MASTERINGTHEAISLE

Range Reviews In most Western retailers, there is usually at least an annual evaluation of what parts of the range the retailer should...

Why a Retailer P&L? Besides managing your own P&Ls, it is best practice to also maintain the retailer’s for the following reason: Track...

As markets develop and grow, price promotional spend becomes a major portion of a company’s overall spend, hence the scrutiny around it....

Category Management has such a broad sphere of influence over the retailers that if done right, everything else can become a walk in the...

Trade Spend Accrual Management I always found managing trade spend accruals boring. However, it’s a critical responsibility. Getting it...

A central goal of an account manager is to grow share. This means we have to define what this share growth will be in. One can completely...

The Profit and Loss (P&L) statement is an essential tool for understanding the financial health of your business. However, simply looking...

There are different P&Ls that an FMCG KAM has to manage: the internal P&L, the external P&L and the retailer P&L. The internal P&L is...

In the KAM world, understanding and managing profitability has multiple perspectives. Each of these perspectives offers unique insights...

To effectively manage, track, and optimize a P&L, it’s useful to understand the four key types of prices for a SKU.   1. Manufacturer’s...

If you're an account manager in UK and a Range Reset is approaching If you are to do a major range reset, some points to consider are the...

In 2018, one of my colleagues who was a key global talent on secondment to the UK accompanied me to visit our buying team in Sainsburys....

Tailoring Strategies to Retailer Priorities Retailer objectives can vary based on market dynamics, geography, and their positioning...

Understanding Trade Spend in FMCG When I started working in KAM, I didn’t think it made a big difference as to how I was giving money to...