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...

In the current climate business success, and even survival, is about being able to optimise reality. Indeed, if you do not face up to...

While other suppliers are awaiting a return to some semblance of ‘normal’, we believe that there are real trade opportunities available for some suppliers...

Survival for suppliers in the current retail climate means being able to understand the realities of the retail business model and insisting upon a...

With the growth in trade funding from 5% to 20% of sales to the trade, possibly at a cost to above-the-line budgets in a...

Given current market turmoil, increasing customer concentration, with trade funding often exceeding 20% of supplier sales turnover, it is tempting for suppliers to remain...

With world economies showing classic signs of ‘shrinkage’, Recession Account Management techniques may provide worthwhile options for pro-active NAMs and KAMs. Faced with reduced...