The 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. But James Halliwell’s feature (‘Death of a salesman?’, 20 August, p28) revealed 75% disagree that a data-driven approach, rather than a relationship-based one, helps make you a better salesperson. I’m afraid it does, folks. The art of selling is alive […]
Morrisons are not invisible to the Groceries Code Adjudicator
So something good DID come of the Tesco investigation. In my speech at last year’s GCA conference, I referenced unbalanced demands issued by Morrisons to its suppliers. Little did I know, around the same time (in June and July 2015) the GCA received evidence that Morrisons had requested lump sums to be paid – with […]
Suppliers must make the effort to walk the store, if nothing else
Account managers know they should do store visits, but once they are listed it’s the first routine they drop. Higher up the organisation it gets worse; sales directors are too important. Wandering around shops is job of the retail bosses, right? Yes, but that makes it your job, too. The point of purchase is the […]
Remove barriers to communication, but beware barking dogs
In selling, information is king and the best source of customer information is, of course, your customer. It’s a nice old-fashioned truism and with all the talk of collaboration these days we should dust off some of these pearls and cautiously lower our guard to try an open dialogue and ‘reset’ buyer rapport. Back in […]
The language might have changed, but the pressure is the same
Put your hands in the air and give me your money – this is a stick-up’. Or as it’s now said: ‘Hold hands and play fair, I request your partnership investment – this is an opportunity.’ It’s fascinating how retailer demands are now phrased to be code -compliant. ‘Investment’ not ‘support’, ‘request’ not ‘demand’. Asda […]
Asda is 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. It wants your money into cost of goods to bring down the everyday price, following Tesco beautifully. Sainsbury’s has also made a similar play for today’s market: it’s all about the COGs, not the lumps and bumps of support […]
Adjudicator Tacon's probe into category captaincy to stir up new hornet's nes
Adjudicator Tacon’s probe into category captaincy to stir up new hornet’s nest After a 355-day investigation into the UK’s biggest retailer, Groceries Code Adjudicator Christine Tacon this week delivered her verdict on the “shocking” breaches of the Code by Tesco’s buying and finance departments, who between them systematically abused suppliers to prop up the supermarket’s […]
Innovation can help 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! Whether you are a supplier-Who or a supplier-Grinch this year depends on how you are coming through range rationalisation, I suppose, but the opportunity for 2016 might require a Grinch-like change in attitude. Our attitude […]
National 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. You will have witnessed the travesty that is the estate agent. While selling they try their best to match your property to the needs of a buyer. Solid. Once there is interest and the price negotiation begins, […]
Innovation – 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? There’s so much going on. To quote IGD chief executive Joanne Denney-Finch: “What excites me the most is every type of company, new and old, large and small, has the chance to win from their current positions.” I couldn’t agree more. However, […]
