Tesco NAMs have two choices:
Alternative actions?
On the face of it, Tesco, a new customer, is now in a mode that is
The way forward for NAMs has to be via initiatives that are
These initiatives must have
In other words, the best opportunity you have had to work properly with Tesco in years…
- Await a return to ‘normal’ (and join all those other NAMs that are still awaiting a return to ‘ normal’ trade management following the 2007 global financial crisis..?)
- Or, accept that business is about making the best of the ‘here and now’….
Alternative actions?
- Ignore Tesco’s troubles? i.e. business as usual: illogical, given that nothing in Tesco is or will be the same, ever again..
- Do nothing? i.e. stop all initiatives: unwise given their 25%+ of the grocery market and equivalent access to ‘your’ consumer..
- Tailored initiatives? i.e. based on based on current circumstances, as we know them…
On the face of it, Tesco, a new customer, is now in a mode that is
- Ultra conservative
- Risk-averse
- Retro-focused and defensive
- Under new management, but distracted by re-audit, legal, City/share-price, Government, loss of market share…to be followed by good people jumping ship?
- Receptive to convincing ideas for growth, on a fair-share basis…
- Driven by a new team that has to succeed…
The way forward for NAMs has to be via initiatives that are
- Simple and direct
- Defensible
- Tailored to Tesco traffic-profiles (holding and optimising their current-customer types)
These initiatives must have
- Conservative/achievable forecasts
- Clear KPIs
- A results-based reward structure
- Error-free execution
- 100% availability
- Exclusivity in exchange for 100% compliance
In other words, the best opportunity you have had to work properly with Tesco in years…
No comments:
Post a Comment