August 2021

cross merchandising

Cross merchandising – how to get it right

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A little while ago I posted about secondary locations: placing your product in an additional location (incremental to the home shelf) to drive incremental purchase. The post generated a lot of feedback about cross merchandising and a number of questions about how to decide when and what to cross merchandise. In this post I’ll discuss […]

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retail sales presentation

Seven ways your sales presentations frustrate your retail customer

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Wherever you work in consumer goods, you know how important the retailer is to your success. Whether you are in marketing, sales, shopper marketing or trade marketing or category: progress and results will be limited without support from our retail partners. We need their support: but when I speak with retailers I hear similar frustrations

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