Dealing in Business Reality, the New Optimism…
In the current climate business success, and even survival, is about being able to optimise reality. Indeed, if you do not face up to...
Fair Share Trading in Unequal Times…
Whilst a government can attempt to legislate in cases of extreme abuse of a supplier’s rights, the difficulties in implementing the ‘new’ GSCOP legislation...
Networking when you don’t need it, for unprecedented times…
Before the global financial crisis, networking for NAMs was a casual, ad hoc process conducted offline in spare time.
Now with ‘networkees’ fighting for survival,...
Business As Usual In Unusual Times?
It could seem that the current exceptional market conditions require unique treatment, when in fact a return to basics might prove to be a...
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...
NMROII – A Step Past GMROII?
With GMROII barely out of the closet following 15 years of ‘digestation’, it is perhaps time to explore the possibility of the next phase...
Category management is dead, mission management is the future?
The key reason shoppers use convenience stores is simple: convenience! Convenience stores need to ensure they focus specifically on providing increasingly convenient solutions to...
Beating the Averages in a Flat Market
The latest Ernst & Young Item Club Report signals 10 years of slow growth austerity in the UK market, quoting all the usual suspects...
Working Around ‘Bankrupt’ Customers
Latest research indicates that recent downbeat reports from retailers including Mothercare, HMV, Currys and PC World parent Dixons Retail, are indicative of the current...
FMCG Brands Need to Stand Out In Order to be Outstanding
In a crowded, me-too market, being different is no longer about having a single unique selling point-of-difference, but is more about presenting a composite...
