Channels we know
Every channel plays by different rules
Whether you are entering mainstream retail or specialist B2B channels like veterinary, education, foodservice or government procurement — the buying logic is different in each one. We match your commercial approach to the way each channel actually buys.
Retail channels
Specialist & professional channels
Supermarkets & Grocery
The largest and most contested channel in Australian retail. Ranging is won on category growth, shopper relevance and space productivity — and defended on rate of sale.
Buyer priorities
- Incremental category growth, not brand substitution
- Rate of sale that justifies the space
- A clear shopper and range role for every SKU
How we help
- Category-led range submissions built for the review cycle
- Rate-of-sale forecasting and launch planning
- Pricing and promotional architecture that holds margin
Pharmacy & Health
A channel where banner groups, buying groups and independents each behave differently. Success depends on aligning your range to the health and wellness shopper and the banner’s category strategy.
Buyer priorities
- Category credibility and shopper trust
- Fit with banner strategy and buying-group priorities
- Margin and promotional structure that suits the channel
How we help
- Banner and buying-group targeting and engagement
- Range and detailing strategy for health and wellness categories
- Commercial terms structured for pharmacy economics
Discount Department Stores
High-volume, price-sensitive and program-driven. DDS ranging rewards brands that can deliver value, supply reliability and a clear role in the buyer’s program.
Buyer priorities
- Compelling value and price-point architecture
- Supply reliability at volume
- A clear role within the buyer’s seasonal program
How we help
- Price-point and pack architecture for value channels
- Program and seasonal planning aligned to the buyer
- Supply and margin readiness for volume commitments
Convenience & Travel Retail
Impulse-led and location-driven, spanning petrol and convenience through to airport and travel retail. Winning here is about the right pack, the right price and the right moment.
Buyer priorities
- Impulse relevance and the right pack format
- Margin per facing in tight space
- Fit with the mission and location
How we help
- Impulse pack and price-point strategy
- Channel-specific range and merchandising planning
- Distributor and wholesaler route-to-market alignment
Broader Retail & Distribution
Specialty, independent, wholesale and distributor networks that extend your reach beyond the majors. The right route-to-market structure keeps this profitable and coordinated.
Buyer priorities
- A coherent route-to-market that avoids channel conflict
- Terms that work for distributors and retailers alike
- Coordinated coverage rather than fragmented activity
How we help
- Route-to-market and distributor strategy
- Wholesale terms and channel-conflict management
- Coordinated coverage planning across networks
Large-Format Specialty Retail
Large-format specialty retailers like Officeworks, Bunnings, JB Hi-Fi, Petbarn and Supercheap Auto. These retailers dominate their category with massive range depth, competitive pricing and sophisticated buying teams that expect a data-led, category-growth argument.
Buyer priorities
- Category growth contribution and incremental sales
- Competitive pricing architecture that protects margin
- Supply reliability, compliance and vendor onboarding readiness
How we help
- Category-killer-specific range and pricing strategy
- Vendor onboarding, compliance and trading-terms structuring
- Data-led category submissions and planogram-ready proposals
Beyond retail
Specialist & professional channels
Not every route to market goes through a retail shelf. We also help brands grow through specialist B2B, professional, institutional and procurement channels — where the decision-makers, buying cycles and commercial terms are entirely different.
Veterinary & Animal Health
Veterinary clinics, pet specialty retail, vet buying groups and animal health distributors. A professional channel where trust, clinical credibility and rep-level relationships drive ranging.
Buyer priorities
- Clinical credibility and professional endorsement
- Fit with the clinic or banner buying-group range
- Margin, support materials and rep access
How we help
- Channel mapping across clinics, groups and distributors
- Professional-channel positioning and commercial terms
- Rep and detailing strategy tailored to vet environments
Education & Institutional
Universities, colleges, campus retail and institutional procurement. A channel governed by tender processes, procurement panels and long decision cycles where compliance and value demonstration matter most.
Buyer priorities
- Compliance with procurement and tender requirements
- Demonstrated value and total cost of ownership
- Reliable supply and contract fulfilment
How we help
- Tender and procurement response strategy
- Institutional value propositions and pricing structures
- Campus and education-channel route-to-market planning
Clinics & Healthcare Professional
Allied health clinics, practitioner networks and professional healthcare channels. Ranging depends on practitioner recommendation, clinical evidence and fit with treatment protocols.
Buyer priorities
- Clinical evidence and practitioner endorsement
- Alignment with treatment protocols and professional standards
- Practitioner education and support resources
How we help
- Professional-channel positioning and evidence-based claims
- Practitioner engagement and education programme design
- Route-to-market through clinic networks and buying groups
Foodservice & Hospitality
Restaurants, cafes, hotels, catering and commercial kitchens. A volume-driven channel where pack format, price-per-serve and distributor relationships determine whether you get on the list.
Buyer priorities
- Price-per-serve and pack format that fits the kitchen
- Reliable supply through foodservice distributors
- Menu and recipe relevance for chefs and operators
How we help
- Foodservice-specific pack, pricing and format strategy
- Distributor and broadline wholesaler engagement
- Operator and chef-focused positioning and sampling plans
Corporate & Workplace
Office supplies, workplace consumables, corporate gifting and facilities procurement. A channel where preferred-supplier agreements, compliance and volume pricing govern access.
Buyer priorities
- Preferred-supplier compliance and procurement policy fit
- Volume pricing and contract reliability
- Sustainability credentials and reporting
How we help
- Corporate procurement positioning and tender support
- Preferred-supplier programme strategy
- Workplace channel pricing and contract structuring
Government & Tender
Federal, state and local government procurement, panel arrangements and formal tender processes. Winning here requires compliance rigour, value-for-money demonstration and patience.
Buyer priorities
- Full compliance with procurement frameworks
- Demonstrated value for money and probity
- Capacity to meet contract scale and reporting requirements
How we help
- Government tender response strategy and compliance review
- Panel application and preferred-supplier positioning
- Value-for-money narratives and pricing structures for public procurement
Not sure which channel fits your brand?
Book a strategy call and we will map the channels — retail, specialist or both — where your range has the strongest commercial case.