Forecasting product sales is one of the most important activities undertaken by the brand team during the course of the year. Whether it is the annual sales forecast or the 5-year projections so... Learn More

Oct 29

Topics: Products - Packs

Project Management – The Foundation of Successful Product Launches

Product launches are a period of particularly high pressure for the brand team for one simple reason: you only get one chance to launch a brand. Timelines are always short, visibility is incredibly... Learn More

Oct 15

Topics: Products - Packs

Key Account Management Should Differentiate Value

In order for a business-to-business relationship to be formed, some form of value must be evident and attached to both sides. After all, without value what is the point of the relationship?... Learn More

Oct 19

Topics: Products - Packs

Profile & Segment Customers On How They Think

In our previous post (Segment to survive-One size doesn’t fit all) we raised the idea that we need to look at other ways of exploring behaviour to understand what makes customers choose one thing (or... Learn More

Oct 07

Topics: Products - Packs

Forget Sales Volume, It’s All About Customer Contribution

Customer contribution must become a more important metric, when key account management designation is under consideration. It is crucial for senior management to understand that traditional measures... Learn More

Sep 27

Topics: Products - Packs

Focus On The Individual To Weather The Storm

Does the pharmaceutical industry face the perfect storm in the foreseeable future? It certainly appears as if we are set for one of those re-generational periods, relatively rare occurrences when the... Learn More

Sep 22

Topics: Products - Packs