Distribution and sales: Retailer relationships

 

Stephan Butscher and Javier Christie, from Simon-Kucher & Partners, argue here that consumer goods companies use their customer trade funding (deals, discounts, overriders, trade promotions, rebates e ...

Using Maconomy's Agency Profit-Watch 2006, Neil Davidson reports on agency management practices in the UK and US. He finds that procurement and finance departments are increasingly influencing - even ...

Most brands are facing difficult market conditions as a result of growing competition, fragmentation in the market and media, and the increasing information and options available to consumers. This ar ...

The paper presents the method of measuring a manufacturer’s performance in the retail outlets. Through the total shopscore index it is possible to examine the level of product inventory, position and ...

In today’s business environment in Japan, manufacturers and retailers struggling against excessive price competition find themselves mired in profoundly strained relationships. This paper will bring i ...

Using a number of US examples, Gary Grossman (president and co-founder of Innovation & Development – IDI) explains how five research approaches can be used to develop products that consumers want to b ...

Walmart is growing at over 20% CAGR (compound Annual Growth Rate), has a database bigger than the Pentagon and more staff than the US military. In Europe, Carrefour and Tesco are powerful forces and a ...

Colin Bunn and Jonathan Banks, from ACNielsen, explore why promotions have superseded media in terms of marketing spend and how to measure if they add value. Using European Nielsen data, they discuss ...

In this introduction to Admap’s ‘Focus: retail promotions’, the author comments on the remorseless rise of retailer power at the expense of brand-building advertising. Not only has this resulted in r ...

This paper develops an automobile dealer distribution model taking into consideration the unbalance in economic base and comprehensive strength among the 266 regional major cities in China. Using the ...

Many automotive manufacturers conduct satisfaction surveys of their dealerships, either directly or through syndicated studies. The presumed benefit of this feedback is in helping to develop and imple ...

Argues, from work on shopper insights during the past 12 to 18 months, that there is a real opportunity for retailers and manufacturers to work together to use in-store marketing to build brand and ca ...

This paper is one of 18 selected by the Editorial Review Board of The Journal of Advertising Research to be a 'classic' - an article that has withstood the test of time. First published in 1984, Far ...

Argues that there is an untapped opportunity on the Internet for an updated database of stockists. Since retailers are often slow to stock new brands (because of the need to sell through old ones firs ...

This paper summaries how the management of Brown and Williamson Korea Ltd. used a two stage marketing research project, with a one-stage follow-up study, to refine and develop a new retail distributio ...

Little research has been done on local service sectors despite their economic importance. The authors applied the empirical entry model to the video rental market. Additional entries of video stores w ...

Customer loyalty to a single service worker has been discouraged given the potential problem of customer retention when the key employee leaves the firm. The paper suggests that managers should capita ...

The authors explore the variability of performance amongst franchisees in a given (Australian) system. Major contrasts are identified between high and average franchisee performers, suggesting that en ...

To survive in the increasingly competitive European retail motor industry, dealers need to minimise wasteful activity, reduce costs and prices, deliver greater customer value and thus try to maximise ...

Explores the relationship between powerful suppliers and retailers, in particular in transaction-specific investments (TSIs) necessary to enhance the supplier’s presence in the end market. Research s ...

Network marketing organisations (NMOs) are retail-selling operations that use independent distributors not only to buy and then resell their products at retail prices but also to recruit new distribut ...