Summer Is Over and Business Planning Is Upon Us
Sunday, September 19th, 2010I am writing this on a plane heading home, after spending two weeks in Paris working with young CPG Key Account Managers from across Europe – helping them work through their business plans for 2011. Like back-to-school for children across Canada, the CPG industry kicks into gear in the late summer, building business plans to [...]
Core Competencies of a Great Key Account Manager
Wednesday, June 16th, 2010The role of a Key Account Manager will vary from company to company and from customer to customer. However, in our experience working with Key Account Managers around the world we have identified eight core competencies that all KAMs must develop in order to be successful in their role. All Key Account Management Training developed [...]
Having Difficulties Getting Your Retailer Partner to Share Data?
Monday, February 1st, 2010Originally Posted in October 2009 One truth in today’s world of advanced POS systems and loyalty cards such as SDM’s Optimum and the Safeway Club Card is that in most cases retailers have a much better understanding of shopper behavior than most CPG firms. The challenge is to convince retailers to share the sensitive information [...]
