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Viewpoint Journal

Published periodically, Viewpoint provides information and insights into current trends and the latest hot topics. In each issue, Dechert-Hampe Associates provide some practical approaches or a particular point of view on current issues, future trends and other business concerns. viewpoint
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Current Issue:

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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?.
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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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Past Issues:

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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.
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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.
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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.
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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.
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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?
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Packaged Goods Manufacturer Revamps Strategy to Penetrate New Channels – CPG manufacturer revamps go-to-market strategy to penetrate new channels.
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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.
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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.
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Customer Management Team Organization and Alignment – A properly structured go-to-market organization remains central to addressing the complex requirements of customer relationship management.
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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.
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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.
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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.
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Practical Approach to Eliminating Slotting – Freeing category management from the artificial influence of slotting must be accomplished gradually.
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vp13 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.
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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.
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A Solid Framework for Trade Funds Management – Rigorous trade funds analysis usually only happens when it's too late.
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What to Ask Your Corpoate Lawyer About Robinson-Patman – An effective trade funds strategy must be built on a solid legal foundation.
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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.
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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.
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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.
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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.
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IMPULSE SALES:

Evolution of the Front-End

Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.


Conference Presentation

NEW RESEARCH REPORTS:

Top Talent: A Top Priority

This comprehensive study conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, provides insights into recruiting and retaining Millennials for Consumer Packaged Goods Sales.

HOT TOPIC:

Up Your Chances for Acquisition Success

Acquisitions are all sold with grand promises for success. Most acquisitions aren't lacking for in-depth assessments, so why is actual acquisition success such a mixed bag?

Maximizing Opportunities
at Self Checkout

An overview of the current status and future prospects for self checkouts in the retail environment.

Read the report