Hi Andy,
Welcome to your June newsletter and thank you for taking the time to read it within your busy schedule. In this month's issue we have a hat trick of great articles!
To kick us off:
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Inside the heads of retail, continues our series of interviews with senior retail managers and directors.
- Can you spare 1 minute? The start of a 60 second case study series ~ That will improve your chances of impressing the buyer.
- Is your business fat and flabby? Take a look at our matrix and identify where you are!
Inside the heads of retail
Continuing our series of interviews with senior retail managers and directors. This month’s instalment comes from Tony Sullivan ex. Sainsbury’s Head of Global Sourcing, Head of Produce and Meat, Poultry & Fish Buying. Tony is currently working with clients in the Channel Islands as a retail consultant.
More about Tony here
Here's what we asked....
1. What did you enjoy and not enjoy about the job as head of trading at a major multiple retailer?
2. Those suppliers that you held in high regard - What did they do to earn that status?
3. What 3 things could suppliers do to make a buyer’s life easier?
4. How would you rank the following needs from a supplier; service level, price, consumer understanding, category understanding, people quality, proactive, and food quality.
5. What traits did you see common across suppliers that were successful in SBRs/tenders?
6. What is your advice to retailer’s suppliers about the coming 12 months and 3 years?
7. Share a brief story of something that a supplier did which impressed you and has stayed with you ever since?
Here are Tony's answers.
Click here: to download the PDF
Would you like to ask Tony an additional question?
Click here: add your question and contact details
60 second case study
How do I improve my chances of impressing the buyer?
Problem:
A supplier that supplied all the major multiples was to begin a tender with one supermarket and wanted to do their very best work because the opportunity to increase their business was huge, likewise the downsides were apparent too.
Solution:
The supplier asked if we could help improve their chances of doing their best work. Our understanding of both supplier and supermarket enables us to direct the supplier towards a presentation that is in tune with what the buyer is thinking. We said yes because we can bring structure to their preparation, challenge, and confidence that they have considered their presentation from all angles. Our first stage was a phone call with the account manager of the supplier to understand their objectives, the second stage was a facilitated day to create the presentation, and the third stage was consultation by way of sharing the presentation back and forth until it was ‘rock solid’.
Result:
The category manager at the supermarket told the supplier that it was the best pitch he had ever seen.
Cost: £1,500+vat.
Contact us and we will explain more
How fit is your category?
Categories are a lot like people – We’d like to be fitter, healthier, and go to the gym but who has the time? When did you last put your category through a fitness test? Is the cholesterol too high? Is waste too high? When was waste last properly reviewed? How long before heavy breathing begins? Will sales growth end soon or is there more in the ‘tank’? What is the plan for growth for this year? How many beats is the resting pulse? Are promotions driving growth or is there underlying growth? Is the promotional plan delivering its objectives? A fit category needs a plan and the plan needs to be delivered. Which box does your category fit into?
MBM are a lot like personal trainers. We can create the right plan for you and help you to deliver it. We’ll get you fit!
Darren
P.s. The category data you buy is a lot like buying membership to your local gym. We buy it because we think we should and then find ourselves being annoyed that we spent this money, we’re not using it and we really should be. You have options; 1. Stay annoyed, 2. Leave the gym/stop buying the data, or 3. Get the gym to draw-up a routine for you/Get MBM to realise the value of the data for you.
Download our matrix to identify where you are
Then complete our poll!
More about us
Through our approach to category management, we always achieve outstanding results in conjunction with the teams that we are working with. A category plan is a bit like using a personal trainer at the gym. A personal trainer has experience, can guide you to achieve more in less time and keeps you going. Rather than help people get physically fitter, we help companies to get fitter categories.
Download more about us
Click here to visit our website
Useful links:
Meeting Wizard - We use Meeting Wizard to arrange and schedule many of our meetings and events. As a productivity tool it makes the planning process easier, more effective and it's free!
IGD - The food and grocery experts. Consumer facing and dedicated to developing the food and grocery industry.
Business Balls - We believe this is one of the best free learning and development resources for people and organisations. The million people who visit each month can't be wrong!
Retail Week.com - One of our favourite places for the latest retail news, analysis and market data.
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