Is Back to Front the Only Way Forward?
Given that Tesco plans to reduce the negotiating elements of Back Margin from 24 to just three by 2017 (volume, prominent positioning, and compensation...
Trade Investment – a New Dawn?
Given the growth of ‘trade funding’ from something like 5% of a supplier’s sales twenty years ago, to current levels of 20%+, with relatively...
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...
How To Maximize The ROI On Your Shopper Marketing Efforts
Marketing to shoppers – understanding our target market as they shop, and creating activity to change their behaviour in a way which will drive...
Money, money, money – becoming more important than The Brand?
Following the global financial crisis, the emphasis on money has become a major issue for suppliers and retailers. Whilst the brand will and always...
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...
Audit-proofing Trade Funding….
With the development of Post-Audit-Recovery (PAR), coupled with the growth in trade funding to over 20% of sales to the customer, it is important...
Gambling on ‘Loyalty’ Cards……..
Retailers who expect loyalty cards to build consumer loyalty are missing an important trick. Loyalty cards simply provide access to possible consumer need via...
