A high performing team requires balance between access to top level supervision and a small, manageable set of direct reports, plus specialists with expertise on national accounts and functional support.
A category management presentation for each customer included the incremental sales by swapping out weak competitors for the rcommended SKUs, based on syndicated sales data.
Distribution, both authorized and actual, is weighted by the customer share of total sales volume, and then combined for one number across all trade channels.
Permanent racks for extra display at impulse locations like the cash register add significant sales.
Forecasts within a few percent have been achieved by analyzing baseline sales and adding projected volume for approved programs.
