You Can Always Sell More Even When Negotiating With Recession Buyers

by Jim Pancero

How is the current economic downturn affecting you and your markets? The majority of sales people are experiencing lower sales right now. But even if your business is strong, this current economic slowdown will still have an impact on your selling efforts. Read more

2009 Brings Exciting New Opportunities

By: Jim Hall, IFBA Division Chair

We are re-focusing our energy on expanding our businesses and delivering high quality services to our retailers and CPG clients in the food industry.

We have some very exciting news to share with you regarding our IFBA Advertising and Branding campaign. Your Advertising Committee led by John Pence, has spent numerous hours already this year working on exciting improvements to our campaign including a new E-AD strategy to maximize our impressions on the WEB. Read more

Its never too late to do the right thing

By: Kelly Baker, Manufacturers Division Chair

We are in an era that will challenge our code of ethics. Tough times bring about tough decisions. Tough decisions may lead to rationalization, allowing us to do things normally outside our code of ethics. Although these times may appear more challenging to our ethics, all economic conditions create drift. Our ethics during difficult times seem more important because everyone is watching. Everyone includes our investors, supervisors, peers, subordinates, and family. How well we remain within our definition of right combined with fiscal success is paramount. Read more

The Smart Survivors: In a tough economy, MSOs use a variety of strategies

In today’s challenging economy and evolving MSO marketplace, some of the most successful organizations are using tactics old and new to not only survive, but grow.

One of the most widespread tactics that MSOs are using, notes Vickie Alarie of Alarie Consulting, is moving into new channels. For instance, if an MSO has traditionally been in grocery, they may be getting into consumer electronics, she explains. Or if they’ve been in the C-store channel, which has been hurting, they may be getting into dollar stores, which are burgeoning. Read more

Turning Retail Doom into Retail Boom

By: Steve Workman, MSO Division Co-Chair
and Carlos Roca, MSO Division Co-Chair

As we leave 2008 behind and turn into the New Year, its easy to see the dark side of Retail. During the last Quarter of the year and into 2009, all you have to do is read the daily Retail Wire reports to see..Retail sales off, Store Comps down, Retailers claiming bankruptcy, Going out of business, Cutting jobs, Liquidation sales, Shuttering stores, etc. Circuit City, Linens N Things, Tweeter Out, Best Buy, Target, Starbucks, Home Depot, Sears Cutting jobs. Read more

How To Weather The Storm

By:Julie Nichols, Event Marketing Division Chair

How do you define optimism these days? Perhaps it is a banker who irons five shirts on a Sunday?

Whats the difference between a pigeon and an investment banker? A pigeon can still leave a deposit on a Ferrari. Read more

If your world feels like its falling apart thats when we need to stick together

By: Chuck Belding, PIC Division Chair
The Sky is Falling says Chicken Little.
But did it? When you read the paper or listen to the news (or even review your financials) do you feel like the world is falling apart? The pundits love this stuff. It makes for great news. We cant ignore it, but nor do we have to buy 100% into it. Read more

Virtual Trade Show

The NARMS virtual trade show, precursor to the live event staged at The Broadmoor in Colorado Springs from April 4-7, is now open for review and business. Many of those companies exhibiting in the 2009 live event have been engaged in the development of a virtual presence on a virtual trade show floor. This offers anyone gaining the access to review the trade show offerings, make contact with exhibitors and network with peers also attending the show. Read more

Changes to NARMS By-Laws

By action of the NARMS Board of Directors in December, 2008, the NARMS By-Laws were amended, allowing for two classes of membership Active and Individual. This action results in NARMS allowing those individuals not affiliated with an active or prospective member firm or corporation, but who have an interest in connecting with the retail marketing industry, the chance to join. Further, it will also allow an avenue for retirees or transitional former employees to stay connected within the industry as well as retail industry followers, such as students, researchers, professors, etc.
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It’s Not Every Man for Himself!

In a recent essay in the January 19th edition of Time, Nancy Gibbs writes that this recessions biggest test is whether it is every man for himself? She ends her preface with the statement that maybe hard times can make us both tough and tender. For the last few years we have been promoting the idea that NARMS is more than just a trade association it is a community of competitors and when one succeeds we all succeed. I know at times like this it is difficult to look at the big picture rather than your own troubling tasks, but a community does just that we work together so that all can have tools to succeed. It is what you do with those tools that determines your bottom-line and your future.
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