When the trade is polarising rapidly, helped by spectacular performances of the top two retailers in contrast with the other players, a vendor is...

Given current market turmoil, increasing customer concentration, with trade funding often exceeding 20% of supplier sales turnover, it is tempting for suppliers to remain...

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...

The emerging practice of limiting a buyer’s tenure to twelve months per category undoubtedly allows a retailer to concentrate upon getting the best price....

Shoppers ‘grazing’ on grapes as they shop the store, can add up to a significant shrinkage problem for the retailer. However, the issue can...

Apart from a macro-level assessment of how the customer as a whole will be affected and respond to the crisis and any escalation of...

Now that ‘everything is changed, changed utterly’, and commentators are exploring political, economic and social implications which are well documented elsewhere, it is perhaps...

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...

Even a cursory examination of the implications of global Net Exchanges makes it obvious that fundamental changes are taking place in business models, globally....

In contrast with the spin-doctor’s approach, there can be a positive value in managing trade news in the development of major customers. However, with...