Key Account Management Tips

Key Account Management Tips

Leading Retail Consultant Brian Moore provides some practical insights for NAMs/KAMs on how handle and enhance their dealings with major retail customers in a rapidly changing industry.

Helping the Buyer to Buy

Given the increased complexity of the supplier-customer relationship, within an increasingly time-poor environment, it is becoming more important to help buyers and buying-units to...

Working Synergistically Within the Retailer’s Marketing Mix…

Essentially, the retailer acknowledges the presence of two complementary appetites in the shopper-consumer within the store traffic, shopping needs and consumption needs (see diagram). The...

Running your major account like your own business

As a result of Kraft-Heinz abortive takeover attempt, Unilever have introduced a number of initiatives to reduce their vulnerability, but an important one for...

Managing Major Change in Unprecedented Times

Given the potential distraction of uncertain outcomes of key issues affecting market demand, it can help to rank and place each key issue in...

Building and Maintaining Trust in Business

Essentially, a trust-based business relationship can be achieved by ensuring true like-with-like comparisons, from the buyer’s perspective, of all solutions to buyer need.  Numbers...

National Account Management in 2016+

Given the market changes resulting from the 2008 financial crisis, we believe that success as a post-crash NAM requires fundamental changes in the NAM...

How UK Grocery Wholesalers could pre-empt Amazon…

All retailers can benefit from ‘free’ business consultancy of combining general retailing expertise with their specific business problems and opportunities. Essentially, all retailers being...

Optimising your competitive appeal in continuing flat-line

In order to identify and capitalise upon the ‘obvious’ opportunities, the following steps are essential: First, having survived the past eight years, it is important...

Post-Brexit National Account Management

Essentially, in business we survive by driving sales or cutting costs, or a realistic combination of both. As we try to come to terms...

Optimising the Sales/Sq. Ft./annum metric…

Assuming that GMROII is already well-established as a working tool in the business, it is possible to adapt this vital tool to give further...