Top 8 Impacts of HFSS on the SHELF

The premise is simple – HFSS brands that are prevented from driving sales through display or multibuys are going to rely more heavily on driving sales from the Shelf.  But what does this mean in practice?  Previously we’ve written about the HFSS Impact on Promotions here, and on Terms here, as both are directly impacted from the HFSS regulations. However,…

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Prepare now for HFSS Impact on Terms

While the primary impact of HFSS regulations in 2022 is on Promotions and off-shelf Display, HFSS also has significant implications for the Customer Terms that fund Display, Feature Space and Merchandising.  This is especially true for brands that currently fund their promotions and feature space with on-invoice promotion funding, or ‘Back to Front margin’ (B2F Margin) as it’s…

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Prepare now for HFSS Impact on Promotions

First COVID, then Brexit – there’s no shortage of challenge in the grocery industry right now.  But while the industry is still reacting to these two major disruptions a third is already imminent – as the government plans to restrict promotions ongoing on High Fat Sugar and Salt (HFSS) products as early as April 2022.  Since…

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Electronic Price Tags promise an exciting future for RGM

I had a glimpse into the future yesterday – in the Asda at Stevenage.  I know, I never thought I’d say that either – but they’ve recently installed electronic shelf labels (or ESL’s) to most of their lines in the largest UK trial of this technology to date.  There are many benefits to ESL’s but…

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2020 is the Perfect time to reset Customer Terms

We are living through the most economically disruptive period in living memory – and there is no obvious end in sight.  Some products and channels have seen 5-10 years of sales growth in a matter of months, while others have dropped off or seemingly sunk without trace, and the forecast accuracy measures for 2020 are…

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Are You Setup for Success?

When it comes to improving organisational effectiveness, there are a few questions that we frequently discuss with our clients: Will the current structure of your sales or commercial organisation support the delivery of your growth plans over the next 3-5 years? Do you have the right capabilities within your organisation to unlock the growth opportunities…

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Which Training Techniques Are the Most Effective?

Sales training is essential to any organisation. Ensuring that your sales teams are equipped with the correct skills is paramount to delivering profitable growth. As a team of highly trained consultants and trainers with a wealth of knowledge on the theory behind and the practical application of sales training, we have built our training with…

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The Challenge of Sales Capability

Unless you’ve been avoiding all social interaction for the past 10 years, it’s difficult not to notice the numerous and well documented challenges all suppliers to the retail sector are facing: changes in consumer behaviour; advances in data and analytics; and the channel shifts. All of which (…plus the ongoing uncertainties of Brexit) have had…

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Is It Time to Re-Think Your Sales Training?

At Sellex we are passionate about sales training and capability development, and have long held the view that many of the various offerings of Account Management training available are not keeping pace with the market and its rapid rate of change. To back this up, we went out and gained feedback from leading consumer goods…

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When Own Label Growth is Rampant, How Do Brands Survive?

When Own Label Growth is Rampant, How Do Brands Survive? As we conclude our series of articles on Category Management, Director of Consulting Peter Chapman offers an insight into the rise of Own Label brands, what ‘national brands’ can do to contest the growth of Own Label brands, and how our services can help your…

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