Unified Retail : what value sharing for independent retailers ?

While omnichannel is mandatory for retail businesses, adoption remains complex for independent retailers. How to write new rules of value sharing, store implementation and managing profitability? Mind Retail investigated the best practices and stumbling blocks between management of retail chains and the operational field.

Through . Published on 13 December 2021 à 14h44 - Update on 14 October 2022 à 10h31


After almost two years of Covid-19, the importance of stores as part of unified retail is accepted. However, independent retailers in the food and non-food sectors, which make up a significant share of the retail market globally, are lagging behind. For these firms, an equitable sharing of value between management of the network and independent store owners gains in importance on various aspects. These include sharing customer data, rewarding stores for digital sales and efficiently promoting the business. More generally, how to merge independent retailers (franchisees, associates of cooperatives…) into a unified commerce, with a fair margin distribution. One answer is to allocate resources as efficiently as possible and accelerate business performance. 


For some years, management at retail headquarters considered e-commerce as an Eldorado, as a closed shop without external shares. Online sales accounted for “the turnover of one or two large stores”, as was said recently. However, following Covid-19, retailers realised they have more to gain by reliance on physical stores. “For the last two or three years,…

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