KamLibrary - Retail Industry Issues Index 7

Title	Published	Brief Summary
Hands-on/off Account Management?	December 2000	How managing a global customer at local level can present an opportunity or threat for both KAM and company, locally and globally.
Customer Dedication....	December 2000	Matching multi-functional team structures at the supplier/customer interface.
KAM2000 Emergency?	December 2000	The roles and relationships involved in effectively managing major customers in the future....
Dealing With Transition….	November 2000	Dealing with the effects of customer mergers and takeovers.
Retail Headcount...?	October 2000	Following the ‘Wal-Mart inspired?’ trade turmoil of the past year, across-the-board retail head-transplanting has been introduced as a panacea......
The Trusted Advisor	September 2000	With the increasing trend in the KAM job towards acting as a business consultant to the customer, we feel that some steps in helping you advise your customer might be of value.
Life-cycling The Customer And Avoiding Premature Decline.....	September 2000	Developing a defensible means of deciding which customer deserves more than its 'fair share' of corporate attention in order to achieve company growth objectives.
Ending The Price War?	August 2000	A look at how leading UK retailers may handle the current price war by adopting a more localised strategy.
The Logistics Revolution: Is logistics Management Now More Important Than Marketing?	July 2000	The paper traces logistics thought from its early development to its strategic importance today in corporate decision making and electronic commerce.
The Customer As A ‘Fixed’ Asset…	July 2000	Exploring the application of fixed asset management principles to what could be a company's most valuable resource - the customer.
The Distribution Of Sales In Grocery	July 2000	A look at why the 80:20 distribution theory does not fit grocery and how the 65:15 rule more accurately describes the distribution of sales in FMCG.
Gambling On 'Loyalty' Cards.......	June 2000	Accessing the real benefits of retailer loyalty cards.
Store-Level Assortment & Loyalty	2000	A convenience store with the right priorities.... The degree of localisation in the supermarket offer.

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