Posts by anthonyc

Private Label now accounts for more than half of UK Grocery volumes, according to The Grocer, marking a structural inflection point in the UK FMCG landscape. This is not a cyclical response to inflation. It reflects a permanent re-architecture of category value, where retailers are no longer just competing with branded manufacturers, they are actively…

Why Insight Needs Commercial Capability In today’s retail world, businesses have more data than ever. But many still struggle to turn these into insights and real-world results. Knowing what is happening is not the same as acting on it. This gap is holding back growth and making it harder to protect margin. Commercial teams are…

The Food and Drink Federation is warning that food inflation could reach 9–10% by the end of the year, driven by sustained cost shocks linked to global instability. There will be a lag. It can take 7–12 months for rising input costs to fully feed through to shelf prices. That means many manufacturers are already…

In today’s AI-saturated landscape, it’s easy to believe that data alone can drive every decision. Predictive models, automated insights and algorithmic targeting promise speed, efficiency and scale. But in the world of FMCG sales and marketing where nuance, context and human behaviour reign there’s a growing risk: the quiet deprioritisation of lived experience. At Sellex,…

High-performing sales teams are rarely the result of chance. They are built through clear capability development, practical tools, and the confidence to apply them in real commercial situations. Targeted sales capability training helps unlock that potential. By focusing on the skills that matter most, organisations can strengthen performance, build confidence across their teams, and deliver…

Objection handling often gets a bad rap. It’s seen as the uncomfortable part of sales training – memorising scripts and practising rebuttals. But here’s what we’ve learned working with commercial teams for over two decades: When it’s done properly, objection handling isn’t a defensive skill.It’s one of the most powerful strategic tools your organisation has.…

Anthony Carr, Managing Director at Sellex, shares insights on “quiet cracking,” a new workplace trend. “Quiet cracking” is the latest workplace phenomenon making headlines – and it’s costing UK businesses £438 billion in lost productivity. But here’s what caught my attention: this isn’t about employees who’ve given up. These are people who WANT to perform…

In today’s volatile consumer goods landscape, the difference between thriving and merely surviving often comes down to one critical factor: Commercial Confidence. But what exactly is commercial confidence, and why has it become the essential currency for sustainable growth? The Commercial Confidence Crisis Many consumer goods businesses are operating with a critical handicap. Despite investing…

10 Essential Commercial Confidence Areas for the Next Decade In today’s rapidly evolving consumer goods landscape, organisations must proactively develop their teams to meet tomorrow’s challenges. As we look toward the next decade, consumer goods companies need to focus on building capabilities that will enable them to stay competitive, innovative, and responsive to changing consumer…

Sellex Consulting proudly announces it’s own Environmental, Social and Governance (ESG) and Equity Diversity and Inclusion (EDI) commitments alongside its new training programmes to support Commercial Teams in collaborating with customers for a better future! As we have readied Sellex for the next wave of growth, we have spoken to many Commercial Directors about areas…

Whether it is a sustained recovery of UK consumer confidence or a false dawn, the last 5 years has taught us to expect the unexpected and consider multiple options in our trading plans as suppliers. Anyone reading the international, national or trade press at the moment can be forgiven for not knowing if their plans…

Sainsbury’s Retail Media and Data charges have featured strongly in The Grocer in the last fortnight. There is a big opportunity that needs thinking about here and the party that walks towards it will win out. Are retailers not running towards the CMOs to discuss retail media (instead keeping it within the domain of Customer…