Brief Summary

Buyer Profiling

Profiling is a useful tool for comparing decision criteria and personality aspects which can influence account relationships.

Working Within the Planning Gap

When setting targets/forecasts to an account plan, there is often a large degree of uncertainty as to exactly what levels of sales and profits will be achieved.

Quick Response Checklist

The essence of quick response is the linking of logistics capability (Just-in-Time) and information technology to drive efficiency throughout the entire supply chain.

Benchmarking the Supply Chain

Competitive benchmarking is the continuous measurement of the company’s services, products, processes and practices against the standards of best competitors and other companies who are recognised as leaders, in order to gain a competitive advantage.

Customer Profitability Analysis

Customer profitability analysis provides an assessment of the profitability of an individual customer, market segment or distribution channel.

Category Performance Benchmarking

When conducting category analysis, NAMs need to assess the relative performance of a particular category within individual retailers in order to identify the potential of the category within that retailer and provide a basis for the individual brand/product analysis.

Correlation Analysis

To analyse the relationships in order to determine the existence of, and measure the degree of association between, two sets of occurrences or groups of data, a statistical method called correlation analysis can be used.

Setting Priorities for Customer Service

Providing customers with the level of supply service they require is always a priority. However, it must be recognised that no budget is unlimited and so inevitably there will need to be service priorities.

Quantifying the Effect of Shrinkage on your Business

Shrinkage can be defined as the unexplained loss of products from shoplifting, errors in paperwork and employee theft, all of which can have a considerable effect on retail profits.

Determining Strategies for Limiting Brand Switching and Increasing Market Share

For products which have a reasonably regular repeat purchase cycle, but where there are marginal differences between brands, consumer substitution can have a substantial impact on brand share.

Forecasting Expected Values Using Probability Decision Trees

One application of probability is the concept of forecasting expected values.  By this we mean incorporating subjective probability, i.e. using our existing knowledge to enable analysis/assessment of various alternatives of action or choices open to management and establishing the expected value e.g., profit forecasting of the various alternatives

Penetrating the Decision Making Process

NAMs today regard themselves as operating ‘between organisations’, i.e. two decision-making bodies.