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Design/Methodology:
One-time qualitative
phase for developing the eQ model and a quantitative phase
to establish industry standards for benchmarking. Syndicated,
quarterly tracking by telephone or online interview of a trade
panel.
Marketing
Issues Addressed:
Trade Partners Relationship
and Supply Chain Management.
- Retailer equity, commitment and vulnerability. What drives
retailer satisfaction and commitment. Retailers’ evaluations
on services received along the value chain such as order
and delivery, business support, billing and etc. What are
their respective strengths and weaknesses.
- Benchmarking by product category, channel segmentation
and value analysis to identify opportunities for business
improvement.
Analyses
Delivered:
- KPI on trade customer “health”, commitment
and vulnerability with comparison against key competitive
manufacturers/benchmark companies.
- Drivers of business relationship.
- Performance by channel and retail chains/key accounts.
- Competitive gap analysis on performance and strategic
resource priorities. Tactical resource allocation and incremental
analysis on improvement.
Works With:
RMS’ suppliers
and retailers’ sales, out of stock situations and market
share in the respective channels. Advertising spend, Shopper
Trends, Shopper eQ™ and Employee eQ™.
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