Supermarkets need q-commerce to win back share from discounters
Convenience is the new weapon in the battle againstAldi and Lidl, says David Sables, CEO of Sentinel ManagementConsultants It’s great sport tracking retailers’ shares over the Christmasperiod. However, a tactically strong Christmas execution is nolonger a good indicator of long-term prospects in grocery. Thereare too many disruptive dynamics in today’s market. Breaking it down, the […]
Retailers must stop demanding 12 weeks’ notice on cost price increases
I’m glad my column back in August has drawn industry attention to retailers’ outrageous demands for proprietary informationon cost price increase ‘justification forms’. As the discussion continues, one phrase that keeps grating on me is ‘12-week notice’. This suggestion that this notice period is necessary on CPIs is wrong. Do check, of course, that no signed […]
Major grocers soared in the pandemic, but 2022 will be the year of small business
The large grocery suppliers fared better in lockdown as consumers stocked up onbig brands in their time of adversity. This was not just down to consumersbecoming less adventurous when all around them was turning to mush – it wasalso driven by the retailers’ choice to simplify ranges in their quest to keepa core weekly shop […]
Without Indomitable Spirit, You may not be cut out for a Sales Role
I’m often asked what makes a good salesperson. It’s obvious, isn’t it? Great salespeople are likeable, respectable, not up themselves, positive, persistent, skilled communicators, great with facts, persuasive with figures and ambitious team players. Plus, you need an element of dynamism and cynicism. Shall I continue? They are tough but caring, flexible but strong, and […]
