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New, Improved, Out of Stock china business - mr. miguel p. suterio Apr 25, 2010

(New-Product Distribution Failure)

How many times have we seen a great ad on TV of a wonderful new product that gets us all worked up and raring to rush to the shelves of our local supermarket, only to find it, disappointingly, nowhere in sight?

That’s what industry insiders call New...

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Forecast For Retail, Wholesale in 2010 china business - mr. miguel p. suterio Mar 01, 2010

The Philippine food retail and wholesale industry faces both opportunities and challenges in 2010. Of our Gross Domestic Product, 70% is consumption-driven. A major portion of this consumption demand is for food.

Filipino families, in general, continue to spend as much as much as 50% of their...

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The Game of Pricing in Philippine Supermarkets china business - mr. miguel p. suterio Nov 30, 2009

Given the expansion of SM Hypermarkets and Puregold, pricing has increasingly become important in turning a store into a shopping destination. There are other market players that have used pricing as one of their major attractions. These are large supermarkets with a wholesale orientation or...

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Rebirth of Sales & the Golden Age of Trade Marketing china business - mr. miguel p. suterio Aug 04, 2009

Sixteen years ago I used to work as a sales executive for one of the largest and most dynamic multinational consumer goods manufacturers in the country. When push came to shove and the sales numbers had to be delivered, one of the most effective tools in my arsenal to convince my accounts to...

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Rebirth of Sales & the Golden Age of Trade Marketing (Last of Three Parts) china business - mr. miguel p. suterio Aug 02, 2009

As the trade becomes more and more sophisticated, the role of Trade Marketing moves from being one of service to that of advisory, planning and, ultimately, strategy, which creates great impact on all company decisions.

The size of a Trade Marketing organization will vary depending on the scale...

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Is It Time to Cut the Sales Force? china business - mr. miguel p. suterio Jun 22, 2009

A number of manufacturers faced with reduced consumer demand are asking themselves the tough question: Is it time to cut the sales headcount?

As consumers demand better value from the brands they purchase, consumer goods companies find themselves unwittingly initiating their own downward sales...

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