do.

Discretion Guaranteed

Every engagement governed by mutual NDA with explicit non-attribution terms. Your retailer will not know Trio is involved, and we ask that you do not disclose it. No case studies, no public references, no leaks.

Limited to 2 active negotiations at a time.

The first meeting is where the anchor gets set. Your team has to be ready for it.

Bring us your negotiation.

Book a Free 15-Minute Strategy Call

Or email trey@triostrategy.io