All articles by David Sables – Page 6
-
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
-
Comment & OpinionCost price increases are necessary: the alternative is worse
The mainstream media just won’t leave the cost price increase thing alone
-
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?
-
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
-
Comment & OpinionTrading ninjas in Morrisons are not invisible to the GCA
So something good DID come of the Tesco investigation
-
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
-
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
-
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
-
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
-
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!…
-
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
-
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?
-
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…
-
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
-
Comment & OpinionRetailers look alike because they all want the same shoppers
Selling starts with understanding the needs of your customer. It’s fundamental
-
Comment & OpinionGSCOP coverage is essential: shoppers have a right to know
The YouGov survey this week reported improvement across the board on retailer collaborative measures versus one year ago…
-
Comment & OpinionIs GSCOP working for you? Action required - tell me about it!
Most suppliers have not really engaged wholeheartedly with this initiative…
-
Comment & OpinionDiscounters: it's time fmcg suppliers got real. But how?
OK, so are we are all agreed discounter share growth holds risks for UK consumers and suppliers…
-
Comment & OpinionA lot of what suppliers don't like is just normal negotiation
Suppliers need to be careful what they wish for - the brand-copying discounters with low shopper choice and low focus on product innovation will be hell to deal with
-
Comment & OpinionIt's back to the all-powerful buyer. For better or for worse?
Analysts saying the supers must ‘drop their prices’ to compete is mildly irritating…