Brief Summary

Terrestrial Networking

A source of customer knowledge and potential relationships with like-minded KAMs worldwide, day-to-day pro-active networking provides an effective means of building and maintaining a productive database of personal contacts.

When The Customer Concentrates

With the increasing rate of trade concentration, it is important that KAMs at local level develop an approach/contingency to cover the possibility of takeover of the customer (or indeed your customer takes over another customer.....).

Using Score Cards In Negotiation

ECR score cards are a means whereby suppliers and retailers jointly focus on the efficiency of the total supply chain, instead of individual components and thereby reduce total system costs, stock levels and use of assets, whilst improving consumer choice.

Implementing Global Policy At Store Level…..

When the company has decided its global strategic stance with the customer, it is essential that the local KAM ensures effective implementation at store level.

How The KAM Can 'Educate' Supply Chain Colleagues

Because of the importance of each supply chain member’s contribution to consumer satisfaction via the customer, it is essential that the KAM shares customer insight and helps colleagues focus their collective output on meeting consumer, customer and company needs, in harmony.

Making A Trade Partnership Work

As the official eyes and ears of the company within the account (and the ultimate can-carrier!) the KAM’s key roles are to help in the selection of the trade partner and day-to-day management of the partnering process.

Walmasda: Key Steps For KAM's

The fundamental impact of the Walmart entry on the UK market presented KAMs with a unique opportunity to participate in, and profit from, the resulting change process....

Working With Walmart’s ROCE Driver….

Walmart’s use of Return on Capital Employed as their major business driver indicates that KAMs may benefit from an understanding of how to apply the concept in their dealings with Asda and other key customers….

Wal-NAM: How To Measure Up To The New Role....
 

Following the entry of Walmart into a market it is important to adapt to the new demands of the KAM role by taking specific steps in order to excel in each of the key job functions…

Managing Walmart At Local Level: How Far To Go With Walmasda......

As the company’s eyes and ears within the customer’s organisation, and the ultimate can-carrier, the KAM managing Walmart on behalf of a local UK supplier is in a unique position to help his company determine the optimum level of dependence upon the world’s largest retailer.

How To Manage A Global Customer At Local Level...

Apart from contributing to the formulation of global policy, a local KAM can help in the execution process by continuous two-way knowledge transfer and experience sharing with colleagues managing the global customer in other countries.