Upper Clash: Distribution Payback

IMS is proud to sponsor this new Upper Clash offering. Channel payback comes down to where value is created, where profit is realised and where risk sits. If you’re selling across department stores, supermarkets, health and beauty retailers, marketplaces, distributors or independents, it’s crucial to understand which are really delivering.

Join leaders from beauty, wellness and grocery brands to hear how distribution mix is assessed in practice, with perspectives covering retailer deals, cash flow, new markets, investor due diligence, performance visibility, budget allocation and more.

SPEAKERS

Fiona Glen, Managing Director, The Red Tree

A beauty brand strategist’s perspective on retail partnerships that create value and stand up to investor due diligence. The Red Tree has worked with HydroPeptide, Element Eight, U Beauty and Maison Louis Marie.

Profitable vs vanity listings:

• Distinguishing between value-generating partnerships and those maintained for image.

• At what point a listing justifies continued support versus exit.

Channel diversity and valuation:

• How reliance on a single route to the consumer is tested in investor due diligence.

• Multi-channel presence as proof of product real world demand.

Geographic expansion as a value driver:

• What drives brands into new markets and why US brands are entering Europe.

• The cumulative effect of building presence across multiple countries.

Seema Paterson, CFO, This Works

A finance leader’s view on how channel mix shapes profitability, affects cash flow and contributes to overall business value. This Works is stocked in John Lewis, Boots, Ocado, ASOS, M&S, Space NK and a range of independents.

Channel value:

• Assessing the profit contribution of different channels.

• Channels without direct profitability that support financial performance.

Budget allocation:

• Classifying channel and marketing investment by expected return horizon.

• The cost implications and cash flow risks of expanding distribution.

Forecasting and visibility:

• Forecasting channel sales with varying levels of predictability.

• The limits of what finance can confidently measure.

TIMINGS

• 2.00pm – Welcome. Tea, Coffee and Light Bites.

• 2.30pm – Talks & Group Discussion.

• 4.15pm – Networking.

• 5.00pm – Close.

Register Here