Because Collaborative Planning, Forecasting and Replenishment (CPFR) demands the active participation of matched trading partners, and because neither has real power over the other...

While the customer is re-organising to accommodate the new breed of short-term buyer, with scant knowledge of, or interest in, the category, the KAM...

As a company becomes more transparent, it is important to use the resulting defensibility as a potential power source... Optimising that power first means understanding...

NAMs today regard themselves as operating ‘between organisations’, i.e. two decision-making bodies. The job has evolved to become one of need-satisfaction which relies upon...

Profiling is a useful tool for comparing decision criteria and personality aspects which can influence account relationships. The key benefits are gained from comparing the...

When setting targets/forecasts to an account plan, there is often a large degree of uncertainty as to exactly what levels of sales and profits...

The essence of quick response is the linking of logistics capability (Just-in-Time) and information technology to drive efficiency throughout the entire supply chain. ...

Competitive benchmarking is the continuous measurement of the company’s services, products, processes and practices against the standards of best competitors and other companies who...

Customer profitability analysis provides an assessment of the profitability of an individual customer, market segment or distribution channel. Customer Profitability Analysis can help companies to...

When conducting category analysis, NAMs need to assess the relative performance of a particular category within individual retailers in order to identify the potential...