All articles by David Sables – Page 6
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Comment & 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 & 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 & 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 & 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 & 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 & 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 & 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 & 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 & 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 & 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 & OpinionTrading ninjas in Morrisons are not invisible to the GCA
So something good DID come of the Tesco investigation
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Comment & 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 & 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
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Comment & OpinionAsda's back in play: watertight ways to deal with desperation
After months of silence and reorganisation, Asda is now engaging with its suppliers on 2016 plans
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Comment & OpinionHas Tesco cracked the code? And can it keep going?
The story of ‘Christmas present’ is just about written and it was a gift to the winners
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Comment & OpinionInnovation can unlock new customer attitudes for a new era
Every Who down in Whoville liked Christmas a lot. But the Grinch, who lived just North of Whoville, did not!…
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Comment & OpinionNational account managers should be negotiators, not salesmen
If your sales team struggles with the difference between selling and negotiation, here is an illustration for them
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Comment & OpinionInnovation: it's not just down to brands to be responsible
It’s such a great time to be involved in grocery, don’t you think?
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Comment & OpinionDeal with discounters at a level you can sustain
The discounter freight train has got up a head of steam and is cruising past the competition to record shares…
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Comment & OpinionPromotion planning: make them relevant to shopper needs
Selling in grocery is not just selling a product or a promotion – it includes selling a plan and sometimes a vision