Insights
Observations from the market, written down. Eighteen articles since 2021 on distribution, pricing, negotiation, sales and brands.
- Market entry and distribution
- Pricing and revenue management
- Negotiation
- Sales and leadership
- Brands and consumers
Market entry and distribution
Guide for FMCG, FS, OTC brands entering West Balkans
Six steps for consumer goods, food supplement and OTC brands entering the Western Balkans: commitment, consumers, regulation, distributors, customers and the value chain.
Distributor’s tips for principle choosing
What to understand before you put your signature on a distribution contract.
Pricing and revenue management
How to understand whether your promo pricing investment is paying
Trade spend is often the biggest single cost in a consumer-goods P&L. How to tell whether your promotions pay back.
Nightmare at the Pricing Street
Producer prices rising across Europe, and what it means for pricing in consumer goods.
It’s Revenue Management time!
How Unilever and others grew revenue through pricing and mix, and why it is time for revenue management.
How to decide on product pricing
How to set the price of a product, and its link to stakeholder value.
Negotiation
Sales and leadership
Navigating the Evolution: is AI's going to be Sales ally or foe?
From mobile phones to AI: will the next technology help sales teams or replace them?
Front line sales manager sales impact?
What a large study of over 1,000 frontline sales managers says about their impact on results.
Return on invested time (ROIT)
Return on invested time: where hours actually pay off, in business and in life.
Field information... throw it or keep it?
Sales teams collect market information in the field every day. What to keep, and how to use it.
Importance of SalesRep (Managers)
Sales reps get most of the attention, but their managers decide much of their success.
Brands and consumers
Direct to Consumer (D2C) VS Traditional Brands
Lessons from a D2C brand-building project: why most launches die in the first 18 months, and what the survivors do differently.
Inflation Makes Room for Private Label Growth
A shopper in the cereal aisle, a branded box in one hand and private label in the other. What her choice means for brands.
Free business idea anyone?
A question for economics students at the University of Belgrade, and the business idea that came out of it.
Fast adaptation to new consumer trends
How the pandemic sped up changes in shopping habits, and how brands should keep up.
Brand building: part 1 – story of Consumer Persona
Colgate’s frozen meals and the lesson of building a brand around a real consumer.
Where do you want your business to be in twelve months?
In a 30-minute call we look at your situation, and you get an honest answer on whether and how Consult1 can help.