Resources Library by ANA

The point of sale

In recent years there has been a growing body of evidence to show that the point of sale can form an important influence on consumer purchasing behaviour. Key elements within this evidence are the existence of high levels of brand switching and of...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Author: Roy P. Bradshaw

June 15, 1993

The category management revolution

Category Management represents a very significant new phase in the development of retail marketing & retailer/manufacturer relationships. It offers tangible benefits, and its potential is apparent to leading retailers and manufacturers alike....

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Author: Colin Buckingham

Company: Nielsen

June 15, 1993

The European market for electrotechnical goods

After opening of the borders of the Western European Community in 1993 still many differences remain. Where many companies look at Europe as a whole, business -especially retail business- stays a local operation. How can the several retail and...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Authors: Leon Beusenberg, Hans Bouman

Company: GfK

June 15, 1993

Taking the english apple to Spain

This paper discusses the background to the Adams launch into Spain. The approach to the research and methodology are covered in some detail. The foundation for the research programme was provided by an appraisal of the Spanish retail scene conducted...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Authors: Bill Allen, Maureen Johnson

June 15, 1993

A new style of selling in the home appliance business

A vertical marketing system, Milar, shows how a new market positioning plus a new coherent retail marketing strategy has helped the company achieve good performance in sales and costs during a difficult economic period. Self - selection, carefully...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Author: Lluis Martinez-Ribes

June 15, 1993

Using research to develop Woolworths greatest asset

In recent years Britain has experienced a lengthy period of recession and depressed consumer demand. The successful retail organisations have sought further efficiencies in their distribution, operations, stock-holding policies and marketing to...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Authors: Michael Hague-Moss, Howard Warren

June 15, 1993

Sales performance improvement at point of sale

The cases of many distribution organisations show that the strategy decided by firms is often very far removed from the realities of sales points. Operational management is often that which poses the most difficulties, not only because the strategic...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Author: Bertrand Venard

June 15, 1993

Retailing

Five priorities for action for retail marketing correspond to the five factors of revival mentioned in the beginning of this talk: 1) Detect profit losses due to bad monitoring of sales. 2) Establish conformity between better communication and an...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Author: Christophe Chain

Company: Nielsen

June 15, 1993

In search for the most ideal site location for a shop

Cees Moorman and Maijan Smit both work at Ahold Vastgoed BV as Head Market Research and Head Customer Radius Research. Because of the close cooperation between Customer Radius Research and Site Location Research a Market Research Department is formed...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession

Authors: Kees Moorman, Marjan Smit

June 15, 1993