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Your online consumer

You need to know who buys your products online Every successful food and beverage business understands who buys their products. You really do need to define your target market to develop effective promotion plans and maximize return on the investments you make. When you are selling online this is more important than ever. Yes, online provides access […]

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E-commerce is an opportunity

Success is doing it right We know the food and beverage industry has changed so much in the last 12-18 months. One of those changes has been the increase in e-commerce. We can debate the actual penetration, but I am sure we will agree it is growing and it is here to stay. Many food and beverage […]

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Trust will make the difference

Who do you trust? In your business you have many business relationships. You interact and the transactions happen. Either you buy something or you sell something. Think about the relationships where there is something different. You cannot always identify it but there is something better. Often that is trust. Where you know if the person you are […]

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Trust is tough to measure

How will you determine consumers and customers trust you? We have talked about how you define trust and some of the opportunities you have to build trust with consumers and customers. If you are doing all of this work how will you determine if it is working? Trust is tough to measure and my experience has been […]

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Trust = Price + Quality + Experience

How will you deliver these attributes? Developing trust with customers and consumers is a 52 week job. It takes time to develop and you can erode it very quickly. Think of every interaction with customers and consumers impacting that meter of trust. 8 weeks hitting your service level targets builds trust and helps you develop a relationship. […]

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How do you define trust?

You will be amazed when you have a relationship with customers built on trust Trust is a word we do not hear often enough in the food and beverage industry. We hear mis-trust more often than trust. This is unfortunate because when individuals trust each other they can get past the trivial things and focus on […]

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Once you create the plan, you need to share it

When will you communicate with your customers and consumers? We have been talking about your promotion plan, how you will innovate and what you can afford. All important work as you create the plan to get your great product off the shelf. If you have heard me speak, you would have heard me say, “Success is not […]

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Proactive, innovative initiatives will differentiate your products and your business

Can you develop proactive, innovative ideas for your customers and consumers? There are so many products in the market it can be a challenge to bring innovation to your category. One of the assumptions suppliers make is that product innovation is a consumer-focused attribute. There is no doubt consumer focused innovations are important but they are […]

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You need to invest to get your product off the shelf

What can you afford? There is so much work required to get your product to the shelf, but your work does not stop there. You really do have to get your product off the shelf to deliver sales. In our food and beverage industry we have trained consumers to look for ‘deals’. It can be a […]

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Different strokes for different folks. How can you differentiate the plan for each customer?

If you are in the food and beverage business, chances are most of your customers are selling food and beverage. How they choose to do it can be quite different. Think about your customers and how they choose to compete and try to differentiate their offering in the market. Your job as a supplier is to […]

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