Customer and supplier management

 

Personal development

Negotiation for account managers

Business planning kick off

Business planning with retailers

Six areas for developing supplier best practice category management

Top calculations for account managers

How to win with your buyer - part one


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Three tips for account managers looking to manage risk in their commercial plans CUSTOMER AND SUPPLIER MANAGEMENT FOR REGULAR UPDATES SIGN UP More training videos Top Calculations for Account Managers Watch now Negotiation for account managers Watch now
The essential calculations account managers need to know There are several KPIs that are essential in account management. This video walks you through the calculations you need in your toolkit. It will show you how to calculate: Gross Sales Incremental sales Retail sales value (RSV) Profit Margin Download the guide and keep a copy of the calculations. DOWNLOAD ...
  Our research teams have identified the major trends shaping the future of the grocery industry. Mastering the skills below will help you take advantage of those trends in 2018 and beyond. Explore each of the skills further via the related articles listed on this page. DOWNLOAD INFOGRAPHIC AS PDF DOWNLOAD INFOGRAPHIC AS PDF PERSONAL DEVELOPMENT ...
When grocery suppliers and retailers create a joint business plan they need to have considered some key areas in advance: Planning: What is the current state of their businesses and the market Engagement: Who needs to be involved Implementation: How the plan will work Evaluation: How the outcomes will be measured Our downloadable tool breaks each of these potentially comp...
Following the IGD Co-op Trade Briefing we’ve pulled together some advice from our commercial capability experts on how suppliers can better trade with the Co-op. Using the key themes raised by the Co-op team we’ve put together the following guide for suppliers working in the convenience sector. Starting with the major considerations for today’s account managers and how they apply to Co-op. ...
Are you a small to medium enterprise looking for ways to impress your buyer? We recently ran a Small Business Seminar with the support of Co-op that covered everything from making the best first impression to building a lasting, successful relationship. The extracts below are Co-op's top tips on how to stand out with your buyer. Differentiate yourself Your product is great, but ask yo...
The run up to Christmas can often mean increased stress for people in the grocery industry. By preparing now, you can build the foundation of less stressful seasonal selling in the future. For many people working in food and grocery sales, especially those in really seasonal businesses, Christmas is the culmination of a whole year’s work and the pressure is already building. Will your...
The UK grocery industry spends billions every year on promotional activity. An accurate method of calculating the Return on Investment (ROI) from those promotions is needed if you want to know whether your promotions are worth your time, money and effort. A consistent means of measuring ROI also allows you to benchmark the effectiveness of different promotions against one another, learning w...
Let’s assume you’ve collaborated internally and worked as a multifunctional team to build your category vision, and/or your account plans, and are now ready to take them to your retailer(s). How do you ensure that they buy into you, and what you’re proposing? Start by considering the retailers’ position at this point of the year. They can’t work strategically with all customers or supplie...
For account managers, negotiation in the purest sense is just one part of building strong and trusted relationships, having really effective conversations and essentially in winning deals; but it is still a core skill.  It’s a skill that needs to be developed over time, and each negotiation needs to be planned in advance if you want the best results. In this video on negotiation IGD comme...
Often the things that we get asked during our training workshops follow similar themes, so in the ‘ask the trainer’ series we try to share our answers to some of the most popular questions. Philippa South is a tutor on our account management and joint business planning workshops, and is a qualified coach. Here she looks at just one element of running a successful meeting. The question: ...
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To create better products, you need to understand your shoppers How can we better understand shoppers when they are all so different? In this short video, we explain our approach based on extensive research. Then, why not take the quiz to see how well you understand shoppers? The video may not load in Internet Explorer so we recommend using another browser to watch the recording, ...
In this six minute video, Pernod Ricard's Head of Customer Development, Lucy Bearman, shares her insight on: What is involved in her role What career paths are available within the area The top three skills you need to be successful Emerging trends and opportunities within category management CUSTOMER AND SUPPLIER MANAGEMENT FOR REGULAR UPDATES ...
Do you know how to get the answers you’re looking for from your data? Category Insight Manager Simon Attfield gives three tips for getting the most out of the information already at your fingertips. 1: Trends: find the root cause To understand if any trend or change you see in performance data is significant, you need to uncover the root cause of that change. Often, changes come ...
Meetings often fill our working week, and with time at a premium for everyone it’s vital that we use this time effectively. Facilitation experts Catherine Hennessy and Helen Chapman hosted this practical webinar to give you: Insights into some must-do secrets of success when it comes to having meetings that count Tips on how to avoid all-too-common pitfalls that result in meetings th...
So much shopper activation goes unnoticed in-store. In this 60 second video IGD category capability manager Ray Leung shares some surprising facts about point of sale. He also highlights three key considerations for effective shopper activation. PERSONAL DEVELOPMENT FOR REGULAR UPDATES SIGN UP
We’ll be well into the business planning cycle for 2017 before we know it. Are you ready? In this 15 minute webinar video recording with our Commercial Capability Manager Philippa South we will: Cover the basics of business planning Introduce some of the key considerations you should be thinking about when building one Share our top tips for business planning that will be relev...
IGD Commercial Capability Manager Philippa South introduces the role of an account manager, the skills and capabilities you will need, and some quick tips for success. What does an account manager do? Account managers are responsible for working with customers to deliver sale and profit plans for their product portfolio.  Within FMCG, we usually think about account managers workin...
Ahead of the Leading Edge Brand Marketing: All paths lead to purchase masterclass taking place across April, special guest author and Joint Managing Director of brand consultancy Flintlock, Graham Appleyard, tells us about the things he thinks make any brand great. We often hear people say, “That’s a great brand”? But do we know what makes it so great? Most good brands don’t come ab...