Profitable Trading With Australian Grocery Chains
The only book written about Australian Grocery Chains, and now in it's third printing. All material is applicable to suppliers dealing with Chains around the world, but the examples and jargon are Australian. There is evidence that Australian Chains are the toughest in the world - based on their relative market share and the total trade spend extracted from suppliers.
ISBN 0-646-227440
Grocery Revolution - The New Focus on the Consumer
An outstanding book by Barbara E. Kahn and Leigh McAlister covers both the current trends in the Grocery Industry, particularly in the USA, but also reviews research about consumer behaviour. To purchase just click the attached link to Amazon, which take you directly to the order area. Amazon deliver to Australia in about three weeks. This book is a must read, which gets better each time you read it.
ISBN 0-673-99880-0
Key Account Management - Maximising profitability from major customers
This is a second edition of an excellent book by John Rock. Important reference for any Grocery Account Manager. Published in Australia by Pitmans.
According to the publisher: Key Account Management provides a powerful step-by-step approach which not only preserves existing levels of business, but opens up ways for both supplier and customer to improve profitability from their partnership, and to jointly develop new business. This book will have a significant impact on account management style and implementation which will lead to better customer relationships, increased business and improved focus and sales productivity.
ISBN 1-875680-59-4
The Effective Sales Manager - Practical Solutions to Sales Management Problems
By John Rock. Probably John's key area of expertise - and his second book. His experience as a consultant and lecturer in Australia, Africa, Asia and South America shines through. If you run a sales force this is a must get book. John is truly a world class trainer and consultant.
According to the publisher: The effectiveness of a sales force is, to a very large extent, dependent on whether the sales manager performs his or her job well. As the sales job becomes far more complex, requiring an increasingly large portfolio of skills, so does the sales manager's job. Yet, sales managers are often appointed mainly on the basis of their selling ability, and are rarely given any training in a job which requires a very different skill base. As a result, too many sales managers never get to grips with their new job, and continue to act as super-sales people.
This book provides sound advice on how to manage the interpersonal relationships issues which are fundamental to creating a an effective sales team. Key managerial tasks such as their role in training and developing their staff, appraising and counselling, communication, recruiting the right people, and motivation are addressed. The book also covers the fundamental issues like organisation, planning and control.
ISBN 0-582-87564-1
Analyzing Sales Promotion - Text & Cases: How to Profit from the New Power of Promotion Marketing
Second Edition by John C. Totten And Martin P. Block (1996). An interesting book, if your motivation is in getting more value from promotions. Based on USA experiences, the strength of the book lies in it's theoretical analysis. Most valuable is the coverage of where the promotional lift comes from, and the impact of buyers who switch brands.
There is no coverage of the overall management of trade spend and narrow focus on incremental performance. The book covers the practice of promotions in the USA and also attempts a more general coverage - i.e. outside grocery.
ISBN 0-582-87564-1
