MERGER AND ACQUISITION INTEGRATION
FOCUS WICKES PLC - UNITED KINGDOM

JO DUNDON: CATEGORY MANAGMENT

A large scale merger and acquisition programme of two retail businesses, Focus and Wickes, engaged Jo to lead the buying synergies programme and to assist in the design of a category management strategy. Jo assisted the category strategy design to establish a buying function that would support the new business model and deliver the perceived benefits. A high calibre buying team was established with new job descriptions and capabilities to support the new business model. A change in buying philosophy was introduced with the adoption of a more collaborative and visible partnership with suppliers.

The merger enabled significant improvement to the P&L with the benefits from buying more efficiently on track to deliver a £4.3 million benefit within the first 5 years.

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