|
Title |
Published |
Brief
Summary |
|
When the buyer relies on ‘gut
instinct’… |
March 2010 |
If you’re going to get the
buyer to change their subjective view, you need to show them quickly what their
customers actually say.... |
|
The Adaptive Sales Force |
Aug 2007 |
Five steps for staying aligned with customers. |
|
How to Slim Down
a Brand Portfolio |
July 2007 |
The objective is not merely to divest brands, but to achieve higher rates of
growth for the brands that remain. |
|
Creating Value through Customization |
June 2007 |
How CPG manufacturers and retailers
can better address the challenges of creating win-win customization programs. |
|
Designing Your Customer Development
Experience |
June 2007 |
A
practical tool to fast-track retailer relationships and build a joint plan. |
|
2004 - A
Superstore Odyssey |
June 2004 |
James Joyce's real value to
Namnews readers in writing Ulysses was to anticipate the arrival of
Superstores by 100 years.
|
|
Automatic Product Identification &
Shrinkage: Scoping The Potential |
March 2003 |
The purpose of this paper is to explore the possibilities offered by
recent developments within the sphere of product Auto Identification
(Auto ID) technologies to impact upon the problem of shrinkage in the
retail sector and their suppliers. |
|
Becoming Aisle Experts:
A New Vision That Delivers Greater Customer Value |
February 2003 |
When you’re an aisle expert, you’re in a position to offer a complete
understanding of and vision for delivering greater value across the
entire aisle. |
|
Sweet Dreams Come True For Toms
Confectionery |
February 2003 |
Everyone but everyone talks about the bottom-line. But how many
businesses really understand it beyond profit and loss? |
|
Trade Spend Tradeoffs |
November 2002 |
All over the world trade spend levels are increasing.
The details sometimes vary by country, but the challenge is the
same: how to stay ahead of the game. |
|
Trends In Category
Management |
July 2002 |
A decade ago, category management revolutionised retailing in its
approach to conducting business.
Then, broadscale consumer information provided by manufacturers enabled
retailers to maximise category profitability at the store level.
Today, the focus is on increasing loyalty among the most valuable
segments of consumers shopping the store. |
|
Driving Sustainable Growth
Through Category Management |
July 2002 |
How Carlsberg-Tetley has
developed the art of category management to deliver accuracy and insight
in record time.
|
|
A Review Of A Product
Launch Within The Multiples |
May 2002 |
In April 2001, Proctor & Gamble
launched ‘Iams’ in the multiple grocers – their dry, complete dog and
cat food brand.
Iams quickly achieved 90% distribution, with full retailer
support and massive shelf-space.
Until that date, Iams had been a premium niche brand only available in
the specialist pet retailers and through veterinary channels. |
|
CPFR: The Next Step In
Supply Chain Management Evolution |
January 2002 |
In the retail and consumer product industries, CPFR has emerged from its
business model status and is poised to enter a full-scale operational
mode. |
|
n-Tier CPFR-Multi-tiered
Collaboration (CPFR) And Its Impact On The Value Chain |
October 2001 |
This paper represents an update
and extension to the original n-Tier CPFR concept that was introduced
late in 1999 at a CPFR Committee Meeting. Rather
then duplicate the original paper, this shorter update will review the
original premise and define more clearly where n-Tier fits and works. |
|
B2B Exchanges: Principles And Promise |
May 2001 |
Exchanges have a diverse range
of functions and services, some of which have had a significant impact
on global sourcing. |
|
Return On Relationship Versus ROI: Relationship
Life Cycles And Collaboration |
May 2001 |
How the relationship life cycle
is more important than customer life cycle or order life cycle. |
|
Networking The e-Benefits of Global Exchanges |
March 2001 |
Even a cursory examination of
the implications of global Net Exchanges makes it obvious that
fundamental changes are taking place in business models, globally. |
|
Roland Berger Predicts B2b C-Commerce To Render
Consumer Goods Salesforce Obsolete |
January 2001 |
Most consumer goods companies
have yet to realize that the full potential of Internet exchanges will
come from closer collaboration with existing retail customers; not from
purchasing and procurement, according to this study. |
|
GlobalNetXchange…+++! |
June 2000 |
Implications for retailers and
suppliers of the new B2B GlobalNetXchange and WorldWide Retail Exchange. |
|
Category Management: a matter of joint
optimisation |
July 2000 |
An overview of a recent study
involving 13 companies which showed that category management is a
development taking place at the side of the retailer but also at the
side of the manufacturer. Although the concepts are the same, in
practice there are a large number of differences to be found. |
|
The Future Of Category Management |
June 2000 |
An Executive Overview, The
Current Situation, What We Have Learned and Where We Are Heading |
|
Category
Management:
The Road Ahead |
June 2000 |
How
Category Management has heightened awareness of the importance of
category level planning and changed the behaviour throughout the
industry. |
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