Global retailer expansion in Thailand (FMCG)

Wal-Mart, Carrefour, Tesco and others view Asia is a major growth opportunity. In Thailand, the government is so worried about the impact on small retail, that it has been struggling with legislation for years.

Our client had smart (MBA qualified) Key Account Managers with limited experience, feeling massive trade spend pressure as retailers “persuaded” suppliers to fund their growth.

We provided all of the basic account profiling, analysis and planning tools that you see in our Online Sales Training modules.

Then, we focused their considerable analytical abilities on promotional analysis, to identify profit leaks and design their own promotional management methodology.

Outcome

This stemmed the bleeding and we were invited to work on the same issue in other Asia markets.