Relating Trade Issues to Customers: a Practical Application of Lateral...
Given the potential impact of trade issues on business with major customers, it is vital for a NAM to factor the effect of an...
Trade Issues and the NAM – How Much Should You...
Given the unmapped rate of change in these unprecedented times, keeping up with the issues has become virtually impossible.
Think about it, as the resident...
Political Developments and their Impacts on Supplier-Retailer Productivity
Despite the pressures of a ‘24/7’ job, NAMs enjoy a unique freedom in that their role can provide a pan-market perspective as they work...
Power in Retailing: A Need for a Political Perspective in Account...
Recent developments in Cyprus, especially the imposition of capital export restrictions and the use of depositors’ savings as sources of bailout funds, have become...
Building and Optimising Your Power-Based With A Customer
Because of the limited designated authority in the NAM role (Responsibility without Authority) it is important to increase your influence within both supplier and...
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...
Justifying Trade-Spend Responsibility
Essentially, given their front-line exposure to market realities, combined with a basic and practical understanding of how money works in supply and retail, NAMs...
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...
Anticipating and Managing People-Power
Essentially, given that consumers are exercising their new-found power by beginning to ’punish’ companies and brands they deem not to be fulfilling their social...
People Exercising Brand-Power: the Corporation Tax backlash
With the explosion of the credit-fuelled global financial crisis, people’s accumulated suspicion and distrust of government, the financial system and bankers, coupled with a...
