Retail Industry Issues

Retail Industry Issues

Articles and papers covering some of the key issues affecting the retail industry, with implications and insights for NAM/KAMs. Besides articles produced by the NamNews team, we also feature contributions from external authors. Details on how to contribute an article for inclusion in the KamLibrary are available here

Latest articles below or view by subject

A Case of Concentration…or Dilution of Your Brand Message?

Given the pressure on the multiples arising from flatline demand and the increasing appeal of the discounters, any major customers’ growth has to come...

How to avoid being over-taken by a takeover…

Given the failed attempt by Kraft-Heinz to takeover Unilever, proactive companies – and NAMs – are hopefully recovering from the wake-up call represented by...

Supplier-retailer engagement: the badly-kept secret to growing private brand sales

In 2017, retail success (especially in grocery) pretty much demands successful private brands. Retailers with their own product ranges offer consumers a compelling reason...

Major Change as an Opportunity for Major Change

Given the monumental changes of Brexit, Trump, Italian banks and who knows what next among EU members, mostly driven by flat-lining economies resulting from declining...

Free Data, Paid Analysis

With freely available trading data, why aren’t supermarket suppliers providing perfect service? The recent announcement from Morrisons that it is making MSD (Morrisons Supplier Database)...

GSCOP, ‘Reasonable Notice’ and the 12-week Myth

As the UK’s designated retailers continue to scale back the number of products they sell and look to achieve better deals from suppliers, we...

2017: When We Shall Pay the Cost of Second-Guessing in the...

The moral aspects of trust in business are best dealt with by others.  Here we shall explore the commercial applications for NAMs, especially the...

Convenience Store Blues – the Cost to Serve Challenge

Craig Ryder and Gavin Parnell, directors at Go Supply Chain Consulting, outline the challenges to multiple grocery retailers of expanding into the convenience space. A...

Political Negotiation as a Source of Insight for NAMs in the...

Following years of stand-still prices going back to 2008, most NAMs are now attempting to negotiate price increases for 2017.  Given the radically changed...

Shopper Insight – Emotion Beats Reason

Summary and slides of a presentation given during a special lunchtime seminar at the IGD's Big Debate conference in London on 18 October 2016. Shoppers often claim...

Post-Crash National Account Management – a Template for a New Age?

Following the 2008 global financial crisis, it took until 2012 for universities to acknowledge that changes were required in the teaching of economics.  Ha-Joon...