All articles by David Sables – Page 7
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Comment & OpinionRetailers look alike because they all want the same shoppers
Selling starts with understanding the needs of your customer. It’s fundamental
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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…
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Comment & OpinionIs GSCOP working for you? Action required - tell me about it!
Most suppliers have not really engaged wholeheartedly with this initiative…
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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…
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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
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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…
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Comment & OpinionCan the 'climate of fear' really change with new GCA powers?
The Tesco financial reporting misdemeanours have had fascinating repercussions…
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Comment & Opinion
GSCOP compliance is not under control within our system
The Tesco debacle has really brought supplier treatment to the top of the agenda…
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Comment & OpinionHelp the big four to reduce stock and create differentiation
Coverage of the Tesco scandal has oscillated between accounting misdemeanour and supplier treatment…
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Comment & OpinionDiscounter copycats are a threat to brands and consumers
Imagine you’ve been out of the country for five years and now you are walking around an Aldi or Lidl…
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Comment & OpinionDave Lewis era at Tesco heralds joined-up business plans
Tesco still commands about £1 in every £8 spent on all UK retail spending…
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Comment & OpinionDon't skirt around the point - there is no harm in asking!
We are constantly fed a myth soup about selling and negotiation…
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Comment & OpinionWhy not just outlaw the obviously unfair trading practices?
I’m often accused of emotive language when discussing the Groceries Code Adjudicator…
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Comment & Opinion
Be careful what you share with customers - keep your advantage
Do retailers’ own brands get an advantage from the information we share?…
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Comment & OpinionAre major retailers easier to deal with as wounded animals?
We are witnessing a major shift in buying habits away from the big supers and into convenience formats…
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Comment & OpinionMake it pay while the sun shines: strategic and sensible selling
How’s the weather been for your business recently?…
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Comment & OpinionCalamity can provide an excellent customer service opportunity
I’m writing this in Datchet, Berkshire, where I’m stranded at home due to the flooding…
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Comment & OpinionBeware the fallout from the big four's Christmas disaster
So how was Christmas for you? You were hoping for an iPad and got a cookbook…
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Comment & OpinionEver been caught new-skilling a buyer? You sounded insincere
Communication skills are trainable, yes, but with any new skill it takes practice until you get proficient
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Comment & Opinion'The art of selling' hasn't died
Have you noticed that astute young sales directors and wise old ones agree that the ‘art of selling’ has died?…