Resources Library by ANA

Gaining competitive advantage trough distribution

This paper proposes a new approach for manufacturers to deal more effectively with retailers and in the process gain competitive advantage in distribution. This paper will highlight the main factors contributing to the change in the balance between...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Author: Christian R. Viros

June 4, 1986

Improving the standing of manufacturers among their key retail accounts

This paper describes how the growing concentration of retail power has made it increasingly important for manufacturers to optimise their relations with their key customers in order to secure a more favourable position there. This need has stimulated...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Authors: Martin Simmons, Michael Hague-Moss

June 4, 1986

A case of telemarketing contribution to success in below-the-line activities

A substantial manufacturing company operating in the difficult food-stuff field had set itself as an objective to expand their distribution beyond their limited regional market. The method employed has been that of a combination of direct marketing...

Catalogue: Seminar 1985: Below-The-Line And Sponsoring

Author: Roberto Volk

Company: B&C s.r.l.

November 6, 1985

Introduction

Introduction to the Seminar 1982 on Profitable Cooperation of Manufacturers and Retailers, by Gottfried Thiel.

Catalogue: Paper 1982: Profitable Cooperation Of Manufactures And Retailers

Author: Gottfried Thiel

Company: Nielsen

June 15, 1982

Product/assortment policy from the point of view of manufacturers and retailers, based on a special analysis

The conflict of targets between manufacturers and traders with regard to the product-line to be carried is already existing as long as there are dealers selling merchandise produced by somebody else, the producers. This target cannot be solved even...

Catalogue: Paper 1982: Profitable Cooperation Of Manufactures And Retailers

Author: Manfred Lange

June 15, 1982

Panel research

For those of us from a manufacturing environment panel research means to an overwhelming degree continuous monitoring of markets through retail and consumer panels. In the UK the key operators are Nielsen and Audits of Great Britain (AGB). The AGB...

Catalogue: Seminar 1982: The Effective Use Of Panels

Author: J. T. Loughray

June 15, 1982

Producers, retailers and consumers

The twentieth century has seen considerable economic and social changes. Among the most important is the general rise in the standard of living in the industrialised countries. The continuous growth of consumption is evidence of this ; though it is...

Catalogue: Paper 1982: Profitable Cooperation Of Manufactures And Retailers

Author: Bernard de la Rochefoucauld

June 15, 1982

The balance of power in a marketing channel

The nature of a relationship between a manufacturer and retailer, the extent to which it is either harmonious or discordant, largely depends on the power held by each party and the way this power is used. Power relationships also have a direct...

Catalogue: Paper 1982: Profitable Cooperation Of Manufactures And Retailers

Author: Angela M. Rushton

June 15, 1982

The role of the industrial researcher in maximising opportunities for consumer goods manufacturers

Talk to the majority of industrial and consumer researchers and the only things they are likely to agree they have in common are a shared belief in the application of market research to aid the more profitable operation of the company, and a similar...

Catalogue: Seminar 1981: Industrial Marketing Research

Author: Jonathan P. Shingleton

October 1, 1981