Role of NAM in a Post-Lockdown Context
Whilst there can be a temptation in times of crisis to keep one’s head down and look busy, the NAM operating at the supplier-retailer...
Optimising the Shift in Supplier-Retailer Balance of Power
Given the impact of the global economic crisis on major retailers, with their ROCE and Net Margins reduced by a third or more, coping...
Tipping the Balance in Supplier-Retailer Power-Play
Given the combination of scale, and ability to write the cheque, the supplier-retailer relationship is always going to be an unequal game. When losing...
Trade-Spend Responsibility – a Move to the Finance Department?
Having grown from a sales-department ‘slush-fund’ of 5% of turnover to over 20% of a typical supplier’s sales, trade-spend is now greater than cost-of-goods...
Death of a Relationship SalesNAM…?
Whilst we have all moved on from Arthur Miller’s creation of the ultimate little sales-guy who ended up worth more dead than alive, it...
The NAM Role being sidelined by events…..?
Given trade concentration increasing, and major customers undergoing fundamental change at all levels (think CEO rotation, possible sell-off of Sainsbury’s and Asda, for a...
More Than a Smart Bull-Market NAM?
It can seem that anyone can succeed in a bull-market, although in practice it often appeared to be the other guy, over the past...
Simple Courage…How to think ‘properly’
The quality and value of business analysis, i.e. choosing between alternative business options, can be compromised by inadequate generation of alternatives (creativity) in the...
Recession Account Management (KAM to RAM)
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...
