That train has left the station

by Dave Wendland Quite often I’ll receive a call from an independent pharmacy creating a defense to an incoming competitor to their community. Generally I’ll share some sage advice that positions them not only for survival, but the ability to thrive. I also receive the occasional call from the pharmacist bemoaning the arrival of a […]

After the event – part three

by Steve Choate for the Buyer Presentation blog series The first two posts in this series spoke to recapping how your pre-show preparations went and how your buyer presentation resonated. This post will cover what to assess about your retailer interactions and guidelines for follow up.

Data drives business

by Julie Bonnell There is an artisanal chocolate maker in my community. His chocolates are amazing and well worth making a special trip to buy. He is also a bit of a character. He won’t let you into his shop unless he knows something about you. When you come to his shop for the first […]

After the event – part two

by Steve Choate for the Buyer Presentation blog series In my last post I encouraged you to conduct an event recap while it was still fresh in your mind. After you’ve evaluated how the pre-show preparations went, you can turn to reviewing how your buyer presentation was received and what changes are necessary.

After the event – part one

by Steve Choate for the Buyer Presentation blog series Wow! You made it through numerous buyer meetings and several evening networking events. So now you can relax and watch the orders come in – right? Wrong! Your work on the road to sales has just begun! Take some time after your last meeting and before you […]

Preparing for your buyer event or meeting – part one

by Steve Choate for the Buyer Presentation blog series You signed up to attend an upcoming ECRM event – now what do you do? First, take care of making your reservations for travel, hotel, and transportation. Be sure to arrive with enough time to set up your room prior to your first meeting and choose a […]

CPG marketing: it’s a new game

by Dave Wendland Traditional marketing once focused largely on building awareness for a brand; today’s mantra is about changing consumer behavior. This is a daunting challenge for virtually every CPG brand because of lack of continuity across marketing channels, intensified confusion among shoppers, and the constantly evolving promotional landscape. According to statistics published by AMG […]

B2C marketing — part two

by Steve Choate for the Buyer Presentation blog series In my previous post I pointed out that one important element of your buyer presentation is your business-to-consumer (B2C) marketing plan, and that demonstrating a well-thought-out, strategic plan to build demand and draw in customers will be to your advantage. I went into further detail about understanding […]

B2C marketing — part one

by Steve Choate for the Buyer Presentation blog series One important element of your buyer presentation is your business-to-consumer (B2C) marketing plan. Your demonstration of a well-thought-out, strategic plan to build demand and draw in customers will let buyers know that you have done your research and are dedicating resources to drive consumers into their stores. As […]

Brush up on competitive intelligence

by Steve Choate for the Buyer Presentation blog series As you are preparing for your meetings with buyers, brush up on your competitive intelligence. It’s important to be able to speak to your brands’ differentiators over competing products and how it is positioned within a channel.

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