Besides, most people have some sneaking sympathy for the underdog. Being persistent, informed, and helping the buyer management hierarchy achieve their KPI’s all contribute to the nurturing of the relationships with them that will deliver benefit at some time. Most chain retailers, particularly supermarkets will have a lead supplier who has the inside running because they have all the data, and better access to the decision makers, but that doesn’t mean you cannot participate. Know the relay schedule, and if possible be involved in the planning discussions.Meeting customer needs, and maximising the value of the retail shelf -space is what category management is all about, aggressively executing on category management can deliver great results and overcome the seeming handicaps of small businesses.
Meeting customer needs, and maximising the value of the retail shelf -space is what category management is all about. Allen Roberts is a guest contributor to Australian Food News and writes another of his regular articles here.
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