What's Happening?
At the 2025 NACS Show in Chicago, industry leaders from the convenience store sector shared insights on effective negotiation strategies. The panel included Brian Ferguson, Chief Marketing Officer at EG
America; Tiffany Fraley, CEO of InConvenience Inc.; Jeffry Harrison, Co-founder and President of Rovertown; and Jay Nelson, CEO of Excel Tire Gauge LLC. They emphasized the importance of preparation, internal alignment, and understanding the other party's needs. Ferguson highlighted the necessity of being well-prepared with data and clear objectives, while Fraley stressed the importance of team alignment and buy-in. Nelson pointed out that successful negotiation involves more listening than selling, and Harrison advised against being overly aggressive, suggesting that walking away is sometimes the best option.
Why It's Important?
The insights shared by these leaders are crucial for the convenience store industry, which is highly competitive and requires strategic partnerships and negotiations. Effective negotiation can lead to better supplier relationships, improved product offerings, and ultimately, increased profitability. By focusing on preparation and understanding the needs of partners, convenience store operators can secure more favorable terms and foster long-term collaborations. This approach not only benefits the businesses involved but also enhances the customer experience by ensuring a diverse and high-quality product selection.
