KamBlog

Marks & Spencer has reportedly accepted wholesale price rises of up to 15% on some of its grocery lines after suppliers threatened to...

Today’s interims reveal no surprises, and together with the Tesco, Morrisons and Co-op revelations, and given the relative transparency of ...

As more of us shop online, new research by Saïd Business School , University of Oxford University, underlines the importance of physical in...

Ever wondered how your kids inherited - from the other household expert - and apply high level negotiating skills without ever meeting a bu...

“Oh! its you” At least seven ways of conveying your feelings when answering a phone-call from the buyer…Why not try it? In turn, practi...

"I never said you wasted my trade-investment...." Seven levels of ambiguity, depending on which word you stress i.e. Always lis...

A buyer who is ‘satisfied’ with your competitor’s brand, the status quo, is not in the market for change. In other words, it is not po...

Given that lack of time often causes a NAM to attempt 100% engagement with a buyer, only to be distracted in mid-flight as the buyer’s atte...

For those of us that think the role of KAM has become a game, with many of the attributes of poker, then latest research  on the value o...

Last night we downloaded the latest annual report (2013) of a medium-sized UK food supplier from Companies House, and extracted the followi...

As we begin (!) to emerge from the effects of the global financial crisis, survival-minded suppliers and retailers can benefit from maintai...

Despite increasing reassurances by the banks (!) as to their safety and reliability, the rise of contactless payments and chip-and-pin has ...

Joe, a recently retired Dublin grocer, decided to treat his wife Bridget to a long weekend in a Parisian hotel in Place Pigalle, in celeb...

With extending lead-times to gain access to the buyer, and the need to survive over-riding everything, a NAM can be tempted to jeopardise...

Given that even in precedented times key accounts were never created equal, in unprecedented times the differences have become greater...

S:    …and, as you know, we still need to solve this problem of your out-of-stocks Thursdays…how about upping the weekly order? B:    No wa...

S:   …and of course, you also have a 2% early payment discount… B:   ..that money goes to the Finance department.., it doesn’t benefit me....

S:   ….and I am offering £50k to support this price promotion, subject to conditions,… B:   £50k is not very much… S:   How come? B:  ...

How to measure the actual savings on increased quantities? Yesterday’s NamNews item ref Morrisons’ latest ‘routine negotiations’ not only...

Keith Ewing, owner of Number Eight Clothing in Stirling, commented that Independent retailers need to "put their heads above the parap...