All articles by David Sables – Page 5
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Comment and OpinionSuppliers will take up service roles
The shifting sands of grocery route-to-market are provoking breakthrough thinking from sales leaders….
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Comment and OpinionIt's all change in the reset era
Retailers would be crazy to ignore regionality and quirks in taste
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Comment and OpinionGet ready for a new era in grocery retail
If you haven’t seen the opening scene of TV series The Newsroom, then watch it now
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Comment and OpinionIt's price increase panto season for suppliers
It’s one year on from the ‘Marmitegate’ cost price wrangle with Tesco
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Comment and OpinionTime to delist the retailer media sales houses - video
The classic ‘cut and thrust’ between account managers and buyers is changing
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Comment and OpinionDon't get too comfortable - spread your business
It’s no surprise that the number of grocery businesses going to the wall has risen
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Comment and OpinionWhere now for GSCOP?
David Sables reflects on the GCA conference and says there’s still more CCOs can do to reassure suppliers
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Comment and OpinionDynamic business can trump price-based propositions
Given the pinch consumers have felt and the solution presented by smartening discounters
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Comment and OpinionNegotiation isn't a dirty word
Negotiation has been around since the dawn of trading and yet it’s the main topic of the news today
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Comment and OpinionAmazon's algorithms are in control of UK grocery's margins
It’s not the discounters that are the biggest threat to traditional grocers. It’s Amazon
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Comment and OpinionAn innovation drought is about to hit fmcg
Brand manufacturers are finding it harder to square retailer and consumer needs
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Comment and OpinionA bright side to the Tesco-Booker merger
I wonder how many people read the wholesalers & independents pages in The Grocer for the first time last week
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Comment and OpinionWays to manage two years of uncertainty
Marketplace uncertainty is here for at least two years, so we can’t easily assess the spending mood of swathes of consumer groups
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Comment and OpinionCost price increases are necessary: the alternative is worse
The mainstream media just won’t leave the cost price increase thing alone
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Comment and OpinionNew suppliers are kept out but it should be open to all
How is it that Waitrose has captured the market in being approachable to new suppliers?
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Comment and OpinionThe sales job has changed, but grocery always leads the way
I thought it was now accepted that relationship in selling is not as important as it was
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Comment and OpinionTrading ninjas in Morrisons are not invisible to the GCA
So something good DID come of the Tesco investigation
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Comment and OpinionSuppliers must make the effort to walk the store
Account managers know they should do store visits, but once they are listed it’s the first routine they drop
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Comment and OpinionRemove barriers to communication, but beware barking dogs
In selling, information is king and the best source of customer information is, of course, your customer