All articles by David Sables – Page 6
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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
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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…