Leadership Solutions Singapore FMCG Consultancy Customer Management Retailer Management Go To Market Management


	OUR SERVICES Broadly we operate in three key areas within the FMCG environment with a high degree of overlap: Customer Management Retailer Management; and "Go to Market" Management"
	CUSTOMER MANAGEMENT Resource Management and Optimization In a constantly resource challenged business environment, how are decisions made to maximize the use of Manpower and Trade Funds to optimize the return on investment We are talking about a simple and pragmatic decision making process for Channel; Customer and Category management where it matters - we provide the process and tools to objectively acknowledge that not all channels and not all customers within each channels are equal and within the customer, the behavioural sales approach to category management will differ significantly based on the focus of the business We adopt a simple, user friendly and effective Customer Business Planning process that enhances the Account Management capabilities for Customer Management. The process develops a skill for Insight generation and is applicable for Collaborative Customer Business Planning Our Sales Capability process focuses on Compelling Commercial Selling. Compelling in terms of Solution Selling and Commercial to address Business indicators. We stress vehemently that the Negotiation process occurs only after Selling and a key focus on how to manage Tactics Our strengths are the ability to modify individual mindset and to modify Behavior positively « back-to-top

	Category Management Now before you start screaming and looking for the exit button - When we talk about Category Management we are not talking about the resource hungry text book theory approach We are talking about a very innovative process that is pragmatic and already has proven results Our approach is not resource hungry. We understand the demands on business today and we can provide an end to end process that is effective and enables the business to focus on where the results are You've heard of the expression "fishing where the fish are" - well that's what our solution is about. We don't hand out the fish - we teach the business how to fish (focus where the benefits are) and how to create a sustainable competitive advantage by using the resources that you already have. We do this through the introduction of unique processes and we work to develop the organisation's skill base We want the business to take control of their environment, drive the outcome with an objective view rather than a subjective view, through the effective use of resources (People / Process / Systems / Investments) « back-to-top

	RETAILER MANAGEMENT When we talk about Retailer Management our services are very interchangeable across both the Retailer and Manufacturer and whilst we focus on these areas we have experience from the Shop Floor right up to Senior Merchandise Management levels of Retailers Our key areas of focus are: Range Management Space Management Private Label Management Promotional Management Pricing Management These areas are discussed in detail in the following paragraphs « back-to-top

	Range Management The Retailer's single biggest asset after its people is its range. Without a range strategy that matches the vision and mission of the business a Retailer will struggle to make an impact in an increasingly complex retail environment Using our innovative category management process will enable your business to take control of the range strategy and set up a differentiated offering to shoppers/consumers that makes sense and delivers results « back-to-top

	Space Management We don't deal in Space Management Systems - we'll leave that to the technical experts We focus on the process of both Macro and Micro space management within a retail environment. Beyond the simplistic approach of what goes where (and all the pretty pictures) we deal with the why it should be there and how much of it there should be We understand the linkage between the information that is available and the need for effective results Again using the resources that you've got we investigate your needs and tailor a process delivers a sustainable solution « back-to-top

	Private Label Private Label, or Own Brand, or House Brands - what ever they are called - are of increasing importance and relevance for both Manufacturing and Retailers alike An effective Private Label strategy is critical to survival in today's retail environment Do I want to be involved? If I do, how do I manage it. Where will my focus be? What will it cost me? And what are the risks if I get it wrong? We have the experience in both the manufacturing and retailing sides of this area and we can help you to deal with the reality of the demands of this critical component of your business through developing effective processes that help you take control « back-to-top

	Promotions Management We all know the reality of this area. "Promotions generate X% of my business yet take up an extraordinary amount of time and how can I get the time to manage my baseline business" Promotions management is a critical focus of any business. It is a key traffic generator and if managed correctly can add considerable value to a business The key questions are; what categories do I promote, how often do I promote them? What items do I promote? How much do I invest? And what is my return on that investment? With our experience in this highly emotive area we can work with your business to review your processes and implement effective solutions that enable your business to control this area - and not let it control you. We can deliver promotional planning and investment strategies focused on delivering incremental sales whilst rewarding customers and delivering sustainable growth « back-to-top

	Pricing Management In an increasingly competitive world pricing strategies that don't deliver a differentiated offer can often be a business critical event Pricing is not about copying what everybody else does. How does your business stand out from the crowd and how do you maximise the financial returns to your business? Understanding the role of the products within a category, shopper/consumer purchasing patterns and the key value drivers are some of the keys in successful pricing management We have a considerable wealth of experience in this area and can work with your business to understand your business's needs and deliver a tailor made solution « back-to-top

	GO TO MARKET MANAGEMENT We have experience that covers all of the elements of the "Go to Market" strategy utilised by Manufacturers We understand the areas of: Route Management - Depending on your Needs, we will view your outlet base or we can build on your outlet base and provide the process not just on the WHAT to do but more importantly on the HOW to be more efficient Distributor Management - How to Select, Launch, Manage and Terminate (with least disruption); How to lead a 3rd party sales force Territory Management - How to deploy your Field Sales forces efficiently; and How be effective at the point of purchase Field Management - The Implementers of every organization, we can review and advise on the most effective way of pre-planning; selling and negotiation, post-selling process practical for both the "unorganized and less organized" trade Our focus is on the process utilised to manage each of these elements; the resource skills and capabilities required to be effective, and the on going management and benchmarking of performance standards « back-to-top