A newly promoted account manager of a branded chilled foods business moved from the convenience channel to look after one of the large UK multiple retailers. The relationship with the retailer was very challenging and the new product development and promotions were put on hold. The client's objective was to improve the relationship quickly to ensure delivery of the business sales and volume targets.
WHAT WE DID
Fresh Perspective provided bespoke training on understanding customers and one-to-one sessions. Combined with 24-hour telephone access, this gave the individuals support to deal with issues.
The outcome was that the account manager achieved reinstatement of the new product development and promotional plan within three months. The retailer signed up to the joint business plan and this delivered significant growth to the business for the following 12 months and the account manager gained confidence and developed a sustained positive relationship with the retailer.