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Nortel: Strengthening Channel Sales Is Key to Growth

(Source: Channel Insider, July 28, 2006)

 

Nortel, the Canada-based telecom equipment supplier, is gearing up to push more of its products through the channel, increase its revenue through these sales and strengthen its relationship with its VARs.

 

The new commitment to the channel comes after the Toronto company inked a new deal with Microsoft to develop telephone systems that will operate with PC software.

The company also established new ties with several distributors, including Ingram Micro, SYNNEX and Westcon Group.

 

To help improve relations with its channel partners, Nortel plans to simplify its channel program, focus on new revenue and establish new training and technology.

In its release, Nortel highlighted several improvements it intends to make in the channel.

These include embedding services with the company's enterprise channel, strengthening and maintaining training with its partners and offering better communication to simplify its relationship with VARs.

 

The companies are looking to simplify business communication by coupling new software with telephones and computers. Full Story: Click Here

 

 

 

 

Study Finds Custom Media Fastest Growing Segment of B2B Marketing 
(Source: B2B Marketing Trends 7/25/2006)

New research, commissioned by B2B Marketing Trends, indicates that B2B marketing professionals no longer view custom publishing and Internet technologies, such as webcasts and e-newsletters, as “new” media. In fact, the study, sponsored by NXTbook Media and Penton Custom Media, concludes that B2B marketers are embracing custom media as a proven way to more specifically target their customers and prospects. The results of the study, conducted by independent research firm Noll Research, illustrate the growing importance of custom publishing, or branded editorial content, as a weapon in the arsenals of B2B marketing professionals.

For more on the study, Click Here to read the FREE white paper.

 

 

 

 

 

Grocery Store Forced to Change Gas Discount Policy (Source:  Convenience Store News, July 31, 2006)

Woodman's Food Markets, operators of 11 stores in Wisconsin and Illinois, has altered its gas discount program after it lost a lawsuit filed by Kwik Trip that stated the grocer was violating the state's law on minimum markup for gasoline, The Associated Press reported.

The original program gave customers 3 cents off a gallon of gasoline when they showed a receipt from the grocery store. Kwik Trip filed a lawsuit against the grocer, stating that the 3 cent discount made the price of gas lower than the minimum markup, the AP reported.  Jeremy McPherson, director of business trade practices for the state Department of Agriculture, Trade and Consumer Protection, told the AP that abandoning the rebate policy was clearly in response to a judge's determination that Woodman's practice violated the minimum markup law.

In the same ruling, Kwik Trip was banned from printing $1-off gas coupons. This decision was based on Woodman's original lawsuit against Kwik Trip's $1-off coupons. Kwik Trip responded to the grocer's suit by challenging its 3 cent program, the report stated.

The minimum markup law for the state requires pump prices to be 9.18 percent higher than the wholesale price, although an exception states that retailers can lower prices below the markup to match a competitor. In May, the state's Senate killed a measure to end the minimum markup law, reported the AP.  Full Story: Click Here

 

 

 

 

Study Finds Custom Media Fastest Growing Segment of B2B Marketing
Source: Ad Age July 28, 2006

Aside from adding new fuel to the controversy over advertising and childhood obesity, the report issued by the Kaiser Family Foundation last week also provided new levels of insight into the logistics of top food marketers use of the web to reach children. The study found that 82 of the country's largest food marketers were operating more than 500 youth-oriented online advergames. Hear more of the details about why advergame marketing strategies are so effective. Full Story:  Click here

 

 

Nielsen: Mainstream Advertisers Flock to Podcasts

Source:  Mediaweek July, 2006

Podcasting may only attract a small percentage of U.S. adults, but the emerging medium has already begun to attract several mainstream advertisers. According to The Economics of Podcasting, a report released Thursday by Nielsen Analytics, part of VNU’s media measurement and information group, the most successful podcasts garner as many as two million downloads a month, drawing advertisers such as Dixie Paper Company, which sponsors the Mommycast Podcast Series. Other podcast advertisers are Sony Pictures, Shell Oil, Earthlink, Warner Bros., HP, HBO and GoDaddy.

More than 6% of U.S. adults, about 9 million Web users, have downloaded podcasts in the past 30 days, the report concluded, echoing estimates released last week by Nielsen/NetRatings. Most of podcast users are male, more than 75%. A significant portion, about 38%, said they are listening to radio less often as a result. Those that regularly download podcasts, download an average of one to three podcasts each week.

With podcast popularity growing, traditional media and businesses are taking advantage of podcasting as a marketing tool. Online travel agency Orbitz, for example, offers audio descriptions of travel destinations. McDonald Investments and The Motley Fool offer free podcasts on finance-related subjects. Even movie studios are exploring how podcasting can be used to market films and DVDs, such as Paramount ’s recent promotion for Nacho Libre featuring Jack Black.

“While essentially still in nascent form, podcasts offer free audio and video content that is inexpensive to create, easy to access and on a portable platform that has already reached mass distribution,” said Larry Gerbrandt, general manager and senior vp of Nielsen Analytics. “This exciting new medium has only just begun to stretch its legs.”
Full Story: Click Here

 

Georgia Peach Commission Launches Trade Portal
(Source: Progressive Grocer July 25, 2006)

  In response to findings from a recent consumer survey, the Georgia Peach Commission (GPC) here has introduced a special trade section on its Web site to help retailers better merchandise Georgia peaches to consumers.

The commission's new retail section, at http://www.gapeaches.org, features merchandising best practices and historical information regarding the long legacy of sweet Georgia peaches.

"We believe that the trade section will help retailers maximize sales of Georgia peaches because they now have the opportunity to download our colorful point-of-sale materials and obtain our product storage, handling and display suggestions," said Al Pearson, GPC chairman.

Georgia 's peach harvest runs from mid-May to mid-August, and produces harvesting more than 130 million pounds each year.  Full Story: Click Here

 

 

New Members:

 

The Rainmaker Group is a business intelligence and data warehouse engineering firm and creator of Accelerated Analytics®.  Our engineers are experts in database design and visual presentation of complex data, with a core competency in solving “large data” problems and complicated systems integration issues.  Accelerated Analytics® is a hosted service for retail supply chain analytics and real-time collaboration between buyers and suppliers.  Take an online demonstration of Accelerated Analytics at www.acceleratedanalytics.com

See Rainmaker Group at the TPMA Annual Conference in Chicago this September 25-27th

Contact Rainmaker Group: 330-375-1222 or sales@rainmakerworks.com

 

 

 

Upcoming Events:

 

 

 

 

VCF Executive Management Series - Strategies in Growing Vendor Margins   August 24th – New York City – 8:30 AM - Save the Date! 

 

The Vendor Compliance Federation (VCF) is hosting an executive tailored program on August 24, 2006 at the Union League Club in New York City.  Our well-versed presenters will provide profit generating insight in a half day program that is designed to fit the busy schedules of executives who attend.  Hosting our event at the historical Union Club is the prefect venue for discussing best practices that can lead to greater margins and allows executives to be back at their desks by noon. 

 

VCF members are encouraged to attend for $199.  Non-members can register at $299.  To register and see our agenda, click here.

 

We look forward to seeing you on August 24th.  For more information, please call Anthony Miano at 646-442-3701. 

 

 

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Retail Vendor Synchronization: Tactical Deduction Strategies for Key Customers
September 6, 2006 - September 7, 2006, Teaneck, NJ

Our conference is one of education, networking and awareness. See how to implement tactical deduction strategies using best practices, technology solutions and tools that can enhance a more efficient and cost effective supply chain.  This program is jointly hosted by the American Apparel and Footwear Association and the Vendor Compliance Federation.  

 

Our speakers are industry leaders discussing topics that matter most to your financial health.  Hear from Paul Charron, Chairman & CEO, Liz Claiborne Inc. share his insights on Trading Partner Relationships, a critical and key factor to remaining competitive in today’s retail environment.

 

Our second keynote speaker is Steve Hochman, Research Director, AMR Research.  Steve will present the tactics of "Fast Fashion: Zara & Beyond" providing attendees the important takeaways that this innovative retailer is using to improve supply chain performance to generate increasing profits! 

 

Click here to register and view detailed agenda.

 

 

 

 

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TPMA Annual Conference: Proving the Value of Trade Promotion Management 

September 24-27, 2006, Chicago, IL

You don’t want to miss this event!

 

Join us in Chicago, September 25th-27th for TPMA’s Annual Conference to profit from industry experts and their shared insight. 

 

Learn from:

 

Pinnacle Foods and Synectics how they have gotten a handle on deductions

Coty and CAS their collaborative vision for TPM

OatSystems on increasing effectiveness of in-store promotions using RFID

Google on the effective use of trade funds in alternative media

 

Of equal value don’t miss the opportunity to network with your peers (including: Campbell Soup, Verizon Wireless, Sealy, McCain Foods, Hartmarx, AAFES, and Newell Rubbermaid, etc.) to share successes and build relationships across industries and channels.  SAP will take us out to the ballgame on Tuesday evening as we overlook Wrigley Field from our private rooftop event.

 

The first 100 people to register for the TPMA Annual Conference in September receive a complimentary copy of Bob Houk’s new book (17 copies left), “Trade Promotion Marketing”.  

 

Write to Mike Kantor at bhouk@tpcww.com for more information.

 

 

 

 

 

 

 

 

VCF Global Conference – Retail Trading Partners Unite!

November 5-8, 2006, Scottsdale, AZ

Are you struggling with deductions?

 

Do you want to prevent future deductions from occurring?

 

Then attend the VCF Global Conference at the Camelback Inn November 5-8, 2006! 

 

Retail trading partners will unite at the Camelback Inn and create new growth opportunities, learn how to reduce system disconnects and seamlessly execute their supply chains to the delight of every consumer they serve,  all the while learning how to prevent future deductions. 

 

Confirmed retailers attending so far...

  • AAFES
  • Big Lots
  • Circuit City 
  • Dillards
  • Kohl's
  • and more are confirming every day!

Register today and save your spot! Remember, members attend for only $695 - a $1000 savings off the non-member rate.  To register for the conference, click here.

 

Don't forget to make your hotel reservations now because rooms are already being booked!  To make your hotel reservations, call the Camelback Inn at 1-800-242-2635 for the negotiated rate of $245/night.  Reference the Vendor Compliance Federation to secure your special rate.

 

If you have questions, call Anthony Miano at 646-442-3701 or write to amiano@vcfww.com.

 

 

 

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Write to Mike Kantor at bhouk@tpcww.com for more information.