How to calculate the % extra discount to offer the customer for a reduction in payment period. Benchmark each of your key customers against your...

The entry of a ‘single-depot’ international retailer demanding ‘home country’ terms can have a fundamental effect upon the market at local level. First there will...

Negotiation within the convenience sector requires a systematic review and modification of each stage in the negotiation process: Starting with establishing customer needs, even this...

The potential for fundamental change in a major customer relationship following the appointment of a new managing director can represent an opportunity or a...

With the increasing degrees of integration and expectation on both sides, both supplier and customer have become heavily reliant upon the KAM and the...

Keeping trading partners’ eyes on the ball during the accelerated fire-fighting of a merger/takeover situation can be made easier by bearing in mind that...

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...