Viewpoint Journal
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| Building Your Sales Force of the Future Viewpoint Journal, Issue 18 Top Talent: A Top Priority – The Boomers are ready to retire. Are you ready for them to go?. Developing Critical Thinking Skills in Your Sales Force – Can you really teach someone critical thinking? Absolutely! Dechert-Hampe has developed a program that makes the most effective and efficient use of your sales team's time.
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Elevating CPG Sales Viewpoint Journal, Issue 17 Elevating CPG Sales – Once purely tactical, CPG Sales has become a critical strategic discipline. Retail Formats in Transition: Clouds on the Horizon – Dechert-Hampe and RetailWire collaborate on a series of surveys of the RetailWire community of over 30,000 readers. In this first in the series, we ask the experts about the future of various retail formats and find that there is a storm brewing for several.
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Energize Sales & Marketing For Better Performance Viewpoint Journal, Issue 16 Marketing for the 21st Century – To effectively influence place as a key element of marketing, the sales function must be reintegrated into the marketing effort in-store.
Building Customer Equity with Best In Class Customer Service – The DHC study provides CPG companies with an in-depth view of current practices in customer service organization structure, metrics and order management processes. |
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Leadership: The Link To Sales Success Viewpoint Journal, Issue 15 Great Selling Organization Survey – Every company in the business of selling knows that having a great sales organization is the only way to be really successful. DHC undertook research to uncover the characteristics of a great sales organization. Creating A Stellar Sales Force – Superior people and interpersonal skills are the key to success and winning with the customer. Sales training and development must focus on the breadth and depth of these skills. New Geo-Demographic Solutions for Effective Micro-Marketing – There are powerful new systems available that enable new ways to link consumer profiles and the competitive environment with store performance, store location and in-store product placement. |
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Strategies For Continuing Growth Viewpoint Journal, Issue 14 Marketing Against Retailer Brands – For almost three decades now, the producers and marketers of national brands have been watching an ever rising tide of private label products sweep onto the scene. Nearly aborted in the U.S. in its infancy by an ill conceived and ill fated “low price and lower quality” strategy during the recession years of the seventies, private label has matured into a broad range of retailer owned brands with positioning ranging from extreme value to super premium. So what is a national brand marketer to do? Packaged Goods Manufacturer Revamps Strategy to Penetrate New Channels – CPG manufacturer revamps go-to-market strategy to penetrate new channels. |
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21st Century Customer-Focused Sales & Marketing Viewpoint Journal, Special Edition Consumer Solutions at Retail – Beyond Category Management – Manufacturers must continue to identify new ways to collaborate to buidd consumer equity for their brands at retail. Customer Management Team Organization and Alignment – A properly structured go-to-market organization remains central to addressing the complex requirements of customer relationship management. Trying to “Manage Relationships”? Get a MAP – The key to managing is to know where you are going and how you are going to get there. Keeping Score With the Customer – Insuring measures and rewards support not only the critical success factors of the business, but the expectations of customers and consumers as well. Managing Your Greatest Asset – Most companies have made significant investments in knowledge and information but are not fully leveraging them to maximize revenues and profits. Practical Approach to Eliminating Slotting – Freeing category management from the artificial influence of slotting must be accomplished gradually. |
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Sales for the New Century Viewpoint Journal, Issue 13 Are Power Brands Enough? – While strongs brands are the most important elementt of a consumer product company's success, today's retail environment suggest it it might not be enough to overcome shortcomings in the go-to-market capabilities. Is Your Sales Force Prepared for the New Marketplace? – Key skills and capabilities include understanding how to partner with customers and strengthen relationships. |
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Optimizing Sales and Marketing To Improve Customer Value Viewpoint Journal, Issue 12 Still Dreaming About Tomorrow? It'll Soon Be Here! – Next generation sales tools need to deliver sales effectiveness through value analysis, knowledge management, collaboration and customization. Consumer Solutions at Retail – Beyond Category Management – Manufacturers must continue to identify new ways to collaborate to build consumer equity for their brands at retail. Building "Megabrands" in the New Retail Reality –In today’s retail environment, retailers are playing an increasingly important role in interacting directly with the consumer. Manufacturers need to work within this new paradigm to build their brands. |
