Download
Full Viewpoint

Top Talent: A Top Priority – The Boomers are ready to retire. Are you ready for them to go?.
Download

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.
Download

Download
Full Viewpoint

Elevating CPG Sales – Once purely tactical, CPG Sales has become a critical strategic discipline.
Download

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.
Download

Download
Full Viewpoint

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.
Download

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.
Download

Download
Full Viewpoint

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.
Download

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.
Download

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.
Download

Download
Full Viewpoint

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?
Download

Packaged Goods Manufacturer Revamps Strategy to Penetrate New Channels – CPG manufacturer revamps go-to-market strategy to penetrate new channels.
Download

Customized Software Solutions for Enhanced Business Effectiveness – One of the challenges we all face is constantly striving to accomplish more with fewer resources. A key to doing more with less is the effective use of technology. But to be effective, technology must have the right functionality – it must work the way your business works. Tapping into the idle power of your existing resources – both people and software – is a great way to drive sales productivity to a higher level, and many organizations are doing just that. They are using the knowledge of their human resources to get their processes right, and then developing custom software applications by leveraging the power of technology they already own to provide time-saving automation.
Download

Download
Full Viewpoint

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.
Download

Customer Management Team Organization and Alignment – A properly structured go-to-market organization remains central to addressing the complex requirements of customer relationship management.
Download

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.
Download

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.
Download

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.
Download

Practical Approach to Eliminating Slotting – Freeing category management from the artificial influence of slotting must be accomplished gradually.
Download

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.
Download

Trying to "Manage Relationships"? Get a MAP – The key to managing is to know where your are going and how you are going to get there.
Download

A Solid Framework for Trade Funds Management – Rigorous trade funds analysis usually only happens when it's too late.
Download

What to Ask Your Corpoate Lawyer About Robinson-Patman – An effective trade funds strategy must be built on a solid legal foundation.
Download

Is Your Sales Force Prepared for the New Marketplace? – Key skills and capabilities include understanding how to partner with customers and strengthen relationships.
Download

Download
Full Viewpoint

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.
Download

New Challenges In Building CPG Sales Effectiveness – Delivering demand-side collaborative business building solutions requires a Sales function authorized to make decisions and commit resources.
Download

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.
Download

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.
Download