A Fundamental Re-set of the Customer Base – The NAM as...
The structural change in UK retail can be summed up as:
Emergence of the ‘squeezed middle’ as the Big 4 lose share to Waitrose...
Managing Constantly Changing Diversity in the NAM Role
The only common thread linking a supplier’s attempts to optimise current and emerging routes to consumer is money, with a constant objective of securing...
Restructuring the new UK Retail Trade Environment
With all attention focused on the structural changes occurring in UK retail, in particular the growth of the discounters and Waitrose at the expense...
Using Risk and Opportunity to Scope Out the Limits of...
For effective management of risk, a NAM needs to label the customer, the competitors and their own organisation it terms of being:
Risk Seeking:...
Working the Full Ball-park, Instead of Playing Centre-of-Pitch
Given these unprecedented times, where over-caution and risk-aversion continue to win advancement in the public sector, it can be tempting for private sector NAMs...
Negotiation on the Use of ‘Surplus’ Trade Investment
Given the probability that the total Tesco take from your brand will remain the same when they reduce the number of permitted trade investment...
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...
How to Rotate the Retailer’s Capital Faster, and Compensate for Lower...
In a drive to increase a customer’s ROCE, and thereby their share-price, given that the retailers are already doing everything possible to drive...
Sainsbury’s ‘3%’ Net Margin Going Forward – a ‘New’ Role and...
With Andy Higginson at Morrisons admitting that the major multiples made a mistake by raising prices in the recession, causing shoppers to vote with...
Innovating in Tesco Against All Odds
Tesco's product cull is obviously part of ‘de-duplication’ and cost cutting programme, with price cuts as the key attention grabber… all acting against the...
