Between the factoryand the shelf.
Retailing Connections works both ends of the trade supply chain, building private-label ranges and category strategy for retailers, and getting suppliers and offshore brands onto Australian shelves.
on the shelf
Two sides of the same shelf.
For retailers & buying groups
Your range has grown without a strategy. Too many SKUs doing the same job, margin squeezed by the competition, and no real point of difference on the shelf.
- 01Category strategy and range rationalisation
- 02Exclusive and private-label brand development
- 03Direct factory sourcing in Southeast Asia with a focus from Taiwan and China
For suppliers, wholesalers & brands
Good product doesn't sell itself into Australian retail. It needs the right spec, the right market retail price, the right landed cost, a credible local principal, and a route to the buyer who can actually say yes.
- 01Private-label program delivery, factory to first PO
- 02Factory qualification, QC regime and compliance
- 03Australian market entry for offshore brands
Three inputs. One commercial outcome.
The same three practice areas serve both sides of the shelf. A retailer uses them to build an exclusive range. A supplier uses them to build a program that a retailer will buy.
Product Sourcing
Direct factory relationships in China and Taiwan, built over decades of on-the-ground visits. We find, qualify, and commercially engage the right manufacturing partners for every product category.
- Factory qualification & price tendering
- Tooling assessment & compliance
- Quality assurance & pre-shipment
Brand Development
From strategy and identity through to packaging specification and artwork — we take your private label or exclusive brand from concept to shelf-ready, designed to resonate with your target customer.
- Brand strategy & market research
- Identity, naming & positioning
- Product design & prototyping
- Packaging spec, artwork & launch
Category Management
Data-led range architecture that turns an unrationalised product catalogue into a structured, margin-optimised offer. Every recommendation is grounded in the numbers.
- ABC analysis & velocity tiers
- RETAIN / REVIEW / DELETE frameworks
- Pricing grids & margin analysis
- Competitive benchmarking
Not a generalist consultancy. A specialist.
Five reasons Australian retailers and wholesalers choose a specialist over a generalist consultancy.
Both Sides of the Table
We've sat on the retail buying side and run the supply side. We know what a factory can actually deliver, what it should cost, and what an Australian buyer will put through a range review. Most consultants know one end. The value is in knowing both.
30+ Years Senior Experience
Three decades of hands-on experience in Australian retail and trade wholesale — including 14+ years building Total Tools' exclusive brands program across 120+ stores nationally.
Direct Factory Access
Working relationships with factory principals in China and Taiwan — not database contacts. Every brand recommendation comes with a credible, commercially engaged supply chain pathway.
Data-Led, Not Opinion-Led
Every recommendation grounded in SKU-level sales, margin, and stock turn data. The analysis drives the conclusions. The conclusions drive the roadmap.
One Principal, Not a Team of Juniors
You work directly with Andrew Illichmann throughout the engagement. The person who scopes the work is the person who does the work — end to end.
Andrew Illichmann
30+ years in Australian retail and trade wholesale, with 14 of those leading the merchandise function and the exclusive brands program at Total Tools. Andrew built relationships with the major global tool brands, like Milwaukee, Makita and Stanley Black & Decker, and spent decades on factory floors in Asia where the product actually gets made.
He's known for commercial judgment, being results-oriented, and telling you what you need to hear — not what you want to hear.
Let's have a conversation.
No obligation. We'll spend 30–45 minutes on your range, your opportunity, and whether there's a genuine fit. If there is, we'll scope it. If there isn't, you'll walk away with useful input either way.
Email is the fastest way to reach us.