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Managing consumer relationships

Customer Relationships

Selling food is changing. It is hard to find a food retailer who is not offering some form of on line shopping. It is incredible to see the pace of change since Amazon purchased Whole Foods. That transaction has really been a catalyst for change in the food industry. We know online shopping is still […]

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Meeting Followup Is King, but how?

Meeting Followup

One of the questions I get asked often is; “how do you follow up after a meeting when category managers are so busy and they never return calls”. No doubt this can be a challenge and very frustrating. When you are sitting across the table you have a very productive conversation, you deliver your message […]

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Ways To Battle Your Meeting Stress

Meeting Stress

The day of a customer meeting can be stressful. You have a number of things you need to accomplish and you need to be in the right frame of mind. When you have a good list and checked it twice it is time to focus on your state of mind. I like to visit stores before […]

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Tired of Riding The Roller Coaster?

Tired Of Riding The Roller Coaster

Customer meetings can deliver great results or be like a roller coaster ride in the dark. They are very important and can have a huge impact on your results. The food industry is still built on relationships and face to face meetings should help you build these relationships. At SKUfood we want these meetings to […]

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Priorities should be your #1 priority

Every food business needs a plan and strategy to determine where products are positioned.  When you are building that strategy you need to consider where your customers are focused. We are not saying blindly follow your customers, but we are saying you need to know where they are going and determine if that direction makes […]

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Positioning your food products

Are your food products in the right place? Food producers and food processors are so busy producing and processing, they forget to take a step back and consider if they are in the right place. The right place in the store and the right stores in the market. You do have choices and your chances […]

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Is your food business doing things to frustrate your customer?

  As a customer, I find it very frustrating when I buy a picture frame and the price sticker is on the glass. I have to work to peel it off and eventually take 5 minutes to remove the residue from the sticker. This is a great example of a store not thinking about the […]

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Research Your Customer Assets

The customer should be considered the most important asset on your company’s balance sheet. They determine what you produce and sell, and ultimately whether your business succeeds or fails. Your customers were not all created equal, and there is great value in learning to understand them better.     Successful selling depends on knowing “each […]

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You should be attending industry events

Often I hear from suppliers is that it is very difficult to get in to see retailers. This is true, so we have to get creative and find the opportunities. Recently, I attended a Canadian Produce Marketing Association (CPMA) town hall meeting in Tracadie PEI. What a great example of an opportunity to talk to […]

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The Negotiation

There has been a lot of discussion recently about prices retailers will pay for products in the food industry. It is a contentious issue and one that every food producer and food processor must consider. The days of just adjusting your cost without some detailed justification are over. If you want to get a fair […]

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