tag:blogger.com,1999:blog-25791365216433320832024-02-08T16:25:47.658+11:00John Sergeant AssociatesJason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.comBlogger19125tag:blogger.com,1999:blog-2579136521643332083.post-41647121816980720052007-05-17T11:59:00.000+10:002007-05-17T15:31:40.953+10:004 cents Per Litre - A Declining Promotion?<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjvGWLaVI8Y20tCeCPdrjVqOuthAeKjm8OZEGvnDgyZRvnfwD_cMt5Oc18XeagM5H1o759ZQ9AmCXvCsRiFrf8KFKsQtnJX6IACe_9bv6nwtyqKg6SAi9ufsgwXoFevlYz98C8cHIL6wXm1/s1600-h/shopper+docket.jpg"><img id="BLOGGER_PHOTO_ID_5065397644951438770" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjvGWLaVI8Y20tCeCPdrjVqOuthAeKjm8OZEGvnDgyZRvnfwD_cMt5Oc18XeagM5H1o759ZQ9AmCXvCsRiFrf8KFKsQtnJX6IACe_9bv6nwtyqKg6SAi9ufsgwXoFevlYz98C8cHIL6wXm1/s200/shopper+docket.jpg" border="0" /></a><br /><div><span style="font-family:trebuchet ms;">Hidden in the Coles Group Ltd's third quarter sales announcement is a decline in the the number of supermarket dockets being redeemed by consumers. Coles Express reported a sales decline of 7% - also attributed to lower average petrol prices, competitor activity and their ongoing store upgrades.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><div><span style="font-family:trebuchet ms;">Those of you that appreciate the workings of a Retailer P&L will agree that at the very low net profit margins that petrol generates (1-2%), this is likely to significantly impact the overall profitability of the operation.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><div><span style="font-family:trebuchet ms;">I wouldn't mind finding out whether this has also impacted average basket size at Coles as consumers see less value in upping the transaction to hit the $30 threshold.</span></div><div><span style="font-family:trebuchet ms;"></span> </div><div><span style="font-family:trebuchet ms;">It will be interesting to see whether the decreased usage in the redemption is occuring at Woolworths. </span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;"><em>Jason Wenn</em></span></div><br /><div></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-72929707483499187392007-05-15T09:00:00.000+10:002007-05-18T15:36:07.857+10:00Multichannelling : Forrester's Latest News<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiMZfis_EAToAB2T0UcajCwff4VurCAlursxyAzCsnpUY6ybUozURQZvxoWN61XmjM1wep4uLQD4bb7FVoa3o4NRTTTJGVQXuG3N33PP6HoNosmzhchksCyP12UjZNi_5I5zEUwKs-CnKuM/s1600-h/BARCODE+3.bmp"><img id="BLOGGER_PHOTO_ID_5064615353747803218" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiMZfis_EAToAB2T0UcajCwff4VurCAlursxyAzCsnpUY6ybUozURQZvxoWN61XmjM1wep4uLQD4bb7FVoa3o4NRTTTJGVQXuG3N33PP6HoNosmzhchksCyP12UjZNi_5I5zEUwKs-CnKuM/s320/BARCODE+3.bmp" border="0" /></a> <div><div><p class="MsoNormal"><?xml:namespace prefix = o /><o:p><span style="font-family:trebuchet ms;color:#333333;">Great piece from Tamara Mendelsohn at Forrester Research. You can get the full article <a href="http://now.eloqua.com/e/es.aspx?s=332&e=4A2CAFD6CA7D4D8A89940A4C173F3D64&elq=77E8615202D2448EA7B77B1001A18C24">here</a></span><span style="font-family:trebuchet ms;color:#333333;">. But the couple of key points I was interested in:</span></o:p> </p><ul><li><div class="MsoNormal"><span style="font-family:trebuchet ms;color:#333333;"><o:p>This year, 16% of all sales will be influenced by the rese<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiORYz9sUVKhpDx6RUu1SV2spQHtckCk3VaaHvK-VnrD3xzNNem7OBhI8N7oQ7bfW9xh5jdKR9BcIuHJJllpUd_16SkTVljZM8UA1pqo6f4Q2GNSWzX9hoGMwDdf3MgAt1yETkmv0czDBUU/s1600-h/BARCODE+3.bmp"></a>arch people do on the web</o:p></span></div></li></ul><ul><li><div class="MsoNormal"><span style="font-family:trebuchet ms;color:#333333;"><o:p>43% of all purchases will be made at a retailer different to that retailer with whom they did their on line research.</o:p></span></div></li></ul><br /><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;color:#333333;">Traditionally, on line research has been limited to big ticket or more technical purchases. For example, over at Bleeding Edge, Jeremy has a great <a href="http://bleedingedge.com.au/blog/archives/2007/05/internetpowered_shopping.html">post</a> on how you can save up to 40% when IT shopping. But how far will people go? To what extent will we start to see this in the mass merchants and grocery channels? </span><br /></p><br /><p class="MsoNormal"><span style="font-family:Trebuchet MS;color:#333333;">Seems to me that consumers are more discerning about how they can use the Web. They still crave the need for instant gratification (i.e. they want the item in their hands now, rather than waiting for it to be shipped) but use </span><span style="font-family:Trebuchet MS;color:#333333;">comparisons off the web to get the best price. I wonder how the elements of customer service and location still influence the shopper decision? </span><br /></p><br /><p class="MsoNormal"><span style="font-family:Trebuchet MS;color:#333333;">If you're not going to be the cheapest - you need to be better at something. Better service, better location, better availability of stock - what else? Its a big ask for retailers, but how can suppliers and distributors add to this process?</span> </p><ul><li><div class="MsoNormal"><span style="font-family:Trebuchet MS;color:#333333;">Retail sales training - help the retailer convert more shoppers</span></div></li><br /><li><div class="MsoNormal"><span style="font-family:Trebuchet MS;color:#333333;">Product training - the more information the consumer has usually means they'll ask much tricker questions when in store. In store staff need to be prepared.</span><br /></div></li><li><div class="MsoNormal"><span style="font-family:Trebuchet MS;color:#333333;">Stock availability - either on the shelf/floor, in the warehouse or available within 12-24 hours.</span></div></li></ul><br /><br /><br /><p class="MsoNormal"><span style="font-family:Trebuchet MS;color:#333333;">Any other ideas?</span></p><br /><br /><br /><p class="MsoNormal"><span style="font-family:Trebuchet MS;color:#333333;"></span></p><br /><br /><br /><p class="MsoNormal"><span style="font-family:Trebuchet MS;color:#333333;"><em>Jason Wenn</em></span></p><br /><br /><br /><p class="MsoNormal"></p></div></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com1tag:blogger.com,1999:blog-2579136521643332083.post-50334851260406367872007-05-14T15:17:00.001+10:002007-05-14T15:38:38.862+10:00Will Coles be Too Much for KKR?<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgYXOeW7YwQ17iHn8Vp7bGUQa22F4hepG1NnpPVxUFF_9e9RHC7Hxsk1UdiwgwnxFRRCCNSmPhPD9-dAHOVxmAMKdpW4iRAsGewwQbVd6hK9E6gw6QZBKvc7U3r4OhIU8KQyZTax5bTcMIE/s1600-h/coles.jpg"><img id="BLOGGER_PHOTO_ID_5064285676353129490" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgYXOeW7YwQ17iHn8Vp7bGUQa22F4hepG1NnpPVxUFF_9e9RHC7Hxsk1UdiwgwnxFRRCCNSmPhPD9-dAHOVxmAMKdpW4iRAsGewwQbVd6hK9E6gw6QZBKvc7U3r4OhIU8KQyZTax5bTcMIE/s320/coles.jpg" border="0" /></a><br /><div class="Section1"><br /><p class="MsoNormal"><a href="http://www.kamcity.com/namnews/asp/newsarticle.asp?newsid=33707"><span style="font-family:trebuchet ms;"></span></a><span style="font-family:trebuchet ms;">KKR have taken out a short term, AUD $16 billion dollar, loan to fund its takeover of Alliance Boots in the <?xml:namespace prefix = st1 /><st1:country-region st="on"><st1:place st="on">UK</st1:place></st1:country-region>. Senior management at Alliance Boots stand to gain significant bonuses if the takeover proceeds – up to $15 million for the CEO Richard Baker. Apparently it is a short term finance deal at very high interest rates. It makes us ponder a couple of points:</span></p><ol><li><div class="MsoNormal"><span style="font-family:trebuchet ms;"><span style="color:#333333;">Can KKR still proceed with a timely offer on Coles? Will the <st1:country-region st="on"><st1:place st="on">UK</st1:place></st1:country-region> deal limit the capacity of KKR in the immediate short term?<?xml:namespace prefix = o /><o:p></o:p></span></span></div></li><br /><li><div class="MsoNormal"><span style="font-family:trebuchet ms;"><span style="color:#333333;">What incentives will KKR offer Coles Management? How does this compare to the Wesfarmers’ offer?<o:p></o:p></span></span></div></li></ol><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;">I wonder if we will see the Coles Board attempt to delay proceedings to ensure KKR can make a decent offer?<o:p></o:p></span></p><br /><p class="MsoNormal"><span lang="EN-AU"><span style="font-family:trebuchet ms;"><o:p></o:p></span></span></p><br /><p class="MsoNormal"><st1:personname style="BACKGROUND-POSITION: left bottom; BACKGROUND-IMAGE: url(res://ietag.dll/#34/#1001); BACKGROUND-REPEAT: repeat-x" tabindex="0" st="on"><span lang="EN-AU" style="font-family:trebuchet ms;">Jason Wenn</span></st1:personname><span lang="EN-AU"><o:p></o:p></span></p><br /><p class="MsoNormal"><o:p><span style="font-family:trebuchet ms;"></span></o:p></p></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-79256987760330221732007-05-11T16:29:00.001+10:002007-05-14T15:57:28.239+10:00If you're not up by 20% in Western Australia, you're not trying<a href="http://www.goodgearguide.com.au/im.php/width/640/im/1537_7_harveynorman.jpg"><img style="FLOAT: right; MARGIN: 0px 0px 10px 10px; WIDTH: 320px; CURSOR: hand" alt="" src="http://www.goodgearguide.com.au/im.php/width/640/im/1537_7_harveynorman.jpg" border="0" /></a><br /><div class="Section1"><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;">Earlier we </span><a href="http://johnsergeantassociates.blogspot.com/2007/05/someones-doing-it-right-latest-david.html"><span style="font-family:trebuchet ms;">reported </span></a><span style="font-family:trebuchet ms;">a great WA result for David Jones. Following their February announcement of a first half profit increase of nearly 40%, Harvey Norman sales have risen by more than 17% in the March quarter – on the back of strong results in WA and electronics (particularly Plasma and LCD TVs). Total sales for the quarter totaled $1.28 billion, with same store sales up 10.8%.</span></p><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;">In spite of a tough market (except for WA!), Harvey Norman expect to maintain sales growth in excess of 10% for the second half of the financial year. </span></p><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;">Gerry Harvey was reported in Inside Retailing as saying “If you're not up by 20% in <?xml:namespace prefix = st1 /><st1:state st="on"><st1:place st="on">Western Australia</st1:place></st1:state>, you're not trying…”<?xml:namespace prefix = o /><o:p></o:p></span></p><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;">So are you up 20% in Western Australia?<o:p></o:p></span></p><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;"></span></p><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;">Sources: AAP & Inside Retailing<o:p></o:p></span></p><br /><p class="MsoNormal"><st1:personname style="BACKGROUND-POSITION: left bottom; BACKGROUND-IMAGE: url(res://ietag.dll/#34/#1001); BACKGROUND-REPEAT: repeat-x" tabindex="0" st="on"><span lang="EN-AU" style="font-family:trebuchet ms;">Jason Wenn</span></st1:personname><span lang="EN-AU"><o:p></o:p></span></p><br /><p class="MsoNormal"><o:p><span style="font-family:trebuchet ms;"></span></o:p></p></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-73059690237133400362007-05-11T15:32:00.001+10:002007-05-14T15:09:16.934+10:00Out of Code Promotions<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg-zyoXxbEWlWjmVF7wrARKe7zHOLocLKfwbXu88NMDBoPN1BWr_zR9_DSIFqfbOmgvS0TfgET99OwT_1Jc8ReiSxi-gPEGysP8NvOo9ZXYQ6o07l94zvVm6MXLO0yqAwK-XCZ1ZvL76zXm/s1600-h/cadbury.jpg"><img id="BLOGGER_PHOTO_ID_5064276012676713474" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg-zyoXxbEWlWjmVF7wrARKe7zHOLocLKfwbXu88NMDBoPN1BWr_zR9_DSIFqfbOmgvS0TfgET99OwT_1Jc8ReiSxi-gPEGysP8NvOo9ZXYQ6o07l94zvVm6MXLO0yqAwK-XCZ1ZvL76zXm/s320/cadbury.jpg" border="0" /></a><br /><div class="Section1"><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;">It’s always been tough to manage out of date products for some of our clients, but it might get harder if the ACCC chooses to get involved in out of date <strong>promotions</strong>. As reported in FOODweek, Cadbury Schweppes have been taken to task over a 250g display of Dairy Milk Triple Decker where a promotion had expired on 31<sup>st</sup> December, 2006 and stock were still in a prime aisle gondola display on March 17, 2007. The ACCC aren’t involved in this case, but have in others previously. How can you avoid this scenario?</span><br /></p><ul style="MARGIN-TOP: 0cm" type="disc"><br /><li class="MsoNormal" style="mso-list: l0 level1 lfo1"><span style="font-family:trebuchet ms;"><span style="color:#333333;">Ensure your product has start and finish dates clearly marked on the packaging and associated POS<?xml:namespace prefix = o /><o:p></o:p></span></span></li><br /><li class="MsoNormal" style="mso-list: l0 level1 lfo1"><span style="font-family:trebuchet ms;"><span style="color:#333333;">Ensure the right level of sell in and manage store allocations carefully<o:p></o:p></span></span></li><br /><li class="MsoNormal" style="mso-list: l0 level1 lfo1"><span style="font-family:trebuchet ms;"><span style="color:#333333;">Brief your merchandising team on close to expiring promotions and optimise sell through tactics (points of display etc) earlier.<o:p></o:p></span></span></li></ul><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;"><o:p></o:p></span><span style="font-family:trebuchet ms;"><o:p></o:p></span></p><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;">Jason Wenn<o:p></o:p></span></p><br /><p class="MsoNormal"><span style="font-family:trebuchet ms;"><o:p></o:p></span></p></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-14230408220275697072007-05-11T12:48:00.000+10:002007-05-11T12:55:39.236+10:00That Was Quick - Tesco Out of Coles Bid<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEii6oPUafQEnlwVMMg20k0zZGBByeArFaUQHUSiFoVMv55nHhp4cGTD3bvJ6-VmVv6SVj_3yUJ7bfKroZqHwQCrn3FVP1an_zG0Jm101UDovoPdI79EatOr7XievzfrWSIgWB3HoZkXDL7q/s1600-h/coles-tesco.gif"><img id="BLOGGER_PHOTO_ID_5063130433229720546" style="FLOAT: left; MARGIN: 0px 10px 10px 0px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEii6oPUafQEnlwVMMg20k0zZGBByeArFaUQHUSiFoVMv55nHhp4cGTD3bvJ6-VmVv6SVj_3yUJ7bfKroZqHwQCrn3FVP1an_zG0Jm101UDovoPdI79EatOr7XievzfrWSIgWB3HoZkXDL7q/s320/coles-tesco.gif" border="0" /></a><br /><div><span style="font-family:trebuchet ms;">As reported by <a href="http://www.kamcity.com/namnews/asp/newsarticle.asp?newsid=33694">Kamcity</a>:<a href="AUSTRALIA:"></span></div></a><br /><div><span style="font-family:trebuchet ms;color:#333333;"><br />AUSTRALIA: Tesco Said To Be Backing Off From Coles War<br />Tesco has decided not to try and bid for the Coles Group, according to Reuters, citing a source familiar with the situation. Tesco’s withdrawal of interest will leave the battle for Australia’s second-largest retailer open to conglomerate Wesfarmers Ltd., and a consortium including private equity giant KKR. Tesco had reportedly appointed Merrill Lynch to look into a possible Coles offer, but has now decided it was not a sound move. The source said, “They viewed it as a massive turnaround being required and a huge resource commitment". It is worth noting that Tesco usually prefers to set up its own operations in a new market, and grow organically, rather than through acquisitions. The Australian Financial Review newspaper separately reported that negotiations between Wesfarmers and Coles were in the final stages for a start to due diligence. Other local newspaper reports said KKR was close to finalising a joint venture with Woolworths to bid for Coles. </span></div><br /><div></div><br /><a href="AUSTRALIA:"><div>With thanks to Brian Moore at </a></div><a href="http://www.kamcity.com/">Kamcity</a>.Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-9979377592153055762007-05-10T13:37:00.000+10:002007-05-18T10:46:22.441+10:00ROI of Training<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjXuWtXs1uaTTrHTanSQGJf8Wxp5XFNIxWIknz5X10nOsVdAq7dih6AmYYr3EQmXS3X-hCNIDrbmgjcvDbxAxmoWvJctueKZFHJnxwIdHz8scm8upUBhAPPmBsnh0KlLR4zuDNQQGodtNnD/s1600-h/training+session+3.bmp"><span style="font-family:trebuchet ms;"><img id="BLOGGER_PHOTO_ID_5065103665978844594" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjXuWtXs1uaTTrHTanSQGJf8Wxp5XFNIxWIknz5X10nOsVdAq7dih6AmYYr3EQmXS3X-hCNIDrbmgjcvDbxAxmoWvJctueKZFHJnxwIdHz8scm8upUBhAPPmBsnh0KlLR4zuDNQQGodtNnD/s200/training+session+3.bmp" border="0" /></span></a><span style="font-family:trebuchet ms;"><br /></span><div><span style="font-family:trebuchet ms;">At JSA, we're often confronted with the comment - "What if I train them and they leave? I've wasted all that money". </span></div><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">True, but what if you don't train them and they stay? </span></div><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">See the </span><a href="http://www.managesmarter.com/msg/content_display/presentations/e3i77c5a9f8c684e013a16614318a8ef6cc"><span style="font-family:trebuchet ms;">post</span></a><span style="font-family:trebuchet ms;"> over at Manage Smarter where there's an excellent example of both things happening - the've axed their trained staff and haven't trained the rest. A loss of US$80-90 million in 3 months seems to be the number there.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><em><span style="font-family:trebuchet ms;">Jason Wenn</span></em></div><br /><div><span style="font-family:trebuchet ms;"><br /></span></div><br /><div><span style="font-family:trebuchet ms;"></span></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-63655879130251668272007-05-10T13:28:00.000+10:002007-05-10T15:46:32.612+10:00Is Your Account Profile a Photo or a Video?<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiQsV70CpypOfkdy5inePKWHwlUOypChLrleE7B_5jDM_D4LZo_qSIr11oK47P_KGXevmsZfSLy7e74L43arLaoxHqygSvi52dWceMXEejVcwgI6J8Sm3_Sax-VtI5X8_IqMhL0vRCvZtVK/s1600-h/Crystalball.jpg"><span style="font-family:trebuchet ms;"><img id="BLOGGER_PHOTO_ID_5062804067254832082" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiQsV70CpypOfkdy5inePKWHwlUOypChLrleE7B_5jDM_D4LZo_qSIr11oK47P_KGXevmsZfSLy7e74L43arLaoxHqygSvi52dWceMXEejVcwgI6J8Sm3_Sax-VtI5X8_IqMhL0vRCvZtVK/s320/Crystalball.jpg" border="0" /></span></a><span style="font-family:trebuchet ms;"><br /></span><div><span style="font-family:trebuchet ms;">What's the difference between a photo and a video? A photo is a snapshot and, so they say, tells a thousand words. A video shows the same scene with the passing of time. How many words is that? Many more I hazard to guess.<br /><br />In our work we get to see many Account Profiles. From large scale grocery Account Profiles to notes about customers on the back of a business card. Whatever the form, we all understand that information is power. There are many terms for it - wiring, intelligence, DNA etc.<br /><br />The question I have is how well do we understand <strong>changes</strong> in our customers over a period of time? History has a way of helping us predict the future and if we track trends in how our customers operate and perform, we might start to preempt and influence much of their future activity.<br /><br />There's a terrific </span><a href="http://www.salesmotivation.net/2007/05/09/keeping-up-with-your-customers-no-matter-how-often-they-change-the-incredible-power-of-knowledge-intensity/"><span style="font-family:trebuchet ms;">post</span></a><span style="font-family:trebuchet ms;"> on this by Adrian <span class="blsp-spelling-error" id="SPELLING_ERROR_0">Slywotzky</span> at <span class="blsp-spelling-error" id="SPELLING_ERROR_1">SalesMotivation</span>.Net. Adrian discusses the importance of keeping up with your customers no matter how they change.<br /><br />Its all very well to have a complete and up to date account plan and profile, but if you don't use that information to determine where your customer is <strong>going</strong>, you're destined to fall behind.<br /><br />Areas where change has a big impact:<br /><br /></span><ul><br /><li><span style="font-family:trebuchet ms;">Personnel. Buyer churn is a common and deliberate strategy of retailers to disrupt supplier relationships.</span></li><br /><li><span style="font-family:trebuchet ms;">Business process. How decisions get made and executed is a critical part of the knowledge map. Businesses constantly change their policies and practices as they chase efficiency and <span class="blsp-spelling-error" id="SPELLING_ERROR_2">effectiveness</span>.</span></li><br /><li><span style="font-family:trebuchet ms;">Strategy. In the pursuit for shareholder value, companies review their overall strategies and day-to-day tactics frequently. </span></li></ul><span style="font-family:trebuchet ms;">A great <span class="blsp-spelling-error" id="SPELLING_ERROR_3">KAM</span> knows that and keeps pace with the changes. At <span class="blsp-spelling-error" id="SPELLING_ERROR_4">JSA</span> we call this your Customer Engagement strategy.<br /><br />When the top 5-15 accounts for many <span class="blsp-spelling-error" id="SPELLING_ERROR_5">FMCG</span>/Consumer Goods suppliers produce 70-80% of the business, Customer Engagement is no longer a function, it's a <strong>mission</strong>.<br /><br />Failure to establish relations other than with “go-to-market” functions, risks being out of the loop when significant changes emerge in customer organisations. The good news is that with fewer accounts, more in-depth relationships between retailer and supplier management teams can be established and maintained.<br /><br />Remember retailers have a greater need for supplier funding than they care to admit. It must be tempting for them to revert to the behaviours that have always worked….arrogance, threats, abuse, bullying.<br /><br />But, retailers do have good ideas and there are some highly capable retail decision makers. All retail decision makers are busy…if suppliers can’t be efficient or innovative, they will be abused - and they probably deserve it. We have to justify a different positioning – grab their attention because we can add value.<br /><br /><span class="blsp-spelling-error" id="SPELLING_ERROR_6">Carrefour</span>, the French global retailer, estimates that it has more than 20,000 suppliers worldwide. Each one of those suppliers wants to have broad-based access and solid relationships with the top managers at <span class="blsp-spelling-error" id="SPELLING_ERROR_7">Carrefour</span>. Competition for access, like competition for shelf space, is intense. Only those organizations with a strong benefits story are likely to succeed. Luckily, because most suppliers so thoroughly mismanage customer engagement, those few that spend the time to plan and execute well will see positive results.<br /><br />So what is a Customer Engagement strategy?<br /><br />An engagement strategy is a re-thinking of how a company goes to market. The era when customers were thought of as purchase orders is over. Trade demands require ever-greater commitments to information, services and people. Yet, from assortment optimisation to vendor managed inventory, the overwhelming percentage of activity is directly or indirectly related to product sales – moving cases. In developing a strategy, here are some things we should acknowledge:<br /></span><ol><br /><li><span style="font-family:trebuchet ms;">Acknowledge that customer engagement is everybody’s business: Leaving account management solely to account managers is a recipe for non-competitiveness</span></li><br /><li><span style="font-family:trebuchet ms;">We engage to learn and profit…not to <strong>serve</strong>: broad-based engagement is not an exercise is customer service. If the organisational attitude is “We’re here to help…”, the point is being missed. The mission is <strong>learning</strong> and <strong>building</strong> – not serving </span></li><br /><li><span style="font-family:trebuchet ms;">Broad based engagement is a pillar of success – As important as products, funding or logistics</span></li><br /><li><span style="font-family:trebuchet ms;">There will be resistance: To engage means that both sides must actively participate. It is a fact of life that the customer is considerably less motivated to enter and maintain an engagement that the supplier</span></li><br /><li><span style="font-family:trebuchet ms;">We, the supplier, will, therefore, drive the process<br /></span></li></ol><br /><p><span style="font-family:trebuchet ms;">So, whatever knowledge you have about an account needs to be more than a mere snapshot. It must help you predict the your customers intentions and actions.</span></p><br /><p><span style="font-family:trebuchet ms;"></span></p><br /><p><em><span style="font-family:trebuchet ms;">Jason Wenn</span></em></p></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-47517215435796639372007-05-10T10:28:00.000+10:002007-05-10T13:40:36.889+10:00Someone's Doing It Right - Latest David Jones Sales Figures<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj5s7u2qGxIuCKPHkujomlo64nrRQaO8PPHph9jD5weHvNXuoaDl1uxFWQQcIApvIL_bVvZ2fenz4pF_iP_iWLEgjjsOo0jNKsqwHQIc24uJr1Bzj2149mdRZ2_MDOfPr9XLdNf6KsxcZcr/s1600-h/david+jones.jpg"><img id="BLOGGER_PHOTO_ID_5062726933937163170" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj5s7u2qGxIuCKPHkujomlo64nrRQaO8PPHph9jD5weHvNXuoaDl1uxFWQQcIApvIL_bVvZ2fenz4pF_iP_iWLEgjjsOo0jNKsqwHQIc24uJr1Bzj2149mdRZ2_MDOfPr9XLdNf6KsxcZcr/s320/david+jones.jpg" border="0" /></a><br /><div><span style="font-family:trebuchet ms;">In the lead up to and wake of the Myer sell off in Australia, it has been fascinating to watch the David Jones on the up and up.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">DJ's have <a href="http://www.davidjones.com.au/images/corp/pdf/asx_release_20070509.pdf">reported </a>an 8.4% increase in March quarter sales. Interestingly, they've opened their first store in 6 years just this month (Burwood NSW), so their sales increase is not on the back of any expansion. There are three other stores opening this year, so I suspect we can see further sales growth.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">What are they doing right? Well it seems a visit to the Mens and Womens Apparel, Accessories, Cosmetics, Footwear and Homewares sections might be necessary. They're the standout performers according to CEO Mark McInnes. I might just do that and give you our thoughts.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">Predictably, while all states delivered strong sales growth, Western Australia was the stand out performer.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">So what do you think they're doing right?</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">Drop us a note here if you've got some thoughts.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><em><span style="font-family:trebuchet ms;">Jason Wenn</span></em></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-32555358030275686242007-05-10T09:55:00.000+10:002007-05-10T10:25:34.503+10:00What Category Leaders Do<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjqqflBfxSuu_w9mjXLK1hDpy4F5_OwFzT3BsZ7Be-raxzqBxnKP-QKlKnpXphAxh6BcuKPSld7EgIaRx4yryj08ba2XiCOyqGbaGx8qcAfY9nTdv7QhyR8gUi5hsbYFJ1uljm1eqmDiBsL/s1600-h/successful-business.gif"><img id="BLOGGER_PHOTO_ID_5062721298940070802" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjqqflBfxSuu_w9mjXLK1hDpy4F5_OwFzT3BsZ7Be-raxzqBxnKP-QKlKnpXphAxh6BcuKPSld7EgIaRx4yryj08ba2XiCOyqGbaGx8qcAfY9nTdv7QhyR8gUi5hsbYFJ1uljm1eqmDiBsL/s320/successful-business.gif" border="0" /></a><br /><div><span style="font-family:trebuchet ms;">For some years now, one of our clients, Masterfoods Petcare (Uncle Bens), has taken a strategic approach to growing the petcare category. With market share in the high 70%s in some channels, it was apparent that growth would only be achieved through overall category growth. Think about the numbers. If I have 70% share and am chasing 10% sales growth (in a market growing by 3%) then I need will have to increase my market share from 70% to 75%. Not sure how my customers might react to that play.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">Consequently, the approach by Masterfoods has been to grow the category by increasing the incidence of pet ownership in Australia and increasing the share of the premium segments in wet, kibble and snack. You see it everyday in their advertising - <em><a href="http://www.pedigree.com.au/">We're for Dogs</a></em>.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">So it is very interesting to see Nestle Purina starting a similar process in the US. I've just come actross this <a href="http://www.retailwire.com//Objects/Object.cfm/653">series </a>of "tips". I wonder what else they're trying?</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><em><span style="font-family:trebuchet ms;">Jason Wenn</span></em></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-36016844932203382222007-05-09T13:30:00.000+10:002007-05-09T13:42:44.825+10:00NEW: Assisted Self-Learning Modules for the Sales Force<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhz-GPXHAxBpY-Tdc8PLrVSpyP8GQn6w7ATumD53R5nrI4JGKwQem5QCeUwe-YRnL9wQQ2XQJAYZ-a9mR48G7FWUMBkLvG0NgiVYzVpUViSCvNqWdk8QN7tErbHqD-mXcGbi9456XZTwje7/s1600-h/success-building-blocks-+jpg.jpg"><img id="BLOGGER_PHOTO_ID_5062401109128153986" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhz-GPXHAxBpY-Tdc8PLrVSpyP8GQn6w7ATumD53R5nrI4JGKwQem5QCeUwe-YRnL9wQQ2XQJAYZ-a9mR48G7FWUMBkLvG0NgiVYzVpUViSCvNqWdk8QN7tErbHqD-mXcGbi9456XZTwje7/s320/success-building-blocks-+jpg.jpg" border="0" /></a><br /><div><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjY3nDXVrbPUbvyxR15Kbs2l9XRwRonmG9QshDK70-blWoKl2ip5NCigulrioPe2L1W3DTtaccgn07uCBfIOyh_xlB7nOCDnxJmAXVmr4EZbiKrtdck1pOcrdmA4zahxynNfgpuIgP3-c8r/s1600-h/success-building-blocks-+jpg.jpg"></a><br /><br /><div><strong><span style="font-family:trebuchet ms;color:#cc0000;">At JSA we're about ideas. We're rapt to announce a new development in the way that you can embed our sales effectivenss strategies in your organisation.</span></strong></div><br /><div><strong><span style="font-family:trebuchet ms;">What is it?</span></strong></div><div><span style="font-family:trebuchet ms;">This is a program of around 50 (and growing), self-learning modules, based on topics from our most successful training workshops of the last decade. We’ve grouped them as programs for different job roles and experience levels. Each module takes 40 minutes to complete and has 12-20 minutes of audio content.</span></div><div><br /><span style="font-family:trebuchet ms;">The modules are built in Macromedia Breeze with Flash animated visuals and voiceover. Many are supported with Toolkits – planning processes, checklists and case studies. All have guidelines for the Manager on how to coach the topic, or run team meeting sessions to reinforce learning. </span></div><div><br /><span style="font-family:trebuchet ms;"><strong>Why are we doing this?</strong><br />Our clients’ organisations are leaner than ever. They recognise that Learning is a source of Competitive Advantage, Staff Engagement and Retention.</span></div><div><br /><span style="font-family:trebuchet ms;">The challenge is learning delivery. 6-8 workshop days per year doesn’t cut it when it takes 3 years to cover the curriculum and most won’t be in the job that long. They need a productivity accelerator.</span></div><div><br /><span style="font-family:trebuchet ms;">The message for learners is, “don’t wait for the next training course; satisfy your personal needs now.” Then, cover the module with your manager, get their ideas on what works, and make it the theme for your next coaching day.</span></div><div><br /><span style="font-family:trebuchet ms;">Line Managers have the primary responsibility for team development and, being busy, they need simple solutions to focus their on-the-job coaching and make their sales meetings more interesting.</span></div><br /><div><span style="font-family:Trebuchet MS;"></span></div><br /><div><span style="font-family:Trebuchet MS;">Contact us for more information: <a href="http://www.jsasolutions.com">www.jsasolutions.com</a> or <a href="mailto:jason@jsasolutions.com">email </a>me.</span></div><br /><div><span style="font-family:Trebuchet MS;"></span></div><br /><div><span style="font-family:Trebuchet MS;"></span></div><br /><div></div><br /><div><span style="font-family:Trebuchet MS;"><em>Jason Wenn</em></span></div></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-24267093525513062482007-05-09T11:08:00.000+10:002007-05-09T11:12:32.045+10:00Retail Sales Up for March<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhSgSWd7jwTLd6EOqxB_7q064huMHWMZVnfhU598vkXQVorXGsG-zRzWjErOTWxIbyNBlo3X-zASMJKwump-e6D1AHueeBo2nMs3yKkKbzkri0r-jiO_ewvSiIDpmetdt8TSS81YA-sOxUJ/s1600-h/aussie+banknotes.bmp"><img id="BLOGGER_PHOTO_ID_5062361930436479842" style="FLOAT: left; MARGIN: 0px 10px 10px 0px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhSgSWd7jwTLd6EOqxB_7q064huMHWMZVnfhU598vkXQVorXGsG-zRzWjErOTWxIbyNBlo3X-zASMJKwump-e6D1AHueeBo2nMs3yKkKbzkri0r-jiO_ewvSiIDpmetdt8TSS81YA-sOxUJ/s320/aussie+banknotes.bmp" border="0" /></a><br /><div><span style="font-family:trebuchet ms;">The latest ABS figures show that Australian retail sales increased in March by 1.1% The seasonally adjusted figure is A$19.03billlion. This represents the biggest gain in 11 months, largely on the back of department stores which increased by 3.6%. Recreational goods were up 2.3% and hospitality sales rose by 1%.</span></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-83129938642214457392007-05-08T16:13:00.000+10:002007-05-08T19:45:46.340+10:00Coles and Tesco?<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgI9VZNFIJpsCO7M32-rmg3pwBXs90zJVYSJ-dBAGVWb49RHrf1VTjVw-238ocybCj9QZ-iP-zhDXlQ2t17UukPooUF0rAwhRZc_u47r05qHV1JJZ-ojHJ7yPVYkHaQnKm8CkYgaip0lTRx/s1600-h/coles-tesco.gif"><img id="BLOGGER_PHOTO_ID_5062123061535345474" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgI9VZNFIJpsCO7M32-rmg3pwBXs90zJVYSJ-dBAGVWb49RHrf1VTjVw-238ocybCj9QZ-iP-zhDXlQ2t17UukPooUF0rAwhRZc_u47r05qHV1JJZ-ojHJ7yPVYkHaQnKm8CkYgaip0lTRx/s320/coles-tesco.gif" border="0" /></a><br /><div><br /><div><br /><div><span style="font-family:trebuchet ms;">UK media <a href="http://www.kamcity.com/">reports </a>suggest Tesco may be on the </span><span style="font-family:trebuchet ms;">move to buy the Coles Group There have been </span><span style="font-family:trebuchet ms;">several reports that Merrill Lynch have been </span><span style="font-family:trebuchet ms;">engaged to provide advice on a possible bid.</span></div><br /><div><span style="font-family:Trebuchet MS;">With Tesco are under pressure with </span><span style="font-family:trebuchet ms;">its huge US launch and some regulator interest in the UK it seems an unlikely scenario. It makes for interesting speculation though.</span></div><br /><div><span style="font-family:Trebuchet MS;"></span></div><span style="font-family:trebuchet ms;">What might we expect if Tesco bought Coles? Some insight can be gained from Tesco's</span><span style="font-family:Trebuchet MS;"> head, Sir Terry Leahy. Sir Terry recently <a href="http://www.retailwire.com/Discussions/Sngl_Discussion.cfm/12090">commented </a>on seven trends that will have a "swift and dramatic" impact on retailing:</span><br /><ol><br /><li><span style="font-family:Trebuchet MS;">The consumers' desire for simplicity - its a fast paced life and we have too many choices.</span></li><br /><li><span style="font-family:Trebuchet MS;">The consumers's desire to save time - its a fast paced life and who wants to spend it in the supermarket?</span></li><br /><li><span style="font-family:Trebuchet MS;">The growth in categories that contribute to their health and looks - the baby boomer phenomena rolls on</span></li><br /><li><span style="font-family:Trebuchet MS;">Globalisation as it impacts the economies of scale in the supply chain, but also in the optimisation of business processes - i.e. nearly all Tesco's IT is sourced out of India</span></li><br /><li><span style="font-family:Trebuchet MS;">The availability of information makes the consumer choice process faster and easier, but has also introduced other decision criteria - i.e the ethical/environmental footprint of the retailer/manufacturer, the healthy heart tick, nutritional information</span></li><br /><li><span style="font-family:Trebuchet MS;">Trust. In the age of the War on Terror, consumers are looking to for organisations and retailers they can trust.</span></li><br /><li><span style="font-family:Trebuchet MS;">Environmental - we are indeed moving back to the <em>greengrocer</em>. With climate change, emissions and carbon footprint hot topics, consumers are looking for ways they can reduce their environmental impact. Consequently they seek retailers and products who support that.</span></li></ol><br /><div><span style="font-family:Trebuchet MS;"><em>"Just as the opportunities for businesses, which get it right, are greater than ever before, so the penalties for those who get it wrong are equally dramatic. There is no gentle decline, no hiding place for retailers or suppliers who fail to spot consumer trends or adapt to changing markets" - Sir Terry Leahy</em></span></div><br /><br /><div><span style="font-family:Trebuchet MS;">So if Tesco did make a successful play for Coles what might we see change?</span></div><br /><div><span style="font-family:Trebuchet MS;">Who knows, but something needs to happen quickly.</span></div><br /><div><span style="font-family:Trebuchet MS;">For some, Coles have been fighting a rearguard action, mostly focussed on defensive activities to guard share, but more recently focussed on activities to optimise earnings and cash. With takeover offers from KKR, Wesfarmers already in the news, rumours fly of excessive internal pressure on buyers and store managers to keep inventories down and extract maximum terms from new lines and major promotions. With this sort of focus on maximising cash flow and short term profit, Coles needs to be sold soon. There is nothing sustainable about OOS and five types of canned asparagus. If the "For Sale" sign is in the yard for too long, Coles will see any P/E multiplier diminish as potential purchasers lift the bonnet and witness the ever growing strategic black hole.</span></div><br /><div><span style="font-family:Trebuchet MS;">What does these mean for KAM's?</span></div><ul><li><span style="font-family:Trebuchet MS;">Stay in touch with the financial imperitives of your category and buyer. These are changing weekly if not daily.</span></li><br /><li><span style="font-family:Trebuchet MS;">Failing that, propose promotional activities that meet the need for cash flow and short term earnings.</span></li><br /><li><span style="font-family:Trebuchet MS;">Keep on top of execution. Store management morale is reportedly low. We've had one report of a supplier paying for $1million for an end display and getting less than 70% of stores complying.</span><br /></li><li><span style="font-family:Trebuchet MS;">Expand your network. As things evolve, we're likely to see high level of churn. Staff at Coles are under excessive pressure and some will choose "to seek excellence elsewhere". Others will jump. Whatever happens there will be corporate memory loss. You need multiple contacts for continuity.</span></li></ul><br /><div><span style="font-family:Trebuchet MS;">Remember a great KAM not only knows the people, plans, processes and measures, but also knows how they're changing. And aren't they changing!</span></div><br /><br /><div><span style="font-family:Trebuchet MS;"><em>Jason Wenn</em></span></div><br /><br /><br /><div><span style="font-family:Trebuchet MS;"></span></div><br /><br /><br /><div><span style="font-family:Trebuchet MS;"></span></div></div></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-45729584134707706442007-05-04T20:33:00.000+10:002007-05-08T20:07:32.885+10:00Humour: Maths Gone Wrong<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhWzxIyjuSUD8_PJnR-iTxH5eu58VNnIbStpoYWRCrAFN6mbY5ZchReJRUy9KmqGYQTZwrMfVIY7RYNFUxnyj6qLk0_akyD9-MM0POL4A75IGOH9erzVuxFVscVkziViaEkha3sPHzjn1Rm/s1600-h/math2.gif"><span style="font-family:trebuchet ms;"><img id="BLOGGER_PHOTO_ID_5061985781495663362" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhWzxIyjuSUD8_PJnR-iTxH5eu58VNnIbStpoYWRCrAFN6mbY5ZchReJRUy9KmqGYQTZwrMfVIY7RYNFUxnyj6qLk0_akyD9-MM0POL4A75IGOH9erzVuxFVscVkziViaEkha3sPHzjn1Rm/s400/math2.gif" border="0" /></span></a><span style="font-family:trebuchet ms;"><br /></span><div><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi-JESP2pwBYsAr9QOs1Ox8BlMMua9KAe53AtA0Wr_b-yjh5b3RnlyC-8HdG7E5Fnt2hS9uqTYEYhVVgPlXWcWIR1nMEJ45z6VUGBv2mYyPjx18HGorhlPXZI_ztOgeSIy_lP_zi7vNh5Yy/s1600-h/findX.gif"></a><a style="font-family:trebuchet ms;"><span style="color:#333333;"><span style="font-family:trebuchet ms;">As you know, JSA offer extensive materials in Retail Maths and Financial Acumen. We have modules covering:</span> </span></a><a style="FONT-FAMILY: trebuchet ms"><br /></span><ul><li><span style="color:#333333;"><span style="font-family:trebuchet ms;">Introduction to Business Finance</span> </span></li><li><span style="font-family:trebuchet ms;"><span style="color:#333333;">How Customers Make Money</span></a><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEilBLbxg059-WC37nmk7mBwKlvYZsdC95bjL_rxyPG_LlhwyE_in1nukHyBEEMYjHEMoDAqw1_tUpScIYHbOLub8irz8I8sm20ayF_-KcbpAHIYZGmZCBtZ8mxJlRWvp690kgM6MKsq6GlH/s1600-h/heat.jpg"></a><a style="FONT-FAMILY: trebuchet ms"></span><span style="color:#333333;"> </span></a><a style="FONT-FAMILY: trebuchet ms"></li><li><span style="font-family:trebuchet ms;"></a><a style="font-family:trebuchet ms;"><span style="color:#333333;">How Manufacturers/Distributors Make Money</span></a><a face="trebuchet ms"></span><span style="color:#333333;"> </span></li><li><span style="font-family:trebuchet ms;color:#333333;">Presenting Financial Argument</span></a></li></ul><div><span style="font-family:trebuchet ms;color:#333333;">Anyway, I doubt that the particpants in these recent tests had the pleasure of attending our workshops! I myself have had some cracker responses during the workshops - but none as funny as these. </span></div><div><span style="font-family:trebuchet ms;color:#333333;"></span></div><div><span style="color:#333333;"><span style="font-family:trebuchet ms;">If you're concerned with the level of Financial Acumen in your sales team, contact us directly for a free Financial Acumen Healthcheck. A 20 minute survey (ok - test!) to assess the capability of your sales team.</span><br /></span></span></span></div><div><span style="color:#333333;"></span></div></div><br /><br /><span style="font-family:trebuchet ms;color:#333333;"><em>Jason Wenn </em></span><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEivJYcz0gnUu1BaPy59y9iopdpiNLGtdoP3_JFRm250A2z5VIjhbRmB-jhfsnLw-xgjsV4PFK_LRNCK0JnNpL5K6y2hRGd1zBtqlzzeM-v3xX-UckfuKhrp3FwFiy1M50Kn6T4Ot5rAO8c6/s1600-h/expand.jpg"></a><span style="font-family:trebuchet ms;"><br /></span><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhBCcSPt-fYeIF9uCKqaFMkCk_-l-mhN8IpoRL_edOEhy7U1vbkvm-UgY6eeWHl9LcsXyC0-OXJI_tr5XNszndP4r5_hzUrGKNefAmq9bsfjKn-T4qK-8iCXqN1whe4LwtE1MHDzHnimLv9/s1600-h/curve.jpg"></a><span style="font-family:trebuchet ms;"></span><p><span style="font-family:trebuchet ms;color:#333333;"></span></p><br /><br /><br /><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiM-NZKs2s-wfxBdIb1E7ORlvTjh03V93yFOfdgsGsUlxMXA_KyIc_8Hi6lME8qttQNorAGkNFfKu0xXBXDjoR0ZKYwn1yqTBsJrPj5hRZkhxdkqpF9SotFBSlVu-WASbnUQ9_27mFE3YFf/s1600-h/expand.jpg"></a><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEginOs90h0Q1J5EnpdZlD0vYfTNQcagzBj2bSrQfG4CNVQlukLeudueplnkIsIn2f_sjF3Sm93e7LxkF0WHVkqg7TAakYKl4HvaGrEGrNI0i-5DnUDU5wbUCPigxwMkCS_ajJfA6J9yqowC/s1600-h/findX.gif"><span style="color:#333333;"><img id="BLOGGER_PHOTO_ID_5061985777200696002" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEginOs90h0Q1J5EnpdZlD0vYfTNQcagzBj2bSrQfG4CNVQlukLeudueplnkIsIn2f_sjF3Sm93e7LxkF0WHVkqg7TAakYKl4HvaGrEGrNI0i-5DnUDU5wbUCPigxwMkCS_ajJfA6J9yqowC/s400/findX.gif" border="0" /></span></a><span style="color:#333333;"><br /></span><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEixGilpkcGGD6Hk5bvuKLEiff34o8bFk7h7Q1Mq0UQncgTUY52PMEwb98vZBCc_75EncebYELy4uvvFVDBD2kxyQOxxylStKDOzhmrnFuqXv1c1F7d3Z8pTB9hRwqzZWTsqcJM602wQGSz4/s1600-h/heat.jpg"></a><br /><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhzySjxGq6qpxZ1V3MQThXsskQCwgIm_kNXXqahphtlU16nIcaxuA98Kjmi2izbCpDnzlKxMJ2_JnvKdUxcqThdU9KyngjKZa2RLykRG-vnI-SVj_RdC_7zfYZtyQgjC_2JTD1nsey8MSoC/s1600-h/math2.gif"></a><br /><br /><br /><br /><br /><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiTVRz52dmmGDhExyOozHtLP__FiV0pc3MZ3Ng-P5UEon9xG6Mf48j7hyphenhyphenB3HaRJBghs_01b2tFnsIxO2n1Q6JwiSqjdQ9vn0Ad919eEn84aqDHkF3tkaVtA5PvCodb_OZv8k_lDyeeBygG9/s1600-h/expand.jpg"><span style="color:#333333;"><img id="BLOGGER_PHOTO_ID_5061985777200696018" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiTVRz52dmmGDhExyOozHtLP__FiV0pc3MZ3Ng-P5UEon9xG6Mf48j7hyphenhyphenB3HaRJBghs_01b2tFnsIxO2n1Q6JwiSqjdQ9vn0Ad919eEn84aqDHkF3tkaVtA5PvCodb_OZv8k_lDyeeBygG9/s400/expand.jpg" border="0" /></span></a><span style="color:#333333;"><br /></span><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgo3uwhdKwXvCoWso8Y2-Z1wLTh0bTR4RQdE12jugMxICVxA7m0JLgtNqXjp5vCpkUeMciWAnKaltFx7B0JaqBSS89sZxVDJGx6v6MqEMWCIOxrDmWTXR1vgScTgaOQorPLkkVze6Z0swfu/s1600-h/cat.jpg"><span style="color:#333333;"><img id="BLOGGER_PHOTO_ID_5061985777200696034" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgo3uwhdKwXvCoWso8Y2-Z1wLTh0bTR4RQdE12jugMxICVxA7m0JLgtNqXjp5vCpkUeMciWAnKaltFx7B0JaqBSS89sZxVDJGx6v6MqEMWCIOxrDmWTXR1vgScTgaOQorPLkkVze6Z0swfu/s400/cat.jpg" border="0" /></span></a><span style="color:#333333;"><br /><br /><br /></span><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgl6BxTV7LD0gqDc4K2yKf81zb7Sn2qnQcJUMjOS51i3Ok1k-qyH5BbQx2ST5mCLB7vazMtf6IG_Hdtu53KBfqrBrVGbEyqGqFCkZ943Z6ZQtLQxPXmMY08O9AGaFtIdEPJbtuHDqFAbLLL/s1600-h/combined.jpg"></a>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-68874396175704302502007-05-04T20:01:00.000+10:002007-05-08T20:09:00.012+10:00Looking for Some Good Industy News?<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgcqq1rVTNhWVnfLsIQdE_XcZE4j4F3Ah5TFnnLd7FJYPldlSOLpph1Mrbuq3nCICtAz1F5WFQuoaZM-fG-SFJMIC7q_-dRQuEEXaf0P6hUvd2LmM7MyFZYk-4QhNRSWJflYc02X8m4QyxL/s1600-h/catman.jpg"><img id="BLOGGER_PHOTO_ID_5061973274550897202" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgcqq1rVTNhWVnfLsIQdE_XcZE4j4F3Ah5TFnnLd7FJYPldlSOLpph1Mrbuq3nCICtAz1F5WFQuoaZM-fG-SFJMIC7q_-dRQuEEXaf0P6hUvd2LmM7MyFZYk-4QhNRSWJflYc02X8m4QyxL/s320/catman.jpg" border="0" /></a><br /><div><span style="font-family:trebuchet ms;">At JSA it's vitally important for us to stay in tune with some of the latest trends and research in retail, key account management and sales management.</span><br /><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">A couple of great sites that you might like to check out:</span> </div><br /><ul><br /><br /><br /><li><a href="http://www.retailwire.com/Index.cfm"><span style="font-family:trebuchet ms;color:#333399;">Retail Wire</span></a><span style="font-family:trebuchet ms;"><span style="color:#333399;">:</span> a great site with some of the latest US news in retail.</span></li><br /><br /><br /><li><a href="http://www.kamcity.com/"><span style="font-family:trebuchet ms;color:#333399;">Kamcity</span></a><span style="font-family:trebuchet ms;"><span style="color:#333399;">:</span> A UK site that has some excellent resources for Key Account Managers. Their newswire service and Something for the Weekend is always interesting.</span></li><br /><br /><br /><li><a href="http://www.trendwatching.com/"><span style="font-family:trebuchet ms;color:#333399;">Trendwatching</span></a><span style="font-family:trebuchet ms;"><span style="color:#333399;">:</span> Remember Yuppies, Dinks, Nimby's etc? Well these are the guys who think of those names. Every month they have a new one, some stick some don't. Visit them for the very latest in consumer behaviour</span></li><br /><br /><br /><li><a href="http://blogs.bnet.com/salesmachine/"><span style="font-family:trebuchet ms;"><span style="color:#333399;">Sales Machine:</span> </span></a><span style="font-family:trebuchet ms;">A great, often entertaining look at the world of sales and sales management. See their latest article on the </span><a href="http://blogs.bnet.com/salesmachine/?p=47"><span style="font-family:trebuchet ms;color:#ffcc99;">Worst Sales Manager's Ever</span></a></li><br /><br /><br /><li><a href="http://zenhabits.net/"><span style="font-family:trebuchet ms;color:#333399;">Zen Habits</span></a><span style="font-family:trebuchet ms;"><span style="color:#333399;">:</span> I love this low impact blog on time and self management. Some excellent ideas. Well worth subscribing to. The best one I've seen.</span></li><br /><br /><br /><li><a href="http://www.presentationzen.com/"><span style="font-family:trebuchet ms;color:#333399;">Presentation Zen</span></a><span style="font-family:trebuchet ms;"><span style="color:#333399;">:</span> What is it with Zen? Well this is a great source on the latest presentation techniques and innovative ways to avoid Death by Powerpoint. Essential cruising for anyone who is presenting more than once per week.</span></li></ul><br /><div><span style="font-family:trebuchet ms;">We'll let you know as interesting pieces come up. But in the meantime add them to your favourites in Internet Explorer or subscribe to the RSS feed. We'd also love to hear of any your suggestions for our other readers.<br /><br />Just post a comment below.<br /><br /><br /><br /><em>Jason Wenn</em></span></div></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-21001166777778368852007-05-04T19:39:00.000+10:002007-05-08T09:56:26.773+10:00A New Client - Village Roadshow<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjeYtYTgFPkrhFmyWOWVFFnfeQxQsmmxYzcayrftqJTZj50EtJeAvTRd-aRbd2Q3EI2SNTAERbmCVVWptYB0-657ftqqeH4xH1-mXuwXWi1-Nfs3SgXbbcMe8Vs7wzSqfdPdyWpZj_4QFwI/s1600-h/Village.jpg"><img id="BLOGGER_PHOTO_ID_5060650291479742898" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjeYtYTgFPkrhFmyWOWVFFnfeQxQsmmxYzcayrftqJTZj50EtJeAvTRd-aRbd2Q3EI2SNTAERbmCVVWptYB0-657ftqqeH4xH1-mXuwXWi1-Nfs3SgXbbcMe8Vs7wzSqfdPdyWpZj_4QFwI/s320/Village.jpg" border="0" /></a><br /><div><span style="font-family:trebuchet ms;">At JSA, we've commenced our latest project with Village Roadshow. It is an exciting project with extensive work with their Key Accounts, Sales Management and Field Sales operations.<br /><br />Roadshow are the number one player in DVD business. With recent blockbusters - Happy Feet, Lord of the Rings and the Matrix.<br /><br />A few facts for you:<br /></span><br /></div><ul><br /><li><span style="font-family:trebuchet ms;">The DVD business is still a stong growth category for retailers - inspite of piracy (valued at $250 million this year) and Internet downloads.</span></li><br /><li><span style="font-family:trebuchet ms;">Many of the Mass Merchants treat DVDs as a loss leader category</span></li><br /><li><span style="font-family:trebuchet ms;">It costs a lot more than the $2-3 people think it costs to produce a DVD. Aside from the physical costs there is the costs associated with royalties. But more than anything its the risk they take with new films that needs to be factored into the cost of successful ones.</span></li></ul><div><br /><span style="font-family:trebuchet ms;">Brandon Hill is the Sales Director at Roadshow. Some of you might remember his last stint as NSM with Bonds - so it's good to see clients coming back for more.<br /><br />Brandon has already achieved some great things at Roadshow and we look forward to helping them maintain and extend their Number One position.<br /><br />We'll have some more news as the project progresses.</span></div><div><span style="font-family:Trebuchet MS;"></span></div><div><span style="font-family:Trebuchet MS;"></span> </div><div><span style="font-family:Trebuchet MS;"></span> </div><div><span style="font-family:Trebuchet MS;"></span></div><div><span style="font-family:Trebuchet MS;"><em>Jason Wenn</em></span></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-76037012257707316152007-05-04T12:28:00.000+10:002007-05-08T09:51:01.512+10:00We're Moving!<span style="font-family:trebuchet ms;">Progress is progress. The building at St Kilda Road is being demolished to make way for a new apartment complex and JSA are relocating.<br /><br />We've found some great offices in Richmond, just off Church Street. With more space, meeting rooms and facilities it's a great opportunity for JSA.<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhCaexdKnAxZEYi9y5fRxdOnnKMP0MQ3CZT-OD8JwrHLXytvV3nRL3s9EG3_QliS-UByEys9S4hpidoNSstQ-CzFl_MiycRo0nru-VKaqSKzEVbkVPpHfka-0GbZAzOe8wBUtzlbS-9j0ok/s1600-h/5260237mm1175568070.jpg"><img id="BLOGGER_PHOTO_ID_5061968803489942018" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhCaexdKnAxZEYi9y5fRxdOnnKMP0MQ3CZT-OD8JwrHLXytvV3nRL3s9EG3_QliS-UByEys9S4hpidoNSstQ-CzFl_MiycRo0nru-VKaqSKzEVbkVPpHfka-0GbZAzOe8wBUtzlbS-9j0ok/s320/5260237mm1175568070.jpg" border="0" /></a><br /><div><br />As always, all our clients are welcome to take advantage of our facilities whenever they need an off site meeting or a base during interstate trips. With a wireless network, printers and meeting rooms we trust our hot desks can give you an office away from the office.<br /><br /><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi6rNXC9xc_wTrJFre-6TfrYGCx-bpL_kMfM2sQ_1dsFxb6TesLuifIWJN_IZEiCGAQQ4FmlyL-nyKe2C9pZ4zLT_ZyRqcBv6S24UpF3lppr_2f34qi3rvfoDdDYrJ2tmVEe97DvCeeA4_d/s1600-h/110+Chestnut+Street.gif"><img id="BLOGGER_PHOTO_ID_5060637466707397026" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi6rNXC9xc_wTrJFre-6TfrYGCx-bpL_kMfM2sQ_1dsFxb6TesLuifIWJN_IZEiCGAQQ4FmlyL-nyKe2C9pZ4zLT_ZyRqcBv6S24UpF3lppr_2f34qi3rvfoDdDYrJ2tmVEe97DvCeeA4_d/s320/110+Chestnut+Street.gif" border="0" /></a><br />The new address is:<br />13/150 Chestnut Street<br />Richmond VIC 3121<br /><br />Our new numbers are:<br />03 9421 2442<br />03 9421 2443<br /><br />Our existing numbers will divert for a period of two months.<br /></span></div><br /><div><span style="font-family:trebuchet ms;">We're on Level Three with a neat Balcony view over the city.</span></div><span style="font-family:trebuchet ms;"><div><br />We take up residence on the 7th of May and look forward to welcoming you there in the near future.</div><br /><div></div><div> </div><div><em>Jason Wenn</em></span></div>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-4240839338976468912007-05-04T12:22:00.000+10:002007-05-08T09:52:55.465+10:00Welcome to the JSA Blog<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi2WtGGORdPhGxzngAysmp1RN0YENTQwdhHWABs2W5jvTgQuSxOd-gcoFkQkfhyVoXg568Gvd7QNrjooruYSfI3LI6w3t3N-p9S0i9S0wZumUr8wTl1zX2M7HXOBaTf249x2iellbIfQ3us/s1600-h/lightbulb2.jpg"><img id="BLOGGER_PHOTO_ID_5060526759630375314" style="FLOAT: left; MARGIN: 0px 10px 10px 0px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi2WtGGORdPhGxzngAysmp1RN0YENTQwdhHWABs2W5jvTgQuSxOd-gcoFkQkfhyVoXg568Gvd7QNrjooruYSfI3LI6w3t3N-p9S0i9S0wZumUr8wTl1zX2M7HXOBaTf249x2iellbIfQ3us/s320/lightbulb2.jpg" border="0" /></a><br /><div><span style="font-family:trebuchet ms;">Things are afoot at JSA!</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">This is the opening salvo in our new blog. We hope it will be a useful source of news for all our clients and colleagues:</span></div><br /><ul><br /><li><span style="font-family:trebuchet ms;">the latest news at JSA - projects, research, tools</span></li><br /><li><span style="font-family:trebuchet ms;">industry and channel news</span></li><br /><li><span style="font-family:trebuchet ms;">links to useful websites and articles of interest</span></li></ul><br /><p><span style="font-family:trebuchet ms;">Feel free to post comments or ask questions. Indeed share this link with friends and colleagues.</span></p>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0tag:blogger.com,1999:blog-2579136521643332083.post-54726615715518248162007-05-04T12:01:00.000+10:002007-05-08T10:03:18.498+10:00The Relentless Advance of Private Label<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgiV2tpax13laV8PCBZwzrxX_RTtzLsrGNKIo5q88UL47rjjTBat2NmH1qmMm0DPIcRRmhe2p4I4xgaF0aFCArbLXrpqOENjIgDZ5KDCGS2lv4mQ6bgdqAQLxstg34BNrIrnr5BQCuucyRA/s1600-h/private+label.jpg"><img id="BLOGGER_PHOTO_ID_5060524895614568818" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgiV2tpax13laV8PCBZwzrxX_RTtzLsrGNKIo5q88UL47rjjTBat2NmH1qmMm0DPIcRRmhe2p4I4xgaF0aFCArbLXrpqOENjIgDZ5KDCGS2lv4mQ6bgdqAQLxstg34BNrIrnr5BQCuucyRA/s320/private+label.jpg" border="0" /></a><br /><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhmPx5Dzuk-Ju4FreAzQUtIjbK6lbiYlqvMVi-GMboKkAZyvcOq-Zehh9YJXK98ln3ztxDdz614gpXkGWUzue-HqAwSOMGo5SrcWwFXKTNWVp66Acc13a2tGjq2umCT3lVoiN1revBTlZwW/s1600-h/private+label+II.jpg"><img id="BLOGGER_PHOTO_ID_5060524895614568834" style="FLOAT: right; MARGIN: 0px 0px 10px 10px; CURSOR: hand" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhmPx5Dzuk-Ju4FreAzQUtIjbK6lbiYlqvMVi-GMboKkAZyvcOq-Zehh9YJXK98ln3ztxDdz614gpXkGWUzue-HqAwSOMGo5SrcWwFXKTNWVp66Acc13a2tGjq2umCT3lVoiN1revBTlZwW/s320/private+label+II.jpg" border="0" /></a><br /><div><span style="font-family:trebuchet ms;">Boston Consulting Group have published a useful and concise </span><a href="http://www.bcg.com/publications/publications_search_results.jsp?PUBID=2218"><span style="font-family:trebuchet ms;">article </span></a><span style="font-family:trebuchet ms;">on the strategies of those manufacturers who are competing successfully with private label.</span></div><br /><div><span style="font-family:trebuchet ms;"></span></div><br /><div><span style="font-family:trebuchet ms;">Some of the key poings strategies of those manufacturers are:</span></div><br /><ul><br /><li><span style="font-family:trebuchet ms;">They adopt a total category approach. More importantly their definition of the category tends to be broader than most - encompassing usage, demographics and occasion</span></li><br /><li><span style="font-family:trebuchet ms;">They have higher levels of investment in product quality and innovation</span></li><br /><li><span style="font-family:trebuchet ms;">They leverage their economies of scale in manufacturing and supply chain management to provide more SKU varieties at lower costs</span></li></ul><br /><p><span style="font-family:trebuchet ms;">BCG have produced a series of questions manufacturer's should be answering to help them understand how well they are and can compete with private label. </span></p><br /><p><span style="font-family:trebuchet ms;">See the full article </span><a href="http://www.bcg.com/publications/publications_search_results.jsp?PUBID=2218"><span style="font-family:trebuchet ms;">here</span></a><span style="font-family:trebuchet ms;">.</span></p><p><span style="font-family:trebuchet ms;"><em>Jason Wenn</em></span></p>Jason Wennhttp://www.blogger.com/profile/14094196108255539589noreply@blogger.com0